Sales Counselor

Responsibilities

• Receives walk-in/call-in visitors and uses software systems to identify and contact leads provided by the Business Development Coordinator and current community residents.
• Effectively explains and demonstrates to prospective residents and their families the benefits of residing and receiving care at the community.
• Closes contract sales to maintain and improve occupancy levels.
• Solicits assistance of community staff to promote and explain community services, practices, policies, pricing and other information necessary to close the sale.
• Routinely reviews software databases to identify and follow-up on leads from all sources.
• Calls a lead and obtains additional information on personal residential and care needs.
• Encourages prospective residents and families to make wait list deposits.
• Maintains positive and understanding relationships with current residents and their family.
• Encourages their positive promotion of community to friends, acquaintances and family.
• Identifies religious, civic and social groups to which current residents belong to expand referral network.
• Cultivate leads with current residents through positive interaction and interest in activities and concerns.
• Follows-up with resident referrals as identified.
• Presents and demonstrates the value and benefits of the community for its residents as appropriate to stimulate interest and sales.
• Obtains and maintains knowledge of competitors.
• Communicates community features to best compete with competitor’s strengths and weaknesses.
• May visit competitors’ communities to understand how to best refer and market services and products.
• Conducts personal tours of communities for prospective residents and family.
• Schedules meetings with staff department heads as requested or as deemed necessary to effectively convince potential residents of abilities to meet their residential and care needs.
• Understands needs of potential residents to highlight community features that will satisfy them.
• Explains fee structure in a manner that will be most meaningful and that will clearly reflect the benefits of prospective resident’s choices.
• Explains the physical and financial assessment processes to prospects and coordinates required staff interviews and credit checks.
• Closes contractual arrangements.
• Communicates availability of units and status of waiting lists.
• Obtains necessary personal information and prepares standard, legal documents required for signature.
• Communicates pricing structures and service rates.
• Obtains signatures, required deposits and authorizations for move-ins.
• Aids in coordinating logistics for new resident moves, including key transfer, furniture move-in coordination, unit preparation, new resident orientation and welcoming.
• Maintains continued contact to reflect concern and interest for their continued wellbeing and satisfaction after relocation to the community.
• Provides input regarding the development of promotional brochures, videos and mailings as used in networking referrals and marketing to prospective residents.
• Prepares written reports and communicates status of current success in a clear and concise manner.

Qualifications

• A Bachelor’s degree or equivalent in coursework and related experience is required.
• Minimum of five years of progressive experience in the real estate or health care field including experience in such areas as promotion, public relations, or admissions, including a minimum of two years with a proven sales or promotion track record.
• Prior experience selling or promoting senior residential and health care services is highly preferred.
• Reliable car transportation with insurance, plus a valid driver’s license.