Tracy Martin

         Key responsibility to over see, direct and motivate 12 Senior Living Advisors on one of three national teams in the company. My achievements since being in this position are as follows:

      Quota Performance 2023 - As a delivered  95.3% to quota,  #6 in the company of all 33 regions compared to RM’s from the field. Ranked #10 if including RMSLC. #2 in the Division –next closest RM was 91.5% in the division, Beat the Division as well who preformed at 92.1%. SLA participation rate to quota for 2023 53.8%.

      KPI - 19.95% increase in Referral Rate compared to 2022. I Started 2023 at 7 day Referral rate of 30.45, Company was at 35.48% and Division was at 31.26% compared to a goal of 50%. I finished December of 2023 at 50.36%. Beating the division and the company results for 2023.  Dials goal 47 per SLA, delivered at 47.7 . Tour rate 49.2%. Conversion rate drove 45 day conversion to 3.8% compared to 2022 of 3.1% and drove 175 day conversion to 6.1% compared to 2022 of 5.6%. Outperformed other 2 national teams.   

       New Hires –continually recruiting efforts and high percentage of internal referrals resulted in good hires of 12 SLA’s with only 2 exited for performance (16% turnover with new hires). % of New hires hitting/exceeding ramp – of the 10 remaining 7 hit or exceeded ramp, with only 2 performing slightly under. 1 SLA rookie of the year winner, another SLA in top 35.

       Engagement Survey 2023 results:  88.9% Employee Experience, #1 in the company, up from previous year of 16.9, outperforming the company of -10.9 and the division of -26.  14 Key Drivers all in the green, with 9 over 90%. 

      Leader in the company and the division- consistent performance and passion to drive the bar higher through my experience and expertise with proven track record. i.e. participation in 2 pilot programs of HC and Digital Journey. i.e. Creation of Top 10 and participation in creation of Selling through the tour. i.e. mentoring other RM’s, both directed and sought out.

      Business acumen - ability to understand and drive metrics to get results. Focus on pacing and follow-up to expect results of move in’s.  Coaching levers to drive results with SLA, and empowering them to take ownership. I.E. small groups, top 10, agenda coaching, team meetings with experts, etc. RVP calls on this skill set to assist others in the division and the company with best practices and proven results.

       Communication and accessibility to team and peers. Ability to motivate performance, teamwork and culture of the team both at the SLA level and the RM level.

Pomeroy Living, a local and family owned company serving the Detroit Michigan metro market. Offers a range of housing, specialized care and services for seniors in  communities/campuses . Our philosophy is that we provide our residents with the opportunities to continue living an enriched and engaging life. 

As the Corporate Director of Sales & Marketing my role was to Develop and execute sales strategies and tactical selling philosophy's to get back to the business of occupancy results. Prior to joining the ELT, occupancy was suffering for a 3 year decline of negative growth.  I Implemented a new CRM platform with prospect centered selling focus and training programs for all front-line team members. Resulting in an upward growth and gain of 20 pts in occupancy in less than 1 yr. I  revamped sales bonus structure for Directors to incentivize revenue and increase cash flow. Resulting in a 63% reduction in concessions over the course of 10 months. 

Branding campaign push through media drive including digital billboards, streaming, blog, video, and organic streams. Partner with local organizations to come along side and align our mission to serve seniors in the local markets. Spokesperson for the company in the media. Experience Pomeroy Living drone campaign. Day in the Life record it campaign partnering with local schools.

Lead and develop a local team of 6 Leasing Directors, 3 Leasing Assistants, and a 2 Skilled Liaisons representing IL, AL, MC and Skilled service lines.

Additional responsibilities included presenting sales reports quarterly to leadership and investors.

Lead a team of 19 Sales Professionals, in 17 communities across 3 states, 2543 units with a budget exceeding $70M in revenue. Responsible for Detroit Metro market, largest metro market in Holiday's portfolio, with over 600 units. 

Responsible for Sales and Marketing community and regional revenue, NOI and occupancy. Redesigned sales and marketing plans to focus to prospect centered selling with the result of increased occupancy of 9% and lead to lease by 3%. In addition:

• Led the company for 10 consecutive months for 2019 in sales metrics and top line revenue ranked #3 in company out of 18 regions.
• Implemented portfolio representation in local markets through outreach and strengthening relationships with paid referral sources such as A Place for Mom and Caring.com
• Exceeded sales budget in 2018 and 2019 in New Lease and New Lease effective rate.
• Launched monthly company wide experience events for new prospects, resulting in an increase in lead to tour by over 8%.
• Accelerated Marketing efforts to increase lead generation by target specific cluster campaigns, implemented with custom messaging and directing to community specific landing page. Resulted in increase of leads per community by 18% in first 6 months.
• Promoted to trainer for new RDS's joining the company for 2019.
• Developed and promoted 2 SL to next level of Strategic SL's covering the east region.

Lead a team of 14 sales consultants in senior services, across 7 service lines of the company. Responsible for driving growth including occupancy, census, and business development for each market in 9 ministry sites in Michigan. Worked with local sales consultant to access market and established strategic objectives to meet performance budgeted occupancy and goals. Successfully built a culture of effective teamwork, accountability and development with each site. 2016 results for housing sites showed 6% increase in census/occupancy, finishing with 84% average occupancy.  Year 2, in 2018 census and occupancy increased by 8% with a 92% average occupancy for all housing service lines.

In addition also maintained responsibility for Wellspring Senior Living campus in Saginaw.

