Sales Specialist

Location Information

Five Star Senior Living's corporate headquarters are located in Newton, Massachusetts. Just 20 minutes outside of downtown Boston, the building features easy access to public transportation and the Massachusetts Turnpike.

Key Responsibilities

About the Team
#fivestar

We’re a team of mission-driven individuals with a hunger for purposeful innovation and making a difference in the lives of others. We keep our values of People First, Trust Matters, Moving Forward and Passion for Life at the center of what we do and who it serves- our people. We welcome diversity of backgrounds, ideas and life experiences. At AlerisLife and our Operating Divisions, you’ll find a dedication to one another that’s profound, where everyone plays a role in the success of others. What’s more, we have a respect for the commitments we all have outside of work – and the trust and flexibility to attend to them.

About you

• Purpose and Meaning – You have an authentic connection to our vision, mission and values that helps you advance our culture and keep People First at all times.
• Advancing Others – Whether it’s for our customers or team members, you are known as someone committed to advancing others by supporting their continued growth and leading them to achieve results. You get it- positive team experiences lead to incredible customer moments.
• Operational Excellence – You are a systems thinker who encourages a mindset of continuous process improvement and outcomes, believes that ideas can come from everywhere and empowers people to find ways to improve how and what we deliver for our customers and each other.
• You Are Accountable – to our team, our customer and our brand(s). You believe that how we achieve results is just as important as what we accomplish together.
• Let’s Do This - Fast is as slow as we go! You thrive on maintaining the focus on what’s now while managing multiple priorities, projects and competing demands and helping others anticipate and embrace what’s next.

Summary:

Under the direction of national sales leadership, the Sales Specialist works to drive customer acquisition and retention efforts within Five Star Senior Living, our flagship brand. The Sales Specialist will fill the open sales position in their assigned community or communities and are responsible for performing the sales director function. The Sales Specialist will coach and develop sales team members to meet sales standards, achieve move-ins and increase occupancy. They will help coach the managers and front line team members to embrace the actions that result in an Everybody Sells sales culture in their assigned community. The Sales Specialist partners with the Executive Director, Director of Business Development, Director of Operations and Sales Leadership to achieve sales goals for their community assignment. This position requires up to 100% travel.

Responsibilities:

Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. You will be required to travel up to 100% of the time to areas within the Western Division, but not limited to, and provide oversight of all sales functions. Oversee sales and marketing functions for an assigned community or communities, including ongoing customer engagement and satisfaction.

• Effectively function in a matrix environment, collaborate and drive results alongside other leaders.
• Analyze sales indicators and trends, align with operational and DBD partners regarding their assigned community.
• Meet compliance for CRM usage, timely move-in/out projections,
• Partner with community for rent readiness efforts and model room appropriateness.
• Comply with key functions such as contracts, residency agreements, Safe Rent, etc.
• Partner with community to implement new resident welcome process.

Drive sales effectiveness for assigned community.

• Coach and provide feedback to community sellers and leaders on overall sales functions.
• Meet CRM (Starforce) standards using key reports to quickly analyze opportunities by status and stage to advance the sales cycle. Utilize appropriate next step, nurture, closing and post-closing strategies.
• Meet or exceed sales activity standards as determined by the Sales Leadership. These sales activity standards include quotas for daily telephone lead base follow up calls, appointments, on-site and off-site sales activities, and other sales related performance metrics.
• Establish and maintain client relationships.
• Discover client's needs and wants to demonstrate personalized benefits of the community's services, amenities, programs and partnerships.
• Hosts events for the lead base and professionals to increase traffic in the community.
• Attend and contribute to community meetings including daily stand-up, manager, at-risk and rent ready. Participate in required training and in-services.
• Utilize the community’s better and different story and benefits to create a compelling value proposition for the sales process.

Partner with Executive Director, Regional Sales & Operations and Sales Leadership to create and execute a community specific sales and marketing plan.

