Job Title Sales Onboarding Specialist

Supervisor Vice President of Sales

FLSA Status Exempt/Salaried

Purpose

The Sales Onboarding Specialist is responsible for providing sales and marketing onboarding and training support to a community based on need and at the direction of the Vice President of Sales. Accountable for supporting the initial onboarding of new Sales Directors, along with monitoring and assisting with lead generation and for closing sales and achieving/exceeding community and company sales Key Performance Indicators/goals. Maintains a positive image of the community with referral sources, residents, and staff personnel. Setting up Sales Directors for early success is the priority of this position.

Culture Ambassador

• Models the core values of the company:

o We Care About People

o We Do the Right Thing

o We are Passionate, Have Fun, and Celebrate Success

o We Speak Up! It’s Our Responsibility

o We Take Ownership and Add Value

o We are Respectful

• Ensures all personnel always exemplify the core values of the company.

Job Requirements

• Bachelor degree from a four-year college or university or one to two years’ experience and or training, or equivalent of education and experience.

• A solid track record of sales experience and success in the long term care industry and ability to build professional relationships.

• Effective and engaging training ability that connects with a variety of learning styles.

• Exceptional verbal, written and organizational skills and computer proficiency required.

• Ability to travel up to 80% of time required.

Areas of Primary Responsibility

• Provides onsite training and support for new Sales Directors, ensuring each are prepared to deliver results. Among the areas of training and support include:

o Typically, the first visit will be 3-4 days onsite with the new Sales Director

o 60 & 90 check in visits and monitoring of sales performance and key metrics

o CSL communities that have new members of the sales team or individuals that need sales standards education and improvement

o CSL communities that have Sales Directors in need of coaching to identify opportunities to grow census with additional education, best practices, sales, coaching, QRP guidance, Yardi training, strategic pricing, competitive analysis, external business development, and KPI, focus

o Train the department heads on the proper way to conduct a CE, empowering them on MOD weekends and walk-ins if the SD is out of the office.

o Mini-Noble Selling Purpose training, objection handling, urgency modeling among the department heads & top talent

o Onboarding prior to first day, setting the new hire up for success with technology and office readiness (collateral, phone, laptop)

o Database snapshot assessment for any community currently with a Sales Director vacancy and/or other communities as requested

o Review and ready Yardi for an effective start

o Expedite the process and ensure the onboarding process is seamless: technology, access, and tools are in place prior to the first day of onboarding, knowing the market (competitors, referral sources, referral history, resident ambassadors)

o Identifying the trends for MIs, MOs, KPIs, Lead Generating history

o Creates, plans and implements with Sales Team events to bring in prospective residents such as but not limited to: seminars, speakers, themed events, and family nights

o Trains on how to develop and maintains a good working relationship with residents, families, professional providers of care and all professional referral sources

o Train for efficiency of Sales Director to successfully lead all sales that become uncertain and instructing the individual assisting with the lead on immediate next steps and strategies.

o Train Sales Director on protocol and confidence to challenge and question the Executive Director and other managers about moving in and closing any sale effectively and timely. This also includes questioning any possible denials of admit or readmits.

• Audit and make adjustments to the Sales Director Onboarding Checklist

• Create a secondary checklist for Sales Coordinators

• Train, support, and grow current Peer Mentor (PM) list, to include monitoring the Peer Mentor calendar & follow up with them to ensure success.

• Onboarding Sales Specialist could be asked to assume duties included in the current Sales Specialist job description for any assigned cluster of communities, as well as cover in vacancy rotation as needed:

o Increased focus to coach, mentor, and support to drive additional LT MIs, reduce MOs, and improve the overall sales culture with positive reinforcements.

o In person and virtual connections with the community sales team, offering dedicated training to the ED on how to identify opportunities and celebrate successes.

• Offering the ability to enhance the Sales Specialist experience for communities that are requested to improve.

• Maintain confidentiality of all pertinent information.

• Complies with all Commonwealth Senior Living Policies

• Possesses strong organizational skills and ability to multi-task and meet deadlines

o Special Projects to include: o Sales Certification

o Support Quarterly Sales Training

o Competitor Mystery Shops

• Interacts professionally and effectively with all levels of the organization, residents, family members, etc.

• Performs other duties as assigned.

Physical/Sensory Requirements

This position requires minimal lifting and sitting over 50% of the time. This position will require long stretches (greater than three (3) hours) in a vehicle.