Director of Sales

Responsibilities

• Coaches, role-playing and interactive discussion, both informally and formally
• Evaluates each sales agent as they prepare/maintain sales office environment and model homes, interact with prospective buyers, describe the unique customer value proposition, and enter/track information in CRM in an effort to identify areas for improvement where coaching is appropriate
• Owes the CRM process and ensures engagement of the sales agents with use of the program
• Recruits and interviews potential future sales agents and sales assistants by visiting competitors' sales offices on a periodic basis, formally tracks high-potential candidates and engaging candidates when openings arise to produce best-in-class sales force
• Ensures job expectations and periodic performance goals are clearly understood by each individual team member
• Recognizes top performers and leverages strengths in a strategic fashion to promote positivity and encourage constructive behaviors
• Proactively monitors and engages poor performers to develop weaker areas and, if necessary, moves people out when performance does not improve
• Visits competitor communities to gather market data and intelligence (e.g. pricing, product specifications, release and sales information, incentives, lot premiums, options, etc.) and provides summary reports to management
• Works collaboratively with individual community sales agents and division management to determine sales forecasts and closing schedules
• Works with sales counselor and division leadership to create and carry out a strategic marketing plan for each community
• Works collaboratively with sales agents to develop and maintain positive relationships with the realtor community

Qualifications

• Knowledge and experience of new home sale, escrow, lending and sales training
• Exceptional interpersonal, verbal and written communication skills
• Demonstrated ability to coach both high and low performers in a structured and motivational fashion; comfortable role-playing
• Proficient in Microsoft applications, including Word, Excel, and Outlook
• Real estate license required
• Valid drivers license
• 2 to 3 years' experience in the homebuilding industry
• Lasso experience is a plus
• College degree preferred
• Experience working in a similar role strongly preferred