Sales Counselor

POSITION SUMMARY

The Senior Living Sales Counselor is a 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. This individual is responsible for meeting with prospective residents through telephone contact, 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. The Senior Living Sales Counselor is responsible for achieving (meeting or exceeding) reservation and move-in goals which advance occupancy for the community.

ESSENTIAL DUTIES AND RESPONSIBILITIES

The following duties are normal for this position. This list is not to be construed as exclusive or all inclusive. Other duties may be required and assigned.

• Generate sales referrals from potential resident and community contacts.
• Respond to requests for information in a timely manner.
• Provide accurate reports to all appropriate parties.
• Maintain regular contact with existing leads and prospects.
• Achieve the community sales and move in goals.
• Exceed hospitality and service standards.
• Follow the Sales Proces

Prospecting

• Interact with all leads whether provided through advertising, public relations, referral, or personal contact and to turn those leads into depositors and residents of the Community through the use of professional selling skills including but not limited to outbound sales calls, in-person sales presentations, event participation, and group presentations.
• Greet all visitors pleasantly and professionally presenting a very positive image for the Community.
• Address specific customer preferences and priorities to guide them to commitment.
• Connect with a sufficient volume of leads and prospects by phone daily to create the velocity of sales needed to meet established goals.
• Maintain CRM database effectively and in a timely manner with all inquiries.

Discovery process

• Skillfully interview prospects or their representatives to ascertain how the Community will meet their needs.
• Know and be able to explain the benefits of residing at the Community.
• Record all information obtained during the interview process and accurately input data in the CRM database.

Presentations

• Conduct effective sales presentations that inspire customers to take the next step in the sales process.

Closing Skills

• Influence closing through sales messages, presentation techniques, facilitation methods and relationship management.

Retention

• Execute thorough follow through to be able to retain all sales and move prospects forward to move-in
• Maintain prospect relationships through consistent communications by phone, mail, email, 1:1 contact.

Data Management and Tracking the Customer Journey

• Operate CRM database and possess strong computer proficiency.
• Maintain effective hot lead list which provides forecasting opportunities to know and reach monthly sales goal.

Marketing

• Know the procedures followed in lead fulfillment and lead tracking to advance a prospect in the sales process.

Training and Development

• Strive for constant improvement in selling skills through attendance at sales training meetings and through the reading of motivational and sales-oriented materials.
• Remain informed about the local real estate market, the customer profile in your market, competitor communities, industry trends and customer trends.
• Build trust and strong cross functional relationships within the community and operational structure.
• Operate CRM database.
• Utilize existing resident, depositor and lead contacts to generate additional leads by prospecting for referrals.
• Act professionally and honestly at all times in the representation of the Community concept of senior living.
• Communicate with others while keeping with the mission and tenants of the Catholic faith ethical and religious directives and Catholic social teaching.
• Other duties as assigned by Supervisor.

Education and Experience Required

• Business Administration, Marketing, Finance or English Bachelor Degree, or equivalent experience.
• Proven sales experience.
• At least one year in marketing/sales in senior living setting preferred.

Knowledge, Skills, and Abilities Required

• Language Ability:
  • Effective communication with all levels in a professional manner.
  • Excellent oral and written communication and presentation skills.
• Mathematical Skills:
  • Ability to explain current residency fee structure.
  • Ability to explain current monthly service fee structure.
• Cognitive Demands:
  • Must be self-starter, attentive to detail and possess excellent organizational skills.
  • Must be able to work with little supervision.
  • Positive attitude and approach to change and improvements.
• Computer Skills:
  • Proficient in Microsoft Office (Word, Excel and PowerPoint).
  • Ability to learn and utilize CRM database.
• Competencies:
  • Effective sales, leadership and presentation skills.
  • Exceptional skills in customer service, oral and written communication.
  • Detail oriented and excellent organizational and follow-through skills.
  • Ability to follow directions.

WORK ENVIRONMENT

• Transports prospects within a reasonable distance to and from the Information Center.
• Call on prospects in their home.
• Make evening or weekend appointments if necessary to close a sale.
• Works primarily indoors in a climate-controlled setting.
• Possible exposure to unpleasant odors.
• Possible exposure to chemicals as identified in the MSDS Manual.
• Continuous exposure to clients and/or family members who may be under stress.

PHYSICAL REQUIREMENTS

• Prolonged periods sitting at a desk and working on a computer.
• Position requires the individual to stand, walk, or move about the facility during 75% of the workday.
• Must be able to reach, bend, grab, push, or pull.
• Must be able to lift up to 15 pounds at a time.