Marketing Counselor

JOB SUMMARY

Personally, closes the sale of Advance Reservation Program Agreements known as the waitlist and Member Resident and Care Agreements (contracts) with qualified prospects. Accurately forecasts these results and causes them to occur by executing professional sales activities and by using marketing tools and resources. Regularly meets or exceeds the community's sales and move-in goals, continuously maximizing occupancy and achieving budgeted Independent Living Units (ILUs) occupancy objectives.

ESSENTIAL DUTIES & RESPONSIBILITIES

1. Directly engage with qualified prospective members and personally close sales of memberships that result in wait-list deposits or move-ins.

2. Accurately forecast member move-ins and then execute closures of such sales at a level consistent with the Executive Management's approved annual sales plan.

3. Participate in regular forecast performance reviews with Sales Management confirming timing of oncoming closures, updating prospects status, and specifying any assistance or additional resources required.

4. Be familiar with the Florida Statutes 651 as it relates to sales and marketing requirements and conduct all aspects of the sale in an ethical manner.

5. Understand and actively utilize professional sales techniques.

6. Identify the key decision-maker and communicate with and involve all individuals involved in making the decision to use Vicar's Landing services.

7. Interact with others by developing and maintaining rapport, demonstrating interpersonal sensitivity toward others to establish a relationship and continue the sales process.

8. Recommend solutions that match prospects’ needs, overcoming objections by demonstrating benefits to prospects, and negotiating a mutually beneficial outcome.

9. Respond to requests for information and brochures in a timely manner and according to the performance standards outlined by your Director of Sales & Marketing.

10. Maintain regular contact with prospective Members and their family validating their interest and moving them toward a decision to utilize Vicar's Landing services. Thoroughly record in an up-to-date manner all appropriate prospect information in REPS.

11. Be thoroughly knowledgeable with Vicar's Landing Residence and Care Agreement, forms and other marketing and sales literature.

12. Conduct a competent and accurate assessment of potential Members to determine the appropriateness for Vicar's Landing. Communicate with and involve the Director of Sales & Marketing in the assessment process involving other department heads as necessary.

13. Make at least 10 completed outgoing telephone calls or contacts per day or 50 per week and achieve a close ratio of phone calls to appointments of about 20%.

14. Close at least 4-5 Wait-list sales per month, which is a result of an 11-12% close ratio of appointments made.

15. Complete residency agreements and financial disclosure forms, securing proper signatures and necessary deposits.

16. Ensure a smooth transition for the Members from the sales process through the move-in process.

17. Explicitly and directly ask prospects and Members for referrals of friends and family members whom they believe may also have an interest in Vicar's Landing.

18. Schedule presentations and structure work schedule to maximize personal efficiency while also providing timely responses to prospects.

19. Establish a work schedule that is most responsive to the prospective Members in the community's market. This will most likely include regularly working some evenings and weekends. Develop tactics and timelines to meet sales objectives.

20. Dine with prospective Members for either lunch or dinner as part of each presentation.

21. Achieve Vicar's Landing sales objectives and move-in goals as identified by the sales and move-in budgeted percentages and numbers, while meeting or exceeding Vicar's Landing hospitality and service standards. Maintain the level of sales activities needed to achieve these goals.

22. Work with the Director of Sales & Marketing, COO, and other Department Heads to establish a weekly exchange (attending Apartment Status Meeting) of information on inventory and sales issues that impact other departments.

23. Work with Marketing Team Members, achieve and surpass benchmarks set for a personal work plan, and maintenance of high occupancy throughout the community.

24. Keep updated about relevant operational, competitive, and company information, to respond effectively to inquiries from contacts, and convey the Vicar's Landing mission.

25. Attend in-service training as required. Always maintain and protect the confidentiality of resident information.

26. Perform any other related duties as required or assigned.