Assistant Regional Manager

Company Description

About A Place for Mom

We’re the leading online platform connecting families searching for senior care with a team of experienced local advisors providing insight-driven, personalized solutions. As the nation’s most trusted senior advisory service, we are a mission-based organization that enables caregivers to make the best senior living decisions for their loved ones. With hundreds of senior living experts nationwide, A Place for Mom helps hundreds of thousands of families each year simplify the process of finding the right senior care solution across home care, independent living, memory care, assisted living, and more.  Our services are offered at no cost to families as we’re paid by the 14K+ communities and 3K+ providers in our network.

Recently awarded one of the 2022 Best Places to work in NY and Best HR teams by comparably, the leading workplace culture and brand reputation platform, A Place for Mom is committed to fostering, cultivating, and preserving a culture of diversity, equity, and inclusion. 

Employees who thrive at A Place for Mom live our values every day:

• Focus on excellence
• Act with integrity and assume positive intent
• Drive outcomes every day with passion and a sense of mission
• Make the lives of our families and customers better, easier and more successful
• Realize the full potential in each team member -- work as a single supportive team

Job Description

The Assistant Regional Manager – Training and Development supports assigned regions within a division, providing job specific guidance and support to new advisors in achieving and exceeding their performance objectives within their first six months on the job. This role provides a potential growth path to the Regional Manager role. The role reports to the RVP.

Who you are:
You are passionate about guiding and supporting new senior living advisors, teaching essential sales and pipeline management skills, and helping new advisors develop working habits that will drive sales results. You are a collaborator who will work with regional management to identify opportunities amongst new hires and will deliver mentoring and training to capitalize on those opportunities. You are an excellent coach, metrics-focused, and driven to exceed quotas and KPI goals.

What you will do:

• Support new hire advisors as they transition from the initial onboarding training to being in their role helping families.
• Serve as an internal expert and first point of contact for new advisors as they complete initial onboarding training. Provide expertise and coaching on topics including but not limited to:
  • Consultative selling
  • Initial consultation best practices
  • Objection handling and tour scheduling
  • Tasking and follow up to advance the sale
  • Time management skills
  • YGL/Beacon navigation skills
  • Five9 - Telephony skills
  • Collaboration with community customers to advance the sale
• Deliver daily New Hire Playbook small-group sessions to new advisors during their first month of training
• Deliver daily 1:1s to individual advisors as needed, focusing on:
  • Review of daily training topics from the Playbook
  • Review of pipeline metrics and KPI achievement
  • Review of referral alerts
  • Call review
  • Use of business systems and technology
  • Support on invoicing and customer relationships
• Provide reporting and tracking on new hire performance to RM/RVP during the first 2 months post-onboarding.
• Identify new advisor skills gaps and create strategies to address through new hire Development Plans
• Deliver weekly call calibrations for new hires within their regions
• Coordinate efforts with the L&D team, Sales Leaders, and Commercial Operations to ensure New Hire Training, New Hire Playbook, and any supplemental training materials are comprehensive and effective in meeting the needs of new hires.
• Stay current with policies and procedures by attending RM/RD calls, monthly advisor calls, L&D team meetings.
• Other duties as assigned.

Qualifications

• Bachelor’s degree
• 3+ years as a Senior Living Advisor with A Place for Mom, with a track record of exceeding quota and KPI expectations
• 3+ years leadership or management background
• Thorough understanding of advisor skills, knowledge, and behaviors needed to drive move-ins
• Thorough understanding of advisor workflows and demonstrated expertise with YGL/Beacon
• Demonstrated ability to teach individuals and/or groups, as well as measure training outcomes and effectiveness
• Excellent presentation skills and ability to lead engaging virtual and in-person training
• Exhibits attention to det