Sales Counselor, Assisted Living

Job Description:

This professional is a member of the Hebrew SeniorLife Marketing and Sales team. Through self-driven outreach efforts, they build connections in the HSL core service area with professionals to drive referrals to our portfolio of senior living and health care business lines.

They also have primary responsibility for the rental of assisted living apartments. The Assisted Living Community is an integral component of the NewBridge on the Charles continuum of care. It consists of 51 traditional assisted living units and 40 memory support apartments. The goal is to maintain full occupancy at all times. They participate in the independent living and HRC-NewBridge sales process as needed, as well as NewBridge campus continuum moves.

In addition, they are called upon as an expert to consult on myriad HSL business development projects related to sales and marketing opportunities.

Core Competencies

• Deep familiarity with the senior care field and the ecosystem of providers and influencers through whom HSL may build its awareness and reputation, and drive referrals for all of its offerings

• Ability to creatively engage the local ecosystem to promote HSL and foster warm professional relationships to serve as external referral sources

• Ability to provide consumer education through public speaking

• In-depth knowledge of all of HSLs senior living and health care offerings and the ability to successfully educate target audiences about them

• Skill in the area of customer service with special emphasis on the needs of older adults and their adult children

• Knowledge of the aging process including issues of dementia and the role of caregivers

• Ability to analyze the AL market and identify and monitor changes in competition, pricing, amenities and incentives

• Proven record selling the AL concept to seniors and their families

Position Responsibilities

EXTERNAL ENGAGEMENT

• Maintain knowledge of HSL products and services and those of our competitors in order to accurately differentiate our community and portfolio of offerings

• Develop and execute an outreach program that is representative of all priority business lines, and includes regularly engaging with community and professional influencers (such as aging life care managers, financial planners, employers, realtors, and social workers in non-HSL rehabs) to:

  • introduce them to our offerings and team

  • leverage them as third-party channels through which to reach consumers, and

  • serve as their point person when needed to help them navigate Hebrew SeniorLife

• Serve as HSLs primary contact for the Aging Life Care Manager Association including as a committee member for its annual conference aiming to maximize HSLs visibility

• Represent HSL as a thought leader by delivering professional outreach/community presentations

• Host paid referral executives or other external referral sources for tours as needed

ASSISTED LIVING SALES

• Field inquiry calls and respond to requests for information in a timely manner, triaging those for other HSL business lines as appropriate and nurturing those needing AL to convert them

• Cultivate AL prospective residents and their families by educating them on the product, scheduling and hosting tours, and maintaining ongoing communication

• With Fiscal Services, determine financial eligibility for AL prospects

• Secure final rental commitment from appropriate AL prospect family members and complete necessary paperwork

• Coordinate the AL pre-admission and move-in process with the new resident, the family members, and the appropriate NewBridge departments to ensure a smooth transition which includes: doing a walk-through of the unit to ensure it move-in ready, setting up the pre-move meeting with the new resident and staff, making a welcoming binder and reviewing it with the resident and their family, going over the lease and resident handbook, collecting all needed forms, printing out a door name plate, ordering a resident badge and pendant, informing security of new resident, and setting up a welcome meal for the new resident and family members

• Maintain a relationship with new AL residents and family members through initial post-admission care plan meetingonce resident is admitted, the clinical team takes over the relationship

OTHER

• Attend in-service training as required and participate in staff training as appropriate

• Enter all interactions with prospective residents, family members, and third parties of the senior care ecosystem into the HSL CRM (currently MatrixCare)

• Update weekly the AL sales status document and provide detail monthly on external engagement activity in the marketing report distributed to leadership.

• Assumes other related tasks as required

Qualifications

• Education: Minimum BS/BA degree required

• Minimum of five to eight years of experience as a sales and/or marketing professional in the field of senior living and/or dementia services

• Proven relationship-building skills (listening, understanding, helping to identify appropriate solutions and closing)

• Excellent written and verbal communication skills required

• Proficiency in the use of pertinent computer applications including MS Office

• Ability to work collaboratively in a fast-paced, dynamic environment

• Full understanding of a continuum of care

• Personality traits that exemplify patience and empathy

• Some evening/weekend work may be required

Remote Type

Salary Range: