Division Sales Manager - Meritage Homes Corporation

PURPOSE AND SUMMARY: 

The Divisional Sales Manager provides direct support to the sales function by assisting senior division leadership by serving as a primary sales coach to the frontline sales organization. They are expected to embrace and help establish Meritage Active Sales within their Division. The position is responsible for driving sales results by coaching, training, and evaluating the sales staff through daily interaction in the field. This role is responsible for ensuring the sales team is prospecting real estate agents in in the DSA and ensuring the sales team is driving sales activity by managing each sales team members sales funnel. The Division Sales Manager understands the real estate agents are our customer and this role is to lead our sales team in the field to execute on strong realtor lead generation and conversion by driving realtor relationship programs and activities at the division and individual sales team member level.  This role also serves as a liaison with Marketing to help support sales funnel metrics and sales achievement.  Finally, this field role serves to help 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 member of the team.
• 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 the creation of an annual Sales Fitness plan to drive Meritage Active Sales in the division.
• Recruiting, interviewing, and orientating sales talent capable of delivering on established sales goals.
• Responsible for each new team member to be prepared to attend Road To Sales Mastery and completes their Quickstart book.
• Work with leadership team to create Designated Selling Areas, and staffing plans to support the DSA.
• Understands that real estate agents are our primary customer and all lead generation and conversion should focus first and foremost 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 evaluates 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 is maximizing their time and activities to promote lead generation and conversion.
• Manages realtor engagement activities with the sales team within a DSA.  This includes agents sitting open houses, overseeing listings provided to agents, and other realtor engagement activities designed to influence realtors to consider Meritage as a home purchase opportunity for their client.
• Coach team on effective business to business sales techniques to help 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 serves as an internal expert on both new and used home product in assigned markets.
• Reviews the sales numbers for your business regularly (prices, inventory, backlog, etc.) and use them to evaluate the effectiveness of your sales and incentive programs.
• Coaches the sales team to utilize Salesforce.com to maximize our ability to convert sales.
• Interacts 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.

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 be effective at providing 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 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      

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, as well as 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 everyday
• 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
• 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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