Health Care Sales Counselor

OVERVIEW:

At Otterbein, you’re more than an employee, you’re a Partner in Caring. Together, we work side by side toward a shared goal: delivering person-centered care that respects every resident and the choices they make.

Whether in our vibrant communities, our welcoming small house neighborhoods, Home Health, Hospice or Home Office, we provide the highest level of compassionate, quality care.

Join our team of Partners who are talented, kind, wise, funny, spirited, generous, endearing, and truly one-of-a-kind.

Otterbein SeniorLife Communities strive to enrich individual life journeys for those we serve, 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 Health Care Sales Counselor.  

JOB SUMMARY: 

The Community Marketing Assistant/Health Care (Assisted Living and Skilled Nursing and Rehab) Lifestyle Counselor is a dual role:

1. The Health Care SeniorLife Counselor is responsible for achieving and exceeding sales goals while managing all aspects of the sales cycle-from initial inquiry and referral contact through admission. This includes clearly communicating the Otterbein value proposition, nurturing prospective residents and their families and guiding them through each step of the decision-making process. The counselor will maintain and develop the lead database, build strong relationships with key referral sources (such as physicians, nurses, social workers, discharge planners) and conduct outbound calls to generate visits and appointments.
2. In addition, the Healthcare Counselor is accountable for driving occupancy by effectively managing leads for assisted living and long stay nursing, as well as short term post-acute rehabilitation. This includes coordinating referrals, completing insurance verifications and pre-authorizations, preparing admission paperwork and ensuring timely and effective communication with residents, families and referral partners throughout the process.

Primary Duties and Responsibilities

• Responsible for all duties, follow up and support to new residents (up to 90 days after move in).
• Maintain adequate supply of facility information packets.
• Follow up on all paperwork for admission of new residents (after move in) including dissemination of forms and set up of resident files.
• Be able to answer questions pertaining to admissions documents for all new residents.
• Included in the role is contract administration; all activities associated with the move-in/move-out process; reporting requirements (traffic, activity, SOAR, census, REPs, etc.); reception and phone responsibilities; planning and execution of logistical elements associated with events, programs, and meetings; and in some cases is also responsible for support in lead generation, sales calls and sales support.
• Prepares resident's face sheets and Business Office forms for new
• Interact with visitors, residents and family members in a positive manner, addressing a variety of issues and
• Maintain, develop, and strengthen working relationships with all internal departments and
• Be responsible for completing pre-admission processes that include verifying insurances, completing pre-authorization and utilization of point click care.
• Meet/exceed sales goals and meet/exceed Critical Success Factors such as outbound calls, one-on-one appointments, campus tours, lead generation/follow-up and target ratios.
  • Productive calls
  • Effective appointments and/or tours
  • Admissions
  • Census
• Develop, maintain, and execute a detailed prospect “Sales/Referral Marketing Plan” for Otterbein Heath care rooms/beds.
• Continually update an accurate contact management database, e.g. 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.”
• Build relationships with a network of key referral partners representing targeted hospitals, doctors' offices, senior centers, churches, social work environments, etc.
• Answer incoming calls and walk-ins, conduct campus tours, sales calls, home visits, luncheons, and all duties related to lead generation and follow-up.
• 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.
• Interact positively with visitors, residents, family members and community members and be able to effectively address a variety of issues and circumstances.
• 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.
• Assist Marketing Director in coordination of marketing/admission events and encourage participation of current and prospective residents.
• Perform other job duties as assigned

Experience & Qualifications

• Bachelor’s degree or equivalent experience
• 5+ years of sales/referral marketing experience preferably in retirement communities, social work, or related fields. 
• Must be detail oriented and have excellent literacy and writing, documentation, communication, and interpersonal
• Must have high-level computer skills and maintain confidentiality.
• Must have excellent customer service skills and good judgment and decision-making skills.
• Must be able to communicate with older persons who may be ill, disabled and/or emotionally
• Must be able to adjust to impromptu situations on a daily basis and prioritize and utilize effective time management
• Must be knowledgeable of all department processes and
• Must be able to interact and communicate marketing information with other departments
• Must have a proven track record of successful sales/referral marketing experience
• Must have ability to develop strategic and tactical plans to meet/exceed objectives
• 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
• Must have strong interpersonal skills and possess excellent communication skills (listening, writing, speaking)
• Must have outstanding customer service skills, good judgment and decision-making skills
• Must be able to communicate with health care professionals and older persons (and associated families) who may be ill, disabled and/or emotional.
• Must be able to master a contact management software system
• Must maintain a high level of confidentiality
• Must be capable of collaborating with internal departments, corporate and community partners
• Must remain current with industry sales trends and current state of economy and resultant effect on potential sales/admissions

BENEFITS*

Health & Wellness

• Medical Insurance with free virtual doctor visits
• Vision & Dental Insurance
• Pet Insurance
• Life Insurance
• Employee Assistance Program (EAP) for personal and professional support

 Financial Security

• 401(k) Retirement Savings Plan with company match
• Paid Time Off (PTO) that accrues immediately from day one
• Paid Holidays for a healthy work-life balance
• Access to DailyPay, enabling you to access up to 100% of your earned wages on a daily basis
• Tuition Reimbursement up to $5,250 per year for ANY field of study
• Tuition Discounts through exclusive partnerships with the University of Cincinnati, University of Toledo, and Hondros College
• Employee-Sponsored Crisis Fund available for those facing unforeseen challenges
• Legal & Identity Theft Protection

 Growth & Development

• University Partnerships with University of Cincinnati, University of Toledo, and Hondros College for exclusive tuition discounts
• Multiple Partner Discounts available for various products and services through Access Perks
• Access to 1,000s of hours of personal and professional development material through RightNow Media @ Work

 *Some benefits, including PTO and tuition reimbursement, are based on hours worked.

Why work for Otterbein SeniorLife:

For more than 100 years, Otterbein has provided senior housing options rooted in respect and community.  We’re a non-profit 501(c)(3) health and human service organization, so our values and initiatives are focused on serving our residents.

Otterbein SeniorLife consists of lifestyle communities, revolutionary small house neighborhoods, home health, and hospice care in Ohio and Indiana.  We offer different lifestyle options for seniors through independent living, assisted living, skilled nursing, rehab, memory support, respite care, in-home care, and hospice services.

Apply today and begin a meaningful career as a Health Care Sales Counselor at Otterbein St Marys!