About the Role

The Sales Capability Manager is responsible for enhancing the sales competencies of staff within our residential aged care homes, ensuring that every team member is equipped with the necessary skills to effectively convert enquiries into new resident admissions.

This role involves developing & delivering training programs, coaching sales techniques, and monitoring performance metrics to drive occupancy rates and meet organizational goals. The role will also focus on supporting the teams to ensure that their homes are presented in a way that will support sales conversion.

The role will also support compliance and governance processes to ensure homes meet and maintain the defined standards of home presentation and tour experience that aligns with our brand and customer experience expectations.

Responsibilities

• Sales Training Development: Design and implement comprehensive sales training programs tailored to the needs of aged care home staff, focusing on skills such as empathy, communication, understanding customer needs, and closing techniques.
• Performance Monitoring: Regularly assess the performance of sales activities at each home, compliance with agreed processes utilizing CRM systems (Resi-select) to optimise their admission pipeline
• Coaching and Support: Provide ongoing support and one-on-one coaching to staff, particularly in handling challenging situations and objections, to increase conversion rates.
• Collaboration with Management: Work closely with the management teams at each home to align sales strategies with the overall business objectives and ensure that staff are motivated and informed.
• Feedback and Improvements: Utilise NPS insights and other feedback mechanisms to to continuously refine sales processes and training materials.
• Reporting: Maintain accurate records of training activities and sales performance metrics; regularly report these findings to senior management.

Benefits

* Range of discounts on Bupa products - Healthcare, Optical, Dental

* ‘People First’ wellness program that can be accessed by all employees.

* Bupa Online Leadership Development, available on demand.

* Clinical learning opportunities and more, through online and face to face training.

* Internal transfers across our care homes.

* Employee Networks for you to get involved in an area you are passionate about, have your voice heard and be you at Bupa.

Skills & Experience

• Minimum experience of 5 years in business development or sales roles preferably in the healthcare or aged care sector
• Preferred minimum 3 years experience in sales training and capability development
• Strong eye for detail with respect to care home presentation
• Strong understanding of the sales process and dynamics within a residential aged care context
• Demonstrated ability to build rapport and effective working relationships with a range of stakeholders from Executive level to care home level
• Excellent verbal and written communication skills, with an ability to persuade and influence others
• Proficient in CRM software and data analysis

Culture

We all share the same purpose at Bupa Aged Care. Helping people live longer, healthier, happier lives and making a better world. We take pride in delivering high-quality care with a personal touch. Bupa champions a unique agile culture, one that adapts to your needs as a member of our team. Our focus is not limited to our residents but also your wellbeing and career growth. We aim to support you with tools you need to achieve a fulfilling career.