Area Sales Manager

Area Sales Manager

Position at Windsor Communities

Area Sales Manager | Windsor Village at Waltham, Edison on the Charles by Windsor, Windsor at Hopkinton, The Victor by Windsor, Waterside Place by Windsor, and Windsor Ridge at Westborough - Waltham / Metro West / Boston Clusters

As an Area Sales Manager, you'll lead and manage a sales team to achieve targets and drive business growth for approximately 750 to 1500 total units. Your focus will be on developing sales strategies, building customer relationships, and executing sales plans. You should be results oriented with strong leadership skills and a proven track record in sales management. In this role, you'll oversee sales, prop-tech initiatives, and site-level marketing for the assigned property(s). Collaboration with the Strategic Services Teams will be essential for success. You'll maximize sales opportunities, optimize prop-tech initiatives, and enhance site-level marketing. Additionally, you'll be responsible for hiring, training, and managing the sales team in coordination with the Community Manager(s) to achieve revenue goals. Your knowledge of the competitive landscape, market trends, and effective sales techniques will be crucial. With your leadership, motivation, and alignment with Windsor's values, you'll drive sales, improve resident retention, and optimize revenue efforts. Embodies our mission of providing homes where people are truly cared for, while upholding our values of accountability, inclusivity, energy, and courage. For the fifth year in a row, Windsor Communities is the recipient of the 2025 Kingsley Excellence Award achieving the top award for Overall Customer Service.

Sales Strategy

• Develops and implements effective sales strategies, ensuring alignment with overall business objectives.
• Ensures sales associates and unguided tour technology effectively present the community(s), common areas, vacant apartments, and identified unguided tour apartments to prospects and demonstrate its features and benefits.
• Ensures sales teams obtain and improve essential sales skills and competencies required for success through ongoing on-the-job skills development, informal one-on-one or group training, modeling, and role play.
• Reviews Customer Experience Snapshot program results with associates, provides coaching and feedback based on results and observation, and holds associates accountable for completing recommended sales training resources.
• Ensures exemplary presentation and appearance of property, common areas, vacants, and made ready apartments for prospects and residents by sales team.
• Collects, evaluates, and shares data concerning the local, state, and national economy, impacting local rental market conditions. This encompasses factors such as corporate activities, school and crime ratings, and more.
• Insider expert on surrounding area, job market, local businesses, community activities, and community demographic life-style preferences. Conducts bi-annual competitor shopping.
• Stays informed about local legislation pertaining to pricing regulations for assigned properties, such as rent control, anti-price gouging measures, affordable programs, and similar initiatives.
• Tracks the progress of established sales strategies by monitoring sales-related Power BI (Business Intelligence) Dashboards, RealPage Performance Analytics, and supplementary reports.
• Monitors daily leasing activity for assigned property(s) including incoming prospect leads, tour activity, and follow-up communication.
• Conducts a weekly audit to monitor the closing ratios of the sales team for guided and unguided tours and implements appropriate measures to enhance any closing ratio that falls below company standards.
• Monitors and actively contributes to improving sales-related benchmarks on the Scorecard in collaboration with Operations Leadership.
• Ensures all sales related corporate programs and technology are executed on and results or usage meet company expectations. Corporate programs including but not limited to Lead Management, AI, Realync, Bilt, Happy Co, etc.
• Partners with the Pricing and Revenue Management Department and Operations Leadership to provide local market insight, site specific knowledge, and sales associate progress in support of the pricing strategy.
• Partners with the Marketing Department and Operations Leadership to execute on all assigned sales related playbooks.

Marketing

• Review and approve EliseAI Knowledge suggested property content changes in the EliseAI dashboard as needed.
• Conduct monthly audit of Yardi Call Center RentCafe Connect notes and Funnel Community page to ensure the information is accurate and timely.
• Identify reputation management trends for assigned communities using monthly Kingsley and J Turner ORA data, and work with teams on action plans.
• Perform Digital Marketing Review quarterly on assigned communities.
• Generate Marketing Scorecards as requested to monitor property performance.
• Evaluate Social Media plans for properties. Assist with developing structure to ensure properties are set up for posting success. Execute site level social media if needed.
• Review and approve Realync videos for advertising syndication as submitted by assigned communities.
• Support Realync video and virtual tour production as needed to support unit level merchandizing and successful leasing.
• Collaborate with the Marketing Department to review and provide feedback on market level content (marketing copy and imagery) generated for Windsorcommunities.com as requested.
• Support SGT initiative by understanding company goals, reviewing reports to gauge property adoption, and working with teams to evolve sales strategies.

Leading and Managing

• Models and instills the company's mission, vision, and values in all associates and fosters an environment that promotes success.
• Supervises all sales associates.
• Focus on achieving all occupancy and leased percentage budget expectations. Proactively develops and implements plans to positively affect occupancy.
• Partners with the Human Resources Department by ensuring completion of all administration duties for all new and tenured sales associates in accordance with company policies and procedures, such as New Hire Paperwork, Annual Compliance, Performance Evaluations, etc.
• Partners with the Learning & Development Department to effectively implement and reinforce national sales training solutions, fostering continuous growth and success among associates and ensures all direct report associates attend and complete onboarding, on-going, Fair Housing, and annual compliance training.
• Responsible for onboarding and orientation of all new sales associates including introducing them to the company, its culture, and providing an overview of the products, services, systems, and sales processes.
• Continuously monitors performance of sales team, identifies areas of opportunity, and provides real-time feedback, coaching and training support to help individuals meet expectations.
• Puts forth and oversees sales goals tailored to each site, as well as individual goals for sales associates on a weekly and monthly basis.
• Conducts weekly sales meetings to provide feedback and guidance on overall sales related performance goals and expectations.
• Conducts bi-weekly one-on-one sessions with associates to establish performance expectations, define individual goals, offer coaching and feedback, and leverage accountability opportunities.
• Maintains daily communication with Operations Leadership to deliver updates on the sales program.
• Partners with Talent Acquisitions team and Operations Leadership to identify and hire all incoming sales associates.

Customer Focus

• Build and nurture strong customer relationships to drive sales and enhance customer loyalty.
• Focus on maintaining and achieving set company goals for positive customer relationships with both prospect and residents monitored through customer survey program.
• Implements and contributes to the online reputation plan set by the Operations Leadership.
• Monitors and maintains property sales related daily social media presence.

Administrative Support

• Delegates sales related tasks to sales associates.
• Creates the sales associates staffing schedule for assigned property(s), ensuring adequate coverage for the sites, and fulfilling occupancy requirements.
• Approves all sales associates timecards and personal time off requests in adherence to local and state laws and company policies.
• Manages associate overtime compensation in adherence to local and state laws and company policies.
• Monitors Lease Expiration Management Reports and works with Pricing and Revenue Management team to ensure appropriate LEM (Lease Expiration Management) efforts are in place.
• Weekly updates LRO with competitor pricing and relevant information. Also, participates in bi-weekly Pricing & Revenue Management calls, contributing valuable insights to pricing strategies.

Performance Expectations

• Ensures sales associates for the assigned property(s) consistently maintain or surpass the closing ratio outlined in the Closing Ratio Policy.
• Ensures sales associates consistently maintain or surpass outlined follow-up expectations according to Follow-Up Expectations Policy.
• Ensures sales associates consistently maintain or surpass sales presentation expectations of the Customer