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Sales Counselor

Sales Counselor

300 Westminster Canterbury Dr, Winchester, VA 22603, USA

Employment Type

TITLE:          Sales Counselor                                                DEPARTMENT:    Marketing

RESPONSIBLE TO:            Director of Foundation and Marketing

RELATES TO:                     Staff, residents, prospects, families, trustees, volunteers, community organizations and leaders.

JOB SUMMARY:                To interact with all leads whether provided through advertising, public relations, referrals or personal contact and convert leads to sales and residents of SVWC through the use of professional sales skills. Provides support to Marketing Director.  Establishes and maintains a professional, supportive, caring relationship with all Residents.


  1. Bachelor’s Degree in Marketing, Business Management, Communications, Human Services, or equivalent work experience required. Previous long term care experience or previous work experience with the aging population preferred.
  2. Previous sales or marketing experience and/or training, especially conceptual or intangible products, in retirement industry preferred.
  3. Must possess a high degree of interpersonal and communicative skills, both verbal and written, to respond to internal – external customers to include interaction with outside community.
  4. Outgoing personality or temperament for proper interaction with perspective residents.
  5. A high level of proficiency in operating a computer with Microsoft Word, Publisher, Excel, Outlook, CRM database experience preferred.
  6. Experience in public speaking and presentations a must.
  7. Must be well organized, detail-oriented with excellent customer follow up to include time management and problem solving.
  8. Creative, energetic, self-motivated professional willing to adhere to a team atmosphere.
  9. Determination to obtain success in occupancy rate and sales goals.



  1. Support the mission and purpose of SVWC. Possess the knowledge and ability to explain the history and development of SVWC, the benefits of residency, SVWC policies and procedures, fee structure, policies for reservations, admissions and occupancy, and features and availability of each floor plan.
  2. Support the Board of Trustees and Administration. Understands the goals and strives for their achievement in whatever manner may be most effective.  Routinely relates the quality of SVWC relating to services, staff, fiscal and social responsibility.
  3. A professional, neat appearance along with a positive and caring attitude is expected as an acting representative of SVWC. Accepts and pursues assignments with enthusiasm and to completion in a timely manner.  Maintains a cheerful disposition, even when experiencing difficulties.
  4. Ability to deal with a wide variety of personalities, especially in the elderly. Responds respectfully to persons experiencing confusion, anger, or unhappiness, as well as to those who may be abrasive or rude.
  5. Ability to handle multiple tasks simultaneously and complete them in a timely manner. Regularly reviews and prioritizes work and demonstrates the ability to redirect energies as may be required by circumstances.
  6. Provide highest quality of service at all times; strive for accuracy, completeness, and neatness in all endeavors.
  7. Maintain confidentiality. Discuss SVWC related business only with those who have a responsibility, authority, and/or a need to know specific information.  SVWC related business includes anything regarding administration, residents, staff, volunteers, and visitors.
  8. Annual Tuberculosis testing as required by Virginia State Licensure.
  9. Required to be up to date with COVID-19 vaccinations.
  10. Must attend annually mandatory in-services required by the State Licensure and all other mandatory in-services and/or meeting required by other regulatory agencies and/or by SVWC.
  11. Follows and supports the policies and procedures established by SVWC.



