Job Details

Responsibilities

Responsibilities:

Essential:

• Responsible with senior sales leadership for setting, delivering, and attaining sales goals established for each member of the team.
• Regularly provides specific performance feedback to sales counselors through established performance review processes. Formal documentation of feedback needs to be provided as needed using the progressive disciplinary process, as soon as a serious deficiency is observed.
• Support division senior sales leadership in the creation of an annual Sales Fitness plan to drive Meritage Active Sales in the division.
• Recruiting, interviewing, and orientating sales talent capable of delivering on established sales goals.
• Responsible for each new team member to be prepared to attend Road To Sales Mastery and completes their Quickstart book.
• Work with leadership team to create Designated Selling Areas, and staffing plans to support the DSA.
• Understand that real estate agents are our primary customer and all lead generation and conversion should focus first and foremost on supporting our agents in their sales efforts.
• Work to remove obstacles that provide friction to the sales process for our agents, their clients, and our sales counselors. Continuously evaluate the effectiveness of processes and work; streamline wherever possible; delegate administrative work to other staff or functions as appropriate.
• Provide consistent coaching and feedback to sales staff to drive sales funnel metrics and sales achievement using Salesforce.com.
• Weekly review and management of sales team members' schedules to ensure the team is maximizing their time and activities to promote lead generation and conversion.
• Manage realtor engagement activities within a DSA, including agents sitting open houses, overseeing listings, and other activities to influence realtors to consider Meritage as a home purchase opportunity.
• Coach team on effective business-to-business sales techniques to help influence agents to bring their clients to Meritage.
• Help create events, programs, and contests as needed to inspire sales team success.
• Support the development and execution of sales rallies to promote continued education, inspiration, and structure for the sales team.
• Ensure the completion of competitive market analysis at the field level and serve as an internal expert on products in assigned markets.
• Review sales numbers regularly (prices, inventory, backlog, etc.) and use them to evaluate sales and incentive programs.
• Coach the sales team to utilize Salesforce.com effectively for sales conversion.
• Interact as needed with other departments such as Marketing, Operations, Finance, etc.
• Help resolve realtor or client concerns or complaints related to home purchases.

Qualifications

Education:

• Bachelor's Degree in Marketing, Business, or related field or equivalent work experience.

License:

• Real Estate License is highly preferred. May be required after hiring depending on state regulations.

Experience:

• Minimum of 5 years in homebuilding sales.
• At least 3 years in a Lead Sales or Sales Management role with coaching and training emphasis. Experience managing sales staff in a public homebuilding environment is highly preferred.
• Proven ability to develop relationships with Realtors.

Technical Skills:

• Understanding of the sales process and funnel in new home sales.
• Strong coaching and mentoring skills with ability to give detailed feedback.
• Proficiency in Microsoft Office Suite; Salesforce.com expertise highly preferred.
• Ability to analyze data for business decisions.

Interpersonal/Communication Skills:

• Excellent communication and interpersonal skills.
• Ability to influence, negotiate, and articulate plans.
• Professionalism and tact in communication.
• Team player with cross-functional collaboration skills.

Judgment:

• Sound judgment, integrity, and ability to handle sensitive information.
• Results-oriented, detail-focused, self-motivated, and proactive.
• Analytical with problem-solving skills.
• Organized and adaptable to change, with the ability to multi-task and meet deadlines.
• Positive attitude in a dynamic environment.