Marketing Counselor

Vicar's Landing•Ponte Vedra Beach, FL

10d•Onsite

About The Position

This role is responsible for closing sales of Advance Reservation Program Agreements (waitlist) and Member Resident and Care Agreements (contracts) with qualified prospects. The Marketing Counselor will accurately forecast sales results and achieve them through professional sales activities and marketing tools. The goal is to consistently meet or exceed sales and move-in goals, maximizing occupancy and achieving budgeted Independent Living Units (ILUs) occupancy objectives.

Requirements

Equivalent of four years in high school, plus night, trade extension, or correspondence school specialized training, equal to two years of college, plus 4 years related experience and/or training, and 12 to 18 months related management experience, or equivalent combination of education and experience.
Ability to write reports, business correspondence, and policy/procedure manuals.
Ability to effectively present information and respond to questions from groups of managers, clients, customers, and the public.
Ability to calculate figures and amounts such as discounts, interest, commissions, proportions, percentages, area, circumference, and volume.
Ability to apply concepts such as fractions, ratios, and proportions to practical situations.
Ability to define problems, collect data, establish facts, and draw valid conclusions.
Ability to interpret an extensive variety of technical instructions in mathematical or diagram form and deal with several abstract and concrete variables.
Ability to plan and arrange own work, referring only unusual cases to supervisor.
Ability to make decisions of minor and major importance affecting work operations and/or clientele.
Ability to perform work requiring very close and continuous attention for control of operations needing high coordination or immediate response.
Ability to apply intermittent direct thinking to determine or select the most applicable way of handling situations regarding the organization's administration and operations.
Ability to determine or select material and equipment where highly variable sequences are involved.
Supervisory and/or professional skills using structured practices or policies and directed as to execution and review.
Ability to interpolate learned things in moderately varied situations where reasoning and decision-making are essential.
Ability to carry out supervisory responsibilities in accordance with the organization's policies and applicable laws, including interviewing, hiring, training, planning, assigning, directing work, appraising performance, rewarding and disciplining employees, addressing complaints, and resolving problems.
Ability to supervise a small group (1-3) of employees in the same or lower classification, assigning and checking work, assisting and instructing as required.
Ability to perform work operations which permit frequent opportunity for decision-making of minor importance and frequent opportunity for decision-making of major importance.
Ability to perform work operations where the content of the work supervised is of a non-technical nature and does not vary in complexity to any great degree.
Occasional responsibility for organization's property where carelessness, error, or misappropriation would result in moderate damage or moderate monetary loss ($5,000 to $150,000).
Ability to exercise proper judgment in extensive contacts with various diversified sectors of the public environment, where failure to do so can lead to substantial losses.
Ability to make important contacts with other departments or offices and frequently with individuals in middle-level positions, consulting on problems requiring judgment and tact.
Regular use of complex machines and equipment (desktop/laptop computer and software).
Ability to communicate verbally with others on the phone or in person.
Regularly required to stand, walk, sit, talk, hear.
Occasionally required to reach with hands and arms, stoop, kneel, and crouch.
Must have excellent balance and be able to climb a ladder and walk around a roof.
Occasionally lift and/or move up to 30 pounds.
Able to work at heights.
Specific vision abilities required include close, distance, and peripheral vision, depth perception and the ability to adjust focus.
Ability to work on a computer for extended periods of time.

Nice To Haves

Knowledge of a specialized field (however acquired), such as basic accounting, computer, etc.

Responsibilities

Directly engage with qualified prospective members and personally close sales of memberships that result in wait-list deposits or move-ins.
Accurately forecast member move-ins and execute closures of such sales consistent with the approved annual sales plan.
Participate in regular forecast performance reviews with Sales Management, confirming timing of closures, updating prospect status, and specifying assistance or additional resources required.
Be familiar with Florida Statutes 651 as it relates to sales and marketing requirements and conduct all aspects of the sale in an ethical manner.
Understand and actively utilize professional sales techniques.
Identify the key decision-maker and communicate with and involve all individuals involved in making the decision to use Vicar's Landing services.
Interact with others by developing and maintaining rapport, demonstrating interpersonal sensitivity toward others to establish a relationship and continue the sales process.
Recommend solutions that match prospects’ needs, overcoming objections by demonstrating benefits to prospects, and negotiating a mutually beneficial outcome.
Respond to requests for information and brochures in a timely manner and according to performance standards.
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 all appropriate prospect information in REPS in an up-to-date manner.
Be thoroughly knowledgeable with Vicar's Landing Residence and Care Agreement, forms, and other marketing and sales literature.
Conduct a competent and accurate assessment of potential Members to determine their appropriateness for Vicar's Landing.
Communicate with and involve the Director of Sales & Marketing in the assessment process, involving other department heads as necessary.
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%.
Close at least 4-5 Wait-list sales per month, which is a result of an 11-12% close ratio of appointments made.
Complete residency agreements and financial disclosure forms, securing proper signatures and necessary deposits.
Ensure a smooth transition for the Members from the sales process through the move-in process.
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.
Schedule presentations and structure work schedule to maximize personal efficiency while also providing timely responses to prospects.
Establish a work schedule that is most responsive to the prospective Members in the community's market, likely including regularly working some evenings and weekends.
Develop tactics and timelines to meet sales objectives.
Dine with prospective Members for either lunch or dinner as part of each presentation.
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.
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.
Work with Marketing Team Members, achieve and surpass benchmarks set for a personal work plan, and maintenance of high occupancy throughout the community.
Keep updated about relevant operational, competitive, and company information, to respond effectively to inquiries from contacts, and convey the Vicar's Landing mission.
Attend in-service training as required.
Always maintain and protect the confidentiality of resident information.
Perform any other related duties as required or assigned.