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Regional Director Sales & Marketing- Senior Care in Wichita, KS at Ascension Living

Date Posted: 2/5/2019

Job Snapshot

Job Description

RINCIPAL DUTIES AND RESPONSIBILITIES

  • Responsible for the overall occupancy and census development of Ascension  
    Senior Living communities.  The position also has the responsibility to assist with development of overall strategic sales and marketing plans, community sales and marketing budgets, and sales and admission protocols for the organization.  Responsibilities include leadership of sales and admission team members, tactical sales, marketing and admissions training, as well as driving sales accountability and motivation.  The Regional Director of Sales and Marketing will partner collaboratively with other Regional Directors of Sales and Marketing, clinical and operation leaders and the respective community Executive Directors, administrators and Directors of Nursing.

 

Management Responsibilities

 

  • Drives sales productivity, census and occupancy for assigned facilities.
  • Assists to assess, recruit, hire, and onboard sales, marketing and admissions team members.
  • Supervises, trains, mentors, and monitors and promotes sales and marketing and admissions team activity to achieve performance goals.
  • In collaboration with the support center and local community, develops annual census, occupancy and budgetary goals.
  • In collaboration with the support center, develops and executes marketing, admissions and public relations plans for communities to achieve optimal admission/census goals and meet or exceed projections.
  • Works in collaboration with Marketing/Communications team and VP of Sales & Marketing regarding marketing, media, public relations, and advertising.
  • Develops implements and maintains a Regional marketing plan, which will focus on the prescribed occupancy/census levels for each service line and payor mix to maximize revenue.
  • Reviews the marketing plans at least quarterly, taking into consideration the current socio/economic conditions.
  • Supports the promotion and protection of the Ascension Living brand throughout all activities.
  • Develops and implements, in partnership with VP of Sales & Marketing, company-wide sales and admissions training curriculum and systems protocols at each community.
  • Implements company-wide lead tracking system by maintaining accountability and monitoring at the community level, providing on-site coaching and training.
  • Conducts on-site visits to the communities on a regular basis to provide sales application training, as well as, to review marketing activity, sales, events, advertising effectiveness, upcoming events, and miscellaneous related to the overall marketing program.  Participate in sales presentations and call-outs with sales and admissions for the purpose of coaching and monitoring performance.
  • Makes recommendations to management on the establishment of an effective marketing environment within the communities, i.e., the marketing offices, presentation area, staff offices, reception area, displays, use of space, telephone system, answering system, computer equipment, office equipment, lead management system, refreshments, policies and procedures for the marketing office, prospective resident hospitality, etc.
  • Reviews regular sales and marketing reports provided by the communities to support census goals.
  • Assists in the development and implementation of community external business development outreach programs to increase referral activity including, but not limited to, ACO physicians, social service departments, hospital discharge planners, bank trust officers, lawyers, clergy and insurance carriers.
  • Assists communities in professionally representing the organization at public and community functions and foster a positive image of Ascension Living.  Address civic organizations, business/service organizations, representing the communities in such activities.
  • Assists communities in developing, implementing and maintaining a formal health care admissions process, focusing on optimizing payor source blend, as well as formal contract processes for Independent, Assisted  Living and Memory Care move ins.
  • Manages the different health care payor sources to include Medicare, Medicaid, PPOs, HOM’s and private pays; and can correlate the implication of each payor source to the revenue model at each respective community and Ascension Living overall.
  • Works closely with the Executive Director, licensed Nursing Home Administrator and Director of Nursing, along with the support center Sales, Operations and Clinical leaders to ensure clinical, operations and sales representation are in alignment.
  • Leads and ensures the development and implementation of marketing plans for communities within their region, and pre-marketed communities in the development and construction phase.
  • Leads the development and implementation of turn-around action plans for struggling properties.  Assists in diagnostics marketing audits of troubled communities and create plans to increase occupancy/revenue.
  • Fosters and promotes extraordinary customer service.

Job Requirements

Education and/or Experience

 

  • Bachelor’s degree in sales, marketing or a related field is preferred.
  • Minimum of five years as a marketing/sales leader in health care and/or independent living or assisted living center. A regional capacity or multi-site experience is preferred.
  • Minimum of three years in supervisory capacity of sales and admissions personnel.
  • Minimum of three years of experience in implementing successful business development strategies in various types of markets.
  • Strategic marketing experience within the clinical care levels of continuing care retirement environments is strongly preferred.
  • Creative thinker with defined experience in developing markets within retirement housing and leading the creation of marketing and sales strategies.
  • Organized, effective communicator who can speak well to individuals, or to groups, who makes a good first impression, and is empathetic toward others.
  • Thorough understanding of retirement housing including  all service lines, and referral sources with the ability to identify market needs and trends.
  • History of successful sales training of internal and external marketing staff, a proven history of achieving or exceeding census goals, and a working knowledge of Microsoft Office Applications and lead tracking systems.
  • The ideal candidate will possess drive and perseverance and be committed to going “the extra mile” to achieve the marketing and sales goals within a team-oriented, collaborative environment.
  • The individual will also be a high-energy, self-starter with a strong goal orientation and a big picture perspective.
  • He/she will be a person of high ethical standards and have a personal reputation that would reflect well on the organization.
  • Of equal importance will be high standard of care and concern for current and future residents, as well as their family members.
  • Ability to travel frequently to ensure an active presence at each of the assigned communities and any other future communities.

 

Certificates, Licenses, Registrations

 

  • None required

KNOWLEDGE, SKILLS AND ABILITIES

  • Demonstrated ability to supervise and direct professional and administrative personnel and deal tactfully with the community

  • Able to communicate verbally and in writing to the extent required by the position

  • Able to physically perform the duties required by the position

  • Able to travel to assigned communities

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