Division Sales Manager

About the Company

Meritage Homes is focused on delivering a Life.Built.Better.® by building 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 teamwork, offering a competitive pay structure, strong benefits, and opportunities for career growth in a growing national organization.

Responsibilities

• Partner with senior sales leadership to set, deliver, and attain sales goals for each team member.
• Provide specific performance feedback to sales counselors through established performance review processes, including formal documentation using the progressive disciplinary process when deficiencies are observed.
• Support the creation of an annual Sales Fitness plan to drive Meritage Active Sales in the division.
• Recruit, interview, and orient sales talent capable of delivering on established sales goals.
• Ensure new team members are prepared to attend Road To Sales Mastery and complete their Quickstart book.
• Collaborate with the leadership team to create Designated Selling Areas (DSAs) and staffing plans to support them.
• Recognize real estate agents as the primary customer, focusing lead generation and conversion efforts on supporting their sales efforts.
• Remove obstacles that create friction in the sales process for agents, clients, and sales counselors.
• Continuously evaluate and streamline processes, delegating administrative work as appropriate.
• Provide consistent coaching and feedback to sales staff to drive sales funnel metrics and achievement using Salesforce.com.
• Weekly review and management of sales team schedules to maximize lead generation and conversion activities.
• Manage realtor engagement activities within a DSA, including agents sitting open houses, overseeing listings, and other activities designed 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) regularly 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 as needed.
• Help resolve realtor or client concerns or complaints related to the purchase of a Meritage Home.

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 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.

Skills

• Complete understanding of the sales process and sales funnel as it relates to the new home sales environment.
• Strong coaching and mentoring skills, with the ability to provide detailed and specific feedback to staff to meet business goals.
• Effective at giving and receiving feedback.
• Strong computer skills with expertise in Microsoft Windows Office applications (Outlook, Word, Excel).
• Salesforce.com skills and expertise 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 sales staff and customer groups.
• High degree of professionalism and ability to communicate with confidence and tact.
• Team player with demonstrated ability to work within cross-functional teams.
• Sound judgment and high level of integrity when handling sensitive and confidential information.
• Results-oriented, accurate, with keen attention to detail.
• Self-directed; takes initiative and proactively addresses problems with minimal oversight.
• Analytical, with the ability to give, receive, and interpret information to determine root problems and bring issues to a successful conclusion.
• Organized and flexible, with the ability to multi-task, prioritize projects, and meet deadlines in a fast-paced environment with interruptions and changing circumstances.
• Thrives in a changing environment and maintains a positive attitude.