Vice President of Sales

TheVice President of Salesis responsible for meeting or exceeding divisional sales goals through strong leadership of the divisional sales team. They are responsible for staying on top of market conditions and communicate opportunities and risks to achieving plans; as well as recommendations to keep Stanley Martin a leader in a dynamic market through their management of both the sales team and the neighborhoods they serve.

Responsibilities and Duties:

Lead Effective and Engaged Sales Teams

• Coach and develop the skills and knowledge of the entire Sales team (including field sales, back office and design studio, etc.) to set and achieve the division’s annual sales plan
• Manage Neighborhood Sales Managers (NSM) daily, weekly, and monthly activities to ensure target sales goals are achieved for each community
• Take a lead role in recruiting and retaining top sales professionals that can achieve objectives and are a good fit with the Stanley Martin culture
• Coordinate regular sales meetings to include training and process updates and compliance
• Review and approve timesheets, commission reports and invoices
• Create transition memos and performance management plans when needed
• Conduct weekly or bi-weekly meetings with the Design team to review customer issues, backlog, and scheduling of appts to ensure homebuyers are prioritized to ensure on time closing
• Work with Purchasing team to ensure optimal product offering in Design Studio is kept up to date.
• Collaborate with Design team to build MIR package offering to ensure proper selection and pricing for target buyer profile

Achieving Sales and Settlement Plans

• Provide 100% complete and accurate sales contracts and addendums in order to achieve corporate and department goals
• Resolve outstanding contract issues in 24 hours
• Complete and monitor back-log report
• Monitor Deposit Report on a weekly basis and work with NSM’s to ensure deposits are paid as scheduled
• Resolve customer related issues; achieve 95% customer satisfaction rate for all NSM’s; return all customer telephone inquiries within 24 hours
• Monitor First Heritage Mortgage Status Report on a weekly basis to ensure customer pre-quals are issued in timely manner

Neighborhood Maintenance and Velocity

• Run a gap analysis to predict the division’s lot availability to hit sales plan for the next three years
• Ensure neighborhood velocity and profit margins are achieved through Margin Analysis reports and pricing and incentive adjustments
• Provide on-going feedback regarding options, pricing, new product and product enhancement recommendations
• Take full ownership of new community openings to ensure grand openings on time and within budget
• Work with NSM’s to monitor the maintenance of the model home, entrance monumentation and landscaping maintenance, and any move-in ready inventory
• Work with sales team to ensure all of Stanley Martin homes are accurately listed in the MLS, the SMH website and other “list” publications
• Monitor and support the consistent entry and management of neighborhood traffic across all neighborhoods into the Stanley Martin CRM system.
• Complete all other duties as assigned by manager

Position Standards:

• Strong leadership, motivational, and training skills
• Results oriented
• Strong conflict resolution skills
• Organizational Skills

Position Requirements:

• Experience managing a successful sales team in the homebuilding industry
• College degree or commensurate experience required