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About the Role
Lead the Sales Organization to ensure the Division achieves its Business Plan commitments for Sales, Closings, and customer satisfaction, while delivering outstanding customer service throughout the Customer Journey. Coach and train the sales team on community and model presentation, prospect and backlog management, and CRM usage.
Responsibilities
- Achieve closing goals set by the Division President.
- Authorize and sign off on all new agreements, sales addenda, and design addenda.
- Report the progress of the sales organization to the Division President on a weekly basis.
- Lead the team to sell homes at full value.
- Collaborate and train Sales Associates to achieve company goals.
- Analyze, strategize, and drive closing and sales goals.
- Develop annual sales goals with the Division President.
- Oversee personnel adjustments, including hiring, terminations, and transfers (requires approval).
- Provide constructive and timely performance evaluations.
- Manage and oversee the daily tasks of the Sales Coordinator.
- Motivate, inspire, and lead the Sales team.
- Foster a culture of teamwork, accountability, consistency, and professionalism.
- Roll out new communities, including pricing, model home setups, and marketing materials.
- Lead all marketing efforts and delegate to the Marketing Coordinator.
- Hire and supervise employees of the Sales Department.
- Maintain knowledge on emerging products and services.
- Establish processes and systems to help achieve business goals.
- Handle discipline and termination of employees in accordance with company protocol.
- Manage vacation and sick days for the department, ensuring appropriate coverage.
- Oversee closings for all communities.
- Order spec homes monthly to ensure an even Starts process.
- Approve quarterly pricing with the Division President.
- Collaborate with senior leaders to develop growth plans.
- Update pricing quarterly in IHMS.
- Resolve short appraisal issues.
- Resolve conflicts between customers and the company escalated beyond Sales Associate capabilities.
- Interface with Construction Manager, Purchasing Manager, Designer, and other departments to resolve issues.
- Ensure pipeline viability by focusing on spec homes, pre-sale opportunities, and pipeline deficiencies.
- Maintain professional appearance and demeanor.
- Perform other duties as assigned.
Requirements
- At least three years of directly relevant sales experience.
- Experience managing and directing a sales team (preferred).
Skills
- Excellent interpersonal and customer service skills.
- Excellent organizational skills and attention to detail.
- Extensive knowledge of sales and marketing functions.
- Thorough understanding of market developments.
- Thorough understanding of marketing and sales strategies and practices.
- Excellent critical thinking skills.
- Ability to manage multiple tasks and meet deadlines under pressure.
- Strong supervisory and leadership skills.
- Proficiency in HubSpot.
- Ability to conduct monthly CMAs.
- Ability to coach and train sales associates.
Experience Level
- 3+ years of sales experience
- Sales management experience (preferred)
Education Level
- High School diploma or GED (Required)
- Bachelor’s degree in business, Communications, Psychology or other relevant field (Preferred)