Strategic sales Advisor

Member of Strategic Services Team

Reports to:SVP Strategic Services
Status:Regular Full Time, Exempt

Love & Company

Love & Company, based in Frederick, Maryland, is a national leader in senior living marketing, research, branding, advertising, and sales management. We take pride in having a top-notch team of creative marketing professionals with extensive experience in their specific areas of expertise as well as senior living.

Position Overview

The Strategic Sales Advisor is a field-based* position that specializes in assisting senior living communities and their sales teams with establishing and maintaining disciplined sales systems and processes based on Love & Company training and best practices, helping them to achieve defined sales and occupancy goals. Working closely with the Love & Company Account Strategy Director and client Sales Director for his/her assigned client accounts, the Strategic Sales Advisor monitors and stays on top of sales activity results and conversion rates compared to goals. The Strategic Sales Advisor identifies and helps implement solutions for meeting and exceeding marketing and sales goals. In addition, the Strategic Sales Advisor serves as a senior living expert resource and mentor for Love & Company staff and participates in Love & Company marketing and new business efforts. This person takes on a variety of duties and responsibilities to facilitate effective and efficient sales efforts. The Strategic Sales Advisor needs to be able to work on many different tasks for several clients simultaneously. 

*Field-based means coaching, training and fulfillment of other deliverables may be on-site with the client depending on need and federal and state travel guidelines currently in place. 

Primary Responsibilities

• Contributes to and participates in the evaluation, development, and implementation of marketing and sales programs.
• Maps out and implements effective sales training and coaching programs for clients’ sales teams using Love & Company tools, standards, and best-practices.
• Monitors clients’ sales teams’ activity and results, identifying opportunities to correct problems and enhance results, and coaches appropriate team members to implement recommendations.
• Maintains Love & Company sales training process and materials regularly, in collaboration with the rest of the sales team and the Chief Client Services Officer
• Participates in the firm’s internal and external business development efforts.
• This contributes to enhancing the employee experience and overall work culture at Love & Company through coaching and developing internal staff and contractors.
• Works collaboratively and effectively with the Client Experience Management Team to be accountable to and for the commitments made to the team.

DETAILED RESPONSBILITIES

Contributes to and participates in the evaluation, development, and implementation of marketing and sales programs.

• Completes the sales portions of sales and marketing assessments and sales and marketing plans.
• Works with the SVP Client Experience, Account Strategy Directors, and clients to ensure data integrity of clients’ reporting.
• Works closely with the Account Strategy Director to evaluate clients’ sales and marketing programs on a regular basis, typically monthly and quarterly basis, and proactively as the situation warrants.
• Contributes to preparation for and participates in monthly results reporting meetings and quarterly planning meetings with clients, which are led by the Account Strategy Director
• Works with Account Strategy Director to ensure alignment of initial and subsequent years’ goals and objectives for the client’s sales and marketing program.
• Can articulate a comprehensive knowledge of core agency service offerings/capabilities and their benefits, and senior living field and corresponding marketing strategies and tactics, and can identify and communicate to internal teams, company leadership and client leadership additional services that may help the client achieve their objectives.

Maps out and implements effective sales training and coaching programs for clients’ sales teams using Love & Company tools, standards, and best-practices.

• Develop and nurtures relationship as trusted sales advisor and member of Love & Company team to clients’ marketing and sales leaders and team members.
• Participates in successful client onboarding and successful launch of clients’ sales and marketing program.
• Coordinates training and coaching sessions, meetings, and on-site visits with the client within the parameters of the agreed upon contract
• Trains the client’s sales and marketing team on the Love & Company sales and marketing program; training may be done both on site and via video conferencing, as the contract or situation warrants.
• Communicates regularly with the client’s sales leadership (and executive team as appropriate), providing progress reports and seeking feedback.
• Prepares written communications, both for the internal team and for clients; organizes and maintains training documents and documentation.
• Prepares site visit reports within 48 hours of each site visit.

Monitors clients’ sales teams’ activity and results, identifying opportunities to correct problems and enhance results, and coaches appropriate team members to implement recommendations.

• Evaluates ongoing program results for assigned clients, identifying potential challenges and opportunities for clients, and works with appropriate internal and client partners to identify, develop, present, and implement solutions.
• Reviews and analyzes the client’s customer relationship management (CRM) software database, looking for opportunities to improve sales and coach the sales counselors on strategies to advance leads towards sales.
• Prepares written communications, both for the internal team and for clients; organizes and maintains project documentation files.
• Provides recommendations with supporting documentation if client staffing changes are required.
• Participates in screening and interviewing new client hires.

Works collaboratively and effectively with the Client Experience Management Team to be accountable to and for the commitments made to the team.

• Meets the stated client experience and relationship management criteria consistently to ensure that internal and external relationships support the company’s core values.
• Communicates regularly with the Account Strategy Director and Client Experience Management Team to keep them informed of the progress, results and schedule of the sales services being provided to the client team.
• Coordinates with Accounting Department for timely filing of expense reports
• Contributes to the ongoing process of enhancing the client experience by contributing to and participating in related initiatives.

Prior to New Client Kickoff

All Love & Company team members need to have a working knowledge of:

• Client’s desired results
• Key stakeholders on client side
• Contract signed by client and Love & Company (what everyone needs to know)
• Strategic objectives
• Statement of work
• Resource assignments
• Implementation plan (timeline, deliverables)
• Budget

All Love & Company team members agree and commit to:

• Shared vision for desired outcome for Account
• Client Expectation Management
• Fulfill position responsibilities.
• Team and role decision making expectations.
• Implementation plan
• Budget
•  
• Qualifications

The individual should have the following experience and capabilities:

• Demonstrated strategic and analytical thinking skills.
• Demonstrated behaviors and skills that align with Love & Company’s culture and core values.
• Advanced knowledge of and experience with the senior living field
• Senior living CRM experience (MatrixCare, Enquire, Sherpa, RHS, etc.)
• Ideally, the candidate has worked as a senior living sales and marketing director or as a senior living sales consultant, either independently or with another firm for a minimum of 10 years
• Strong understanding of and experience working with metrics-based senior living marketing and sales programs that employ confluent digital and traditional marketing campaigns.
• Excellent writing skills; command of language, grammar, and spelling; dedication to error-free work and communications
• Superior problem solving, time management and organizational skills.
• Superior people skills with the ability to work with all levels of the organization.
• Advanced knowledge of Microsoft Office (MS Word, Excel, PowerPoint)
• Basic knowledge of Macintosh and/or Windows computers, especially with Microsoft Office Suite
• Ability to travel overnight; frequent travel is typically required.
• Bachelor’s degree

application Details

If you are a self-motivated critical thinker who would thrive in this culture and position, please apply online at:  https://loveandcompany.com/careers/, providing:

• A detailed letter explaining why you are interested in the position, the strengths, benefits, and cultural fit you can bring to the firm, and the experience you have in the above areas.
• Your resume
• Your salary requirements

NOTE: Resumes will ONLY be accepted with a cover letter and salary requirements.

Love & Company is an equal opportunity employer. All applicants will be considered for employment without attention to race, color, religion, sex, sexual orientation, gender identity, national origin, veteran, or disability status.

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