Bachelor's degree in Marketing, Business, or related field; relevant work experience may substitute.
Highly preferred: Real Estate License; necessary state-specific license may be required after hire.
At least 5 years of sales experience in the homebuilding industry.
Minimum 3 years in a Lead Sales or Sales Management role, emphasizing coaching and training.
Demonstrated success in building relationships with Realtors in the local market.
Strong technical skills in sales processes and funnel management, particularly in the new home sales environment.
Expertise in Salesforce.com and Microsoft Office applications, particularly Excel.
Responsibilities
Collaborate with senior sales leadership to set and achieve team sales goals.
Provide timely performance feedback to sales counselors, documenting deficiencies when necessary.
Assist in creating an annual Sales Fitness plan for increased sales productivity.
Conduct recruitment and onboarding of new sales talent to meet sales objectives.
Ensure new hires complete the Road To Sales Mastery and Quickstart book effectively.
Develop Designated Selling Areas and staffing plans in conjunction with leadership.
Focus lead generation and conversion strategies on supporting real estate agents effectively.
Identify and eliminate obstacles in the sales process for agents and clients.
Provide ongoing coaching to enhance sales funnel metrics using Salesforce.com.
Review and optimize sales team schedules for maximum efficiency.
Manage realtor engagement activities that advocate for Meritage to potential clients.
Coach team on effective B2B sales techniques to influence agent-client transactions.
Create programs and contests to motivate sales team success.
Assist in executing educational sales rallies to inspire the sales team.
Conduct regular competitive market analysis to inform strategic decisions.
Monitor sales performance and utilize data to refine sales programs and incentives.
Troubleshoot realtor and client issues related to home purchase.
Benefits
Opportunities for professional development and continuing education.
Collaborative work environment with cross-functional teams.
Engagement with supportive senior leadership for career growth.
Access to innovative sales tools and platforms like Salesforce.com.
Full Job Description
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.
Understands 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 evaluates 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.
Manages realtor engagement activities with the sales team within a DSA. This includes agents sitting open houses, overseeing listings provided to agents, and other realtor engagement activities designed to influence realtors to consider Meritage as a home purchase opportunity for their client.
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 to provide market research regularly and serves as an internal expert on both new and used home product in assigned markets.
Reviews the sales numbers for your business regularly (prices, inventory, backlog, etc.) and use them to evaluate the effectiveness of your sales and incentive programs.
Coaches the sales team to utilize Salesforce.com to maximize our ability to convert sales.
Interacts as needed with other departments and functions such as Marketing, Operations, Finance, Accounting, Land, etc.
Help resolve any realtor or client concerns or complaints related to the purchase of a Meritage Home.
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Qualifications
Education:
Bachelor's Degree in Marketing, Business or related field or equivalent work experience
License:
Real Estate License is highly preferred. Once hired, obtaining the necessary, state specific, Real Estate License may be REQUIRED.
Experience:
Minimum of 5 years of sales experience in the homebuilding industry.
Minimum of 3 years of experience in a Lead Sales or Sales Management role required with a heavy emphasis on coaching and training. Experience coaching, managing, and mentoring sales staff in a public homebuilding environment is highly preferred.
Proven experience in developing key relationships with Realtors within the market.
Technical Skills:
Complete understanding of the sales process and the sales funnel as it relates to the new home sales environment.
Strong coaching and mentoring skills - must be effective at providing detailed and specific feedback to staff to equip them to meet identified business goals. Must be effective at giving and receiving feedback.
Strong computer skills with expertise in Microsoft Windows Office applications, including Outlook, Word, and Excel
Salesforce.com skill and expertise highly preferred
Ability to evaluate data and information (Enterprise One reports, Market Research Data, etc.) to make business decisions.
Interpersonal/Communication Skills:
Strong communication and interpersonal skills; ability to interface at all levels within the organization and external contacts
Requires the ability to influence others, negotiate outcomes, and articulate action plans to sales staff as well as internal and external customer groups.
High degree of professionalism; ability to communicate with confidence and tact
Team player; with demonstrated ability to work within cross-functional teams
Judgment:
Sound judgment and a high level of integrity with the ability address sensitive and confidential information, and make good decisions under pressure.
Results-oriented, accurate, with keen attention to detail
Self directed; takes initiative, proactively addresses problems; can work with minimal oversight
Analytical; with the ability to give, receive and interpret information to determine the root problem and bring issues to a successful conclusion.
Organized and flexible with the ability to multi-task, prioritize projects and meet deadlines, often with interruptions, changing circumstances, in a fast-paced work environment.
Thrives in changing environment and maintains a positive attitude
