What are the responsibilities and job description for the Senior Living Sales Counselor position at East Ridge at Cutler Bay?
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Our team is only as strong as each individual contributor – which is why we focus our energy on hiring people who are friendly, hardworking and have a true passion for serving older adults.
After all, residents aren’t guests in our community; we’re working in their home.
Position Title: Senior Living Sales Counselor
Overview: The Senior Living Sales Counselor 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, pipeline management tools, 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 Counselor is responsible for achieving (meeting or exceeding) reservation and move-in goals which advance occupancy for the community.
- Generate a minimum quota of 3 or more sales per month from all lead sources including but not limited to potential resident, staff and professional community contacts.
- Respond to requests for information in a timely manner with a high sense of urgency.
- Provide accurate reports to all appropriate parties
- Maintain regular contact with existing leads and prospects always setting next steps.
- 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 appointments and tours, event participation, and group presentations
- 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; work within a metrically driven set of benchmarks and critical success factors.
- Daily maintain CRM data base effectively and in a timely manner with all inquiries
- 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 and value proposition including the community points of differences.
- Record all information obtained during the interview process and accurately input data in the ENQUIRE data base, correctly noting where each lead came from.
- Conduct effective sales presentations that inspire customers to take the next step in the sales process
- Influence closing through sales messages, video follow-ups, presentation techniques, home visits, facilitation methods and relationship management
- Execute thorough follow through to be able to retain the majority of sales and move prospects forward to move-in. This includes daily mining of the
- Maintain prospect relationships through consistent communications by phone, mail, email, 1:1 contact in an effort to meet company benchmarks of inquiry to tour, tour to move in and inquiry to move in
- Operate prospect-tracking system and possess strong personal computer proficiency
- Maintain and update daily an effective sales board which provides forecasting opportunities to know and reach monthly sales goals and adopt weekly plans of action to self-correct any short-falls.
- Know the procedures followed in lead fulfillment and lead tracking to advance a prospect in the sales process
- Keep track of weekly call metrics and appointment setting goals with tours booked out two weeks in advance on the
- Utilize existing resident, depositor and lead contacts to generate additional leads by prospecting for
Qualifications :
- Must be willing to work occasional weekends in rotation with other Sales Counselors.
- College bachelor’s degree preferred-Business Administration, Marketing, Finance or English.
- Proven sales experience including commissioned sales
- At least three years in marketing/sales in senior living setting preferred.
- Effective communication with all levels in a professional manner.
- At least one year in marketing/sales in senior living setting preferred.
