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Consultative Sales - Senior Care Family
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Consultative Sales - Senior Care Family Advisor .
Company: A Place for Mom Incorporated Location: Buffalo, NY 14202 .
Status: Full Time, Employee Job Category: Sales/Retail/Business Development .
Occupations: Business Development/New Accounts;Field Sales;Telesales Relevant Work Experience: 5+ to 7 Years .
Career Level: Experienced (Non-Manager) Education Level: Bachelor's Degree .
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Job Description .
A Place for Mom, Inc. is seeking Eldercare Advisors due to rapid growth. The position is a wonderful blend of consultative sales, relationship-building, and advising families who are in search of senior housing options for a loved one. This is one of the most rewarding sales careers available in the U.S.
Our ideal candidate is a self-motivated, detail-oriented, entrepreneurial individual. You must also be a caring and compassionate person with a desire to help people through stressful times during their search for eldercare. Additionally, you are comfortable working in a fast paced exclusively web-based environment where you are directly rewarded for your hard work. Senior care industry experience is preferred. Sales experience is essential.
Eldercare Advisor Position Description & FAQ Sheet for Employment Candidates
Join the nation’s largest eldercare referral service!
A Place for Mom, the nation’s largest eldercare referral service, is looking for entrepreneurial minded, motivated sales professionals to join our team. Our Eldercare Advisors are an important sales and marketing resource for healthcare professionals and senior housing communities around the nation. If you are a dedicated sales professional who loves community networking but is looking for a more meaningful line of work, this position is for you! It’s a great opportunity to work from home but also have a 50%/50% mix of inside and outside sales.
Company History
A Place for Mom, Inc. was founded in July of 2000 and has consistently been one of the fastest growing privately held companies in the US. In 2007, A Place for Mom was recognized and ranked 1295th in the Inc. 5000 Fastest Growing Companies and 239th in Entrepreneur Magazine’s Hot 500. The company was founded in Seattle, WA by three entrepreneurs, one from the senior housing industry and two from the internet/computer industry. Our mission is to help every family find the right eldercare solution. The company currently has three business lines: A Place for Mom – the eldercare referral service; You’ve Got Leads – an online lead tracking system for the senior housing industry; and VA Benefits Services – a nationwide resource to help veterans with accessing benefits for senior housing and care. The company currently employs 300+ staff members, approximately 270 of which are Eldercare Advisors.
Company Management Philosophy
A Place for Mom is an exciting, fast paced, innovative company. We believe in hiring intelligent, highly motivated sales professionals and providing them with a fabulous opportunity to become “the” Eldercare Advisement professional in their area. Eldercare advisors are supported by “coaches” who serve as their manager and mentor. Coaches at APFM, have all excelled in the position of Eldercare Advisor so they are well prepared to provide great coaching, training and support.
Job Responsibilities of an Eldercare Advisor
The Eldercare Advisor position is structured as 50% outside sales (outreach sales calls and networking) and 50% insides sales. The inside sales component of the job is assisting families, over the phone, by conducting a needs assessment, providing them with appropriate referrals to senior care options and helping them set up tours and move through the decision making process. The Eldercare Advisor then notifies each property or service provider and will follow up with the family and our partners until a decision is made. Advisors participate in invoice monitoring. The service the Eldercare Advisors provides is free to families as APFM is reimbursed by our partners. Ninety-five percent of our inquiries are from adult children who are looking for senior care for their aging parents. Our Eldercare Advisors are the match-makers between families in need and the senior housing communities.
The outside sales portion of the job is critical for the long term success of any Eldercare Advisor as it is a requirement of the position that every Advisor generates half of their business from their own referral sources. Advisors are also required to be very knowledgeable about every eldercare option in their area so regular visits to tour properties and services are required each week. Partner knowledge visits are required of all advisors from the first week they return from training and weekly thereafter. These visits are critical to making good matches and having the property sales managers engage with you during the referral process.
