Job Overview

Employment Type:

Part time

Shift:

Day Shift

Description:

The Sales Counselor will routinely sell within the community's market area.  Works constructively and cooperatively with the Director of Sales (where applicable), to exceed sales goals for the community.  Performs weekly external marketing calls. Develops and maintains professional selling relationships with professional referral sources within the market area. As an advocate for potential residents, the Sales Counselor shares information about the community, gives tours to potential residents and their family members, closes the deal and works with leadership to create and maintain an inviting and welcoming community to all residents.  Plans and host community events as directed

Disclaimer: The following statements are intended to describe the general nature and level of work assigned to this position. They are not intended to be construed as an exhaustive list of all responsibilities, duties and skills required of the individual in this position.  Other duties may be assigned as deemed necessary or appropriate by management.

ESSENTIAL FUNCTIONS:

Knows, understands, incorporates, and demonstrates the Mission, Vision, Values and Guiding Behaviors of Trinity Health and Trinity Health Senior Communities in behaviors, practices, and decisions. Consistently demonstrates (leads by example) THSC Values to all internal and external customers (residents, visitors, volunteers, and employees.)  Creates and maintains an atmosphere of warmth, propagating a calm environment throughout the office. Executes assignments in a culture that is shared and collaborative across all divisions within THSC. Ensures effective communication to Leadership team regarding marketing, sales, and occupancy issue. Implements the marketing plan ensuring that a census of budgeted occupancy or exceeds 95% or higher is maintained. Meets or exceeds the sales activity standards as determined by the Vice President of Sales & Marketing. These sales activity standards include quotas for daily telephone lead base follow up calls, appointments, on-site and off-site sales activities, and other sales related performance metrics. The position is demanding and requires daily telemarketing work.  Works from leads generated by marketing activities, the Sales Counselor is responsible for generating and conducting site visits by prospective residents and doing the necessary follow-up work to close sales. Demonstrates excellent sales skills through: Establishing and maintaining client relationships; Discovery of client's needs and desires with the community's products and services; Closing and post-sales activities. Uses good listening techniques and demonstrates exceptional customer service. Organizes and manages a successful networking and community outreach program. Directly responsible for the entire sales process including but not limited to  sales calls, event planning and hosting, tours and lease negotiations. Plans, executes, and coordinates lead-generating events (open houses, seminars, community tours, VIP functions, etc). Responds to inquiries within an appropriate time frame: 1 business day or before close of business each day
identifies needs, barriers, and next steps for each inquiry. Ensures the THSC lead management system is maintained. Reports leads, move-in and move-out (i.e., census) activity to community and Home Office leadership on a routine basis. This includes documentation of all completed and scheduled sales activities, including move-ins and move-outs. Ensures that model suites are well maintained. Oversee and/or coordinate new resident move-in process with appropriate team members. Maintains consistently high levels of performance under pressure; remains optimistic in the face of adversity and works proactively to overcome obstacles. Establishes and/or maintains as a member of the leadership team a plan to achieve operating goals. Promotes and maintains collaborative relationships with managers, peers, direct reports and customers by effectively fostering a team environment, building consensus and resolving conflicts. Submits recommendations regarding department budget, equipment and supplies as necessary. Identify financial vulnerabilities and make cost reduction recommendations as needed. Ensures adequate supplies and equipment is available to meet the day-to-day operational needs of the department. Maintains a working knowledge of applicable Federal, State, and local laws and regulations, THSC Corporate Integrity Program, Code of Ethics, as well as other policies and procedures in order to ensure adherence in a manner that reflects honest, ethical and professional behavior. In light of a disaster will know your disaster recovery, crisis management and business continuity plans and act within your role that is developed within the business continuity plan. Which may include working at another location, remotely from home, and maintaining constant contact with key personnel.

