Sales Counselor

Summary

The Sales Counselor serves as a trusted advisor throughout the blue sky and construction phases, guiding prospective residents from initial inquiry through priority reservation, deposit conversion, CCRC agreement selection and move-in preparation. Working closely with the Director of Sales & Marketing, the Sales Counselor cultivates meaningful relationships with future residents and their families while helping them navigate the financial, lifestyle, emotional and long-term planning considerations involved in choosing a CCRC.

Essential Functions

• Execute a high-touch consultative sales process from initial inquiry through reservation, deposit conversion, contract execution and move-in preparation.
• Build trusted relationships with prospective residents and their families by serving as an advisor throughout the decision-making process.
• Guide prospects through financial qualification conversations, residency agreement options, and lifestyle planning discussions with professionalism, empathy and confidence.
• Maintain consistent, meaningful follow-up with prospects throughout an extended sales cycle through phone calls, personal outreach, appointments, events, written communication and virtual meetings.
• Partner closely with the Director of Sales & Marketing to achieve pre-opening sales goals, including priority reservation targets, deposit milestones and occupancy objectives.
• Steward the prospect waitlist throughout the blue sky and construction phases while ensuring timely communication and a highly personalized experience for effective retention.
• Represent Fresco Los Gatos and Front Porch as a brand ambassador by articulating the community’s vision, values, lifestyle, and long-term benefits of empowerment, connection and purpose to prospective residents and influencers.
• Execute strategic sales and marketing events, including informational seminars, preview events, small group presentations, early depositor gatherings and community outreach opportunities.
• Collaborate with prospective residents’ family members and trusted advisors, including financial planners, attorneys, physicians, and trust officers, to support informed decision-making.
• Maintain accurate and timely CRM documentation, sales activity tracking, prospect notes, and pipeline reporting to support sales strategy and forecasting.
• Coordinate with internal teams to support a seamless transition from depositor to resident, including move-in preparation and communication of resident preferences or special considerations.
• Partner with the Sales Coordinator and cross-functional teams to ensure consistent execution of administrative processes, prospect communications, and event logistics.

Skills Needed To Perform Essential Functions

• Foster and participate in an open, inclusive and welcoming work environment by modeling FP’s behaviors and values, which are consistent with the organization's vision and mission.
• Act as a role model for the behavior that is consistent with the FP Culture.
• Effective oral and written communication skills that are appropriate to the audience's needs.
• Ability to develop and deliver effective presentations live via online or virtual mediums.
• Excellent collaboration and team-building skills.
• Effective conflict management skills.
• Ability to effectively build relationships with customers and executive management.
• Demonstrated time management and priority-setting skills.
• Ability to simultaneously handle multiple priorities.
• Ability to work in a fast-paced, dynamic environment.
• Ability to prioritize responsibilities and organize workload to ensure that timeframes are met and the work is completed within deadlines.
• Demonstrated ability to define, develop, and analyze performance measures and metrics; exercise sound judgment and make decisions based on accurate and timely analysis.

Education

• Essential: Bachelor’s Degree in Sales, marketing or business.
• PREFERRED: Associates Degree/Two years of College plus Two years of related work experience or Four years of related work experience.