Sales Advisor

Canterbury Court is looking for a Sales Advisor to join our family. The Sales Advisor position is in the Sales & Marketing division of our Life Plan Community (LPC). We invite you to experience Canterbury Court. 

Benefits

Canterbury Court offers a competitive total compensation package that includes:-

• Health, dental, and vision.
• Group insurance plans.
• Retirement savings plan with company match.
• Eligibility for an annual Resident gift.
• Resident-funded scholarships.
• Off-street parking. 

The Sales Advisor is a sales professional who presents and sells the community lifestyle to the prospective resident – from initial lead through closing – leading to deposits and gains in occupancy. The Sales Advisor is responsible for meeting with prospective residents through telephone contact and personal appointments and will apply effective sales techniques that include a thorough discovery process and 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 Sales Advisor is responsible for achieving (meeting or exceeding) reservation and move-in goals, which advance occupancy for the community.

The following duties are normal for this position. This list is not to be construed as exclusive or all-inclusive. Other duties may be required and assigned.

• Generate sales referrals from potential residents and community contacts
• Respond to requests for information in a timely manner
• Provide accurate reports to all appropriate parties
• Maintain regular contact with existing leads and prospects
• Achieve the community sales and move-in goals
• Exceed hospitality and service standards
• Follow the Sales Process

Prospecting

• Interact with all leads, whether provided through advertising, public relations, referral, or personal contact, and 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 presentations, event participation, and group presentations
• Greet all visitors pleasantly and professionally, presenting a very positive image for the Community
• 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
• Maintain the CRM database effectively and in a timely manner, with all inquiries

Discovery process

• 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 in the Community
• Record all information obtained during the interview process and accurately input data into the CRM database

Presentations

• Conduct effective sales presentations that inspire customers to take the next step in the sales process

Closing Skills

• Influence closing through sales messages, presentation techniques, facilitation methods, and relationship management

Retention

• Execute thorough follow-through to be able to retain all sales and move prospects forward to move-in
• Maintain prospect relationships through consistent communications by phone, mail, email, and 1:1 contact

Data Management and Tracking the Customer Journey

• Operate CRM database and possess strong computer proficiency
• Maintain an effective hot lead list that provides forecasting opportunities to know and reach monthly sales goals

Marketing

• Know the procedures followed in lead fulfillment and lead tracking to advance a prospect in the sales process

Training and Development

• Strive for constant improvement in selling skills through attendance at sales training meetings and through the reading of motivational and sales-oriented materials
• Remain informed about the local real estate market, the customer profile in your market, competitor communities, industry trends, and customer trends
• Build trust and strong cross-functional relationships within the community and operational structure
• Operate CRM database
• Utilize existing residents, depositors, and lead contacts to generate additional leads by prospecting for referrals.
• Act professionally and honestly at all times in the representation of the Community concept of senior living.
• Other duties as assigned by the Supervisor.

Qualifications

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skills, and abilities required. Reasonable accommodations may be made to enable individuals with disabilities to perform essential functions.

Education and Experience Required

· Business Administration, Marketing, Finance, or English Bachelor's Degree, or equivalent experience.

· Proven sales experience.

· At least one year in marketing/sales in a senior living setting is preferred.

Knowledge, Skills, and Abilities Required

Language Ability:

• Effective communication with all levels in a professional manner
• Excellent oral and written communication and presentation skills

Mathematical Skills:

• Ability to explain the current residency fee structure
• Ability to explain the current monthly service fee structure.

Cognitive Demands:

• Must be a self-starter, attentive to detail, and possess excellent organizational skills
• Must be able to work with little supervision
• Positive attitude and approach to change and improvement

Computer Skills:

• Proficient in Microsoft Office (Word, Excel, and PowerPoint)
• Ability to learn and utilize CRM database.

Competencies:

• Effective sales, leadership, and presentation skills
• Exceptional skills in customer service, oral and written communication
• Detail-oriented and have excellent organizational and follow-through skills
• Ability to follow directions.

Work Environment

• Transports prospects within a reasonable distance to and from the Information Center
• Call on prospects in their home
• Normal office hours are approximately weekdays 8:30 am- 5:30 pm, but may vary as determined by the Director. In addition, periodic evening or weekend appointments may be necessary
• Works primarily indoors in a climate-controlled setting
• Possible exposure to unpleasant odors
• Possible exposure to chemicals as identified in the MSDS Manual.
• Continuous exposure to clients and/or family members who may be under stress