Division Sales Manager

About the Company

Meritage Homes is a leading homebuilder focused on delivering energy-efficient and affordable entry-level and first move-up homes across the US. With a 40-year history and over 200,000 homes delivered, Meritage is known for its distinctive style, quality construction, and award-winning customer experience. The company is certified as a Great Place To Work and ranked on Fortune’s Best Workplaces listings in Construction, Women, and Parents categories. Meritage values creativity, innovation, and a team-oriented environment where every individual plays a vital role.

Responsibilities

• Oversee and support the sales team in the Sacramento & Solano areas, fostering an active sales culture within the division.
• Coach, train, and evaluate sales staff through daily field interactions, providing specific performance feedback and formal documentation as needed.
• Collaborate with senior sales leadership to set, deliver, and attain sales goals for each team member.
• Support the creation of an annual Sales Fitness plan to drive Meritage Active Sales in the division.
• Recruit, interview, and onboard sales talent capable of meeting established sales goals, ensuring new team members are prepared for Road To Sales Mastery and complete their Quickstart book.
• Work with leadership to create Designated Selling Areas (DSAs) and staffing plans to support them.
• Prioritize real estate agents as the primary customer, focusing lead generation and conversion efforts on supporting their sales activities.
• Remove obstacles that create friction in the sales process for agents, clients, and sales counselors.
• Streamline processes and delegate administrative tasks to appropriate staff or functions.
• Provide consistent coaching and feedback to drive sales funnel metrics and achievement using Salesforce.com.
• Weekly review and management of sales team schedules to maximize lead generation and conversion.
• Manage realtor engagement activities, including agents sitting open houses, overseeing listings, and other initiatives to influence realtors to consider Meritage for their clients.
• Coach the team on effective business-to-business sales techniques to influence agents to bring clients to Meritage.
• Create events, programs, and contests to inspire sales team success.
• Support the development and execution of sales rallies for continued education, inspiration, and structure.
• Complete competitive market analysis at the field level to provide regular market research and serve as an internal expert on new and used home products in assigned markets.
• Review sales numbers (prices, inventory, backlog) to evaluate the effectiveness of sales and incentive programs.
• Coach the sales team to utilize Salesforce.com to maximize sales conversion.
• Interact with other departments such as Marketing, Operations, Finance, Accounting, and Land to resolve concerns or complaints related to home purchases.

Requirements

• Bachelor’s Degree in Marketing, Business, or a related field, or equivalent work experience.
• Real Estate License is highly preferred; obtaining a state-specific license may be required after hiring.
• 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 with a focus on coaching and training.
• Experience coaching, managing, and mentoring sales staff in a public homebuilding environment is highly preferred.
• Proven experience developing key relationships with realtors in the market.

Skills

• Complete understanding of the sales process and sales funnel in the new home sales environment.
• Strong coaching and mentoring skills, with the ability to provide detailed and specific feedback to staff.
• Effective at giving and receiving feedback to meet business goals.
• Strong computer skills, including expertise in Microsoft Office (Outlook, Word, Excel).
• Salesforce.com skills and expertise are highly preferred.
• Ability to evaluate data and information (e.g., Enterprise One reports, Market Research Data) to make business decisions.
• Strong communication and interpersonal skills; ability to interface at all levels within the organization and with external contacts.
• Ability to influence others, negotiate outcomes, and articulate action plans to internal and external groups.
• High degree of professionalism and ability to communicate with confidence and tact.
• Demonstrated ability to work within cross-functional teams.
• Sound judgment and high level of integrity in handling sensitive and confidential information.
• Results-oriented, accurate, and detail-focused.
• Self-directed, proactive, and able to work with minimal oversight.
• Analytical skills to determine root problems and bring issues to successful conclusions.
• Organized, flexible, and able to multi-task, prioritize, and meet deadlines in a fast-paced environment.
• Thrives in a changing environment and maintains a positive attitude.

Benefits

• A work environment that encourages creativity and innovative ideas from every level.
• An organization that lives by its core values every day.
• Team atmosphere where every individual is considered a vital asset.
• State-of-the-art technology to provide an optimal working environment.
• Competitive pay structure.
• Strong benefits package.
• Flexibility in work-life integration.
• Opportunity to further your career in a growing national organization.
• Team-oriented environment where all individuals play an integral role in the company’s success.