Shape the final stage of an established Canberra success story

The Henry Canberra is seeking an accomplished, relationship-led salesperson for Stage 4—the final stage of our premium retirement community in Higgins.

This is not a cold-start development or a conventional real-estate role.

Stages 1–3 are completed and effectively sold out. Prospective residents can visit the village, inspect the completed product, experience the community and speak directly with people who have already chosen to make The Henry their home.

You will inherit a substantial enquiry database and active sales pipeline. Just as importantly, you will work closely with our marketing team to develop campaigns, events, partnerships and content that generate a consistent flow of high-quality new enquiries.

Your responsibility will be to both build and convert the pipeline required to take Stage 4 through to successful occupancy.

The opportunity

Moving into a retirement community is rarely a simple property transaction.

It is a significant lifestyle, emotional and financial decision that may involve a prospective resident, their partner, adult children, financial adviser and solicitor. Questions about timing, affordability, departure fees, future care and leaving the family home all need to be handled clearly, patiently and confidently.

We are looking for someone who understands that trust and commercial effectiveness are not opposites.

You will listen carefully, understand what matters to each prospective resident, communicate complex information in plain language and maintain thoughtful follow-up throughout what can be a lengthy decision-making process.

You must also be comfortable creating sales momentum: identifying opportunities in the market, helping shape campaigns, testing new lead-generation ideas, nurturing prospects and confidently asking for commitment.

This is meaningful, high-value consultative selling, and success requires initiative, creativity, discipline, resilience and strong closing ability.

About The Henry

The Henry is an established, family-owned and operated retirement community in Higgins, Belconnen. Our family has more than 30 years’ experience in retirement living, and approximately 140 residents already call The Henry home.

Stage 4 is the final stage and comprises 78 premium corner apartments across four low-rise buildings. It includes spacious one-, two- and three-bedroom apartments, together with a limited number of premium penthouse residences.

The apartments feature quality inclusions such as Miele kitchens, double glazing, New Zealand wool carpet, blinds and sheers, heated bathroom floors and considered contemporary finishes.

Stage 4 will also substantially expand the village’s lifestyle and wellbeing offering. New amenities include indoor and outdoor gyms,



treatment rooms, an art room, bowling green, bocce, community gardens and expanded onsite home-care facilities.

Construction is underway, with completion targeted for late 2027.

What you will do

While working closely with the Managing Director, sales and marketing team, you will play a key role in managing the Stage 4 sales pipeline.

Your responsibilities will include:

- responding promptly and professionally to new enquiries;

- qualifying prospects and understanding their needs, concerns and decision-making process;

- conducting village tours, apartment presentations and sales appointments;

- explaining pricing, contracts and the retirement-village financial structure clearly;

- involving family members and professional advisers constructively;

- maintaining consistent, personalised follow-up over extended sales cycles;

- managing the existing database and re-engaging qualified historical enquiries;

- progressing reservations, deposits and contracts through every stage;

- maintaining accurate CRM records, forecasts and pipeline reporting;

- identifying objections, resolving barriers and confidently asking for commitment;

- working closely with the marketing team to create and execute lead-generation strategies;

- contributing practical sales insights to campaign messaging, audience targeting and content;

- developing information sessions, village events, referral initiatives and community partnerships;

- monitoring lead sources, conversion rates and campaign quality;

- identifying new audiences, channels and opportunities to strengthen the sales pipeline; and

- ensuring marketing activity is informed by what prospects are actually saying and responding to.

You will not be expected to produce marketing collateral alone. You will, however, be expected to bring market intelligence, sales ideas and genuine collaboration to the marketing process.

This is a role for someone who takes personal responsibility for both pipeline growth and completed sales. It is not primarily an administrative or customer-service position.

Who will succeed

You may currently work in residential real estate, project marketing, retirement living, prestige automotive sales, financial services, luxury travel or another high-trust sales environment.

Direct retirement-living experience would be valuable, but it is not essential. We are more interested in your sales capability, judgement,



character and ability to connect with prospective residents.

You are likely to offer:

- a demonstrated record of meeting and exceeding meaningful sales targets;

- experience contributing to campaigns or initiatives that generated new enquiries;

- an understanding of how sales and marketing work together to build demand;

- excellent face-to-face, telephone and written communication;

- maturity, warmth, patience and strong emotional intelligence;

- disciplined database management and consistent follow-up;

- the ability to build trust with older buyers and their families;

- confidence discussing pricing, contracts and financial arrangements;

- strong objection-handling, negotiation and closing skills;

- a consultative approach that never relies on pressure or manipulation;

- excellent organisation and attention to detail;

- resilience and the ability to maintain momentum through a long sales cycle;

- curiosity about lead sources, buyer behaviour and campaign performance; and

- sound commercial judgement and personal accountability.

Most importantly, you will know how to make people feel understood while still moving a sales process forward.

What is offered

For the right person, this is a distinctive career opportunity:

- an attractive remuneration package;

- an established brand and completed village that prospects can experience;

- access to an experienced marketing team and resources to generate new demand;

- the opportunity to influence sales and marketing strategy directly;

- no requirement to win listings or continually prospect for vendors;

- the ability to focus on one premium project through to completion;

- autonomy, accountability and direct access to the Managing Director;

- support from an experienced, family-owned operator;

- an onsite role within an established community; and

- the satisfaction of helping older Canberrans make a positive and important life transition.

The position offers security and focus, but expectations will be high. We want someone energised by ownership, measurable targets, new ideas and the prospect to finish an important project exceptionally well.

How to apply

Please submit your résumé together with a brief covering note addressing:

1. the sales result of which you are most proud;

2. an example of how you worked with marketing to generate or improve new leads;

3. how you maintain momentum and trust through a long sales cycle; and

4. why this particular opportunity appeals to you.

If you are an established salesperson who is not actively looking but recognises the potential of this opportunity, we would welcome a discreet and confidential conversation with the Managing Director.

All enquiries and applications will be treated in confidence.

📌 Senior Sales Consultant – Premium Retirement Living (Canberra)
🏢 The Henry Canberra
📍 Canberra