Starting Salary is $60,177 (Based off of years of Experience) Plus Commissions earning potential up to $144,000

Job Title: Senior Residency Counselor, Independent Living

Department: Sales and Marketing

Main Function: Works in tandem with the Sales and Marketing Director and Regional Director of Sales to exceed budgeted occupancy using sales and marketing strategies which encourage applications and move-ins to the retirement community.

Reports to: Director of Sales and Marketing, Independent Living and dotted line to the Regional Director of Sales

Supervises: None

A review of this job description has excluded the marginal functions of the position. However, employees will be required to follow any other job-related instructions and to perform any other job-related duties requested by their supervisor.

ESSENTIAL FUNCTIONS

RESPONDING TO INQUIRES:

• Works with other sales & marketing staff to increase occupancy beyond budgeted levels
• Monitors all active & inactive inquiries in the CRM to generate appointments and sales
• Daily mining of the database for the purpose of setting appointments
• Tracks call metrics and submits reports to the Director of Sales and Marketing and Regional director of Sales for the weekly sales board accountability call
• Maintains up to date ENQUIRE database records for prospective residents and referral

sources including telephone and email contacts, presentations and tours, sales appointments,

marketing, and networking events. Sources and tracks leads appropriately

• Responds to inquiries the same business day with phone call setting, next step appointments booked two weeks out with a minimum number of appointments a month on your

calendar and theirs, as identified in the commission and compensation plan

• Follows up with prospects to facilitate a decision to move-in. Connects with a sufficient volume of leads and prospects daily to create the velocity of sales needed to meet established goals; works within a metrically driven set of benchmarks and critical success factors including inquiry to tour, tour to move in, and inquiry to move in ratios
• Maintains contact with interested prospects, families, and influencers in order to nurture leads and relationships. Follows up with phone calls, emails and texts, notes and letters, invitations to events and the One Day videos
• Assist when needed for group presentations and marketing events
• Becomes familiar with local competition and may assist in the competitive analysis

EVALUATES PROSPECTS:

• Evaluates prospects financially and functionally for appropriate placement and works closely with Director of Sales and Marketing to verify qualifications
• Schedules appointments for tours and presentations; willingness to work weekends and holidays is required to assist in the evaluation and tour process
• Works with Director and Coordinator to increase waiting list for independent living

FACILITATES NECESSARY PAPERWORK AND MOVE-IN PROCEDURE:

• Assists qualified applicants with contract signing
• Along with the Marketing Coordinator, collects pre-residency paperwork to facilitate closing and move-in
• Sets closing dates with Director and Campus Management.
• Assists future residents with the transition to the community
• Works with the Marketing Coordinator to facilitate move-ins and all communications necessary during the moving process with future residents and staff
• Assists Director of Sales and Marketing in evaluating marketing and sales procedures
• Assists Director of Sales and Marketing with accurate inventory of unit status (occupied/un-occupied residences)
• Is informed by Environmental Services when apartments are move in ready

PRODUCTIVITY

• Generates a minimum quota or more of LifePlan sales per month as identified in the individual compensation and commission plan from all lead sources including but not limited to potential resident, staff, and professional community contacts
• Achieves productivity standards as outlined in the monthly Corporate Sales Productivity Report

MAINTAINS AND UPDATES RECORDS AND REPORT RESULTS:

• Maintains Enquire’s database with regard to basic information as well as ongoing communications with prospects
• Reports all sales and marketing activities on a weekly and monthly basis
• Maintains a daily up to date Sales Board and manages own prospects with a next step appointment setting philosophy
• Creates, updates, and maintains accurate files on all applicants and future residents
• Assists Director and VP of Strategic Marketing and Sales to monitor and report effectiveness of corporate marketing strategies
• Assists with the planning and execution of events that introduce prospective residents to the community lifestyle
• Works with Director of Sales and Marketing to establish departmental needs or resources
• Completes an annual competitive analysis and quarterly marketing plans
• Assists staff in monitoring and maintaining adequate supply of brochures, forms etc.
• Collaborates with Director and VP of Strategic Marketing and Sales in the development of all promotional materials
• Stays current with regard to industry education and developments
• Is aware of Presbyterian Homes Corporate Compliance policies including those having to do with confidentiality and security of information, and concern for the well-being of residents and patients. Demonstrates behaviors and completes work in a manner consistent with these policies
• Responsible to use computers and software as required by work environment in order to enhance communications, performance, and knowledge

HOSPITALTIY PROMISES:

Presbyterian Homes fully embraces a culture of hospitality. To that end, we include the following hospitality promises in the job description for the Residency Counselor Role.

EDUCATION: Bachelor's degree with focus in marketing, business administration, communications, finance, hospitality, or related field of study preferred.

EXPERIENCE: Three or more years of sales experience (focus in retirement communities is highly preferred).

QUALIFICATIONS: Excellent verbal and written communication skills.

Strong customer service skills in helping others make good decisions

Compassion and empathy for seniors with a genuine desire to problem solve.

Organized and goal oriented.

Ability to build relationships with current, prospective residents, & peers.

Strong at analyzing data

Technically savvy

Strong critical thinking skills as it applies to sales outcomes

Basic knowledge of the use of CRMs in the sales process

Bilingual a Plus

CONTACTS: Prospective residents, family members, and influencers, staff, board member and the general public.

PHYSICAL

DEMANDS: Capable of working in general office conditions.

WORKING

CONDITIONS: Deadline-oriented position with a high sense of urgency. Periodic extended working hours which may include evenings and occasional weekend sales and marketing coverage.

Works in clean, well-lighted office.

IndeedSJ