Since 1945, Heritage Community has built a local legacy of vibrant senior living by nurturing a passion for providing the seniors and families of West Michigan with exemplary personalized care. We are the only locally owned non-profit senior living residence in the area.

The Heritage Community of Kalamazoo vision is that we are the place where everyone wants to be. 

With a culture of hospitality that delights and surprises residents, staff, families and guests, Heritage Community of Kalamazoo will become an in-demand destination that challenges stereotype's and transforms the way people think about senior living.

When you join the team at Heritage, you work with purpose, you form lasting relationships with residents and staff, and you make a difference for countless individuals.

Perks:

JOB SUMMARY

The Sales Counselor is expected to communicate the benefits of life at Heritage Community of Kalamazoo to prospective residents. Positive relationships are to be nurtured that will instill trust and carry future residents through all phases of the buyer’s journey, so they remain confident in their decision and move-in.

MAJOR RESPONSIBILITIES

The following duties are normal for this position. These are not exclusive or all-inclusive. Other duties may be required or assigned.

The Sales Counselor will:

• Meet or exceed sales goals for occupancy;
• Presenting the community to prospective residents and helping them in this life-changing decision;
• Make phone-outs, host appointments and engage in other activities to meet the minimum occupancy targets using a CRM database;
• Lead and take part in events to promote the opportunity to prospective residents or influencers;
• Understand the minimum occupancy targets throughout the year and monitor their own activity to ensure effectiveness;
• Take responsibility for continuous improvement in prospecting for new business (especially developing referrals) and in managing leads entrusted to them;
• Lead future residents through any finish selection process as appropriate, accurately recording their orders and collecting advance payment where necessary;
• Continually reacquaint themselves with state regulations, the disclosure statement, residency agreement and other pertinent documents;
• Contribute to the planning, research and writing of the community’s marketing plans as needed;
• May supervise or act as move-in coordinator, facilitating the move-in process for new residents and writing work orders for apartments as necessary;
• Attend in-service training and workshops and meetings as required. May require up to 5% travel;
• Perform various and related essential duties as may be required by the director of sales and marketing;
• Promote and protect the rights of each resident.

General Productivity

• Minimum occupancy targets will be established during the budgeting cycle on an annual basis.
• The Sales Counselor will be expected, generally, to have the following monthly activity levels to help support the achievement of minimum commitments: Phone-outs: 300 – 400; Appointments: 30; net sales, (assuming two active sales individuals) one-half the required results.

Customer Service

• Embrace the HCK Customer Service Standards
• Display behavior that produces good customer service to all people with whom interactions occur

Teamwork and Communication

• Be an active member of the team, participating in strategic discussions, training sessions and other exercises aimed at understanding the customer and market/competitive forces;
• Actively build productive relationships with co-workers
• Engage in conversations to understand the conditions of satisfaction of job duties:
• Identify shared understanding of desired outcomes
• Initiate regular conversation to ensure outcomes are met

General and Organizational

• Display behavior that supports the HCK mission, vision, values, organizational standards and policies; consistently perform position responsibilities in a professional and ethical manner
• Maintain professional knowledge, skills and expertise; keeps current in trends, new practices or designs in the sales and marketing field
• Pursue job-related professional development
• Monitor own work performance and adjust; seek help as needed to fulfill job duties
• Understand and follows company and department policies and procedures
• Understand and adhere to federal and state laws governing employee and resident rights
• Protect confidential information of team members, residents, community and vendors
• Conduct work tasks safely and according to the community safety program
• Show eagerness and flexibility completing other duties as assigned

KNOWLEDGE AND CRITICAL SKILLS / EXPERTISE

• Must be a master of creating and maintaining fruitful relationships.
• Must master the technical aspects of the role including: the computing and reporting environment, contracts/disclosure statements, CRM database, state regulations and the sales process.
• Capable oral and written communication skills.
• Familiar with the local market and competitive environment.

Workstyle Characteristics

• Ability to inspire a decision in future residents and their families for a change of lifestyle from early in the buyer’s journey through move-in.
• Ability to offer ideas and accept the ideas of others.
• Self-starter, initiator, willingness to be inconvenienced for the sake of the team.
• High motivation level with strong drive to achieve results and contribute to company’s success.
• Must have the ability to support a positive, team-oriented working environment.
• Professional appearance and manners.
• A passion for the mission of Heritage Community of Kalamazoo.

Environmental Adaptability

• Ability to work effectively in an office environment
• Ability to work effectively in a health care environment

ESSENTIAL PHYSICAL FUNCTIONS

Standard office setting

EXPERIENCE

• Three years’ experience in senior housing sales or similar involvements.
• Bachelor’s degree or equivalent preferred.
• Demonstrated interest in continued growth and learning.
• Valid driver’s license