  1. Ability to work independently. Produces timely and consistent work without constant direction.
  2. Possess oral and written communication skills to interface between management, employees, and residents. Demonstrates a level of maturity and professionalism in all areas of communications.
  3. Within the parameters established for this position description, exercises independent decision making skills authority in support of the well-being of the Independent Living and Assisted Living residents.
  4. Carry out prospecting activities. Demonstrates skills to identify leads through telephone skills, home visits, correspondence, referral development and consistent follow-up.  Demonstrates the ability to make presentations that turn prospects into priority depositors, reservations, and move-ins.  Guide applicants from the sales process through commitment level and guide them as they begin the formal admission process.
  5. Regularly achieves sales goals (phone calls, presentations, deposits, reservations, move-ins, etc.), through measurable metrics that will be reviewed on an annual basis. Strives for improvement in selling skills through attendance at sales training meetings and through the reading of motivational, sales oriented, and professional publications and materials.
  6. Utilize and assist in the maintenance of marketing office systems, to include a CRM database. Consistently tracks data and personal sales activity through the use of the lead tracking system.  Keeps current and accurate records of leads and prospects as deemed necessary to achieve sales goals.
  7. Possess professional and skillful interviewing techniques. Demonstrate the ability to close a sale through effectively gathering information necessary to determine how SVWC will meet the needs of the prospective resident.
  8. Possess an in-depth knowledge of the senior living industry and trends. Be familiar with common buyer objections, particularly as they relate to older adults. Ability to identify and effectively overcome buyer objections to close the sale.
  1. Participates in marketing events, community outreach functions, special events, group presentations and referral development programs sponsored by SVWC. Be willing to make phone calls to referral sources providing them with information and materials regarding SVWC. Maintain consistent contact with referral sources.
  2. Willing to reach out to the local and surrounding communities to effectively campaign our CCRC even beyond the typical work day schedule. Coordinate and implement networking to maintain positive relationships with community organizations, government officials, community leaders, and the general public. 
  1. Assist and support the Sales & Marketing team. Be willing to represent the Director at meetings and conferences as may be required.  Make presentations as directed by the Director.
  2. Maintains current information on the availability of Independent Living and Assisted Living units.
  3. Works closely with contractors on the renovation of each Independent Living and Assisted Living unit, assuring that the resident’s unit will be completed for their move-in date.
  4. Works to build and maintain warm, positive, supportive relationships with Independent Living and Assisted Living residents and their families and or friends.
  5. Respects the dignity and right to confidentiality of residents; shares information about residents with appropriate Department Heads or other staff only on a need to know basis.
  6. Coordinates and recruits for the Future Residency Program.
  7. Performs other duties as assigned. Is willing to accept and complete additional tasks assigned by supervisor or administrative personnel.



Category A:  The person holding this position understands Universal Precautions Risk

Classification categories apply to this position and the individual may be exposed to AIDS, HIV,

and Hepatitis B viruses.  Tasks involve exposure To Blood, Body Fluids, Or Tissues. All

procedures or other job-related tasks that involve an inherent potential for mucous membrane or

skin contact with blood, body fluids, or tissues, or a potential for spills or splashed of them, are

Category A tasks.


The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job.  Reasonable accommodations may be made to enable individuals with disabilities to perform he essential functions.


  • Must be able to visually identify and discern printed words on either typewritten pages or computer screen.
  • Must be able to identify and differentiate colors.
  • Must have depth perception within normal ranges.


  • Must be able to respond to spoken words and other auditory sounds including the ringing of telephone or beepers and monitors.
  • Must be able to respond and communicate orally by telephone.


  • Must be able to use, operate and interpret information from equipment in work area.



  • Must be able to verbally communicate in the English language directly and over the telephone and be understood.



  • Must have mobility for all parts of the body, walking, bending, lifting, and reaching above head and use of hands.
  • Must be able to stand and/or mobilize by walking for 20% of an 8 hour shift.
  • Some tasks may require sitting for 80% of the work day.
  • Must have manual dexterity, fine motor skills (typing, computer, etc.)



  • Must be able to work under stress
  • Must be able to work overtime (and some employees work rotation or call schedules.)


  • Must have mental capacity to fulfill the requirements of the job including problem solving, logic, communication and numerical calculations.
  • Must be able to read and understand written instructions in English.
  • Accurate recall and memory.
  • Must be able to use good judgment in making decisions and choices.
  • Ability to analyze numbers and make basic mathematical calculations.

300 Westminster Canterbury Dr, Winchester, VA 22603, USA

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