Sales Counselor - Senior Living Community

About the position

Sales professional who presents and sells the community lifestyle to the prospective resident-from initial lead through closing - leading to deposits and gains in occupancy. Responsible for meeting with prospective residents through telephone contact and personal appointments and will apply effective sales techniques which include a thorough discovery process, consultative and relational selling practices. This effort includes both conducting and monitoring measurable sales goals for calls, appointments, event attendance, deposits, and occupancy for the community. Responsible for achieving (meeting or exceeding) reservation and move-in goals which advance occupancy for the community. Supportive of the Village's mission, values, and service/hospitality (PRIDE) expectations. Completes training required by policy.

Responsibilities

• Develops and manages individual sales program consistent with divisional goals and operating policies; achieves community sales and move-in goals.
• Follows the sales process: prospecting (through various methods, including internet, phone calls, mailings, appointments, and attendance at seminars and events), discovery, presentations, retention, data management, marketing, and closing.
• Manages information in client database to determine appropriate follow up; maintain regular contact with existing leads and prospects.
• Provides accurate reports to all appropriate parties.
• Conducts needs assessment for each client and then present senior living options, based on client's financial, health and lifestyle concerns.
• Conducts Village tours with clients, which may include lifting wheelchairs in and out of vehicles and pushing clients in wheelchairs.
• Completes sale including application for residency, resident agreement and other related forms and receive deposit.
• Develops external relationships in order to build referrals for the community.

Requirements

• Business Administration, Marketing, Finance or English Bachelor's Degree, or equivalent experience.
• Valid driver's license. Must have dependable transportation to travel around campus and visit leads/depositors at their homes.
• Minimum 3 years sales experience; preferably working in senior housing industry.
• Proven sales experience.
• Excellent interpersonal and customer service skills.
• Demonstrated sales skills, including knowledge of basic sales process, experience with sales analysis, presentation, overcoming objections, refocusing and closing.
• Excellent knowledge of competitors and communicate differences to prospects.
• Intermediate level knowledge of Microsoft operating system and Microsoft Word, Excel and Outlook and REPS database management.
• Ability to read, analyze, and interpret financial reports, and topics related to end-of-life planning.
• Ability to read and comprehend simple instructions, short correspondence, and memos.
• Ability to write reports, business correspondence, and procedure manuals.
• Ability to effectively present information and respond to questions from groups of managers, clients, customers, and the general public.
• Ability to add, subtract, multiply, and divide in all units of measure, using whole numbers, common fractions, and decimals.
• Ability to apply common sense understanding to carry out detailed but straight-forward written or oral instructions.