Sales Counselor

Sales Counselor

Goodwin Living seeks a results-driven, collaborative Sales Counselor to support the launch and growth of Goodwin House Chantilly (GHC), a new entrance-fee Life Plan Community in Loudoun County. This individual will help prospective residents and their families explore their options, understand the value of Goodwin Living, and make confident, informed decisions about their future.

Goodwin Living just pre-sold Goodwin House Seminary Road nine months ahead of schedule, demonstrating the remarkable brand reputation of Goodwin Living as a senior living and health care services leader in the National Capital Region. We are eager and grateful to build our presence and service to older adults in Loudoun County with Goodwin House Chantilly.

Reporting to the Director of Sales for Goodwin House Chantilly & Goodwin House Seminary Road, the Sales Counselor will guide prospects from initial inquiry through Priority Club membership, reservation, and residency. During the pre-opening phase, the counselor will introduce the community before it is built, using floor plans, presentations, and other approved resources to communicate its vision and offerings. The role will continue through move-in, occupancy stabilization, and ongoing sales, with a focus on meeting sales goals, retaining depositors, and building a strong waiting list.

This position offers an opportunity for a successful sales professional to help shape a new community for older adults and bring the highly respected Goodwin Living brand to Loudoun County. Prior experience selling a Life Plan Community before opening is preferred but is not required.

This position is M-F 9am-5pm. The pay is $83k+ with commission.

Roles and Responsibilities

• Sales Performance and Prospect Relationships
• Sales goals: Meet or exceed established goals for meaningful contacts, appointments, Priority Club memberships, reservations, deposits, residency agreements, and move-ins. Manage an active pipeline that supports the community's sales timeline and occupancy objectives.
• Discovery and counseling: Build trusted relationships with prospective residents, adult children, and other decision-makers. Learn each household's priorities, concerns, timing, and preferences, and tailor conversations and follow-up accordingly.
• Community presentations: Lead engaging information sessions, individual appointments, virtual presentations, and tours as available. Use approved plans, renderings, and materials to help prospects envision life at GHC and understand the benefits of an entrance-fee Life Plan Community.
• Informed decisions: Clearly explain available residences, pricing, contract options, services, membership benefits, and the reservation process using current, approved information. Distinguish planned offerings from confirmed details and refer specialized questions to the appropriate team member.
• Advancing the sale: Address questions and concerns with empathy and accuracy, confidently ask for commitments, and agree on clear next steps. Help prospects move toward membership, reservation, and residency without pressure.
• Responsive service: Respond promptly and professionally to calls, emails, and walk-ins. Provide thoughtful, personalized follow-up and a welcoming experience throughout the decision-making process.
• Depositor Retention and Move In Support
• Ongoing engagement: Maintain regular contact with Priority Club members and reservation depositors. Share approved updates, encourage event participation, identify changing needs, and address concerns that could affect a household's plans to move.
• Reservation coordination: Guide prospects through required applications, agreements, and supporting documents. Coordinate with the Director of Sales and appropriate departments to support accurate, timely completion and review.
• Move-in preparation: Partner with the team responsible for onboarding and move-in coordination to help future residents understand milestones and responsibilities. Maintain clear communication and timely handoffs from reservation through residency.
• Outreach and Team Collaboration
• Lead generation: Participate in community outreach, sponsorships, networking activities, and third-party events as directed. Build relationships with professional referral sources and community partners, and follow up on resulting opportunities.
• Event participation: Work with the Sales & Events Associate and Sales leadership to prepare for and deliver prospect, referral partner, and depositor events. Help turn event interest into appointments and ongoing relationships.
• Teamwork: Collaborate with the GHC Sales team, Marketing, campus partners, and Sales colleagues across Goodwin Living. Share insights, coordinate referrals, and support a consistent standard of hospitality and service.
• Social media: Be an active participant in sharing content for social media posts by suggesting content, taking pictures and partnering with the MarComms team to provide consistent posts around key milestones, sales activities and events.
• Sales Operations and Professional Standards
• CRM accuracy: Keep prospect profiles, lead sources, preferences, interactions, sales stages, reservation status, and follow-up tasks accurate and current in the CRM. Use dashboards and reports to prioritize activity and track progress.
• Performance communication: Keep the Director of Sales informed of pipeline activity, sales results, depositor concerns, and barriers to conversion. Participate in sales meetings, forecasting, training, and coaching.
• Market knowledge: Stay informed about competitors, local market conditions, and senior living trends. Articulate Goodwin Living's strengths accurately and respectfully, and share observations that can improve sales efforts.
• Confidentiality and accountability: Protect prospect, resident, and organizational information; follow Goodwin Living policies and applicable regulations; and exercise sound judgment in all interactions. Take on related responsibilities as needed to support the community's success.
• Education and Experience

Bachelor's degree from an accredited college or university, or an equivalent combination of relevant education and professional experience. At least one year of experience in a sales or closely related role, with demonstrated success meeting goals, building relationships, and guiding customers through significant decisions, is required.

Experience in senior living, entrance-fee Life Plan Communities, or another consultative sales environment is preferred. Experience in pre-opening or "blue-sky" sales is also preferred, but candidates with strong sales results and the ability to learn a new community and sales model are encouraged to apply.

Qualifications and Skills

• Excellent communication, listening, presentation, and customer service skills, with the ability to engage respectfully with older adults, families, and professional partners.
• Proven ability to build trust, address objections, ask for the business, and secure commitments while supporting informed decisions.
• Strong organization, attention to detail, and follow-through, with the ability to manage a sales pipeline and competing priorities independently.
• Proficiency in CRM systems, Microsoft Office, and virtual meeting platforms, with the ability to use reports and sales data to guide daily activity.
• A collaborative, adaptable approach and a willingness to learn, seek feedback, and respond to changing needs during community development and opening.
• Professionalism, discretion, and a commitment to helping older adults find a community that supports their goals.
• Flexibility to support appointments, events, and outreach outside standard business hours as needed.

A sampling of our many benefits!

We've got you covered with incredible benefits, whether you work full-time, part-time, or PRN (as needed). Here's a glimpse of what we offer to Full-Time team members:

• Paid Time Off
• Health/Dental/Vision Insurance
• DailyPay: Work and get paid the same day!
• Tuition Assistance for Career Development
• Student Loan Repayment Program
• Financial assistance with U.S. Citizenship application or DACA Renewal
• Tutoring for ESL, Citizenship Test & GED
• Staff Emergency Grants
• Retirement Plan- 401(k)
• Free Meals, Access to a Fitness Center, Pool, and More

About Goodwin Living

At Goodwin Living, we can all find work with purpose! As a nonprofit senior living and