Regional Sales and Marketing

Description

Guiding Principles:
Mission

• Caring people, Serving people, Improving lives

Values

• Respect
• Integrity
• Collaboration
• Excellence
• Transparency

Principles
1. SERVICE AND GROWTH - We will be passionate about caring for and serving
our residents, their families, and in seeking new residents
2. LEADERSHIP – We will seek to identify and train effective leaders at every level
of the organization
3. SIMPLICITY – We will focus on the fundamentals
4. IMPROVEMENT – We will get a little better each day
5. STEWARDSHIP – We will be stewards of all our resources
6. ATTITUDE – We will enthusiastically support each other in accomplishing our
mission and goals
7. PERSEVERANCE – We will always Press On

Summary:
To provide sales and marketing expertise to the Business Unit teams and participate in the
mid-level management of community in a regional area. The positions dedicated to the
census growth of the assigned region, requires extensive travel and provides training,
coaching and mentoring to the Community Sales Managers (CSMs) and Administrators in
the assigned region.

Duties and Responsibilities:
1. Completes analysis of occupancy percentages and determines potential for census growth
in each community in assigned region using information on local markets, competition by
community type, sales team member requirements, training opportunities and physical plant
requirements.
2. Works with Business Unit team members to promote short-term and long-range goals to promote census growth in each community.
3. Assists in the selection, hiring and training of the CSMs.
4. Provides training opportunities for CSMs including hands on demonstrations of key sales
techniques including:
a. Initial inquiry calls
b. Tours
c. Home visits
d. Follow-Up calls
e. Move-in procedures
5. Provides training and guidance to Administrators and community team member in
handling initial inquiry of potential leads and the ‘First Impressions’ Program.
6. Monitors facilities daily and offers guidance to enhance sales efforts.
7. Reviews marketing efforts in coordination with Regional Operations Managers to assure
an effective program that reflects careful stewardship of financial and personnel
resources.
8. Assists Business Team Unit in providing support and guidance to community team
member regarding Senenet policies and procedures.
9. Reports community and regional census to Vice President/Director of Sales and other
team member, as needed and appropriate.
10. Reviews Daily Marketing reports and communicates with CSMs, Vice President/
Director of Sales, and Regional Operations Managers to assure facilities are on track to
meet all goals.
11. Submits Move in/Move out reports, schedules for Regional Sales Manager and site visit
reports to the home office on a weekly basis.
12. Completes monthly Sales reports on each community to assure CSMs have met
required ratios and monthly goals.
13. Coaches CSMs on how to accomplish goals and reviews monthly calendar of events
and daily activities with them.
14. Assists facilities to assure high quality of resident care.
15. Maintains knowledge of state regulations in the Health Care System as it pertains to the
position.
16. Ability to travel extensively.
17. Other duties as assigned.

Competencies and Critical Success Factors (To perform the job
successfully, an individual should demonstrate the following competencies):
Problem Solving - Identifies and resolves problems in a timely manner; Gathers and
analyzes information skillfully; Develops alternative solutions; Works well in group
problem solving situations; Uses reason even when dealing with emotional topics.
Project Management - Develops project plans; Coordinates projects;
Communicates changes and progress; Completes projects on time and budget;
Manages project team activities.

Supervisory Responsibilities
Position may supervise a Traveling CSM. Oversees and assists with
management of community CSMs.

Qualifications

Education and/or Experience
• Associate’s degree (A.A.) or equivalent from a two-year college
or technical school; or six months to one year related experience
and/or training; or equivalent combination of education and
experience
• Sales experience in the Health Care industry

Experience working with the elderly preferred

• Intermediate computer skills are desired
Certificates, Licenses, Registrations
• Current valid Driver’s License and auto insurance
Other Skills and Abilities
• Ability to read, analyze, and interpret documents such as safety
rules, operating instructions, financial reports and procedure
manuals. Ability to write routine reports, correspondence and
training materials. Ability to speak effectively before groups of
customers or team members
• Ability to respond to common inquiries or complaints from
customers, regulatory agencies, team members or members
of the business community. Ability to effectively present
information to top management and public groups
• Ability to calculate figures and amounts such as discounts,
interest, commissions and percentages
• Ability to solve practical problems and deal with a variety of
concrete variables in situations where only limited
standardization exists. Ability to interpret a variety of
instructions furnished in written, oral, diagram or schedule
form.

Physical and Environmental Requirements
While performing the duties of this job, the team member is regularly
required to use hands to finger, handle, or feel; reach with hands and arms
and talk or hear. The team member is regularly required to stand, walk and
sit for long periods of time. The team member is occasionally required to
climb or balance; stoop, kneel, or crouch. The team member must
occasionally lift and/or move up to 50 pounds. Specific vision abilities
required by this job include close and distance vision.
While performing the duties of this job, the team member is
occasionally exposed to moving mechanical parts. The noise level in
the work environment is usually moderate. Exposure to blood/bodily
fluids is possible.
Position may frequently require driving during inclement weather. Team
member is required to travel extensively.

Job Qualifications:
1. Demonstrates knowledge of Health Care System
2. Requires minimal supervision, self-motivated and flexible
3. Uses time effectively, sets priorities and accomplishes assigned tasks
4. Displays professional behavior in attitude, speech, action and
dress and demonstrates consistently pleasant demeanor and
tone
5. Maintains confidentiality
6. Supports the philosophy and approach of each community
7. Works as an effective member of the team with supervisors and coworkers.
8. Contributes to a positive team spirit, treats people with respect,
works ethically and with integrity, upholds organizational values
9. Writes clearly and informatively; presents numerical data effectively; able to read
and interpret written information
10. Completes administrative tasks correctly and on time, is
accurate, detail-oriented and orderly in assigned tasks
11. Ability to work with a diverse and high needs population
12. Works well in a fast paced, goal oriented environment
13. Ability to motivate others

Salary : $100,000 - $130,000