Director of New Home Sales: Homebuilding
Winchester Carlisle Companies, Ameritex Homes & Dunhill Homes
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The role of the Director of New Home Sales is to recruit and coach our sales and marketing team on sales conversion and maintaining sales through closing, strategizing on execution for each new land position, delivering on the financial goals of the Division and leading the sales organization to achieve and exceed Company-wide initiatives. This role will be responsible for leading sales and marketing for a highly centralized production home builder and will report directly to the Vice President of Sales & Marketing. Experience leading sales and marketing strategies in a virtual or electronic commerce environment will be critical to success.
Responsibilities
- Recruit high performing sales talent balancing the strengths of the individual and Division goals
- Lead regular sales meetings that are both motivating and informative
- Coach and train on the sales process
- Ensure team has adequate training on all the technology tools to aid in their success
- Work with organization leadership to establish annual marketing sales and closing goals
- Develop professional growth driven objectives for sales and marketing team members
- Meet with sales and marketing team members to assist in execution of goals and marketing strategy
- Monitor and track call performance, inbound/outbound call answer rates, ring time, calls per team member
- Performance manage sales team members
- Work closely with the Vice President of Sales & Marketing on achieving closing goals and customer satisfaction results from point of sale to closing
- Monitor gross margin actuals vs. goal
- Establish sales and marketing overhead budget and track results monthly
- Identify opportunities for continuous improvement
- Utilize CRM Dashboards to review weekly traffic, including sales team follow-up actions achieved and planned
- Strategize and implement traffic goals to drive conversion success
- Stay current with market trends including product and feature trends, pricing and incentive strategy, land acquisition hot spots, mortgage market changes, shifts in our target buyer profile, etc.
- Use analytical tools including but not limited to MLS, house budgets and demographic data to create recommendations on product offering, feature offering and pricing (base pricing, option pricing and all incentives) for all markets
Leadership
- Manage sales team
- Ensure employees have clear direction and goals
- Coach and mentor employees
- Ensure outcomes and deliverables are complete
- Set policies and procedures as needed
- Ensure organization is compliant and reduce financial risk
Knowledge
- Strong background in sales and marketing
- Exceptional leadership and decision making skills
- Excellent analytical and organizational skills with keen attention to detail
- Strong written and verbal communication and presentation skills
- Excellent computer skills with strong proficiency in Microsoft Office package and a CRM
- Prioritizes and implements process improvement opportunities
- Effective working relationships with others both within and outside of their team
Skills & Abilities
- Strong understanding in the needs of our customers in the housing market
- Strong knowledge and ease in understanding of CRM and production software
- Proven track record of building and managing professional sales teams in a high performing, rapidly growing environment
- A natural ability to collaborate and work with cross-functional teams
- Ability to hire, ramp up, lead and motivate sales teams to high performance
- Proven ability to support sales staff while coaching them on effective sales presentation and processes
- Strong negotiation, mediation, and conflict resolution skills
- Excellent creative and strategic thinking to provide solutions to Company challenges
- Effective oral and written communication for internal reviews, analysis, summaries, feedback, and executive reports - ability to effectively present information
- Strong analytical, organizational, and time management skills
- Results oriented
- A self-starter, highly motivated and goal-oriented individual
- Organized with systematic approach to tasks to achieve accuracy and efficiency
- Well-developed interpersonal skills, including the ability to interact with diverse personalities
- Quick, sharp, confident, assertive, and ethical
- Time management skills
- Periodic travel required
- Other tasks as required
Education & Experience
- Experience leading sales and marketing strategies in a virtual or electronic commerce environment
- Bachelor's degree in real estate, business, or equivalent working experience
- 5 years real estate experience, or experience in centralized, virtual sales environment
- 8 years in new home sales management experience
- Experience with financial analysis, negotiations and contract management
- Strong understanding of construction projects from acquisition to completion
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