Sales Counselor - E-Town

JOB SUMMARY

The Sales Counselor plays a vital front-line role in driving occupancy and presales through direct engagement with prospective members and their families. Reporting to the Sales and Marketing Director, this position is responsible for managing the sales process from initial inquiry through deposit and move-in, delivering a high-touch, consultative sales experience that reflects the values, brand promise, and long-term vision of Vicars Landing at eTown.

As a trusted advisor and relationship builder, the Sales Counselor guides prospects through a multi-step decision-making process, articulating the value of the community, addressing financial and lifestyle considerations, and maintaining engagement throughout extended sales cycles—particularly during the pre-opening and construction phases.

ESSENTIAL DUTIES & RESPONSIBILITIES

• Direct Sales & Relationship Management
  Serve as the primary point of contact for prospective members, conducting discovery conversations, needs assessments, tours, and follow-up communications to move prospects through the sales funnel.
• Presales & Deposit Conversion
  Actively support presales goals by securing deposits aligned with financing milestones, maintaining consistent engagement with future members from reservation through community opening.
• Consultative Selling
  Educate prospects and influencers on Vicars Landing’s lifestyle, residence options, services, and value proposition, positioning the community as the preferred long-term choice.
• CRM & Pipeline Management
  Accurately manage prospect information, activity tracking, and reporting within the CRM system to ensure timely follow-up, forecasting accuracy, and data integrity.
• Collaboration with Marketing & Leadership
  Partner closely with the Sales and Marketing Director and marketing team to align prospect feedback with outreach efforts, events, and messaging strategies.
• Events & Community Outreach
  Participate in sales events, informational sessions, and community outreach initiatives to generate leads, nurture relationships, and strengthen brand presence.
• Customer Experience Excellence
  Deliver a welcoming, professional, and empathetic experience that builds trust and confidence throughout the sales journey, reflecting Vicars Landing’s commitment to hospitality and service.
• Ongoing Prospect Engagement
  Maintain long-term relationships with deposited members during extended construction timelines, reinforcing value, managing expectations, and sustaining excitement leading up to move-in.

Education & Experience:

• Bachelor’s degree (or equivalent experience) in marketing, business, or a related field.
• Proven success in direct sales, preferably within senior living, real estate, hospitality, or other high-involvement, relationship-driven industries.

Skills, Abilities & Competencies:

• Strong consultative selling skills with the ability to guide prospects through complex emotional and financial decisions.
• Exceptional interpersonal, communication, and follow-up skills, with a genuine passion for serving older adults and their families.
• Comfortable working toward individual and team sales goals in a structured, performance-driven environment.
• Technologically proficient with CRM systems and sales tracking tools.