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 over 40 years of history and 200,000 homes delivered, Meritage is recognized 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

• Provide direct support to the Sales function by serving as a primary sales coach to the frontline sales organization, fostering an active sales culture within the Division.
• Coach, train, and evaluate sales staff through daily field interaction, providing specific performance feedback via established review processes 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 orient 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 improve efficiency.
• Provide consistent coaching and feedback to sales staff to drive sales funnel metrics and achievement using Salesforce.com.
• Manage weekly sales team schedules to maximize lead generation and conversion activities.
• Oversee realtor engagement activities within DSAs, including agents sitting open houses, managing 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.
• Conduct 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 to resolve issues and support business objectives.
• Address and 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 strong emphasis 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 within the market.

Skills

• Technical 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 help staff meet business goals.
  • Proficiency in Microsoft Windows Office applications (Outlook, Word, Excel).
  • Salesforce.com expertise is highly preferred.
  • Ability to evaluate data and information (e.g., Enterprise One reports, Market Research Data) to make informed business decisions.
• Interpersonal/Communication Skills:
  • 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, with the ability to communicate confidently and tactfully.
  • Demonstrated ability to work within cross-functional teams.
• Judgment and Work Style:
  • Sound judgment and high level of integrity when handling sensitive and confidential information.
  • Ability to make good decisions under pressure.
  • Results-oriented with keen attention to detail.
  • Self-directed, proactive, and able to work with minimal oversight.
  • Strong analytical skills to determine root problems and bring issues to successful resolution.
  • 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 dynamic environment and maintains a positive attitude.