Area Sales Manager

Waltham / Metro West / Boston Clusters

About the role

As an Area Sales Manager, you'll lead and manage a sales team to achieve targets and drive business growth for approximately 750 to 1500 total units across Windsor Village at Waltham, Edison on the Charles by Windsor, Windsor at Hopkinton, The Victor by Windsor, Waterside Place by Windsor, and Windsor Ridge at Westborough. Your focus will be on developing sales strategies, building customer relationships, and executing sales plans. You'll oversee sales, prop-tech initiatives, and site-level marketing, collaborating with the Strategic Services Teams to maximize sales opportunities, optimize prop-tech initiatives, and enhance site-level marketing.

You'll be responsible for hiring, training, and managing the sales team in coordination with the Community Manager(s) to achieve revenue goals. Your knowledge of the competitive landscape, market trends, and effective sales techniques will be crucial in driving sales, improving resident retention, and optimizing revenue efforts. Embodies Windsor's mission of providing homes where people are truly cared for, while upholding values of accountability, inclusivity, energy, and courage.

Responsibilities

• Develop and implement effective sales strategies aligned with overall business objectives.
• Ensure sales associates and unguided tour technology effectively present communities, common areas, vacant apartments, and identified unguided tour apartments to prospects, demonstrating features and benefits.
• Improve essential sales skills and competencies through ongoing on-the-job development, training, modeling, and role play.
• Review Customer Experience Snapshot program results with associates, provide coaching and feedback, and hold associates accountable for completing recommended sales training resources.
• Ensure exemplary presentation and appearance of property, common areas, vacants, and made-ready apartments for prospects and residents.
• Collect, evaluate, and share data on local, state, and national economic factors impacting rental market conditions, including corporate activities, school and crime ratings.
• Serve as an insider expert on the surrounding area, job market, local businesses, community activities, and demographic lifestyle preferences; conduct bi-annual competitor shopping.
• Stay informed about local legislation pertaining to pricing regulations, such as rent control, anti-price gouging measures, and affordable programs.
• Track progress of sales strategies using Power BI Dashboards, RealPage Performance Analytics, and supplementary reports.
• Review and approve EliseAI Knowledge suggested property content changes.
• Conduct monthly audits of Yardi Call Center RentCafe Connect notes and Funnel Community page to ensure accuracy and timeliness.
• Identify reputation management trends using monthly Kingsley and J Turner ORA data and develop action plans with teams.
• Perform quarterly Digital Marketing Reviews on assigned communities.
• Generate Marketing Scorecards to monitor property performance.
• Evaluate and assist with Social Media plans for properties, ensuring structure for posting success; execute site-level social media if needed.
• Review and approve Realync videos for advertising syndication.
• Model and instill the company’s mission, vision, and values in all associates, fostering an environment that promotes success.
• Supervise all sales associates and focus on achieving occupancy and leased percentage budget expectations.
• Proactively develop and implement plans to positively affect occupancy.
• Partner with Human Resources to ensure completion of all administrative duties for sales associates, including new hire paperwork, annual compliance, and performance evaluations.
• Partner with Learning & Development to implement and reinforce national sales training solutions, ensuring all direct reports complete onboarding, ongoing, Fair Housing, and annual compliance training.
• Onboard and orient new sales associates, introducing them to the company, its culture, products, services, systems, and sales processes.
• Monitor performance of the sales team, identify areas of opportunity, and provide real-time feedback, coaching, and training.
• Set and oversee sales goals tailored to each site and individual sales associates on a weekly and monthly basis.
• Conduct weekly sales meetings to provide feedback and guidance on performance goals and expectations.
• Conduct bi-weekly one-on-one sessions with associates to establish performance expectations, define goals, offer coaching, and leverage accountability opportunities.
• Maintain daily communication with Operations Leadership to deliver updates on the sales program.
• Partner with Talent Acquisition and Operations Leadership to identify and hire incoming sales associates.
• Build and nurture strong customer relationships to drive sales and enhance customer loyalty.
• Focus on maintaining and achieving company goals for positive customer relationships with prospects and residents, monitored through customer survey programs.
• Implement and contribute to the online reputation plan set by Operations Leadership.
• Monitor and maintain property sales-related daily social media presence.
• Delegate sales-related tasks to sales associates.
• Create sales associates' staffing schedules for assigned properties, ensuring adequate coverage and fulfilling occupancy requirements.
• Approve sales associates' timecards and personal time off requests in adherence to local and state laws and company policies.
• Manage associate overtime compensation in adherence to local and state laws and company policies.
• Monitor Lease Expiration Management Reports and work with Pricing and Revenue Management team to ensure appropriate LEM efforts are in place.
• Update LRO weekly with competitor pricing and relevant information; participate in bi-weekly Pricing & Revenue Management calls.
• Ensure sales associates consistently maintain or surpass closing ratios, follow-up expectations, and sales presentation expectations as outlined in company policies.
• Achieve budgeted occupancy percentage at all assigned properties.
• Report monthly leasing activity and established leasing goals to the Operations Leadership team.
• Ensure adherence of all sales associates to rental-related policies and procedures.
• Demonstrate proficiency in Microsoft 365, CRM, Canva, Power BI, Property Management Software, and LRO.
• Work weekend hours as needed to achieve sales targets and ensure proper sales staffing.
• Perform all duties and responsibilities incumbent upon a Leasing Consultant and Area Leasing Specialist as needed.
• Perform other responsibilities as directed.

Qualifications

• Proven track record in sales management.
• Strong leadership and results-oriented mindset.

Pay

Annual base salary starting at $90,000, with a full range of $90,000 - $113,000 depending on years of experience, tenure, and location. Average monthly bonus potential is 20% of base salary, paid out quarterly. Total starting annual compensation potential: $108,000 ($90,000 base + $18,000 bonus potential).

Benefits

• 20% off housing at any Windsor Community.
• Comprehensive benefits package, including medical, dental, vision, and 401k.
• Paid time off: 1 hour of paid sick and safe time for every 30 hours worked, 10 days of paid vacation time accrued bi-weekly, 6 weeks of paid parental leave after one year of employment, 10 paid holidays annually, and up to 3 floating days.
• Opportunities for growth and professional development.