Strategic Sales Leader

7 days ago

Washington, United States Pahlisch Homes Inc. Full time

About the Role

We are seeking an experienced Strategic Sales Leader to drive our sales efforts in Oregon and Washington markets. The ideal candidate will have a proven track record of success in leading sales teams, developing effective sales strategies, and driving revenue growth.

Job Summary

The Strategic Sales Leader will be responsible for planning, developing, and directing sales efforts in partnership with marketing and production teams. This role reports directly to the CEO and is a key member of our leadership team.

Main Responsibilities

  • Lead company-wide sales and transactions teams across 3 regions
  • Owning the revenue, sales, and closing functions for the company
  • Directing all company efforts in recruiting and managing productive sales agents to meet company sales goals
  • Working with transaction team and sales agent teams to problem-solve offer complexities
  • Organizing and running weekly sales meetings with individual agent teams
  • Conducting regular community visits to train and coach sales agents
  • Championing technology tools and systems such as ERP, HubSpot, Wayfinder to hit KPIs
  • Sales Training: Ensuring the agents understand and comply with the way we want them to interact with our customers
  • Pricing and Revenue: Managing price increases, decreases, incentives to maximize pace and profit
  • Managing the company sales releases: Pricing releases based on the company release strategy, timing, and sales release tie-out

Market Knowledge, Research, and Product Innovation

  • Understanding the real estate market in all regions. Analyzing and monitoring all competitor activity and providing competitive analysis
  • Market reporting: Intimately knowing sales, market share, competition report, specification analysis for each community and region
  • Market Study: Being able to determine market size, depth, pricing, pace, buyer profile, plan optimization, specification optimization
  • Research and publishing market sales trends quarterly and connecting those trends with community sales expectations, performance metrics, and standards
  • Partnering with land acquisition team to provide insight into various real estate markets and providing inputs for analysis
  • Providing input at proforma and community lifecycle meetings related to sales prices, pace, and build order
  • Establishing buyer profile, pricing, and absorption forecasts at the land acquisition stage and continuing updating throughout the community lifecycle
  • Working with Marketing to provide input on any regional-specific programs and/or materials
  • Participating in all regional promotional events for communities
  • Communicating any regional sales and marketing changes, potential problems, and ongoing issues
  • Providing input to marketing, land acquisition & development teams in coordinating & planning model home centers
  • Forecasting: Providing quarterly and yearly forecasts of sales and closings for each community and the company as a whole
  • Capital Partner/Investor interface: Providing balanced analysis, forecasts, and confidence to our capital partners

Principal Broker for Pahlisch Real Estate

  • Maintaining current principal broker licenses in Oregon and Washington
  • Ensuring contracts, listings, independent contractor agreements are all in place
  • Being fluent with 4 separate MLS's: RMLS, COAR, TCAR, WVMLS
  • Interface with the Real Estate Agency in OR and WA and make sure each file complies
  • Keeping all licenses and E&O insurance policies current

Requirements

  • Must have a valid Real Estate license & Principal Broker credentials in both OR & WA
  • 10+ years of residential new home sales experience
  • Advanced computer skills with an emphasis on Microsoft Office suite
  • Valid and unrestricted driver's license
  • Collaboration: Working cooperatively with others to deliver positive results; sharing helpful information and resources in a timely manner, accommodating others' needs, and asking for help when needed to meet deadlines and commitments
  • Communication: The ability to interact and exchange information effectively with others; keeping stakeholders informed of important information in a timely manner, and engaging in meaningful dialogue that results in greater clarity
  • Customer Responsiveness: Identifying internal and external customers, developing an understanding of their needs, building trust with them, and always seeking to enhance the customer experience
  • Leadership: Showing leadership means influencing others in a way that moves the team forward; being constructive in a way that helps the team to reach goals. Regardless of having a leadership title, employees who demonstrate the leadership competency actively participate in discussions, ask questions, listen to others, and help build consensus on a team
  • Personal Development: Developing holistically as a person will improve workplace competencies as well. Example: A salesperson recognizing that developing confidence will improve their ability to speak to groups of any size might join toastmasters
  • Positive Energy: Engaging with coworkers in a cheerful, respectful, polite manner; contributing constructively to conversations and team meetings and avoiding behaviors that drain energy from others
  • Problem-Solving/Critical Thinking: The ability to analyze workplace problems, come up with creative solutions, and then to test and effectively implement the solutions within the scope of responsibility
  • Solution-Focused: Solutions-focused people don't let workplace problems stop their progress. They remain focused on finding the best possible solution to resolve the problem so that quality work can continue
  • Taking Responsibility: Completing tasks without being prompted; working constructively with others to complete projects; and exercising initiative beyond just the scope of a job description
  • Team Accountability: Understanding the interdependency of the workplace and acknowledging that individual work impacts the work of the team and the work of the overall organization. An accountable team member will ensure their own work is done in a timely and effective manner to contribute to the success of their own team and the Company
  • Technical Development: Enhancing the ability to do the present and future job better through continuing to refine knowledge or learning completely new skills

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