Job Details
**Sales Manager**
Sales Manager Johns Island, South Carolina Minimum Experience **Experienced** About New Leaf Builders
New Leaf Builders is a locally rooted homebuilder experiencing rapid growth and new opportunities to join our growing team of passionate, talented professionals. We value innovation, collaboration, integrity & quality craftsmanship in everything we create and are looking for a Sales Manager with new home sales experience to contribute to our team. If you share our core values of kindness, honesty & integrity and are passionate about helping homeowners create the spaces where they create memories, we would like to hear from you.
Job Summary
The right candidate is used to a quick and active environment. They are great communicators and problem solvers, who display strong servant leadership skills. This position requires extreme attention to detail, a teamwork mindset, the ability to effectively manage a sales team, and the ability to motivate and train sales team members while upholding company standards for customer communication, documentation, and handling sales issues in an appropriate manner.
Key Internal Departmental Interactions: Sales, Design, Construction, Purchasing
Key External Interactions: Homeowners, Lender and Closing Attorney Partners, Realtors, Marketing and Community Events
Job Overview and Objective: The Sales Manager increases sales, revenue and profit for New Leaf Builders by effectively managing and supporting the Sales organization. This includes meeting or exceeding sales, partner capture, closing, and revenue goals, coaching and managing the Sales team, coordinating Marketing and community management, recruiting, hiring, and onboarding as well as training, certifying and managing the performance of Sales Consultants. Miscellaneous tasks include traveling to all markets in which New Leaf Builders operates and coordinating with other departments. The Sales Manager directly interacts with the entire New Leaf team including Sales Consultants, the CEOs and Executive team, prospects, homeowners, and Realtors, and is a key team member in maintaining goal achievement, operational efficiency, and the New Leaf Builders brand and image.
Areas of Responsibilities:
Coaching and Managing Sales Team
* Meets or exceeds established sales, preferred lender partner capture goals, closing Attorney capture goals, customer satisfaction, and closing, revenue, and profit goals.
* Conducts one-on-one weekly coaching sessions using FPG protocols with each Sales Consultant on-site in their respective community.
* Reviews Sales Consultants pipeline using Lasso reports, and FPG Sales Strategy Sheets with each Sales Consultant during weekly coaching sessions to include traffic, buyer demographics, Sales Consultants activities, stalled sales action plan, expected Purchase Agreements, and community issues.
* Creates and maintains action plans in Lasso for Sales Consultant follow-up with prospects, homeowners, and Realtors, ensuring minimum follow-up standards are met or exceeded.
* Reviews Backlog Report with each Sales Consultant during weekly coaching session or as warranted to ensure contract deadlines regarding mortgage, design selections, deposits due, and closing obligations are met within established deadlines.
* Conducts follow-up calls on deliverables and agreed to areas of accountability from weekly coaching sessions with each Sales Consultant.
* Maintains and ensures compliance with New Leaf Builders Sales Warrior Standards.
Marketing and Community Management
* Supervises Sales Consultants management of the community, model and spec homes, homesites, on-site signage, and marketing collateral.
* Drives communities on days other than planned one-on-one coaching sessions and evaluate community appearance and management using New Leaf Builders Community Assessment Checklist.
* Communicates with Sales Consultants on all submitted offers, ensuring offers comply with New Leaf Builders Deal Sheet prior to negotiating and finalizing terms.
* Reviews all Purchase Agreements submitted by Sales Consultants for accuracy and compliance with New Leaf Builders Purchase Agreement Checklist, sending needed corrections back to Sales Consultants for immediate correction prior to submitting to CEO for ratification.
* Approves Sales Consultants MLS submissions for SPEC homes ensuring Sales Consultants have followed and completed all items on NLBs established MLS Entry list.
* Reviews Sales Representatives monthly competitive shops coupled with market knowledge and sales data to make pricing, product, and SPEC home recommendations to CEO and Executive Team.
* Writes descriptions of SPEC homes for MLS listings.
* Represents New Leaf Builders at industry events including but not limited to CHBA, SMC, CTAR.
* Establishes new and lucrative Realtor relationships for referral to individual communities and Sales Consultants.
* Reviews online leads, immediately forwards leads to individual Sales Consultants, and follows up on Sales Consultants contact game plan and activity.
* Conducts Sales Meetings using FPG protocols.
* Reports traffic, sales, and closing data as well as Sales Department updates to Executive Management team during weekly Executive Team Meetings or as requested.
* Resolves challenges with prospects, homeowners, or Realtors who require a concern to be escalated, providing ongoing communication until resolution is reached.
* Coordinates with Closing Coordinator weekly to help ensure on-time closings and delegates required tasks to Sales Consultants for immediate follow-up.
* Coordinates with Land Development Manager and CEO to evaluate new projects, using market knowledge, sales data, and industry experience to make recommendations.
Training and Performance Management
* Facilitates on-going training in one-on-one coaching sessions and Sales Meetings to include Lasso, idaPro, Marks Systems, New Leaf Builders processes and procedures, FPG Sales Warrior training and other training as required.
* Conducts quarterly and annual Performance Appraisals with each Sales Consultant.
* Seeks new ways to reward and publicly acknowledge good performance and goal achievement by Sales Consultants.
* Conducts performance counseling sessions with underperforming Sales Consultants as needed.
* Reads, analyzes, and interprets professional journals, articles, technical procedures, governmental regulations, and market data for general knowledge and to make pricing and product decisions and recommendations to CEO and Executive Team.
Miscellaneous
* Travels to all markets in which New Leaf Builders operates to ensure consistency in NLBs culture, brand, and sales operations, including overnight stays as needed.
* Collaborates with other departments and Managers to resolve challenges, improve operations, and ensure team cohesion.
Supervisory Responsibilities
Directly supervises employees in the Sales Department. Carries out supervisory responsibilities in accordance with the organization's policies and applicable laws. Responsibilities include interviewing, hiring, and training employees; planning, assigning and directing work; appraising performance; rewarding and disciplining employees; addressing complaints and resolving problems.
Education and/or Experience
Bachelor's degree (B. A.) from a four-year college or university; or six to eight years related experience and/or training; or equivalent combination of education and experience.
Other Qualifications
Must have a vehicle, a valid drivers license, and be willing to travel.
Language Skills
Ability to read, analyze, and interpret general business periodicals, professional journals, technical procedures, or governmental regulations. Ability to write reports, business correspondence, and procedure manuals. Ability to effectively present information and respond to q