Sales Specialist - California

Responsibilities

The Sales Specialist is responsible for leasing units at their assigned community while acting as the Community's Sales Director/Community Sales Manager. This individual travels throughout the Division and works in conjunction with the Executive Director/General Manager and Regional Vice President to drive sales. The Sales Specialist plays a key piece in the strategic importance of the Company's success.

• Grow revenue and manage all aspects of sales in the community through designated sales activities. Maximize opportunities for in-house and external sales, public relations, and the content and effectiveness of the Customer Relationship Management (CRM) database and scheduler.
• Act as the Community Sales Director/Community Sales Manager, leasing units at assigned community(s).
• Conduct sales activities that meet or exceed Company standards.
• Make sales calls to potential residents, referral sources, and other resources.
• Respond to telephone inquiries, remotely and in real-time where possible, and conduct walk-in and scheduled tours with prospective residents or interested parties.
• Accurately track move-ins, move-outs, and quantity vs. quality of referral activity, determining appropriate follow-up actions.
• Accurately maintain the Organizational and Contact libraries in the community's CRM database by entering information about new potential referral sources, updating information about current referral sources, and keeping detailed accounts of appointments with individual referral source contacts.
• Assist in maintaining and maximizing referral and lead generation service relationships like A Place for Mom and Caring.com.
• Develop and maintain relationships with any and all potential referral sources and conduct ongoing field visits.
• Qualify prospective residents, effectively matching our services to their needs, thus maximizing move-in potential.
• Assist the Executive Director/General Manager in ensuring that the community, including all available apartments, model apartments, common areas and grounds are staged, marketable and presentable.
• May be asked to train and coach new and existing Community Sales Directors/Community Sales Managers and their supporting staff to meet Company policies and sales standards.
• Assist and participate in conducting core Company sales training events and maximize techniques to grow census/revenue.
• Provide regional management with necessary paperwork and reports to actively monitor sales efforts.
• Work with the Executive Director/General Manager to facilitate training and continuous servicing for all community staff that may have occasion to field an inquiry call or conduct a walk-in or scheduled tour.
• Research and maintain current information on local competition and new services and competitors entering the marketplace. As requested, gather specific market/competitive information and report findings to the Executive Director/General Manager, the Divisional Sales Director, and the Business Optimization team at the Support Center.
• May be asked to work on special assignments with the Contact Center, working remotely or at the Support Center with website leads to create urgency and increase move-ins.
• Work on special projects as needed and/or assigned.
• May perform other duties as needed and/or assigned.

Qualifications

• Bachelor's degree from a four (4) year college or university preferred.
• Two (2) or more years of related experience and/or training.
• Must possess strong customer service skills, basic financial knowledge of revenue and profitability, intermediate computer and electronic file management skills, and strong organizational skills, including the ability to follow-up, detail-oriented, and ability to multi-task. Must have the ability to maintain confidentiality.
• Excellent negotiation and sales skills, as well as strong communication skills. Both written and verbal.
• Demonstrated ability to maximize a community lead-base by closing sales and outproducing peers.
• Demonstrated ability to leverage and engage a community Department Director team and line staff to maximize sales.
• Able to work non-traditional hours as needed.
• May be required to travel up to 100% of the time on behalf of the Company.
• Travel time is subject to change based on business needs.
• Must possess a valid driver's license.
• Position requires driving responsibilities (may use Company provided vehicle and/or personal vehicle).
• Must satisfactorily meet and be in compliance with Company motor vehicle policy standards and Travel Policy.
• Must successfully complete all Atria specified training programs.