• Ensure targeted and effective external business development activities.
• Include ongoing resident referral strategies in the sales and marketing plans.

Appropriately leverage ancillary services and partnerships as part of the sales and external business development function.

Requirements: The requirements listed below are representative of the knowledge, skill and/or ability required.

Bachelor’s degree (preferably in Marketing, Business, Communications or related field) or 5 to 10 years of related experience and/or training; or equivalent combination of education and experience goal achievement in a senior living sales setting. Multi-site experience is preferred. Experience requiring significant responsibility and accountability for goal setting and occupancy. Proven ability to develop a strategic sales and marketing plan and to conduct a strategic market and demographic analysis within the retirement community’s trading area. Demonstrated ability to set and achieve goals (occupancy and financial targets) Possess strong communications, planning and organizational skills. Demonstrates strong listening skills. Excellent presentation skills with ability to develop and deliver effective presentations to a variety of audiences. Flexible schedule, ability to work nights and weekend. Must have own method of transportation to visit referral sources (position may require extensive travel – car, air and overnight). Enthusiastic, with a strong desire to succeed. Goal oriented with an emphasis on process as well as outcome. Neat and professional appearance Business Acumen Communication Proficiency Ethical Conduct Leadership Performance Management Personal Effectiveness/Credibility Problem Solving/Analysis

Strategic Thinking

Shift/Hours

Daytime

Our Core Values

• We Put People First
• We Act With Integrity
• We Mind the Business
• We Listen, Then Act Decisively
• We Work to be Our Best

Five Star Senior Living and Ageility are operating divisions of AlerisLife, a provider of an evolving portfolio of residential and lifestyle services to older adults who want to live life to the fullest. We are approximately 10,000 team members serving in 29 states as well as our corporate AlerisLife headquarters located outside of Boston. Together, we’re assembling a suite of best-in-class products and services to inspire joyful living in a growing range of settings.

About Five Star

The Five Star Senior Living division includes independent living, assisted living and Alzheimer's/memory care communities across the United States. When you join Five Star, you become part of a family where you’ll be supported in your efforts, offered guidance in your career and celebrated for your unique talents. We’re a team of dedicated professionals who make it possible for older adults to live their healthiest, happiest and most fulfilling lives. We hope you can join us and be part of an amazing team!

EEOC

Five Star prohibits discrimination against any applicant or employee with regard to or on the basis of race, color, religion, national or ethnic origin, age, ancestry, sex, pregnancy (including pregnancy, childbirth, lactation and related medical conditions), gender, gender identity and expression (including transgender), sexual orientation, mental or physical disability, military status, certain criminal records, genetic information (including characteristics and testing), HIV testing, a personal admission to a facility for the care and treatment of a mentally ill person and taking of parental leave or membership in any other category protected by applicable law. In addition to federal requirements, Five Star complies with applicable state and local laws governing nondiscrimination in employment in every location in which the company has communities and/or facilities. This policy applies to all terms and conditions of employment, including, but not limited to, recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training.

In addition, Five Star expressly prohibits any form of workplace harassment based on race, color, religion, national or ethnic origin, age, ancestry, sex, pregnancy (including pregnancy, childbirth, lactation and related medical conditions), gender, gender identity and expression (including transgender), sexual orientation, mental or physical disability, military status, certain criminal records, genetic information (including characteristics and testing), HIV testing, a personal admission to a facility for the care and treatment of a mentally ill person and taking of parental leave or membership in any other category protected by applicable law. We will not tolerate harassment of employees in the workplace, or in other settings in which employees may find themselves in connection with their employment. Improper interference with the ability of Five Star’s employees to perform their job duties may result in discipline up to and including discharge. Additionally, retaliation, including intimidation, threats, or coercion, because an employee or applicant has objected to discrimination harassment or retaliation, engaged or may engage in filing a complaint, assisted in a review, investigation, or hearing or have otherwise sought to obtain their legal rights under any federal, state, or local law is prohibited and will not be tolerated.