Rachel Ramsey

Oversees and directs the sales & marketing efforts for an 11-community portfolio within district, major markets, networks and stand-alone communities. Responsible and accountable for meeting and exceeding the occupancy and revenue goals. Supports the professional development of community sales associates and provides coaching related to selling skills, pipeline management and sales execution. Fosters a strong sales performance culture across the district.

• Liaised with sales, marketing, and management teams to develop solutions and accomplish shared objectives.
• Collaborated cross-functionally with headquarters, regional and other teams nationally to maintain consistent message and experience.
• Boosted marketing, reviewed pricing strategies and expanded distribution channels to increase sales revenue.
• Coached and promoted high-achieving sales and account management employees to fill leadership positions with qualified staff and boost company growth.
• Achieved established KPI for company, regional team and individual performance through teamwork and focus on customers.
• Held one-on-one meetings with sales team members to identify selling hurdles and offered insight into best remedy.
• Compiled and analyzed data to determine approaches to improve sales and performance.
• Exceeded sales quotas and increased profitability through effective sales strategy and business planning.
• Collaborated with upper management to implement continuous improvements and exceed team goals.

Assists the marketing department in meeting all budget and occupancy expectations. Works closely with the Executive Director (ED) and Sales and Marketing staff in the development and execution of the marketing plans in the assigned community or region.

• Built rapport with customers and assessed needs to make product recommendations and upsell to improve RevPar and RevPor.
• Demonstrated product features, answered questions and persuasively overcame objections.
• Drafted, finalized and submitted paperwork to complete sales.
• Interacted with approximately 30 customers daily to provide personalized product guidance, resolve issues and open new accounts.
• Created and implemented sales strategies to successfully meet company targets.
• Generated weekly and monthly reports on sales performance to provide recommendations to meet sales goals.
• Trained and mentored new sales representatives.
• Utilized CRM software to manage customer accounts and track performance metrics.
• Used customer insights to develop innovative sales strategies to increase sales.
• Generated new leads through networking and attending industry events.
• Maintained an active, working knowledge of current competition and any new entrants. Assists in updating competitive information on a regular basis and communicates to staff.
• Maintained and communicates current product information to staff (pricing, program changes, policy changes and promotional programs), in the absence of a Director of Sales and Marketing.
• Created and maintained a positive image of the community with residents, the community, and other staff associates. Maintains effective relationships with all residents and their families. Attends resident functions.

Manages and directs the sales function for a cluster of 8 Brookdale communities to achieve occupancy, move-in, and revenue targets. Develops relationships to maintain a quality pipeline of leads and sales conversions of prospects to residents.

• Manages Market Sales Managers in the cluster to achieve occupancy, move-in, and revenue targets for the cluster. Collaborated with sales, marketing and other internal teams to meet shared goals.
• Closed sales by assisting prospective residents, their family members, and/or advisors in the decision-making process by understanding their needs and educating them about services and programs that can meet their needs. Responds promptly to every telephone call or in-person inquiry from all referral sources, prospective residents, and families. Provides appropriate community and company information to anyone who inquires. Responsible for being the single point of contact for referral agencies.
• Developed and maintains relationships with and generates leads through resident, family, and professional referral sources on a weekly basis. Provides information and conducts presentations about services and programs, market advantages, availability, and other relevant information to meet the needs of prospective referral sources and community groups.
• Utilized sales processes, systems, and forms for external and internal sales to perform job duties, track information, compile data and reports, and achieve desired cluster communities occupancy goals.
• Maintained and/or improved upon the occupancy level of a cluster of communities in accordance with the marketing and business plans of the communities. Participates in developing marketing plan and pricing incentives.
• Partnered with District Sales management to develop and execute marketing plans and achieve communities’ press releases and other forms of media that promote the communities services. Adheres to procedures in the development of advertising materials by working with Brookdale’s Creative Services group.
• Planned, coordinated, and implemented monthly prospect and/or referral source activities and events as specified by the community marketing plan, Executive Director, and District Sales Management. Follows up and executes sales processes with all leads from events.
• Represented the communities and increases awareness through participation in outside events, professional groups, and community involvement in the local market. Uses relevant community knowledge and research to plan, coordinate, and implement monthly prospect and referral sources.
• Monitored conversion ratios regarding sales performance and business development calls to direct referral sources and collects and analyzes data to prepare weekly and monthly reports.
• Partnered with the Business Development Director to develop relationships with direct referral sources and local businesses such as hospitals, churches, etc.

As a Market Sales Manager, I served as a solutions specialist for prospective residents, their families and/or advisors as they express interest in Brookdale Senior Living. I am responsible for understanding their interest, educating them on their options with Brookdale, engaging them in the process of their journey, and helping them make an informed, education decision as they commit to starting a new life as a Brookdale family member.

