We have an immediate need for full - time
Director of Sales to join our team atour Corporate office located in
Troy, NY. The responsibilities that are listed below are not all inclusive, however, they are indicative of the responsibilities performed by the Director of Sales:
Sales Leadership:
- Develops and manages sales messaging and strategic sales techniques for the field teams to leverage and drive prospects through the sales funnel.
- Provides guidance and mentors the leasing team on sales best practices. Develops and maintains a sales training program that includes sales techniques, processes, and CRM systems to maximize tools and drive results.
- Analyzes weekly sales metrics reports from the CRM that monitor team performance, identify gaps, and ensure teams are meeting goals.
- Partners with Marketing and Operations on developing sales messaging and identifying opportunities to optimize the sales and marketing funnel.
- Collaborates with the Marketing and Operations teams to ensure appropriate collateral assets are both effective and available for the leasing team.
- Oversees the creation of rent recommendation reports for new developments and newly acquired properties. Makes rent recommendations on struggling assets, lease ups, and new developments.
Mystery Shops + Programming:
- Trains field sales team in best practices for conducting shops and developing competitive studies.
- Responsible for Mystery Shop vendor management to ensure United Group's objectives are met, including - arranging the Mystery Shop, communicating with the actual shopper to provide them with direction and/or information that will be helpful to their evaluation, and customizing the shop criteria as suitable for our business needs and objectives.
- Ensures staff is advised and adequately trained on expectations relating to interacting with prospects, conducting tours, and other such criteria that they will be evaluated. May provide individual coaching as directed by Regional Managers.
- Provides feedback to Regional and Property Managers on Mystery Shop results for site level employees who need coaching, training, and/or corrective action.
- Responsible for communicating to stakeholders, Regional Managers, COO, and CEO regarding results of Mystery Shops on a quarterly basis or upon request.
- Responsible for all reporting and maintaining historical results for year-over-year comparison.
Reporting
: - Analyzes weekly sales metrics to combat downward trends before they occur with proactive program adjustments. Reporting may include data on leasing performance such as traffic to tour ratios and tour to close ratios, overall portfolio performance, and future projections.
- Partners with Regional Managers in preparing performance results for ownership calls.
- Prepares other sales reports needed by ownership and management team from CRM data.
- In collaboration with Operations, ensures site staff enter all sales data in the CRM on a regular and consistent basis in accordance with established guidelines and expectations.
Communication & Collaboration:
- Communicates with internal and external stakeholders regarding strategy and progress of the leasing activities for properties in lease up or new development phases.
- Works collaboratively with Field Marketing to provide feedback on traffic quality and assist in identifying target audiences to generate sales-qualified leads.
- Works in conjunction with the Marketing Services team to design and develop advertising and marketing collateral for print and electronic media outlets to ensure messaging is consistent and on-target to generate quality leads.
- Visits properties regularly, as needed, to ensure leasing activities and leasing processes are being followed and optimized.
- Collaborates and supports Marketing and Operations on advertising, sales, and other leasing activity of a new community during lease up phase. Collaborates with Operations to define, meet / exceed the proposed lease up time cycle as identified in the operating plan or management agreement. Communicates with internal and external stakeholders regarding strategy and progress.
Training + Staff Development:
- Interviews all final leasing candidates and provides feedback to Regional Managers and Property Managers.
- Creates sustainable leasing training programs to positively impact the business to achieve stated goals and objectives.
- Works with Human Resources to coordinate training dates, times, and locations and is responsible for regularly auditing training content and materials in accordance with Company standards.
- Participates in the onboarding of new employees to ensure they have the proper knowledge and training for all CRM platforms, Mystery Shop Program, and other elements related leasing.
- Creates a program to follow up with new hires responsible for leasing activities to ensure they are current with online training programs, are efficient and effective in their positions, and have the tools necessary to make them successful. Regional Managers may seek assistance with regard to additional staff training as needed.
- Develops and maintains knowledge regarding Fair Housing compliance. Responsible for working with the site and Regional Management teams to maintain proper government-regulated compliances for leasing activity and reporting.
New Business + Developments:
- Assists Operations team with building pipelines and leads for new third party business. This involvement includes working on market studies, creating rent recommendations, delivering presentations in new markets, managing pre-development pipelines, and managing sales and leasing processes prior to takeover or management of new properties.
- Prepares regional housing market analysis and other reporting, as requested.
- Assist development team in creating interest in properties in development through outreach, presentations, and nurturing.
Job Overview + Requirements:- Job Type: Director of Sales, Exempt; $90,000 - $105,000 plus Bonus Program
- Work Hours: Full - Time, Monday - Friday 8:00am - 5:00pm.
- Physical Requirements: ability to sit for long periods of time.
- Travel Requirements: Must be willing and able to travel approximately 50% of the time to assigned sites within and outside New York State.
- Required Education: Bachelor's degree in Business, Sales & Marketing or related field
- Required Experience: 7 - 10 years of sales experience, preferably within Property Management/Real Estate. CRM experience required; Entrata experience is a plus. Advanced proficiency in Microsoft Excel and other Microsoft Office applications
- Preferred Certifications: CAM, ARM, CPM etc.
- Qualities: Professional image compatible with United Group - positive attitude, energetic, assertive. Demonstrates exceptional personal and professional integrity, a strong work ethic, and outstanding verbal and written communication, sales and negotiation skills. Exemplifies the ability to build lasting client relationships, influence decision-makers, and lead strategic sales initiatives that drive business growth.
Benefits + Time Off:- Medical - Highmark BlueShield of Northeastern NY - 3 insurance plans with HSA options; eligibility 1st of the month following 30 days.
- Dental + Vision - eligibility 1st of the month following 30 days.
- Life Insurance - Company paid Basic Life Insurance Policy (1x Annual Salary) with additional Voluntary Life Plans; eligibility 1st of the month following 30 days.
- 401K Retirement Plan - Voya Financial; Employee Contribution Eligibility at 1st of the month following 90 days; eligible for Employer Match after 1 Year of Service; up to 4% Company Match.
- Additional Benefits - Employee Assistance Program; United Concierge Medicine (24/7 telemedicine service, including Mental Health); Calm App premium subscription; Learning Care Group (childcare tuition discount); Dependent Care FSA; Tuition Assistance Program.
- PTO - Personal (24 Hours), Sick (56 Hours), and Vacation Time (80 Hours; escalated based on years of service up to 160 Hours); eligibility after 90-day Introductory Period.
- Holidays - 10 Company Paid Holidays.
