Marketing, Sales and Admissions Director

Overview

Otterbein SeniorLife Communities seek to enhance the quality of life and holistic growth of older persons by providing high quality service in a cheerful, timely manner and by communicating, coordinating, and cooperating with others to attain goals.      

Otterbein has an employment opportunity for a Marketing, Sales and Admissions Director, who is the leader of the Otterbein Marblehead Marketing Team. The ultimate objective is to meet and exceed sales goals for Otterbein ministries and managing all activities associated with the sales process from the initial contact with a referral, prospective resident (and/or their families) through closing the sale and ultimately admission. This will include the ability to effectively articulate the Otterbein value proposition, develop and manage the contact and leads database, make outbound calls to drive on campus or on location appointments, conduct appointments and tours to complete the process; and represent Otterbein at various public functions. The position is also directly responsible for Independent Living Sales.

Responsibilities

• Optimize community census, financial results, and resident satisfaction for “Otterbein” independent living residences and healthcare beds
• Meet or exceed Otterbein-defined sales goals, census, admissions, activity metrics, etc.; responsible for the performance of the entire Marketing and Sales Team
• Develop, maintain and execute a detailed “Marketing and Sales Plan” – inclusive of programs to improve sales, collateral, public relations, advertising, internal and external events and programs, etc.:
• Develop and maintain sales funnels for independent living and healthcare prospects and execute a series of events/activities to increase the number and quality of new prospects added to the top of the funnel, and the number and quality of prospects moved down through the funnel, ultimately to sales close/admission, and ongoing resident satisfaction.
• Supervise the hiring, training, and performance evaluations of marketing and sales staff and oversee their daily activities.
• Evaluate the financial aspects of service development, such as budgets, expenditures, research and development appropriations, and return-on-investment and profit-loss projections.
• Initiate market research studies, analyze findings and implement appropriate concepts and programs.
• Use sales forecasting and strategic planning to ensure increased census of Otterbein services, analyzing business developments and monitoring market trends.
• Coordinate and participate in promotional activities (open houses) and public functions, working with the public, leadership, and potential residents/family members, to market and promote our services.
• Represent Otterbein at various public functions, such as open houses, senior center/chamber/church/etc. seminars or meetings, and answering questions posed by persons interested in Otterbein.
• Conduct tours for potential residents and families.
• Formulate, direct, and coordinates marketing and promotional efforts.
• Explain all issues related to residency including finances to potential residents.
• Work in conjunction with the Home Office Marketing Team, and the Otterbein resident events and program development teams; to optimize the Otterbein unique selling proposition, promote Otterbein’s mission and objectives and create leverage throughout the organization.
• Meet/exceed sales goals, including meet/exceed Critical Success Factors such as outbound calls, one-on-one appointments, campus tours, lead generation/follow-up and target ratios. This includes productive calls, effective appointments and tours, appointment to call ratio targets, sales closes, close to appointment ratios and move-ins
• Develop, maintain, and execute a detailed prospect "Sales and Marketing Plan" for Otterbein Health Care (Assisted Living, Independent Living, Skilled Nursing, Post-Acute/Rehab)
• Continually update the CRM, with all activity such as walk-ins, calls, letters, invitations, etc. and analyze and use data to drive sales results.
• Build relationships with existing and new prospective residents and move them effectively through the Otterbein Healthcare "Sales Funnel."
• Answer incoming calls and walk-ins, conduct campus tours, sales calls, home visits, luncheons, and all duties related to lead generation and follow-up.
• Develop and ensure A+ standards are in place for each admission, i.e.: appearance of the room, welcome gift for resident, personal welcome to resident & responsible party.
• Effectively communicate information and answer questions pertaining to financial and Admissions requirements and documentation for prospective residents.
• Develop a detailed understanding of prospective resident's needs and work with Environmental Services to prepare the residence to meet these needs.
• Develop and strengthen collaborative working relationships with internal departments and staff including identifying and helping address areas of improvement to enhance the quality of living at Otterbein.
• Supervising case management for managed care admissions. Completing pre-certifications and insurance updates according to the resident’s specific plan requirements.
• Build great working relationships with all referral sources for nursing and assisted living at hospitals, physician offices and any other influencer of referrals to healthcare.

Qualifications

• Proven track record of successful sales experience
• B.S.; Marketing or Business Management preferred, or equivalent experience. Healthcare experience preferred
• Mission-driven passion for serving older adults
• Ability to develop strategic and tactical sales plans to meet/exceed objectives
• Excellent customer service skills, good judgement and decision-making skills
• Excellent communication skills: listening, verbal and written
• Must be detail oriented, able to prioritize and utilize effective time management skills and be flexible to adjust to impromptu situations on a regular basis

 Apply today and begin a meaningful career as a Marketing, Sales and Admissions Director at Otterbein Marblehead!