• Maintains and/or improves upon the occupancy level of 8 Brookdale communities in project Constellation in accordance with the marketing and business plans of the community.
• Closes sales by assisting prospective residents, their family members, and/or advisors in the decision-making process by understanding their needs and educating them about how services and programs can meet their needs. Responds promptly to every telephone call or in-person inquiry from all referral sources, prospective residents, and families. Provides appropriate community and company information to anyone who inquires.
• Utilizes sales processes, systems, and forms for external and internal sales to perform job duties, track information, compile data and reports, and achieve desired community occupancy goals.
• Partners with Regional Sales management to develop and execute marketing plans and achieve community occupancy goals. Researches and provides recommendations for content and delivery of brochures, flyers, press releases and other forms of media that promote the community services. Adheres to procedures in the development of advertising materials by working with Brookdale’s Creative Services group.
• Maintains working knowledge of the lead management system and uses system to maximize sales effectiveness.

• Assume open sales or sales supervisory position at assigned senior communities
• Work closely with the Executive Director (ED) and Sales and Marketing staff in the development and execution of the marketing plans in the assigned community or region
• Provide direct selling support to improve sales performance and meet assignment sales expectations
• Develop relationships with qualified referral sources, conduct tours with potential residents and their families, and close sales
• Establish public relations events to promote goodwill in the community
• Maintain good, active relationships with all residents and their families

As Executive Director, I am accountable for leading and directing the overall operation of the community in accordance with residents’ needs, government regulations, and Emeritus Senior Living policies and procedures. I also maintain excellent service quality, high occupancy, and meets corporate financial goals within established budgetary guidelines.

• Worked closely with organizational leadership and board of directors to guide operational strategy.
• Exercised appropriate cost control to meet budget restrictions and maximize profitability.
• Fostered work culture of collaboration and inclusion to increase morale and reduce turnover.

I am accountable for meeting occupancy and revenue goals as a result of the development and implementation of an effective sales and marketing campaign as well as customer oriented internal systems (performed in conjunction with the Executive Director.)

• Develops an excellent understanding of the industry and the communities products and services and becomes an expert/resource in Senior Housing
• At least 50% of time spent making sales calls outside the community to medical, insurance, legal and financial professionals, senior organizations, appropriate special interest groups, hospital discharge planners, skilled nursing facilities, retirement communities, clergy, and other community contacts
• Develop and maintain relationships to advise them of availability and new services and programs efficiently meeting the daily needs of the general community
• Responsible for taking inquiry calls from hospitals, families, potential residents, etc., giving tours and securing deposits
• Research and maintain on-going knowledge of current market and competitors including rates, special services and specials. Complete a competitive analysis quarterly
• Meet or exceed sales standards as determined by Regional Director of Sales & Marketing (RDSM). This includes follow-up calls, professional outreach, events, etc.
• Develop and manage monthly or quarterly sales and marketing plans as directed by RDSM in both home and assigned communities
• Utilize company’s Customer Relations Management program on a daily basis to manage day to day sales tasks, understand customer referral patterns, conversion rates and effectively utilize data to improve sales and develop sales and marketing plans
• Ensure that responses to inquiries are handled properly, timely and with appropriate follow-up
• Alert appropriate building staff of projected move-ins, move-outs and apartment changes by chairing daily stand up meetings to discuss forthcoming changes
• Maintain a working knowledge of federal and state regulations regarding acuity levels and licensure
• Monitor occupancy trends and conversion ratios
• Develop and implement special events and presentations targeted at community education, establishing and maintaining status for the facility as the expert on assisted living in both home and assigned communities
• Responsible for monitoring manager on-duty binder
• Responsible for maintaining and updating collateral pricing information based on the company standards
• Provide leadership to the team
• Enhance professional growth and development through continuing education
• Supervise the daily activities of the team ensuring they meet day-to-day expectations
• Provide training, coaching, organizing and planning
• Interview, make hiring decisions and orient new staff

Draft leases & invoices, Invoice Data Entry, Assist with preparation of monthly financial statements, Enter Cash Receipts & Manual Checks, Assist with yearly tax audit, Assist with monthly general ledger reconciliation, Answer phones, Review month-end sales revenue spreadsheets, Schedule freight, Assist with Payroll processing, Receive material for purchasing department, Reconcile past due invoices, Process credit applications, Review incoming resumes and schedule interviews with candidates for receptionist position, Produce yearly sales reports, Process Payroll for 100+ employees, Order office supplies, Book travel arrangements for salesman, Create brochures for sales shows, Price out monthly warranty invoices, Plan company Christmas parties & other holiday luncheons.

Selected Contributions:

• Demonstrated immediate talents upon hire and excelled quickly to become recognized by management as key member of team, received promotion within 4 months of employment.
• Accepted the challenges of other positions while the company was short-staffed.
• Cut costs on office supplies for latter part of 2005.