A Place for Mom

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Regional Sales Manager

Regional Sales Manager

Job ID 
2017-2791
# of Openings  
1
Job Location(s) 
US-PA-Philadelphia
US-New Jersey
Category 
Sales

More information about this job

Overview

The Regional Sales Manager position is a remote-based, inside sales management position.  This position is directly responsible for generating move-ins (revenue) for the company through managing and motivating a regional inside sales team of Senior Living Advisors (SLAs) within his/her designated market. 

Responsibilities

The Regional Sales Manager is responsible for ensuring our SLAs make high quality referrals/matches for our families and partner communities. They work closely with SLAs to ensure they are extremely knowledgeable about senior living options in their area and are developing excellent relationships with these partners. 

The SLA position is an inside sales role that works with families seeking senior living options. All leads of families seeking eldercare are provided by the company. A Place For Mom, Inc. (APFM) is paid by participating communities and providers, therefore the valuable service provided by the Senior Living Advisor is offered at no charge to families. Ninety-five percent of our inquiries are from adult children who are looking for senior care for their aging loved ones. Our SLAs act as the liaison between families in need and the senior housing communities or care providers.
 
Current responsibilities to support revenue goals include, but are not limited to:

  • Top line revenue goals based upon fees generated via move-ins at partner communities in a defined market.
  • Converting leads into partner move-ins.
  • Referring and moving families into appropriate partner communities by understanding a family’s unique needs and demonstrating an intimate knowledge of partners within the market.
  • Train, mentor and manage SLAs on:                                    
  • Building relationships and educating families over the phone on referral process. Ensure families understand the value of APFM throughout their senior living search.
  • Manage the sales process: Understand family needs and refer appropriate partner communities. Guide families through their search process with strong post-referral follow up with families and partner communities.
  • Understand partner community offerings, resident requirements, and sales process.
  • Pipeline management: Coach SLAs on hot, warm, and cold leads to ensure we are advancing each lead through the process. Accurately record in CRM to ensure up-to-date family information and status, maintain accurate sales forecast.
  • Hire, develop and manage new SLAs to maintain appropriate staffing levels in your designated market(s).
  • Manage performance of team to minimum standards.
  • Set daily/weekly/monthly cadence with individuals and team.
  • Attend Regional Manager summits and company meetings as scheduled.
  • Prepare and report on market performance to Senior Leadership team as required.
  • Assist the partner services team with partner acquisition through networking and direct sales efforts.
  • Assist with onboarding new partners to ensure a smooth roll out of the program between APFM and our partners.
  • Provide feedback and input into the training program.  This includes reviewing training materials, suggesting changes, creating new documents, and resources for SLAs.
  • Prepare regular reports and updates for the leadership team at APFM regarding our business in the region.                                                                                                          

This is a full time position that will require a flexible work schedule between the hours of 8am and 8pm, with night and weekend call requirements. A minimum of 20% travel required.

Qualifications

Required Skills and Competencies

  • 3+ years of successful experience in a sales or account management role.
  • 3+ years of successful experience as a sales manager of a remote sales team in a metrics-driven environment. 
  • Proven ability to coach and manage direct reports to assist them in meeting quota requirements, monitoring and interpreting daily benchmark activities to drive sales results.
  • Senior living industry experience preferred.
  • Documented history of ability to develop and maintain good working relationships in a multi-stakeholder sale.
  • Proven ability to build long-term relationships of professional credibility and trust.
  • Ability to solve personnel issues with timely and with professionalism.
  • Asks for help when needed to solve problems but is independent in running the day to day sales operations.
  • Promotes a positive and energetic sales atmosphere with the team.
  • Leads by example and upholds the ethical standards of the company and ensures each team member is in compliance. 
  • Ability to deliver results in while working in a highly independent environment.
  • Strong communication skills with both internal and external stakeholders at all levels.
  • Effective time management skills 
  • Ability to multi-task; talk on the phone and take notes on the computer.
  • Strong computer skills necessary, including Word and Excel.

Education Requirements    

  • Bachelor's degree required.

Home Office Requirements

  • Regional Sales Managers are required to have a designated home office space, allowing for privacy during working hours, as well as a high speed internet connection.
  • It is expected that Regional Sales Managers manage a daily schedule that is free from distractions and interruptions. Audible distractions in the background are not permissible during work hours.