Sales Team Manager

Job Description

Job Description:\n\nApartment Leasing Division\nF&F Properties | San Diego, CA | Full-time, Exempt | Reports to Director of Operations\n\nTotal compensation up to $150,000/yr ($80K–$100K base DOQ + bonus opportunity up to 50% of base)\n\nTHE GIG\nOwn the funnel. Lead the pack. Fill the units.\nGot a pulse for people, a nose for stalled leads, and a track record of turning sales teams into top performers? We're not looking for a leasing agent who has managed a few people—we're looking for a proven sales leader who knows how to motivate a team, own a revenue target, and deliver results across a portfolio.\nReal estate experience isn't required. Sales leadership is. If you know how to build accountability, drive performance, and hit the number, we'll teach you the leasing side. You'll lead a high-impact team of fewer than 10 — inside sales (appointment setters), outside sales (roving leasing agents), and the support staff who keep it all moving — running the full sales engine behind a 40+ property portfolio across San Diego County that needs to stay full. Your north star: crushing average days vacant. Your playground: every stage of the funnel, from first lead score to signed lease to the resident's long-term value.\nThis isn't a “watch the dashboard” job. You'll jump in on tours yourself when the team needs backup, coach agents in real time, and hunt down every stalled deal before it goes cold.\nThis role was designed with transferable talent in mind. We’re especially interested in accomplished sales leaders from outside property management who bring fresh thinking, strong sales discipline, and a history of hitting ambitious targets.\nStrong sales management backgrounds from hospitality, automotive and powersports, mortgage, insurance, luxury retail, home services, customer service, and other high-touch sales environments often transition well into this role — what matters most is that you can lead a sales team to results, not which industry you learned it in.\nYou're joining a winning team, and we want the best of the best. We win a lot here, and we believe in smart growth, not growth for its own sake. We don’t open this seat often, and we’re not looking to simply fill it—we’re looking for the right leader to own it.\n\nWHAT YOU'LL OWN\nTeam Scheduling & Operations\n• Own the daily tour schedule — batch routes geographically, kill drive-time waste, maximize quality tours per agent\n• Spot schedule gaps, no-show patterns, and inefficiencies before they become a problem\n• Jump into tours yourself when coverage is tight\n• Sync with property managers & maintenance on unit readiness and show-ability\nRecruiting, Onboarding & Training\n• Recruit leasing agent talent and weigh in on hiring calls\n• Own onboarding — property knowledge, CRM, tour protocol, company standards\n• Build and maintain scripts, objection-handling guides, and training materials\n• Run ongoing training based on real performance data and call reviews\nCoaching & Quality Control\n• Shadow agents on tours; give real-time, real-talk feedback\n• Review calls for lead handling, follow-up quality, and script adherence\n• Run weekly team meetings + 1:1s that move the needle on KPIs\n• Audit CRM notes and hold the team accountable to documentation standards\n• Flag performance issues fast and escalate when it's time for formal action\nLead Management & Pipeline Accountability\n• Score leads daily and drive urgency on the hottest prospects\n• Track follow-up cadence and step in the moment it slips\n• Chase stalled tours, unfinished applications, and gone-cold prospects\n• Cross-promote leads across F&F's portfolio — nobody goes cold on your watch\n• Hunt down late paperwork and deposits until the lease is signed\nPerformance Management & Reporting\n• Set and manage team quotas that ladder up to broader business objectives, not just individual targets\n• Track KPIs daily: tours, conversion rates at every funnel stage, days vacant\n• Build intervention plans for agents/properties off target, when necessary\n• Deliver weekly field intel to Asset Management: objections, pricing, competitive landscape\nCross-Functional Partnership\n• Partner with the Marketing team on lead flow, campaign feedback, and market positioning\n• Partner with Property Management on unit readiness, resident experience, and turn timing\n• Partner with Asset Management on absorption targets, pricing strategy, and portfolio performance\nLease-Up Coordination\n• Be the go-to contact for lease-up properties — partner with Asset Management on absorption targets\n• Build property-specific leasing strategies for lease-ups\n• Keep agents sharp on lease-up units, amenities, pricing, and concessions\nRequirements\n\nWHAT YOU BRING\nReal estate or leasing experience is not required for this role. In fact, we welcome candidates from outside the industry who bring strong sales leadership experience and a fresh perspective. We will fully train the right person on property operations, leasing processes, and our CRM systems. What matters most is your ability to lead a sales team, drive performance, and deliver results.\nThe profile: A proven sales leader with 3+ years of experience managing a team and owning a revenue target in a high-touch, quota-driven environment. Your background might be in automotive, home services, vacation ownership, insurance, mortgage, financial services, luxury retail, hospitality—or another performance-driven sales industry.\nYou are a leader first - someone who takes as much pride in the team's success as your own. You know your numbers, live in the metrics, coach effectively one-on-one, and hold people accountable for results. But you are not afraid to jump into the action either—whether that means picking up the phone, walking a tour, helping close a deal, or bringing the confidence and urgency needed to get a stalled opportunity moving.\nYou know how to lead from the front, drive the numbers, and build a team that wins.