MINIMUM QUALIFICATIONS 

Bachelor’s degree preferred but associates degree or 2 years direct sales experience in apartment sales, retirement living sales and/or leasing sales or the equivalent combination of education and direct sales mgt selling experience in apartment sales, retirement living sales and/or leasing. Proven track record in “closing the deal” in apartment leasing, retail and/or retirement living communities Expert knowledge of leads management systems (REPS) including report functionality, is preferred. Expert time management skills including managing multiple events, clients and prospective residents at the same time. Demonstrates awareness and understanding of issues facing today’s seniors including housing challenges, care needs/aging-in-place, family concerns, etc. Knows and understands the Independent & Assisted Living, Retirement and Senior Housing industries relevant trends and current marketing landscape. Self-starter, highly motivated with high energy level. Must possesses a valid driver's license. Includes weekend and evening work. Must be action-oriented, have business acumen, manage conflict well, be customer focused, have high decision quality, flexibility to adapt to ongoing change and have organizational agility. Ability to work with minimal supervision and exercise independent judgment. Possess interpersonal skills to drive collaboration, commitment and productivity when working with cross-functional teams, customers and end users. Must be comfortable functioning in a virtual, collaborative shared leadership environment.   Demonstrates superior written and verbal communication and presentation skills appropriate for audience comprehension. Well-developed communication skills, both written and oral, that may be used either in an on-site or virtual environment is required. Able to communicate effectively with individuals and groups representing diverse perspectives. Comprehensive to expert proficiency with Microsoft product suite (MS Word, Excel, Power Point, etc.); basic knowledge and experience with electronic mail and calendaring system.  Expert knowledge of lead management systems necessary, REPS experience preferred. Ability to type with speed and accuracy including reporting capabilities. Ability to use other software as required to perform the essential functions of the job. Possesses a high degree of personal accountability, responsibility and independent decision-making abilities with the skills to plan, organize, develop, implement and interpret programs, goals, objectives, policies and procedures of the organization in line with mission, vision, and philosophy of TSLC. Excellent organizational skills. Ability to perform multiple duties and functions related to daily operations and maintain excellent customer service skills. Ability to perform frequent detailed tasks and provide immediate service with frequent interruptions. Ability to change and be flexible with work priorities. Strong problem-solving skills. Ability to research, analyze and assimilate information from various on-site or virtual sources based on technical and experience-based knowledge. Must exhibit critical thinking skills and possess the ability to prioritize workload. Position requires up to 25% travel

.

PHYSICAL AND MENTAL REQUIRMENTS AND WORKING CONDITIONS

Must be able to adapt to frequently changing work parameters and adapt to work priorities that frequently change. Must be able to work on a variety of tasks/projects in physical or virtual environments that may be stressful with individuals having diverse personalities and work styles. Must be able to see and hear or use prosthetics that will enable these senses to function adequately so that the requirements of this position can be fully met. Primarily works inside with frequent kneeling, crouching, reaching, lifting, sitting, walking, bending and lifting. Must be able to push, pull, move and or lift a minimum of 20 pounds if applicable.

• Physical mobility that includes movement from place to place.
• Must be able to sit for long periods of time.
• Physical agility, that includes ability to maneuver body while in place.
• Dexterity of hands and fingers.
• Coordination, including eye-hand, hand-foot.

Must possess the above ability with or without the use of prosthetics that will enable adequate functionality so that the requirements of this position can be fully met.

Subject to exposure to noise, infectious waste, diseases, conditions, etc. including TB, HIV, HEP B viruses. May be subject to the handling of and exposure to hazardous chemicals. Must be able to speak, read and write the English language in an understandable manner. Must be able to relate to and work with ill, disabled, elderly, emotionally upset and at times hostile customers. Must possess the ability to deal tactfully with personnel, residents, family members, visitors, government agencies/personnel and the general public. Must not pose a direct threat to the health or safety of other individuals in the work place. Must be able to cope with the mental and emotional stress of the position. Must be able to comply with organizational policies and procedures. Must be able to spend majority of work time utilizing a computer, monitor, and keyboard. Must be able to work with frequent interruptions and perform detailed tasks. Must meet the general health requirements set forth by the policies of this organization, which include a medical and physical examination. May be required to work beyond normal working hours, on weekends and other positions temporarily when necessary and may be subject to call back during emergency conditions. May be required to work on shifts other then those which originally hired.

Our Commitment to Diversity and Inclusion
 

Trinity Health is a family of 115,000 colleagues and nearly 26,000 physicians and clinicians across 25 states. Because we serve diverse populations, our colleagues are trained to recognize the cultural beliefs, values, traditions, language preferences, and health practices of the communities that we serve and to apply that knowledge to produce positive health outcomes. We also recognize that each of us has a different way of thinking and perceiving our world and that these differences often lead to innovative solutions.

Our dedication to diversity includes a unified workforce (through training and education, recruitment, retention, and development), commitment and accountability, communication, community partnerships, and supplier diversity.