Sales Counselor II

Job Description
Seeking a talented, driven sales professional at a truly exceptional continuing care retirement community. In this role, you’ll introduce seniors to a beautiful campus, unparalleled programs, an inspiring, energetic resident culture, cutting-edge wellness (including a climbing wall and boxing), and life-changing opportunities.  You’ll have a comprehensive slate of selling tools and content and talented people to accomplish your goals.  
Responsibilities:
Develops on-going relationships with prospects. Provides marketing information to all leads received by telephone, correspondence, and in person.
Conducts counseling sessions with prospective residents for the purpose of selling the product and qualifying prospects utilizing a significant amount of knowledge and discretion while representing the community.
Independently guides all prospective residents through the decision process based on information gained during discovery and utilizing accumulated knowledge about available services, amenities and residence in the community. As a relationship sale, this process could take several months to years and requires thoughtful creativity and employment of various sales techniques to keep prospective residents engaged and interested in the product
Uses knowledge gained during discovery process with prospects to guide them in appreciating the benefits of life at AMV and uses independent judgment and creativity to address objections and barriers presented by prospective residents.
Implements various sales strategies based on relationship with prospective residents and knowledge of their retirement living goals.
Gathers and analyzes financial information to determine if prospects have adequate income and assets to join the community. This is accomplished initially through discovery by determining the value of their home and other assets through probing.
Frequently communicates with persons other than the prospect who are involved in the decision process such as adult children, financial advisors, care givers, etc.
Employs problem-solving skills throughout the sales relationship.
Develops and makes sales presentations on both a one-on-one basis and to groups at marketing events both on and off campus.
Develops strategies to manage assigned leads and grow prospects in ways that lead to appointments and sales.
Utilizes marketing software (Welcome Home) for all aspects of sales function from first inquiry through sale.
Utilizes report functions in Welcome Home to gather and analyze data and effectively manage lead base. Independently identifies various call strategies based on available data in Welcome Home to segment and work active leads.
Utilizes the financial software program FinAid to determine qualification prior to settlement. This involves gathering and analyzing prospective residents’ income and asset information and requires knowledge of stocks, bonds, annuities, long-term care insurance and other assets.
Coordinates and analyzes financial documentation and applications of clients for residency and where appropriate, recommends prospective residents for approval by the Executive Director.
Coordinates settlement meetings and conducts meetings with prospective residents to sign contracts and collect fees acting on behalf of the community.
Actively acquires and maintains thorough knowledge of AMV features and benefits, AMV sales tools, and identified primary competitors.
Assists Director in development and updating of marketing and promotion strategies and materials.
Manages and prioritizes own work schedule – meeting daily, weekly, and monthly goals.
Maintains confidentiality of applicant/resident information as well as departmental information.
Documents and implements process improvements and uses appropriate processes to accomplish objectives and goals.
Provides support for other Retirement Counselors, whether through encouragement, problem solving, or backup when they are not available.
Proactive in networking with other departments, building trust and maintaining positive communications.
Participates in benchmarking as an activity of gaining strategic, competitive information as well as developing personal knowledge.
Follows established safety and risk management processes and procedures. Conducts job functions safely. Maintains awareness of environment to identify potentially hazardous conditions. Immediately reports hazardous/unsafe conditions or equipment to supervisor. Complies with work-related injury processes and procedures and reports all injuries and/or incidents to supervisor immediately.
Contributes to the AMV culture of wellness through word and action. Associate strives to set a positive example of working towards their own healthy living goals and supporting wellness efforts of fellow associates and residents.
Performs other duties, as assigned.