Area Sales Manager

What You’ll Do:

The Area Sales Manager works with the Director of Sales to achieve or exceed division sales goals. This is achieved by implementing company strategies while developing and leading the sales team to maximize sales volume and profitability for the Company.

 

Your Key Responsibilities Include:

• Developing and implementing sales strategies by balancing key performance measures to maintain and improve the division's sales results.
• Monitoring and analyzing the sales pipeline, business ratios, and the sales activities of each sales associate.
• Providing and supporting Century’s ongoing sales training program for Sales Consultants and leaders.
• Managing the contract process to ensure accurate and timely contracts.
• Reviewing and approving purchase agreements.
• Collaborating with other leadership team members in developing sales forecasts in line with the overall business plan.
• Traveling between communities, spending most of each day in the field working with the Sales Consultants providing intensive and ongoing coaching, training, and feedback.
• Visiting and inspecting sales offices and communities for improvement opportunities.
• Regularly reviewing sales goals and evaluating performance against these goals at a community and individual performance level.
• Monitoring sales numbers (price, inventory, backlog, etc.) and using the data to evaluate the effectiveness of sales and incentive programs.
• Regularly reviewing competitors, conducting market research, and serving as an internal expert on assigned markets.
• Sourcing and identifying market talent and building a pipeline of future talent.
• Managing customer backlog, including any outstanding contingencies.
• Managing the agenda for bi-weekly sales meetings.
• Recommending home sales prices and buyer incentives while ensuring project margins are met.
• Interfacing with prospective and current homeowners to solve any concerns or complaints and to ensuring customer satisfaction.
• Ensuring consistent execution of our sales processes and expectations, including prospecting, follow-up, CRM management, and individual accountability
• Partnering with the Director of Sales to identify underperforming communities or Sales Associates and putting action plans in place to improve results
• Providing weekend leadership coverage as needed to support the team with escalations and sales opportunities
• Perform other duties as needed or assigned.

 

What You Have:

• Complete understanding of the new home sales process and the selling cycle.
• Strong coaching and mentoring skills - must effectively provide detailed and specific feedback to staff to meet identified business goals.
• Self-directed; takes the initiative, proactively addresses problems, and can work with minimal oversight. Must be effective at giving and receiving feedback.
• Strong software skills; must be fluent in all Microsoft Office. Experience in CRMs, preferably Salesforce.
• Ability to evaluate data (Market Research Data, etc.) accurately, with attention to detail, while staying clearly focused on the big picture to make business decisions.
• Ability to influence others, negotiate outcomes, and articulate action plans to sales staff and internal and external customer groups.

 

Your Education and Experience:

• A Bachelor's degree in a related field or an equivalent combination of education and experience.
• 5+ years of experience in the home building industry, including a sales role.
• 3 years in sales management, including training, coaching, leading, and motivating a team in a public homebuilding environment preferred.

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