Senior Sales Counselor

Senior Sales Consultant

Division:
Senior Living

Status:
Exempt

Reports to:

Executive Director, Administrator

Revision date:
January 2025

Supervises:
May supervise Sales Consultants, Move In Coordinator, Admission Coordinator

According to prescribed policies and procedures of the organization, including all applicable state, federal and accreditation regulations and under the general supervision of the Executive Director, Administrator, the incumbent assumes responsibility for managing leads and occupancy selling units to qualified applicants, and sales reporting activity. The incumbent is the lead team member in the overall sales process at the community.

• Develops and executes critical components of the sales plan with the sales team, based on market trends, demands, and community needs to drive overall occupancy and achieve targeted goals.
• Ensures appropriate workload distribution within the sales and administrative team, as well as a sales coverage plan.
• Manages prospect cycle including lead management, discovery, personalized solutions, appropriate follow up, and documentation in the CRM. This could be in the form of phone calls, emails, virtual visits, home visits, and tours at the community.
• Creates a positive first impression for prospects and their families, as well as referral partners, including discovery room, professional collateral, and internal team communication.
• Conducts tours and assists prospective residents through the sales process to select a living unit.
• Obtains appropriate documentation for a prospect to become a new resident, and communicates with the internal team to coordinate the move in process.
• Develops and maintains relationships with referral partners, executes the outreach plan, plans events on and off site, managing all site level lead generation efforts.
• Meets or exceeds KPI expectations for the community sales plan, and drive occupancy to designated goals.
• Manages customer relationship management (CRM) system for proper and timely sales activity and tracking of the following:
• Prospect input and follow up
• Input of discovery notes and information to progress the sales stage process
• Documenting lead source, lead score, and next steps
• Manage overall occupancy and inventory in the CRM
• Manage and document outreach in the CRM
• Provides regular reports on sales performance, occupancy, and marketing activities
• Collaborates effectively with leadership support and marketing team to meet the marketing needs of the community and prospects
• Operates within the community marketing budget in collaboration with the corporate team to produce the desired return on investment
• Gives presentations on the community at sales events, professional groups, and to leadership.
• May supervise sales and administrative staff as assigned, including but not limited to, hiring, training, coaching, evaluating and directing.
• May oversee multiple communities' sales and occupancy.

• Assists non-sales staff with their understanding and appreciation of the concept.
• Develops and maintains a working knowledge of all National Church Residences' service offerings as well as community resources.
• Other duties as assigned.

• Demonstrates and maintains a positive, professional manner, manages time efficiently and effectively, provides leadership as a role model to promote a team approach, collaborates and participates in policy creation and appropriate problem-solving methods.
• Must adhere to all policies, procedures, terms and conditions set forth in the National Church Residences' Employee Information Guide (EIG), the Code of Conduct, as well as any facility handbook, including but not limited to, corporate compliance, drug free workplace, safe work practices, all federal, state, local regulations and laws.
• With respect to Resident Rights, ensures all care is provided with respect and dignity for the residents/clients, their families and the staff. Reports all complaints made by residents/clients and/or families to the appropriate supervisors, reports all allegations of abuse, misappropriation of funds/resident property and/or any other corporate compliance, drug free workplace,…