Division Sales Manager

24 hours ago

Jupiter FL United States Meritage Homes Full time
Responsibilities

PURPOSE AND SUMMARY:

The Divisional Sales Manager provides direct support to the sales function by assisting senior division leadership as a primary sales coach to the frontline sales organization. They are expected to embrace and help establish Meritage Active Sales within their Division. This position is responsible for driving sales results by coaching, training, and evaluating the sales staff through daily interaction in the field. The role ensures the sales team is prospecting real estate agents in the DSA and driving sales activity by managing each sales team member's sales funnel. The Division Sales Manager understands that real estate agents are our customers, and this role leads the sales team in the field to execute strong realtor lead generation and conversion through driving realtor relationship programs and activities. This role also serves as a liaison with Marketing to support sales funnel metrics and sales achievement. Finally, this field role helps negotiate sales deals, handle realtor and buyer issues, and collaborate with operations to ensure strong partnerships in the field.

FUNDAMENTAL JOB DUTIES/RESPONSIBILITIES:

Essential:

  • Responsible with senior sales leadership for setting, delivering, and attaining sales goals established for each team member.
  • Regularly provides specific performance feedback to sales counselors through established performance review processes. Formal documentation of feedback needs to be provided as needed using the progressive disciplinary process, as soon as a serious deficiency is observed.
  • Support division senior sales leadership in creating 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 each new team member is prepared to attend Road To Sales Mastery and completes their Quickstart book.
  • Work with the leadership team to create Designated Selling Areas and staffing plans to support the DSA.
  • Understand that real estate agents are our primary customers, and all lead generation and conversion should focus on supporting our agents in their sales efforts.
  • Work to remove obstacles that provide friction to the sales process for our agents, their clients, and our sales counselors. Continuously evaluate the effectiveness of processes and work; streamline wherever possible; delegate administrative work to other staff or functions as appropriate.
  • Provide consistent coaching and feedback to sales staff to drive sales funnel metrics and sales achievement using Salesforce.com.
  • Weekly review and management of sales team members' schedules to ensure the team maximizes their time and activities to promote lead generation and conversion.
  • Manage realtor engagement activities with the sales team within a DSA, including agents sitting open houses, overseeing listings, and other realtor engagement activities designed to influence realtors to consider Meritage as a home purchase opportunity for their clients.
  • Coach the team on effective business-to-business sales techniques to influence agents to bring their clients to Meritage.
  • Help create events, programs, and contests as needed to inspire sales team success.
  • Support the development and execution of sales rallies to promote continued education, inspiration, and structure for the sales team.
  • Ensure the completion of competitive market analysis at the field level to provide market research regularly and serve as an internal expert on both new and used home products in assigned markets.
  • Review sales numbers regularly (prices, inventory, backlog, etc.) and use them to evaluate the effectiveness of sales and incentive programs.
  • Coach the sales team to utilize Salesforce.com to maximize our ability to convert sales.
  • Interact as needed with other departments and functions such as Marketing, Operations, Finance, Accounting, Land, etc.
  • Help resolve any realtor or client concerns or complaints related to the purchase of a Meritage Home.

Qualifications

Education:

Bachelor's Degree in Marketing, Business, or related field, or equivalent work experience.

License:

Real Estate License is highly preferred. Once hired, obtaining the necessary state-specific Real Estate License may be REQUIRED.

Experience:

  • 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 required 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.

Technical Skills:

  • Complete understanding of the sales process and the sales funnel as it relates to the new home sales environment.
  • Strong coaching and mentoring skills - must effectively provide detailed and specific feedback to staff to equip them to meet identified business goals. Must be effective at giving and receiving feedback.
  • Strong computer skills with expertise in Microsoft Windows Office applications, including Outlook, Word, and Excel.
  • Salesforce.com skill and expertise highly preferred.
  • Ability to evaluate data and information (Enterprise One reports, Market Research Data, etc.) to make business decisions.

Interpersonal/Communication Skills:

  • Strong communication and interpersonal skills; ability to interface at all levels within the organization and with external contacts.
  • Requires the ability to influence others, negotiate outcomes, and articulate action plans to sales staff as well as internal and external customer groups.
  • High degree of professionalism; ability to communicate with confidence and tact.
  • Team player with demonstrated ability to work within cross-functional teams.

Overview

Are you looking for an incredible career opportunity? Then Meritage Homes is the place for you From the homes we build to the careers we offer, we believe in quality. Meritage Homes is the ENERGY STAR Partner of The Year in Sustained Excellence for being a leader in protecting the environment and advancing energy efficiency in homebuilding. We are looking for candidates who are excited about furthering their careers and being a part of an organization that helps people live happier, healthier lives. With over 100,000 homes built, Meritage Homes is looking for professionals who are self-starters and want to help our organization grow by providing new and innovative ideas.

When joining Meritage Homes, you and your career can benefit in several ways, including:

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

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