Senior Living Sales and Residency Counselor

Position Title: Residency Counselor

Job Summary:

An integral member of the independent living Sales and Marketing team and is expected to work both independently and as a member of a highly interdependent team. This position plays a significant role in helping the community meet and/or exceed their marketing and sales goals. Responsible for marketing the Broadmead lifestyle to prospects and analyzing various business metrics to determine the prospect’s viability and next best step in the sales and marketing process.

Essential Duties:

• Interact with prospects through a variety of sales activities that include daily phone outs, face-to-face sales meetings, emails, mail outs, home drops and group sales
• Influence prospects with strategic messages, tactics, talking points, events, etc
• Develop and sustain customer relationships that result in the achievement of budgeted occupancy goals
• Conduct extensive follow up, follow-thru activities and retention programs
• Conduct phone sales that increase the quality and quantity of appointments attended by prospective residents
• Manage the integrity of our Customer Relationship Management database information & reports by promptly inputting data and by using the system effectively to manage individually assigned lead base
• Meets and exceeds personal sales expectations
• Ensures that all new and existing prospect inquiries are consistently managed in accordance with designated time frames
• Communicate effectively with key influencers impacting the buying decision
• Participate in marketing events as directed by the VP of Sales and Marketing
• Understand and articulately represent all documents related to residency including Residency Agreements, Disclosure Statement, etc.
• When appropriate and necessary will work with other department directors/management staff on interdepartmental matters and represent the marketing office in a professional manner
• Responsible for understanding the Fair Housing Act and ensuring adherence to regulations and guidelines as a salesperson designated to interact with the public on behalf of the community
• Responsible for conducting community tours throughout the Broadmead community center and all independent living residences in a variety of inclement weather conditions
• In conjunction with the Move in Coordinator, the Sales and Residency Counselor will schedule client medical/social worker interviews; assist resident with the selection process; ensure the timely completion of all paperwork necessary in the sales and move in process; preparation and delivery of Residence and Care Agreements with 100% accuracy
• Articulately communicate in both verbal and written format
• Assume responsibility for personal work areas and maintain areas in a neat and professional manner
• Maintains a professional appearance at all times
• Ensures any sensitive resident data is shared in accordance with Broadmead established HIPAA policies and procedures
• Assist as needed and necessary in the internal transfer process
• Performs all other duties as assigned

Qualifications:

• Knowledge of persuasive and consultative selling techniques to strategically influence customer decisions
• Ability to learn new products and offerings, and effectively present unique benefits to a broad customer base
• Ability to work independently with limited oversight and direction
• Ability to change/adjust marketing and sales techniques and sales tactics and strategies to meet the unique needs of each prospect
• Ability to understand, communicate, and market multiple Residence and Care Agreements and financial options
• Ability to understand and interpret architectural site, key and home plans
• Ability to consistently contribute to a professional and cohesive work environment
• Willingness and ability to learn new processes, continuously improve marketing and sales skills and adapt to a constantly changing environment and customer base
• Established phone sales skills
• Established one-on-one sales skills
• Excellent organizational skills
• Excellent time management skills
• Excellent computer skills and a proficiency in Word, Excel, PowerPoint and CRM database management is required.

Required education and/or experience

• Bachelor’s degree preferred in a related field and three years’ experience working with senior clients in sales/marketing or an equivalent combination of education and experience.
• Previous experience working with a long sales cycle (12-18 months) preferred
• Proven technology skills

Language Skills

Must be able to read, write, understand and communicate in the English language

Physical Demands

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

• Regularly required to talk and hear
• Frequently required to sit
• Frequently required to stand and walk
• Must occasionally lift and/or move up to 25 lbs
• Specific vision abilities include both close and distance vision
• Required to drive and safely transport clients in a motor vehicle and golf cart

Dependability and Initiative Expectations

• Reports to work each day on time and as scheduled.
• Participates in appropriate in-service education, meeting State in-service requirements.
• Actively participates in required meetings, arriving on time unless prior arrangements have been made.
• Takes initiative in performing job as evidenced by offering new ideas solutions, informing supervisor of potential problems/hazards, using time, equipment, and supplies efficiently, assuming extra duties willingly, and participating in educational programs to keep abreast of new developments, procedures, and technologies.
• Complies with organization’s policies and procedures.