Area Sales Manager

Job Description

Job Description

Area Sales Manager Expectations and Commitments : 

To lead the Sales Organization, by working through others, to ensure the Division achieves/exceeds its Business Plan commitments specific to Sales, Closings and Avid survey results, while delivering outstanding customer service throughout the entire Customer Journey. The ASM is responsible to coach and train via weekly 1-1s, for ‘A+’ community and model presentation, Prospect and Backlog Management, monthly CMAs, and daily usage of HubSpot to ensure data integrity.

Duties include:

• Achieve closing goals set by the Division President.
• Authorize and sign off on all new agreements, sales addenda and design addenda.
• Report the progress of the sales organization to the Division President on a weekly basis.
• Continue leading the team to sell homes at full value.
• Collaborate and train the Sales Associates to achieve company goals.
• Analyze, strategize and drive the closing and sales goals.
• Develop annual sales goals with the Division President.
• Oversee all personnel adjustments, including hiring, terminations, and transferring Sales Professionals to a new community, etc. (must be approved by Division President and Human Resources).
• Provide constructive and timely performance evaluations.
• Manage and oversee the daily tasks of the Sales Coordinator (if applicable).
• Motivate, inspire, and lead the Sales team.
• Foster a culture of teamwork, accountability, consistency, and professionalism.
• Roll out new communities, including the review of pricing, Model Home setups, sales addenda updates, design updates, signage, grand openings, homesite premiums (approved by Division President), etc.
• Lead all marketing efforts and delegate to the Marketing Coordinator (including all social media campaigns, large-print signage, small signs, model office marketing materials, flags, events, etc.).
• Hiring and supervising employees of the Sales Department.
• Maintain knowledge on emerging products and services.
• Establish processes and systems to help achieve and excel business goals and objectives.
• Provide constructive and timely performance evaluations.
• Handle discipline and termination of employees in accordance with company protocol.
• Manage vacation and sick days for the department; keep track and approve time off requests in ADP, ensuring appropriate coverage while employees are out, to maintain quality and achieve deadlines.
• Oversee closings for all communities.
• Order all spec homes necessary each month to continue ensuring an even Starts process.
• Approve of quarterly pricing with Division President on a quarterly basis.
• Collaborate with senior leaders to develop growth plans for the organization.
• Update pricing quarterly (or as needed) in IHMS for all presale and applicable spec homes.
• Resolve short appraisal issues as needed.
• Resolve conflicts that arise between customers and Hakes Brothers that have escalated beyond the Sales Associate's capabilities.
• Interface among the Construction Manager, Purchasing Manager, Designer, and other departments as needed to resolve issues as they arise.
• Ensure pipeline viability by focusing on the spec homes available for sale, pre-sale opportunities and any deficiencies that may exist in the pipeline by communicating with the Division President.
• Always look, dress and speak professionally.
• Other duties as assigned.

Education

• Required: High School diploma or GED
• Preferred: Bachelor’s degree in business, Communications, Psychology or other relevant field

Experience / Qualifications

• Required: At least three years' of directly relevant sales experience
• Preferred: Experience managing and directing a sales team

Skills / Abilities

• Excellent interpersonal and customer service skills
• Excellent organizational skills and attention to details
• Extensive knowledge of sales and marketing functions
• Thorough understanding of market developments
• Thorough understanding of marketing and sales strategies and practices
• Excellent critical thinking skills
• Ability to manage multiple tasks and meet deadlines under time pressure
• Strong supervisory and leadership skills

Physical Requirements

• Prolonged periods sitting at a desk and working on a computer
• Must be able to lift up to 15 pounds, occasionally