Director of Sales for Michigan's oldest and largest non profit organization providing services and care for seniors for over 125 years.  Sales Executive assigned to grow a ministry in the company's portfolio. Located on the Saginaw Senior Living Campus with major responsibilities to Lead, develop, motivate and energize a direct report sales team of 13 for the company's #1 portfolio property in revenue and NOI.  2017 exceeded revenue and NOI to deliver a $8M remodel project. Campus is a Care Continuum Independent, Assisted, and Memory Care Living. Strengths in leading teams: prospect centered selling, new business development, referral relationships, prospect events/experiences, brand development, selling zone focused time accountability, analyzing metrics and data to drive action, marketing collaboration, and overall census of facility. 2017 results $10M annual sales, census avg 92%, exceeded revenue goal and NOI. 

Responsible for sales, marketing, and community relations for a start up Home Care division of Wellspring Lutheran Services (formerly Lutheran Homes of Michigan) Service line offering in home personal assistance for seniors and individuals with disabilities.

• Managed and directed 5 new start up branches including build outs, business plans, marketing outreach, hiring and training of staff, and working with budgets.
• Successfully opened all 5 branches under budget and ahead of projected time line.
• Grew growth projections over 200% from 1st year actuals.
• Established business referrals in health care, financial, legal and service industries in all 5 branches to secure a steady stream of clients coming in to meet hour projections and profit goals.
• Selected as one of 40 employees to spearhead a cultural change in the company, selected out of 1200 employees.
• Due to outstanding performance was selected to move in January of 2013 to Company's largest portfolio property, Care Continuum Campus in Saginaw, MI. 

Multi unit Management for 10 Retail Stores in the Michigan Market

$13,000,000 Annual Sales Volume-

• Direct reports 23  Managers/Assistants, indirect 45 sales staff.
• Responsible for Annual Line Item Budget of $3,500,000 annually controllable expenses.
• Sales performance for 2009 for District 5.5% LY comparitive sales increase. 
• Lead Test District for Pay for Knowldege sales program, successfully increased sales by 4%.
• Lead Clearance Test District, successfully increased margin by eliminating clearance and managing mark downs.
• Completed Vitamin Shoppe University level one product knowledge courses.

1 of only 2 Regional Managers in the entire company,  managing 5 districts comprised of 60 stores out of the 119 total stores in the company. My responsibility was East Division with 5 District Managers reporting directly into me.

In total I was responsible for 5 District Managers - who had 12 stores each for a total of 60 stores in my region - total 125 indirect selling staff.

average of $16,000,000 Annual Sales Volume-

• East Region Sales performance rank for 2008 year, out of 2 Regions - #1 in comparable sales increase and service, performing at a 8% increase YOY and EBITA increase of 2.3%
• ACTION sales training program, implemented in region and improved service levels by 15% to a 91% overall performance for 2008 year.
• Responsible for Annual Line Item Budgets over 9 year range: Averaging $6,000,000 annually SGA expenses.
• Sales performance over 9 year range: 5% to 9% increase in Comparable Sales 
• Profit savings over 9 year range: 2% to 3% SGA savings 
• Opened 36 stores in 9 years - exceeded expectations by delivering a savings in budget and opening ahead of schedule.
• Outstanding Performance Award in 2001 for going above performance expectations.
• Region Manager Trainer - April, 2000 - trained new District Managers.

• • Area Manager -responsible for 2 stores (Birch Run and Auburn Hills, MI).
  • Annual sales volume $1,750,000.
  • Direct reports - 2 Assistant Managers,6 supervisors and 12 Sales Associates
  • Responsible for Annual Line Item Budgets: Exceeded Sales Forecast by 7%; saved 2% SGA expenses
  • Ranked #1 store in District: comparable sales increase and service for Birch Run store
  • Training Manager -trained 7 new Store Managers and opened 6 new stores.

• Opened new store - Birch Run, MI.Annual Sales $850,000.
• Direct reports - 1 Assistant, 3 Supervisors, and 6 Sales Associates.
• Exceeded expectations by delivering12% increase over forecasted sales, 8% savings in SGA expenses.
• Manager of the Year  out of 120 stores for the Outlets at Birch Run.

• Owner/Operator Gourmet Popcorn Shop and Retail Gift Shop in Frankenmuth, MI.

• Annual volume $120,000.

• Direct reports 6 team members 

• Responsible for all aspects: training/hiring, employee development, budgeting, product development, packaging, marketing,and sales. 

• REIT operating 103,000 sq. ft. of retail with 34 premier Outlet Stores, Village Shops, Birch Run,MI.

• Total Center consisted of 170+ Outlet Stores, boasting theWorld's Largest Outlet Center.

• Direct reports - Maintenance supervisor and 7 staff members.

• Responsible for Line Item budget averaging over $250,000 annually.

• Delivered a 12% savings in budget from previous year.

• Additionally responsible for marketing, tenant communication and community/tenant relations.

• Improved Center Management Evaluations by 7% from previous year.

• Entrepreneur/Partner Retail Gift Shop; Acquisition of 11 yr. existing business, Frankenmuth MI.

• Responsible for business set-up, including: training/hiring, budgeting, inventory, and computer set-up.

• Increased business in first year by 23%, resulting in $131,000 annual sales.

• Midland, MI - Maintained 12 inform accounts and 60 miscellaneous accounts.

• Responsible for $576,000 annual sales.

• Responsible for development and coordination of all aspects of paper communication,

including presentations of innovative techniques/Ideas to upper management.

Lansing MI.

• Responsible for hiring, training and development of store personnel, review process,

benefit coordination, budgeting, customer service and community relations.

Second in charge behind General Manager, volume average per year $16,454,000.

Selling Manager, Saginaw and Sterling Heights Malls. Participated in new pilot program, Base plus bonus compensation system. Responsible for creative and innovative ideas to serve the customer better. Performed at 120% to goal for first year, average sales $850,000 a year.At Saginaw Mall, completed management training program early, obtaining appointment of department manager.

Internship at Walt Disney World University