Community Sales

Hawthorn Retirement Group; Johns Creek (GA); On-site; USD 45,000 - 65,000; Full time

Job summary

Hawthorn Retirement Group is seeking a Community Sales professional for Ashwood Meadows in Johns Creek to drive occupancy and revenue growth. You will be the primary contact for prospective residents and families, guiding them through inquiry, discovery, tours, and move-in with empathy and urgency.

Reporting to the Regional Director of Sales & Marketing, you will collaborate with on-site teams, CRM, and leadership to ensure consistent sales practices, high-quality experiences, and effective lead

Qualifications

• Minimum two years of successful sales experience, preferably in senior living, hospitality, healthcare, or related relationship-based industry.
• Proven ability to achieve and exceed sales goals in a high-volume or customer-focused environment.
• Strong discovery, communication, and follow-up skills with the ability to build trust with seniors and families.
• Proficiency with CRM systems and strong computer skills (WelcomeHome preferred; Microsoft Office 365).

Responsibilities

• Maintain knowledge of company policies and standards and adhere to them.
• Spend 80% of time selling through face-to-face or voice-to-voice interactions, with 20% marketing via CRM.
• Respond promptly to inquiries via phone, email, and walk-ins with a warm, professional first impression.
• Conduct thorough discovery conversations to understand needs, motivations, concerns, and timeline.
• Schedule and lead personalized community tours, lunches, and follow-up appointments highlighting Hawthorn’s lifestyle and value.
• Maintain accurate CRM documentation for inquiries, tours, follow-ups, and next steps.
• Execute timely follow-up via calls, emails, letters, cards, and visits when appropriate.
• Collaborate with Community Management and regional leadership to set measurable sales goals.
• Work with Culinary team to ensure meals and dining support tour success.

Skills

Sales experience

Senior living knowledge

CRM proficiency

Communication skills

Objection handling

Tools

WelcomeHome CRM

Microsoft Office 365

Job description

Description

Ashwood Meadows, the premier independent living community for active seniors in Johns Creek, is now hiring for full-time Community Sales!

GENERAL DESCRIPTION OF POSITION

The Community Sales role is responsible for driving occupancy and revenue growth for a designated Hawthorn Senior Living community. This position serves as the primary point of contact for prospective residents and their families, guiding them through the inquiry, discovery, tour, follow-up, and move-in process with empathy, urgency, and professionalism.

Reporting to the Regional Director of Sales & Marketing, the Community Sales employee works closely with the Community Management, on-site team members, and regional leadership to ensure consistent sales practices, CRM utilization, and exceptional customer experiences. This role requires curiosity, persistence, strong communication skills, and a commitment to helping seniors make confident, informed decisions about their future.

REQUIRED KNOWLEDGE, SKILLS, ABILITIES & BEHAVIORS

• Minimum two (2) years of successful sales experience, preferably in senior living, hospitality, healthcare, or a related relationship-based industry.
• Demonstrated ability to achieve and exceed sales goals in a high-volume or customer-focused environment.
• Strong discovery, communication, and follow-up skills, with the ability to build trust and rapport with seniors and their families.
• Ability to overcome objections using consultative selling techniques, including ValueMatching and Tactical Empathy.
• Proficiency with CRM systems (WelcomeHome preferred) and strong computer skills, including Microsoft Office 365.
• Excellent organizational and time-management skills, with the ability to manage multiple prospects, deadlines, and priorities.
• Warm, professional, and engaging communication style – both verbal and written.
• Demonstrates Hawthorn’s values of integrity, teamwork, accountability, and resident-centered service.
• Strong problem-solving and decision-making skills; able to work independently while contributing to a team-oriented environment.
• Flexible to work evenings or weekends based on community needs.
• Must have a valid driver’s license, reliable transportation, and proof of insurance.

SUPERVISORY RESPONSIBILITIES

• This position has no supervisory responsibilities.

ESSENTIAL DUTIES AND RESPONSIBILITIES

Responsibilities include, but are not limited to:

• Maintain current knowledge of the Hawthorn Senior Living Employee Handbook and adhere to all company policies and standards.
• Spend 80% of time selling by staying face to face with prospects, voice to voice with prospects, planning and documenting in the CRM the next task to get face to face or voice to voice. Manage the remaining 20% of time marketing, through external business development.
• Respond promptly to all new inquiries via phone, email, and walk-ins, ensuring a warm, professional first impression.
• Conduct thorough discovery conversations to understand each prospect’s needs, motivations, concerns, and timeline.
• Schedule and lead personalized community tours, lunches, and follow-up appointments that highlight Hawthorn’s all-inclusive lifestyle and value proposition.
• Maintain accurate, timely documentation in WelcomeHome CRM for all inquiries, tours, follow-ups, and next steps.
• Execute consistent and timely follow-up through phone calls, emails, letters, cards, and home visits when appropriate.
• Partner with the Community Management and RDSM to develop measurable, actionable sales goals and strategies.
• Collaborate closely with the Culinary team to ensure meals, tastings, and dining room experiences support tour success and reflect Hawthorn’s culinary and hospitality standards.
• Work in partnership with community leadership and activities to identify and support prospect-facing events and lifestyle demonstrations that enhance the Hawthorn value proposition during tours.
• Communicate upcoming prospect visits, lunches, and special requests to both Culinary and Activities team members to ensure consistent, high-quality experiences for new residents.
• Participate in planning, promoting, and executing community events and open houses by leading in the refinement and implementation of the Event Planning Guide published by the Home Office to create high-quality experiences for both residents and prospects.
• Using up to 20% of your schedule each week, participate in community outreach, including meeting with referral sources, discharge planners, and local organizations to generate new leads.
• Build, maintain, and nurture relationships with hot leads and wait-listed prospects.
• Complete a minimum of five (5) home visits per week.
• Support and participate in community events, open houses, and marketing activities that promote lead generation and brand awareness.
• Ensure each active lead has a clearly defined next step and that all contact points are documented.