Senior Living Sales Consultant

SUMMARY

The Senior Living Sales Consultant is responsible for driving occupancy and revenue growth in Sholom’s market rate housing communities. This position focuses exclusively on sales — converting qualified leads into move-ins through relationship-based selling, personalized follow-up, and exceptional customer service. The Sales Consultant works directly with prospective residents and their families to guide them through the decision-making process, ensuring a smooth transition into the community.

This is a performance-driven role designed for a motivated closer who thrives on achieving and exceeding sales goals while delivering an outstanding experience for prospective residents and their families.

PRIMARY RESPONSIBILITIES

1.    Sales Performance and Goal Achievement

a.    Achieve and exceed monthly, quarterly, and annual occupancy and revenue goals as outlined by your manager.

b.    Manage the full sales cycle—from initial inquiry through signed lease and move-in—with professionalism, urgency, and attention to detail.

c.    Convert qualified leads through consistent follow-up, consultative selling, and strategic relationship-building.

d.    Track personal sales activity and results through the organization’s Customer Relationship Management (CRM) system.

e.    Participate in regular sales meetings and performance reviews to refine strategies and maintain accountability to goals.

2.    Lead Management and Prospect Engagement

a.    Respond promptly and personally to all inquiries, ensuring an exceptional and personalized experience for each prospect.

b.    Conduct professional, engaging community tours that effectively communicate Sholom’s lifestyle, services, and amenities.

c.    Build rapport with prospective residents and their families through trust-based, needs-focused conversations.

d.    Deliver accurate cost analyses, explain lease terms, and assist with decision-making in a transparent, supportive manner

e.    Maintain ongoing communication with prospects following Sholom’s Sales Systems through consistent follow-up activities, and touchpoints to keep interest and commitment strong.

f.    Develop and maintain relationships with and generate leads through residents, family, and professional referral sources.

3.    Move-In Coordination and Resident Experience

a.    Partner closely with internal departments (Dining, Housekeeping, Life Enrichment, Maintenance, and Nursing) to ensure a seamless and positive move-in experience for prospective residents and their families.

b.    Coordinate logistics and timelines leading up to move-in, ensuring that apartments are prepared and ready, and all necessary details are communicated.

c.    Serve as the primary point of contact for prospective residents and families through the decision and commitment stage, providing consistent communication, timely follow-up, and exceptional customer experience.

d.    Once the prospect commits to moving in, facilitate a formal handoff to the Housing Director for lease signing and onboarding. This includes ensuring that all required information, documentation, and expectations are clearly communicated to the Housing Director so they can complete the necessary agreements and resident onboarding steps.

e.    After the handoff, the Housing Director will assume responsibility for completing the lease signing, coordinating final documentation and financial requirements, and introducing the new residents to the appropriate team members, programs, and resident groups to promote integration into the community.

f.    Collaborate with the Housing Director post-move to confirm resident satisfaction and ensure feedback loops to continuously improve the move-in and onboarding experience.

4.    CRM Utilization and Sales Reporting

a.    Accurately record all interactions, tours, and outcomes in the CRM system.

b.    Use CRM data to prioritize follow-ups, manage pipeline activity, and forecast move-ins.

c.    Generate weekly sales reports by Monday at noon and updates on sales activity, conversion rates, and progress toward occupancy goals per the outline. 

5.    Collaboration and Professional Development

a.    Collaborate with the VP of Sales and Marketing, Regional Sales Manager and Director of Community Relations to ensure consistency in messaging and strategy.

b.    Partner with other Campus sales, admissions and outreach leaders to ensure collaboration and best outcomes for Sholom.

c.    Stay informed on local market trends, pricing strategies, and senior living best practices.

d.    Demonstrate Sholom’s PROUD service standards through professional conduct, empathy, and responsiveness in every interaction.

e.    Participate in training sessions, workshops, and ongoing professional development to enhance sales performance and industry expertise.

6.    Additional Responsibilities

a.    Support cross-campus sales efforts as needed during high-demand periods or staffing transitions.

b.    Perform other duties as assigned by the Campus Administrator or Vice President of Sales and Marketing.

*Denotes Essential Function of the position.

JOB SPECIFICATIONS

Education, Experience and Credentials

•    Bachelor’s degree in business, marketing, or a related field preferred; equivalent experience considered.

•    Minimum three years of experience in senior living, hospitality, or another high-performance sales environment required.

•    Proven record of achieving or exceeding individual sales and occupancy goals.

•    Experience using CRM systems to manage a structured sales pipeline.

Knowledge, Skills and Abilities  

•    Expert-level sales and closing skills, with a strong ability to build trust and move prospects toward decision.

•    Consultative selling style, focused on listening, understanding needs, and providing tailored solutions.

•    Excellent written and verbal communication skills.

•    Highly organized with exceptional follow-through, attention to detail, and time management.

•    Proficient in Microsoft Office Suite (Word, Excel, PowerPoint, Outlook) and CRM software.

•    Self-motivated, goal-oriented, and driven by measurable outcomes.

•    Willingness to work occasional evenings or weekends to accommodate tours, move-ins, or prospect needs.

•    Demonstrated commitment to Sholom’s mission, vision, and Jewish values.

•    Able to understand and follow facility and department safety and emergency procedures.

PHYSICAL REQUIREMENTS NECESSARY TO PERFORM THIS JOB

•    Perform light work, with occasional or negligible lifting of objects weighing up to 20 pounds.

•    Communicate clearly and effectively both orally and in writing to all levels of people inside and outside the organization, including possessing good English speaking skills, fluency and understandability.

•    Able to effectively use office equipment to review and create information.

•    Work at a desk for extended periods of time and perform long hours of work at a computer. 

•    Frequently stand and walk to move around office/building repeatedly throughout the day.

•    Able to work a flexible work schedule, including overtime, nights and weekends as required including attending events/meetings as needed.

•    Able to obtain reliable transportation.

TOOLS AND EQUIPMENT USED

•    Use telephone, computer and standard office equipment. 

WORK ENVIRONMENT

The work environment is indoors. The incumbent must be flexible about switching positions quickly in order to respond to the needs of residents, in responding to emergencies.   

This job description does not necessarily list all the functions or accountabilities of the job.  Employees may be asked by management to perform additional duties and tasks.  Management reserves the right to revise and update job descriptions at any time.  

Sholom is dedicated to the health and safety of its residents, family members, and team members. All offers of employment are contingent upon successful completion of relevant background, employment verification and TB tests, and using designated PPE where and when required.