Job description

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. Education & Experience: Knowledge of a specialized field (however acquired), such as basic accounting, computer, etc. 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. JOB REQUIREMENTS Skills, Abilities & Competencies: • • 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. • Under direction where a definite objective is set up and the employee plans and arranges own work, referring only unusual cases to supervisor. • Considerable responsibility regarding general assignments in planning time, method, manner, and/or sequence of performance of own work, in addition, the work operations of a group of employees, all performing basically the same type of work. • Performs work operations which permit frequent opportunity for decision-making of minor importance and frequent opportunity for decision-making of major importance; the latter of which would affect the work operations of other employees and/or clientele to a moderate degree. • Very close mental demand. Operations requiring very close and continuous attention for control of operations which require a high degree of coordination or immediate response. Operations requiring intermittent direct thinking to determine or select the most applicable way of handling situations regarding the organization's administration and operations; also, 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. Interpolation of learned things in moderately varied situations where reasoning and decision-making are essential. • Carries out supervisory responsibilities in accordance with the organization's policies and applicable laws. Responsibilities may include but are not limited to interviewing, hiring, and training employees; planning, assigning and directing work; appraising performance, rewarding and disciplining employees; addressing complaints and resolving problems. • Supervises a small group (1-3) of employees in the same or lower classification. Assigns and checks work; assists and instructs as required, but performs same work as those supervised, or closely related work, most of the time. Content of the work supervised is of a non-technical nature and does not vary in complexity to any great degree. • Occasionally responsible for organization's property where carelessness, error, or misappropriation would result in moderate damage or moderate monetary loss to the organization. The total value for the above would range from $5,000 to $150,000. • Probable errors would normally not be detected in succeeding operations and could possibly affect organization-patron relationship, involve re-work, or additional expenditures to properly resolve the error. The possibility of such errors would occur quite frequently in the performance of the job. May also cause inaccuracies or incomplete information that would be used in other segments of the organization as a basis for making subsequent decisions, plans, or actions. • Freedom to complete duties as defined by wide-ranging policies and precedents with mid to upper-level managerial oversight. • Extensive contacts with various diversified sectors of the public environment; wherein, the contacts are of major importance and failure to exercise proper judgment can lead to substantial losses to the organization. • Contacts with other departments or offices and frequently with individuals in middle level positions; consulting on problems which necessitate judgment and tact in presentation to obtain cooperation or approval of action to be taken. Also, important contacts with associates as required in advanced supervisory jobs. • Regular use of complex machines and equipment (desktop/laptop computer and software, road and production machines and equipment, driver's license/cdl, etc.) • Somewhat disagreeable working conditions. Continuously exposed to one or two elements such as noise, intermittent standing, walking; and pushing, carrying, or lifting. May involve some travel and/or work is at times, in the evening or during the night hours. • While performing the functions of this job, the employee is occasionally exposed to outdoor weather conditions. The noise level in the work environment is usually moderate. PHYSICAL DEMANDS While performing the essential functions of this job, the employee is regularly required to stand, walk, sit, talk hear, and occasionally required to reach with hands and arms, stoop, kneel, and crouch. Employee must have excellent balance and be able to climb a ladder and walk around a roof. The employee must occasionally lift and/or move up to 30 pounds and be able to work at heights. Specific vision abilities required by the job include close, distance, and peripheral vision, depth perception and the ability to adjust focus as well as work on a computer for extended periods of time. The employee must be able to communicate verbally with other on the phone or in person.

Requirements

Must-haves

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 then execute closures of such sales at a level consistent with the Executive Management's approved annual sales plan.
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.
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.
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 the performance standards outlined by your Director of Sales & Marketing.
Be thoroughly knowledgeable with Vicar's Landing Residence and Care Agreement, forms and other marketing and sales literature.
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.
Dine with prospective Members for either lunch or dinner as part of each presentation.
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.
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.
Under direction where a definite objective is set up and the employee plans and arranges own work, referring only unusual cases to supervisor.

Nice-to-haves

None flagged.

Application prep

Use the role’s language and application details while tailoring your materials.

Platform: paycom
Effort: medium

Benefits

Benefits detected in the listing.

Vision

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