Professional Advisor Job ID: 350
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Job Details:
Main Purpose To secure reservations from customers prior to sales office opening as part of our Clients product ?A Moving Experience? by presenting and selling to them in their homes, or in other, mutually convenient neutral locations such as exhibitions and other sales events. After the Sales Office opens, jointly with the Sales Consultant, to source further reservations and to support all reservists through the dependent sales process to secure the maximum number of exchanges within the first four months after First Occupations. The job holder should be familiar with our Clients Mother Value and Customer Charter, i.e. the promises we make to our customers, and should actively consider how their performance of their job can positively influence the customer?s experience. Qualifying Enquirers ? Generate reports of enquirers for the ?Moving Experience? site from SPS (direct customers and third parties). Target is 10:1 enquirers per number of units in the development, of which 5:1 are to be Primary Interest. ? Telephone each enquirer to qualify their level of interest and current property situation/affordability and sell the features and benefits of our Clients product and lifestyle. Target is 15 quality calls per day. ? Evaluate the needs of potential customers/third parties and match with available product. ? In the case of new enquirers, ensure that each one is followed up, by telephone, no later than 7 days after initial contact and ensuring that each prospect on your Database Enquiry System receives regular telephone calls encouraging them to make an appointment, sending out brochures as required. ? After show complex opening work as a team with the site based sales consultants to ensure that all prospects are properly followed up. Making Appointments to Visit ? Set up appointments to visit prospective customers/third parties at their home or in a neutral location such as a hotel or other appropriate public place. ? Ensure you have all required sales aids to hand prior to attending appointments ? eg development plans, flat plans, testimonials, brochures, etc. Advising Prospective Customers during the Visit ? Further evaluate and qualify the customer?s needs. ? Follow the 5-step sales process in line with the Sales Academy: 1. Prepare 2. Meet and greet 3. Find out and qualify 4. Match and demonstrate 5. Close/gain commitment ? Reiterate and sell the benefits of the features of our Clients product and the lifestyle it offers. ? Advise prospective customers of associated costs with moving home and promote the services offered under ?A Moving Experience?. ? Advise on the saleability and desirability of the prospective customer?s existing home and provide details of contractors who could undertake work to optimise the saleability of the property. Progressing Reservations to Exchange and Completions ? Progress all reservations through to completion maintaining regular contact with Agents and Solicitors throughout the entire sales chain. ? Instruct agents and monitor activity to help chase a sale. This may involve arranging for valuations of existing properties to be obtained for the purpose of Home Sales or Part Exchange. ? Assist customers in instructing Solicitors to act for them in their sale and purchase using solicitors from our approved panel wherever possible. ? Instruct removals service on clients? wishes (including full packing / unpacking service if client wants this). ? After exchange of contracts, arrange for the customer to sign a form of acceptance. ? As part of the overall process offer a financial health check and introduce a visiting IFA to the enquirer. The IFA will offer a range of options including those offered by HFBS and Vantis. Maintaining Records and Data ? Maintain up to date and accurate information on the computerised Sales Progressing System (SPS) for all customer contact, as per the guidelines for the SPS. Participate in IT training as required. ? Submit weekly progress reports on progress with customers to the Area Sales Manager. NB: once the show complex has opened, the weekly progress reports are to be jointly submitted by the PA in conjunction with site based sales consultant. Liaison with Regional Sales & Marketing Department ? Inform the Regional Office of your daily movements. ? In conjunction with site based sales consultant (if show complex open), on a monthly basis, discuss PR, signage etc with the Marketing Executive. ? Inform the Area Sales Manager of any competitor activities that the Professional Advisor becomes aware of and scan local newspapers for such information. ? Make recommendations to the Area Sales Manager for improving sales performance and visitor flow to the site. Site/Development Responsibilities (only applicable for the period you are site-based) ? Assist with ?housekeeping? activities such as meter readings and providing details of cleaners/house clearer for new purchasers. ? Collect and account for all monies received in respect of reservations and collect payments from customers for extras such as carpets, curtains and furniture supplied by our Client or its approved suppliers. Bank all monies on day of receipt or at the earliest opportunity ? no later than 5 working days from receipt of cheque. ? When working on site set the burglar alarm whenever leaving the Sales Office for protracted periods and at the end of business each day. ? Check presentation of development, including communal areas. Supporting New Residents on Moving In Day (only applicable for the period you are site-based) ? The Professional Advisor is required to visit all purchasers on the day of their move to help them settle in. Employee Knowledge ? Read and understand the Property Misdescriptions Act guidance notes and Consumer Code and ensure all information and advice given to customers and their representatives is in line with the Act. Seek advice from the Area Sales Manager if required. ? Be familiar with the Purchaser Information Pack (PiP) and the Questions & Answers section contained within the Sales training manual. ? Understand the principles of the various finance options available through Helen Brown Financial Services and the appropriate means of referral to HBFS or an appropriate IFA. ? Have a thorough knowledge of the conveyancing process and all its requirements. Confidentiality ? The Professional Advisor may have access to confidential information in connection with new concepts or sites under consideration for purchase and discretion is therefore required. Management/Supervisory Responsibilities ? The Professional Advisor role has no management or supervisory responsibilities. Key Relationships ? Developing and maintain good relationships will be key to success in the role of Professional Advisor. ? Internal working relationships will primarily be with the Area Sales Manager, Dependent Property Manager, Marketing Executive and Sales Administrator and, where applicable, the Site Manager, Contracts Manager and Finishings Manager/Assistant Site Manager. ? Once the show complex is open the Professional Advisor will work alongside the site based Sales Consultant and need to work as a team to deliver a seamless service to the customer and ensure that the Company?s objectives are achieved. ? External relationships will be with, potential purchasers, their families, representatives, Estate Agents and solicitors, Independent Financial Advisors, removal companies, contractors undertaking repair/cleaning work to customer?s properties, residents and the House Manager. Conditions and Nature of Work ? Hours of work are 37.5 hours per week with a paid lunch break of one hour each day... During the period prior to sales complex opening, the Professional Advisor may work flexibly, in terms of working pattern and working location, provided he/she complies with the provisions of the Working Time Regulations.Once site based, the Professional Advisor?s standard hours will be 10.00 am to 5.30 pm Tuesday to Saturday with a paid lunch break of 20 minutes which must be taken on site. However, flexibility is essential within the role as appointments will need to be made at the convenience of potential purchasers. ? The Professional Advisor is required to work from different locations and travel to visit customers and prospective customers in their homes. Additional hours may be required as the majority of the Professional Advisor?s appointments will be at the prospective purchaser?s home. ? The role will involve extensive travel to visit customers. ? The work requires concentration, precision and accuracy and some work requires use of a laptop. ? Deadlines have to be met in achieving sales targets and setting up and attending a targeted number of appointments. ? Tact, patience, sensitivity and compassion are essential in this position as Professional Advisors are visiting prospective customers in their own homes... ? The Professional Advisor generally works alone and should take steps to minimise risks to their health and personal safety, as per the company Health and Safety policy and guidance provided by the Company. A personal alarm and mobile telephone will be provided. ? Attendance at various training courses and the bi-annual National Sales Rally is a requirement of the position. Qualifications, Experience and Skill ? Previous sales experience is a re-requisite, preferably gained in a similar environment. Training will be provided in McCarthy and Stone sales methods, products, literature and IT. ? Under the Construction Skills Certification Scheme (CSCS) the Professional Advisor will require a CSCS Visitors card. Training will be provided if required. ? While there are no formal qualifications or educational requirements, Professional Advisors are expected to be educated to GCSE level or equivalent. ? A Database Enquiry system is used on a daily basis; therefore a good standard of computer literacy is a pre-requisite. Training in the required applications will be provided. ? Knowledge and experience of the conveyancing process is desirable. ? Previous experience in a customer services environment is desirable. Note: when a new Moving Experience site is not immediately available, the Professional Advisor will operate as a Sales Consultant or Roving Sales Consultant to sell on core or tail end sites. |
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Salary: £21000
to £30000
Country: United Kingdom Region: South West |
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