Director of Sales, Marketing & Development – Long Term Care
Position Location: Montgomery Place Retirement Community, the premiere senior living community overlooking Lake Michigan and the Museum of Science and Industry, Montgomery Place serves as the cultural center of East Hyde Park. Offering Independent Living, Assisted Living, as well as a 40-bed Skilled Nursing Unit providing Long-term Care and Short-term, sub-acute rehab services.
Position Summary
Oversees the Sales, Marketing and Development efforts for Montgomery Place and Life Care At Home; Manages the sales team and interfaces with external support consultants used for media, advertising, and public relations; responsible for organizational fundraising, including; relationship development, gift solicitation and donor relations and retention; secures financial support to meet Care Assurance Fund goals and objectives.
Essential Duties and Responsibilities
Sales and Management Responsibilities
• Direct all aspects of a consultative and relationship driven sales approach
• Lead and Supervise department staff to:
o Set measurable sales and relationship-building goals
o Employ proven and imagine new approaches to build lists of prospects
o Assess individual approaches of sales staff
o Train to refresh and improve staff’s sales skills
o Conduct quarterly and annual evaluations.
• Measure results and adjust plans to reflect consumer responses
• Ensure the sales process for each qualified prospect progresses during a cycle determined by the specific needs and preferences of each client; Assist with closing sales as needed
• Prepare monthly, quarterly and annual reports measuring results against forecasts, noting opportunities for improvement and new approaches, and providing anecdotal information that illuminates disruptions in sales trends
• Monitor and balance an operating budget on a monthly basis to determine best use of available resources to achieve sales goals
• Reach out to current residents and their families to learn what is most appealing about their experiences and to address areas which need improvement
Marketing Responsibilities
• Devise and implement a strategic plan to develop a continuous sales funnel of qualified prospects
• Develop and oversee the articulation and presentation of appealing, memorable brands for Montgomery Place and Life Care At Home
• Manage digital marketing programs and external consultant relationships
• Direct, plan and evaluate advertising, marketing and public relations programs
• Identify and oversee need for market research; monitor the programs of competitors and trends in lifestyle choices for seniors
• Represent Montgomery Place at association and industry meetings, network with local community leaders and significant referral sources like hospitals and other healthcare facilities
• Produce events, electronic and print marketing materials; analyze and evaluate outcomes of each
Development Responsibilities
• Identify potential donors from a variety of sources including present and past residents, family members, board members and other interested private and public parties
• Identify, apply for, and secure grant funding for programs and services
• Establish strong and lasting relationships with donors of all types
• Articulate legal and practical aspects of donation agreements to ensure understanding and acceptance of terms and conditions of financial support and provision of goods and/or services, including the establishment of programs and services, and naming opportunities.
• Respond to all inquiries related to the process of fundraising, and guide donors to appropriate resources for additional information when needed
• Properly document and maintain accurate and up-to-date contact information, gift history and receipt of gift communication in all appropriate systems
• Produce and deliver receipt of gift documentation within 24 business hours of receipt
• Develop, plan and execute donor events
• Actively and regularly participate in organizational events, such as: regularly scheduled resident events and Sales and Marketing events
General Responsibilities
• Adhere to the policies and procedures of the business with the highest practical standards
• Participates in and maintains current on all training and education required by the company
• Communicate effectively with all members of the staff and business partners
• Provide feedback to others for continuous quality improvement of the entire organization
• Openly accept feedback from others for the continuous quality improvement of the entire organization
• Escalate issues when there is appearance that business standards of quality are not present
• Comply with all rules and regulations of the organization, including HIPAA and safety
• Perform other duties as assigned
Job Requirements/Specifications
Essential Qualifications: To perform this job successfully, an individual must be able to perform each essential duty satisfactory. The requirements listed below are representative of the knowledge, skill, and/or ability required.
• Leadership with an appreciation of diverse team members
• Analytic, creative approach to problem-solving
• Relationship sales with a proven ability to close
• Team building and sustained quality improvement training
• Identify and pursue new opportunities to expand a network
• Proven presentation skills
• Ability to measure and evaluate the costs of programs against their outcomes
• Demonstrate an understanding of the geographic and psychographic demographics of those who are the primary prospects
• Ability to recognize and analyze trends in market and in marketing and sales processes
• Ability to set clear expectations for current and prospective clients as well as colleagues
• Know how to use basic tools for planning, budgeting and monitoring; social media
Education and Experience: The requirements listed below are representative of the knowledge, skill, and/or ability required.
• Bachelor’s degree or work experience to proven competencies
• Three or more years of proven relationship sales experience, work in senior living, hospitality, high-rise residential real estate or healthcare fields a plus
• Two or more years of proven supervision/management experience
• Experience with SHERPA or similar CRM a plus
• Willingness to travel throughout the Chicago metro area and participate in local community groups
Preferred Qualifications: To perform this job successfully, an individual must be able to perform each essential duty satisfactory. The requirements listed below are representative of the knowledge, skill, and/or ability required.
• Master’s degree in related field
• Previous sales and marketing experience with a CCRC
Language Skills
• Ability to read, write and speak English proficiently
Physical Demands: The physical demands describe here are representative of those that must be met by an employee to successfully perform the essential functions of this job.
• Specific vision requirements include the ability to see at close range, distance vision, peripheral vision, depth perception, and the ability to adjust focus
• While performing the duties of this job, the employee is regularly required to talk and hear
• Frequently required to stand, walk, sit, use hands to feel, and reach with hand and arms
• Possess the ability to fulfill any office activities normally expected in an office setting, to include, but not limited to: remaining seated for periods of time to perform computer based work, participating in filing activity, lifting and carrying office supplies (paper reams, mail, etc.)
• Frequently required to stand, walk, sit, use hands to feel, and reach with hand and arms
• Occasionally lift and/or move up to 20-25 pounds
• Fine hand manipulation (keyboarding)
Work Environment: The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job.
• Internal office
• The noise level in the work environment is usually low
Reasonable accommodations may be made to enable individuals with disabilities
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