Location:

The Health Care Sales Manager is responsible for managing the health care sales team to develop and maintain maximum census in Continuing Care, while adhering to the Erickson Way Values. Present and sell Continuing Care to prospective external and current internal residents. Maintain all confidential information regarding the residents. Interface with residents, family members, department managers, nursing staff, resident services, outside callers, social workers, accounting, medical staff, sales and information and outside networking professionals.

• Conduct tours for prospective external residents and current internal residents through Continuing Care, providing an overview of the community, health care offerings, pricing, amenities, and availability.
• Develop and execute Continuing Care sales strategies, tactics, and external business development plans.
• Establish and maintain relationships with outside competitors to ensure accurate knowledge of the competitive landscape.
• Maintain market intelligence data and collaborates with ESL Home Office partners to build quarterly market strategies and competitive analyses.
• Counsel prospective residents and decision-makers regarding apartment selection and sell entry onto appropriate waiting lists.
• Initiate and maintain contact with standby list members to facilitate re-occupancy of available Continuing Care units.
• Supervise coordination of move-in dates, admissions, and resident transfers throughout the continuum of care.
• Notify the physician, Director of Nursing, and Administrator of medically complex residents seeking admission.
• Track and submit commissions, incentives, and bonuses in a timely manner.
• Maintain current knowledge of Medicare and Medicaid coverage changes, Managed Care information, and other relevant topics for family members considering a move to Continuing Care.
• Oversee and understand the job responsibilities of the Health Care Sales Associate, Move-In Coordinator, Acute Care Coordinator, Marketing Liaison, and Clinical Liaison.
• Attend required meetings and communicate with community partners about residents who may benefit from a higher level of care in the future.
• Oversee outplacement of residents in Independent Living and Continuing Care when no availability exists.
• Direct and participate in outreach efforts and networking both inside and outside the community.
• Prepares and provides weekly and monthly reports as required.
• Oversees all aspects of the move-in process for Continuing Care, including insurance verification, paperwork distribution, and room turnover.
• Follow up with prospective residents through phone calls and written correspondence to provide additional information.
• Attend special functions and events, provide tours, answer questions, and staff the sales information table.
• Coordinate and manage all aspects of sales team education and ongoing training within Continuing Care.
• Train, develop, and manage the Continuing Care Sales Team through regular informational and developmental meetings, including:
  • Sales training
  • Resident capital training
  • My Unity updates
  • Salesforce reviews
  • Sales metrics analysis

KNOWLEDGE, SKILLS and ABILITIES:

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skills, and/or abilities required. Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions.

• Computer skills.
• Ability to manage multiple priorities.
• Exceptional customer service and leadership skills.
• Analytical skill and business acumen.
• Interpersonal skills needed to interface with health care professionals, senior-level management, and patients/families in crisis.
• Understanding of Medicare, Medicaid and insurance benefits in long-term care setting.

EDUCATION and/or EXPERIENCE:

• Minimum of 2 years’ experience in related field required.
• Minimum of 5 years' experience in Continuing Care service line sales preferred.
• Experience in assessing prospective hospitalized residents to determine eligibility for skilled nursing care preferred.

• A culture of diversity, inclusion, equity and belonging, which builds on our mission, vision and values
• Medical, dental and vision packages, including an annual reimbursement for qualified wellness expenses, personal health coaching and telemedicine options
• PTO Plans, PLUS company paid volunteer hours for eligible team members, in accordance with applicable state law
• 401k for all team members 18 and over with a company 3% match
• Onsite medical centers, providing wellness visits and sick care for all team members over 18 years of age
• 30% discount on food and drinks at on-site dining venues, plus additional healthy choice meal options at discounted prices
• Growth Opportunities – grow with the company as we open new communities and expand on our existing ones!
• Education assistance, certification reimbursement and access to over 6,000 courses through our online learning library, designed to enhance your current skills and build new ones
• Compensation: Starting at $65K based on experience

Greenspring is a beautiful 58-acre continuing care retirement community in Springfield, Virginia. We’re part of a growing national network of communities managed by Erickson Senior Living, one of the country’s largest and most respected providers of senior living and health care. Greenspring helps people live better lives by fulfilling our promises of a vibrant lifestyle, financial stability, and focused health and well-being services for those who live and work with us. As part of our team, you'll enjoy flexibility and work-life balance to meet your personal and professional goals, and we are committed to providing you with opportunities to learn and grow.

Erickson Senior Living, its affiliates, and managed communities are Equal Opportunity Employers and are committed to providing a workplace free of unlawful discrimination and harassment on the basis of race, color, religion, sex, age, national origin, marital status, veteran status, mental or physical disability, sexual orientation, gender identity or expression, genetic information or any other category protected by federal, state or local law.