The Sales Specialist serves as a traveling sales leader and interim community resource for Hawthorn Senior Living. This role supports occupancy growth by temporarily filling sales vacancies, assisting during new community openings, or providing on-site coverage and coaching during transitions.
Working closely with Regional Directors of Sales & Marketing (RDSMs), the Sales Specialist ensures consistency in sales execution, CRM documentation, and follow-up practices. This position requires a strong balance of empathy, urgency, and sales acumen to convert leads into move-ins while maintaining Hawthorn’s relationship-based approach to selling.
Frequent travel and overnight stays are required.
ESSENTIAL DUTIES AND RESPONSIBILITIES
Responsibilities will include, however, will not be limited to the following:
· Serve as interim Community Sales Leader during vacancies, vacations, or transitions.
· Partner with community managers and regional teams to stabilize and grow occupancy.
· Manage the full sales process while in a community from the inquiry stage to the closing stage.
· Maintain timely and accurate CRM documentation for all leads, tours, and follow-ups.
· Utilize Hawthorn’s ValueMatching and Tactical Empathy principles to connect with prospective residents and families.
· Conduct phone and in-person outreach to new inquiries, waitlist prospects, and referral partners.
· Collaborate with the Vice President of Sales and Regional Directors to identify sales performance gaps and implement solutions.
· Support new community openings or underperforming buildings by developing and executing local outreach strategies.
· Lead or assist in community sales events, marketing campaigns, and tours to generate interest and move-ins.
· Coach on-site teams on sales techniques, discovery conversations, and follow-up best practices.
· Provide clear reporting on progress, challenges, and recommendations following each assignment.
· Model and reinforce Hawthorn’s standards for professionalism, teamwork, and resident-centered service.
· Takes responsibility for maintaining current knowledge of the Hawthorn Senior Living Employee Handbook.
· Adheres to all company policies, procedures, and standards.
PERFORMANCE METRICS
Success in this role will be measured by the ability to:
· Achieve and sustain occupancy growth in assigned communities during the assignment period.
· Meet or exceed conversion targets, including lead-to-tour and tour-to-move-in ratios as identified by the Regional Director of Sales & Marketing or the Vice President of Sales.
· Maintain CRM accuracy and completeness for all leads, ensuring full visibility for future follow-up.
· Demonstrate timely response to new inquiries (within Hawthorn’s target service standard).
· Drive collaboration among community teams to support consistent sales messaging and follow-up.
· Contribute to team development, sharing effective sales practices and insights with community employees and regional teams.
· Provide actionable post-assignment reports summarizing results, challenges, and recommendations for sustained success.
SCHEDULE & TRAVEL
This role requires extensive travel (up to 100% of the time), with frequent overnight stays of up to two weeks at a time.
· The Sales Specialist may be required to work 10 consecutive days, including travel, followed by four consecutive days off on a regular basis.
· Schedules will vary based on assignment needs but generally align with community operating hours.
· Assignments and schedule will be coordinated with the Vice President of Sales.
OTHER DUTIES AND RESPONSIBILITIES
· Performs all work assigned for the agreed-upon wage, accepting no additional payment or non-perishable gifts from residents, vendors, Community Management Teams or others.
· Use time keeping system to accurately report use of PTO hours.
· Meets the assigned work requirements of the job.
· Adheres to dress/appearance code. Changes in attire may be dictated by special occasion or weather conditions. If you have questions, check with your supervisor.
· Serves as a role model for all employees by displaying a responsible, cooperative, and positive attitude.
· Represents the Company in a professional, courteous, and friendly manner when in public.
· Understands safe and proper chemical use and adheres to safety protocols. This includes using personal protective equipment when necessary.
· Attends education and training classes as necessary to fulfill company training requirements and/or state regulations applicable to the position.
· Maintains personnel, resident, and business proprietary and/or confidential matters/material in strict confidence with management of the Company (and/or Company staff as needed).
REQUIRED KNOWLEDGE, SKILLS, ABILITIES & BEHAVIORS
· Bachelor’s degree preferred, or equivalent combination of education and experience.
· 3-5 years of successful sales experience, preferably in senior living, hospitality, or a related industry.
· Demonstrated ability to achieve and exceed sales goals in a high-volume environment.
· Familiarity with CRM systems, preferably WelcomeHome CRM, and proficiency with Microsoft Office 365.
· Exceptional relationship-building and communication skills with seniors and their families.
· Strong organizational and time-management abilities, and to be able to balance multiple assignments and locations.
· Willingness to travel extensively (up to 100%) to communities across multiple states.
· Self-motivated with the ability to quickly adapt to new environments and team cultures.
· Demonstrates integrity, accountability, and commitment to Hawthorn’s mission and values.
· Maintains a warm, professional demeanor and thrives in fast-paced, people-oriented settings.
· High ethical standards and a commitment to integrity, transparency, and accountability in all aspects of sales management.
· Ability to work both autonomously and collaboratively in a team setting.
· Embodies a patient and creative attitude with the ability to “think outside the box.”
· Demonstrates a commitment to and respect for all individuals.
· Builds on basic learning and carries it from one situation to another.
· Takes responsibility to eliminate the source of problems.
· Demonstrates critical thinking skills in problem solving and decision making.
· Asks questions and seeks assistance as needed.
· Able to communicate effectively in English, both verbally and in writing, with residents and staff.
· Demonstrates excellent communication skills, taking into consideration body language, filters, listening, paraphrasing and questions with co-workers and residents of diverse ethnic and cultural backgrounds.
· Must be able to work efficiently and pleasantly in an extremely busy work environment.
· Must be a team player who is able to deal with difficult situations in a calm and professional manner.
· Ability to work under time constraints and meet department deadlines.
· Ability to work flexible hours, as required.
Job Type: Full-time
Benefits:
- 401(k)
- Dental insurance
- Health insurance
- Paid time off
- Vision insurance
Work Location: On the road
