Kisco Senior Living operates communities in 6 states and employs approximately 1400 associates. We specialize in Independent and Assisted Living and create a sense of community through our philosophy of the Art of Living WellSM. If you are someone who has a passion for seniors and customer service, we are looking for you! We are looking for genuine, motivated, caring people to join our team.
POSITION SUMMARY: The Sales Counselor Is responsible for the entire sales process that results in prospective residents moving into the community including generating leads, qualifying leads, documenting prospective resident data, planning and implementing follow-up activities, achieving agreement and obtaining deposits. Effectively uses sales tools throughout the process. Manages successful transitions from where the sales process ends and the move-in and welcome process begins, to ensure a smooth and welcoming resident experience.
ESSENTIAL JOB FUNCTIONS:
- Develop and maintain effective relationships and two-way communication with prospects, residents and families
- Monitor residents’ well being in a general way and report any changes in condition to the appropriate associate/department immediately
- Look for opportunities to exceed resident expectations and enhance resident satisfaction
- Plan and conduct outreach activities to generate a pipeline of interest and potential customers to move into the community
- Network with local community professional organizations, realtors, doctors, medical centers, community groups, and more, in order to spread the Kisco story and generate potential leads
- Conduct Open Houses and other types of events to bring more customers into the community
- Coordinate with dining, wellness and other team members to organize and implement successful events
- Deliver presentations to community groups to educate constituents about senior living options with Kisco in order to generate interest and referrals for the community
- Actively work on asking for and obtaining referrals of seniors or family members from a variety of sources
- Work closely with Home Office to create and maintain advertising and events
- Discover pertinent customer needs and preferences
- Use Kisco’s lead qualification criteria to qualify a senior to live in the community
- Code the appropriate status code to a prospective resident based on the potential length of time to move in
- Determine next steps based on status and source type
- Capture accurate data regarding potential residents in the company’s lead management system
- Maintain ongoing notes that guide action and advance the sale
- Analyze sales reports and other data to further improve sales ratios
- Connect with prospective customers and contacts on a regular basis to promote continued interest in moving into the community, including phone calls, in-home visits, invitations to the community, email, letters, etc.
- Organize and conduct tours for prospective customers
Required Skills
- Action Oriented – Enjoy working hard; having energy for the job; seize opportunities
- Building Rapport – Relate well to all kinds of people; able to connect and build relationships
- Closing – Identify and use a variety of closing methods to advance the sale and remain aligned with the customer
- Discovery – Ask questions to understand the customer’s current and required situation; act with the customer in mind
- Know your Product – Display knowledge of the product and services at the community and understand the competition
- Listening – Practice attentive and active listening
- Objection Handling – Lean into and address objections in a way that builds the relationship; eliminate rebuttals to objections
- Planning – Sets objectives and goals; develops schedules and task/people assignments; uses time effectively
- Presenting – Able to match the presentation to the needs and preferences of the customer
- Sizing People Up – After reasonable exposure, is able to articulate the strengths and weaknesses of a variety of people
RESPONSIBILITY LEVEL: General instruction and/or functional guidance are provided on some, but not all tasks to be performed and the results of individual projects may be reviewed upon completion. The associate is expected to respond to questions from residents and their family members, troubleshooting and resolving issues utilizing their own discretion and judgment. On certain occasions, the associate will work with other CMT members to resolve community issues
Required Experience
- College graduate preferred.
- Four years sales experience with excellent closing abilities.
- Experience with proven sales techniques.
- Previous experience with seniors a plus.
WHAT WE OFFER OUR ASSOCIATES:
FULL – TIME ASSOCIATES :
- Paid time off (vacation, holiday, and sick time)
- Life insurance
- Health, dental, and vision insurance
- 401(k)
- Supplemental life insurance
- Short-term disability insurance
ALL ASSOCIATES:
- Employee Assistance Program
- Free meals
- Referral bonuses