Sales Specialist

Description

GENERAL DESCRIPTION OF POSITION

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.

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
• 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.

SUPERVISORY RESPONSIBILITIES

• No direct supervisory responsibilities.

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

• Accept compensation only as agreed and never accept non-perishable gifts or additional payment from residents, vendors, or others.
• Accurately track time and PTO usage using the designated timekeeping system.
• Comply with company dress code; attire may vary based on events or weather.
• Exhibit professionalism and a positive attitude in all interactions.
• Represent the company courteously in public and professional settings.
• Follow safe chemical handling practices and use personal protective equipment as needed.
• Attend required training and continuing education to meet company and/or state regulatory requirements.
• Maintain strict confidentiality regarding employee, resident, and company information

WORKING CONDITIONS

• General office environment
• Extensive travel to Hawthorn Communities, up to 100%, is required
• May require working flexible hours, weekend work, and extended stays.

• Employment offers are contingent upon successful completion of pre‑employment background checks, employment verification, and reference checks, as permitted by law. Hawthorn Senior Living is an Equal Opportunity Employer and does not discriminate on the basis of race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability, veteran status, or any other legally protected status.
• At Hawthorn Senior Living, we offer competitive compensation and a robust benefits package designed to support our employees' well‑being. Benefits may include paid time off; medical, dental, vision, and disability coverage; and supplemental life insurance. Eligible employees may also participate in a 401(k) plan with a company‑determined match and have access to an Employee Assistance Program (EAP). Beyond benefits, we are proud of our unique culture and enjoy celebrating our team throughout the year.