The outside sales work of “professional referral development” consists of calling on and local professionals such as physicians, agencies and other people who can refer clients to you who are in need of eldercare. A Place for Mom provides an extensive database of professionals to call on but many advisors also find new sources of referrals through community networking and outsides sales calls. The outside sales portion of the position does not start until the beginning of the fourth month of tenure. This is to ensure every advisor has adequate partner knowledge before they begin to ask for referrals. Professional referrals are paid at a much higher rate and therefore advisors spend approximately 40% - 50% of their time on this key outsides sales activity.
Primary Goals for Eldercare Advisors
Become the Eldercare Expert in their Area by Conducting Weekly Partner Knowledge Visits.
Pre-qualify and refer families to APFM senior housing partners.
Meet monthly quota for move-ins.
Generate half of their own leads through professional referral development (outside sales calls).
Conduct themselves with the highest ethics and integrity.
Eldercare Advisor Training and Coaching
You don’t have to have senior housing experience to be a GREAT eldercare advisor. The company provides extensive training in eldercare as well as a great coaching structure to help you succeed. All you need is great sales skills and we’ll teach you the rest! All new Eldercare Advisors attend APFM’s comprehensive three day training in Seattle (Mom University). This training is provided at no expense to our Eldercare Advisors. The Seattle based training focuses eldercare options, family advisement and APFM systems and processes. Advisor training continues for three months upon return to your market. During the first month Advisors participate in extensive on-line and phone based training with follow up and review with your Early Success Coach.
25% partner visits, 25% Professional Referral Development, 50% family advisement (outside sales work) supplemented by monthly trainings and coaching session.
Focus of Training
Basics of Family Advisement and CRM Software (You’ve Got Leads!)
Business and Partner Development
Pre-requisites
Attend Mom U, a three day comprehensive training in Seattle, Washington
Mastery of basic Family Advisement Skills and Extensive Partner Knowledge.
Leads
100% of leads are provided to the Advisor by APFM
Advisors are required to conduct outside sales calls to generate their own leads. These leads convert more quickly and pay more to the advisor. APFM does provide a reduced number of leads to supplement Advisor generated leads
Compensation
Eldercare Advisors are employees (not independent contractors) of A Place for Mom and are compensated based on performance through a commission + bonus program. We have a draw against commissions of $1400 per month ($700 per pay period) which is recoverable through commissions and bonuses. This pay-for-performance payment structure gives Advisors the opportunity to achieve significant income levels after the first 6 months of the job. Eldercare Advisor’s income is primarily based on the number of family move-ins that occur each month. The average commission per family move-in is $650. A 40 hour work week is a requirement of the position.
Activity Expectations
This is a full time (40 hour per week) position. Evenings and weekends are good times to get in touch with families and are a key way to ensure your efficiency and success. We expect Advisors to work at least one evening during the week and work a few hours every other Saturdays to make family calls.
· Work 40 hours/week including some weeknights and weekends. Advisors should flex their schedule during the week to accommodate the night and weekend work. However, advisors must attend any pre-scheduled coaching clinics or meetings.
· Attend regularly scheduled conference call training clinics with your Coach.
· Communicate daily via phone and email to families, to partners and professionals, etc.
· Conduct weekly Partner Knowledge Visits and develop and maintain relationships with partners in your community.
· Sign up non-partners in your community quarterly (goal is set by your coach).
· Consistently meet or exceed your monthly sales goals.
· Make a minimum of 40 outside sales calls per month (after completing professional referral development ramp up).
· Obtain half of your moves from professional sources by the end of the first year.
These requirements have been developed to ensure your success at A Place for Mom.