\n• 3+ years of direct people-management experience — you've run a team, not just carried your own number — in a hands-on, quota-driven sales environment (auto, retail, hospitality, insurance, financial services, home services, or similar)\n• Real full-cycle lead management experience — first contact through close — and the instinct to keep pushing until every lead is either won or truly dead\n• Experience setting and managing team quotas that ladder up to broader business objectives, not just personal numbers\n• Experience managing a full sales operation together — outside sales, inside sales, and the support staff who make the engine run — not just one piece of it\n• Comfortable working cross-functionally — with Marketing, Property Management, and Asset Management — to keep the whole operation aligned\n• Real understanding of the full sales funnel and customer lifetime value — you know the job isn't finished the moment a deal closes\n• Fluency with a CRM or sales-tracking platform, and comfortable working within established systems and processes — plus the ability to train others and enforce standards\n• A true team player who can manage a moving schedule across multiple sites and keep everyone rowing in the same direction\n• Strong communicator and problem-solver, with real experience de-escalating upset customers, a sense of urgency, and the ability to pivot fast when the plan changes\n• Exceptional communication skills, with the confidence to deliver candid feedback and navigate difficult conversations clearly and professionally. A sharp eye for the numbers—the ability to spot what's off, get to the root of it, and turn performance around fast.\n• Valid CA driver's license + reliable wheels\nBenefits\n\nTHE COMPENSATION AND PERKS\n• $80K–$100K base salary DOQ + bonus opportunity up to 50% of base (total compensation up to $150,000/yr)\n• 401(k) with a strong 50% company match up to 6%, after 1,000 hours\n• Medical / Dental / Vision after 30 days\n• $500/month off rent at an eligible F&F property after 60 days\n• Vacation pay: 80 hours/year, accrued each pay period\n• 40 hours sick pay/year\n• 8 paid holidays\n• $50/month phone reimbursement\n• Mileage reimbursement at the current IRS rate\n\nINSIDE F&F\nF&F Properties is a San Diego-based, fully integrated real estate investment company with a portfolio valued at over half a billion dollars — one of the top 25 apartment operators in San Diego County, with a 40+ property portfolio on track to surpass 1,300 units as current lease-up and construction projects are completed and growing faster than 90% of the industry. We acquire, develop, renovate, and professionally manage boutique apartment communities throughout San Diego County, creating high-quality homes in the neighborhoods people want to call home.\nF&F was founded in 2011 by Dan Feder — An entrepreneur who had already successfully built and sold his first company recognized a significant gap in the market: quality rental housing for San Diego's workforce. Dan grew that first venture from a startup to 250+ employees, earning three INC 500 rankings and the USC Greif Center's Entrepreneur of the Year award, before turning his full attention to solving San Diego's housing gap. That same entrepreneurial drive — and a belief in smart, disciplined growth over growth for its own sake — still shapes F&F today. We're a smart-growth company built to last, with a steady upward trajectory over 15 years. We compete to win, and we win a lot. Winners want to work with winners—and the right people see themselves as part of that equation.\nOur work goes beyond providing housing. With an experienced local team managing the communities we own, we're committed to delivering an exceptional resident experience while thoughtfully investing in our properties and strengthening the communities we serve.\nOur commitment extends well beyond the communities we own and manage. Giving back is an important part of who we are. F&F and our team proudly support organizations throughout San Diego, including Rady Children's Hospital, the San Diego Humane Society, Just in Time for Foster Youth, the Chula Vista Police Foundation, and other local organizations dedicated to health, education, and strengthening families.\nThat spirit of service starts at the top. Our founder and his family are personally committed to giving back as well, supporting organizations such as Friends of the IDF and Father Joe's Villages.\nF&F is also a recognized voice in the San Diego business and real estate community. Our leadership sits on the board of the Chamber of Commerce and is active in the Lincoln Club, and we're regularly invited to speak at industry events as go-to experts on multifamily investment and development in San Diego County.\nOur projects and contributions have been recognized by organizations and local leaders throughout the region, including:\n• BIA (Building Industry Association of San Diego) Infill Project of the Year — 2025\n• County of San Diego Recognition from County Assessor Jordan M. Marks for Le Jaime and Duplet — 2025\n• San Diego Regional Chamber of Commerce Recognition for Le Jaime\n• Mayoral Certificate of Recognition from Chula Vista Mayor John McCann for The Adelaide — 2026\n• Imperial Beach Chamber of Commerce Recognition for The Crest — 2026\nAt the center of everything we do is a simple purpose: Improving the Quality and Quantity of San Diego's Housing Supply.\n\nOUR CORE VALUES (a.k.a. HOW WE ROLL)\n3D Customer Focus — Investors, Residents, Fellow Employees. Do the right thing, plus 1.\nFueled by Results — Be in it to win it. Own it. Best in class.\nUrgent Attention to Consistency & Detail — Get it right, every time.\nDo the Necessary When Necessary — Work hard when it counts, recharge when it doesn't.\nCommunicate with Purpose — Honest, forthright, to the point.\n\nReady to own the funnel? Apply today\n Property Management, Inc. is an Equal Opportunity Employer and considers all applicants for employment without regard to race, color, religion, sex, gender identity, sexual orientation, national origin, age, disability, veteran status, or any other protected classification under applicable law.\nNothing in this posting is intended to create an employment contract or guarantee of employment. Employment with the Company is at-will and may be terminated by either the employee or the Company at any time, with or without cause or notice, subject to applicable law.\nThis job description is not intended to be an exhaustive list of all duties, responsibilities, or qualifications associated with the position. Responsibilities, schedules, assigned properties, reporting locations, compensation structures, and business needs may change at the Company's discretion.\nCompensation, bonus eligibility, and benefits, if applicable, are subject to Company policy and may be modified at the Company's discretion.