Marketing & Sales Counselor

Summary

The Healthcare Admissions Marketing and Sales Counselor/Navigator position is a key driver of post-acute and long-stay census growth for Otterbein SeniorLife. Depending on the community’s needs, this role may also support Assisted Living census development. This position operates with a dual focus, onsite and outbound—executing a strategic, multifaceted outreach and relationship-building approach designed to strengthen referral pipelines and cultivate prospective resident relationships that lead to qualified admissions. In their strategic market area, the Healthcare Admissions Counselor/Navigator actively develops and maintains partnerships with key referral sources, including healthcare systems, physician practices, Chambers of Commerce, stand-alone Independent and Assisted Living communities, social and business organizations, senior centers, and local churches. Internally, this role serves as the in-house Admissions Counselor, acting as a trusted guide for prospective residents and their families. They provide education on care options, remove barriers, and ensure a seamless and supportive admissions experience from initial inquiry through move-in. This position also collaborates closely with the Marketing Director, supporting tactical initiatives that drive occupancy and align with broader census growth strategies. Through intentional relationship development, consistent follow-through, and a commitment to education and service, the Healthcare Admissions Counselor/Navigator plays a critical role in advancing census growth across assigned service lines and delivering on Otterbein SeniorLife’s mission of exceptional experiences.

Primary Duties and Responsibilities

Provide exceptional customer service to prospective residents, families, referral partners and other customers throughout the life journey.

Serve as key champion for Otterbein Exceptional Experience Programs.

Establish relationships with hospital key accounts (administrators, doctors, social workers, and discharge nurses) to drive referrals for patients needing long-term nursing and/or post-acute (rehabilitative) care.

Maintain & develop referral relationships that yield an increased share of patient referrals from the targeted hospitals.

Monitor and maintain targeted payer mix to meet financial goals.

Develop and execute quarterly marketing plans for the market area.

Develop and execute weekly reports when census is below target goal

Assess potential referrals or potential admissions to further advance the bedside sale.

Distribute brochures, flyers and other promotional items to referral sources in the targeted accounts.

Work closely and collaboratively with the Marketing Director to ensure completion of tactical efforts to reach Occupancy Goals.

Coordinate all marketing efforts to meet census goals.

If Central Intake is engaged with your location, ensure smooth communication collaboratively between the community & Central Intake. Complete all duties/tasks related to Central Intake during the admissions process.

Identify opportunities and execute those selected opportunities to make working with Otterbein easier and more efficient for acute care and doctoral practice personnel.

Responsible for creation of digital marketing, as assigned.

Ability to create and execute creative approaches to marketing.

Independently manage the Sales Territory with a self-starter approach.

Work strategically for Otterbein SeniorLife to gain market share and meet metrics required.

LTC Lead Management & Engagement from receiving lead, conducting tours, ensuring fast responses and working with Central Intake for admission.

Building & Managing a Long Term Wait List.

Entering all activities in the PCC CRM & managing pipeline to achieve occupancy goals.

Responsible for Contract Signings.

Responsible for attendance at required meetings.

Rounding to ensure Suite Readiness & First Impressions.

Assist Marketing Director in coordination of Marketing/Admission events and encourage participation of current & active prospective residents.

Performs any other duties as assigned.

Additional Responsibilities

Drive AL Census growth, maintaining a strong sense of urgency around vacant inventory and revenue impact

Own and actively manage AL census targets through consistent lead conversion, relationship development, pipeline management & efficient suite turnover.

Build and maintain strong referral source relationships

Enter all activities in the CRM & managing AL pipeline to achieve occupancy goals.

Experience & Qualifications

5+ years of experience in Senior Living IL/AL Sales preferred

Successful track records of CRM Management, Lead Nurturing, Closing Ratio & Move ins

Bachelor’s degree in Marketing, Business, Healthcare Administration, Communications or a related field

Demonstrated expertise in strategic marketing and creative/effective communications

Proven track record in relationship building, business development & census growth strategies

Strong understanding of Sales Processes

Exceptional relationship-building, presentation skills & lead analysis

Ability to travel to any of Otterbein’s locations, meetings, and referral partners.

Skills & Characteristics

Knowledge of data management (customer relationship management) programs preferred.

Excellent organizational/planning/time management skills.

Outstanding verbal and written communication skills to connect with referral partners and patients/residents.

Virtual/Digital marketing experience preferred

Reliable transportation required

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.

Apply today and begin a meaningful career at Otterbein!