Health Services Sales Counselor

Health Services Sales Counselor

December 21, 2020

Title: Health Services Sales Counselor Department: Health Services
Reports to: Health Services Director Location: Skyline at First Hill
Status: Full time, Exempt Effective Date: April 4, 2012

Primary Purpose:

Provide sales activities and results necessary to achieve and exceed the community’s sales and move-in goals, continuously maximizing occupancy and achieving budgeted census and per diem goals.

Principle Responsibilities:

• Schedules sales appointments; establishes a work schedule most responsive to the needs of the resident and family members.
• Responds to request for information and brochures in a timely manner and according to performance standards outlined by your Director.
• Interacts with others by developing and maintaining rapport, demonstrating interpersonal sensitivity toward others to establish a relationship and continue the sales process.
• Conducts presentations (assisted living, memory support, or skilled nursing) to prospective residents and/or family members.
• Pre-qualifies potential customers so that sales efforts expended are in proportion to their urgency and appropriateness for the community.
• Identifies/anticipates customer’s needs, eliciting ideas, feelings and perceptions from others. Probes to identify the needs and goals of potential customers.
• Recommends solutions that match customer needs; overcomes objections by demonstrating benefits to customers, and negotiating a mutually beneficial outcome.
• Conducts assessments of potential residents to determine appropriateness for admission. Communicates with other department managers as necessary in relation to the assessment process.
• Completes residency agreements, financial discloser forms; secures proper signatures and necessary deposits.
• Manages weekly sales and marketing reports for health services; participates in community marketing and sales events.
• Conducts/attends weekly sales and marketing meetings.
• Keeps updated on relevant operational, competitive, and community information in order to respond effectively to residents, prospects, families, and the general public.
• Act professionally and honestly at all times in the representation of the Community concept of senior living.
• Other duties as assigned by Supervisor.
• Promote the Mission, Vision, and Values of Transforming Age in all areas of responsibility;
• Other duties as assigned or may be necessary in an organization having overlapping roles and responsibilities.

Required Skills/Knowledge/Abilities:

• Excellent interpersonal and communication skills and the ability to work with staff and external constituents.

Education and/or Equivalent Experience:

• Bachelor’s degree preferred.
• Two to three years direct customer sales experience with a record of meeting or exceeding sales performance goals.
• Prior experience in a health care sales environment preferred.

Work Environment

The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. The work is performed primarily in an office setting. The noise level in the work environment is moderate.

The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. The worker is not substantially exposed to adverse environmental conditions. The noise level in the work environment is moderate. There is possible exposure to unpleasant odors and possible exposure to chemicals as identified in the MSDS Manual. There is continuous exposure to residents who are ill, confused, irritable, and irrational.

Physical Requirements (for essential functions):

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 the essential functions.

While performing the duties of this job, the employee is often required to perform the following activities:
• Stooping. Bending body downward and forward by bending spine at the waist.
• Climbing. Ascending or descending stairs.
• Lifting. Raising objects from a lower to a higher position or moving objects horizontally from position-to-position. Occasionally the employee must lift and/or move up to 30 pounds.
• Balancing. Maintaining body equilibrium to prevent falling.
• Walking. Moving about on foot to accomplish tasks, particularly for long distances or moving from one work site to another.
• Pushing. Using upper extremities to press against something with steady force in order to thrust forward, downward or outward.
• Pulling. Using upper extremities to exert force in order to draw, haul, or tug objects in a sustained motion.
• Reaching. Extending hands and arms in any direction.
• Standing. Particularly for sustained periods of time.
• Fingering. Picking, pinching, typing or otherwise working primarily with fingers rather than with the whole hand.
• Grasping. Applying pressure to an object with the fingers and palm.
• Feeling. Perceiving attributes of objects, such as size, shape, temperature or texture by touching with skin, particularly that of fingertips.
• Talking. Expressing or exchanging ideas by means of the spoken word. Those activities in which they must convey detailed or important spoken instructions to other workers accurately, loudly, or quickly.
• Seeing. Specific vision abilities required by this job include close vision and the ability to adjust focus. Far Acuity: ability to see clearly at 20 feet or more. Near Acuity: ability to see clearly at 20 inches or less. Depth Perception: ability to judge distance and space relationships. Field of Vision: ability to see peripherally. Accommodation: ability to adjust vision to bring objects into focus.
• Hearing. Perceiving the nature of sounds at normal speaking levels with or without correction. Ability to receive detailed information through oral communication, and to make the discriminations in sound.
• Repetitive motion. Substantial movements (motions) of the wrists, hands, and/or fingers.

While performing the duties of this job, the employee is rarely required to perform the following activities:
• Kneeling. Bending legs at knee to come to a rest on knee or knees.
• Crouching. Bending the body downward and forward by bending leg and spine.
• Crawling. Moving about on hands and knees or hands and feet.

This job description in no way states or implies that these are the only duties to be performed by the employee(s) incumbent in this position. Employee(s) will be required to follow other job-related instructions and to perform any other job-related duties requested by any person authorized to give instructions or assignments. To perform this job successfully, the incumbent(s) will possess the skills, aptitudes, and abilities to perform each duty proficiently. Some requirements may exclude individuals who pose a direct threat or risk to the health and safety of themselves or others. The requirements in the document are the minimum levels of knowledge, skills, and abilities. This document does not create an employment contract, implied or otherwise, other than an “at-will” relationship.

__________________________________________________________ _____________________
Team Member’s Signature Date
I have read and understand my job description as detailed above and accept the responsibilities as stated.

__________________________________________________________ _____________________
Human Resources Director Date
I have reviewed the responsibilities of this position with the employee.

Company Info

Company Name
Skyline at First Hill

Company URL
https://www.skylineseattle.org/

Contact Name
David Van Pay

Email
vanpay@comcast.net

Phone
(206) 407-1709

Fax
(206) 407-1713

Location

725 9th Ave
Seattle, WA 98104