Home Office Requirements
One of the great benefits of working for A Place for Mom is that Eldercare Advisors work from their home offices with flexible (but full time) hours. We require a private area for an office and a computer with high speed internet access. Eldercare Advisors are required to have no outside distractions/interruptions during working hours and required to make the appropriate accommodations so they are available to work in an uninterrupted environment. Appropriate child care for all working hours is a requirement of this position. Before a new hire attends training in Seattle their home office must be fully functional with a computer that meets the specifications of A Place For Mom. Advisors are required to track and report their time worked. Time must be tracked daily by the advisor and submitted each pay period to their coach. The company also employs a special phone system and software that does not require a separate land line.
Benefits
APFM offers a comprehensive benefits package which includes, medical, dental, vision and 401(k). Please review the benefits summary for more information.
Stock Options
Eldercare Advisors have three ways to qualify for stock options. The A Place for Mom stock is privately held at this time which means it cannot be sold until the company is purchased or goes public. The options vest over a period of four years.
Eldercare Advisors who qualify for the annual incentive trip receive options
Eldercare Advisors who win awards at the annual President’s Award ceremony receive options
Any EA who achieves four (4) or more move-ins over quota in any month will be eligible to receive stock options.
Frequently Asked Questions
Will there be other Eldercare Advisors in my city/market?
A Place for Mom does comprehensive analysis of which cities and markets need additional Eldercare Advisors. The analysis includes population, senior population, inquiries levels, and the number of senior communities. Most markets today have multiple advisors, who form a “market team”. Other markets are just forming and you may be the first advisor in your market for awhile. Our goal is to have multiple advisors in all US primary and secondary markets, as a team of advisors increases A Place for Mom visibility in the markets which has a positive impact on advisors’ success.
Do I need to understand how to use technology/computers to be successful?
A Place For Mom is primarily a paperless company, therefore using a computer and software applications are a requirement of the job, You will need to be proficient using the internet, typing while talking on the phone, using Microsoft Outlook, Google Maps, instant messaging and our customer relationship management software, You’ve Got Leads. We will teach you how to use our customer relationship management software, Google Maps, and PowerPoint as well as our phone system. Please let your recruiter know if you have concerns about your level of computer proficiency or experience.
What expenses are reimbursed by APFM?
A Place for Mom reimburses for expenses you will need to incur. Below is a summary of our reimbursed items. Please review the expense policy for further information.
Internet Service Provider Fees
High Speed Internet Access (excluding cable TV fees)
Computer - Reimbursed at $50.00 per month for two years (see computer guidelines)
Long Distance Phone Calls – APFM utilizes a hybrid-VOIP system eliminating long-distance charges.
Office Supplies - $25/month
Mileage is reimbursed at .10 cents per mile for partner visits. The increased commission percentage from 40% to 60% in Outreach is in place to compensate for additional mileage reimbursement.
Marketing Materials and Business Cards are provided by APFM
Events/Ads/Tradeshows – as pre-approved by your coach (in writing)
Items not covered under the Expense Policy:
Telephones as APFM has a national VOIP system and provides headsets to its employees
fax machines (not needed)
Office furniture
Cell phone usage (not needed for the job)
What additional equipment do I need?
A Place for Mom is a virtually paperless company; therefore additional equipment is not necessary.
When will I get paid?
A Place for Mom pays employees twice per month on the 5th and 20th. Payroll is prepared by each Eldercare Advisor and submitted into payroll by the 1st and the 15th. All employees are encouraged to sign up for direct deposit. Eldercare Advisors are paid 100% commission on move-ins to our partner properties, and commissions are paid after our partners pay APFM their fee.
Contact: .
Company: A Place for Mom Incorporated .
Reference Code: 435345 .
Applicant Category: Professional
Requisition Code: Work at home
Two Initials of Recruiter: bw
System Date: 09/09/2008
System Time: 13:30:08
Document Name(40): Consultative Sales - Senior Care Family
Source: Monster.com - USA
SearchTerms: "work at home" "work from home"
URL(80): http://jobview.monster.com/getjob.asp?JobID=75475193&JobTitle=Consultative+Sales
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