Director of Sales

Job Description

Job Description

Description:

Job Purpose

The Director of Sales is responsible for leading, developing, and executing the sales vision and operational strategy for Garman Builders. This role exists to drive sustainable revenue growth, elevate the customer experience, strengthen sales performance, and protect the integrity of the Garman brand across all communities.

The Director of Sales is expected to build and lead a high-performing sales organization rooted in professionalism, hospitality, emotional intelligence, accountability, strategic thinking, and operational excellence. This leader is responsible for creating a culture that develops people, drives results, and delivers a consistent customer experience aligned with Garman’s values and long-term reputation.

The Director of Sales partners closely with executive leadership to establish sales objectives, evaluate market conditions, strengthen competitive positioning, and implement strategies that support company growth, market share, and organizational goals.

Key Responsibilities

Sales Leadership & Strategy

• Develop and execute sales strategies aligned with company growth objectives, market conditions, customer demand, and community performance.
• Establish annual sales goals, pricing strategies, community positioning, and performance expectations.
• Analyze market trends, competitive positioning, buyer behavior, and community-level performance to guide strategic decision-making.
• Lead quarterly business planning efforts, including community performance reviews, competitive analysis, and sales forecasting.
• Recommend pricing, incentives, inventory strategy, and community positioning based on market conditions and sales performance.

Team Leadership & Development

• Lead, coach, and develop the sales team through accountability, training, field support, and performance management.
• Build a culture rooted in hospitality, professionalism, emotional intelligence, ownership, and customer experience excellence, ensuring the sales team acts as trusted advisors who educate, guide, simplify, and help buyers make confident decisions.
• Support onboarding, ongoing development, roleplay, coaching, and leadership growth within the sales organization.
• Identify performance gaps quickly and implement development plans that improve behavioral and sales outcomes.
• Partner with HR to support recruiting, interviewing, hiring, and retention initiatives for the sales team.
• Build a strong leadership pipeline through mentoring and identifying high-potential talent.

Sales Operations

• Establish and oversee sales operational standards for CRM discipline, pipeline management, follow-up, responsiveness, reporting, and conversion performance.
• Monitor sales performance metrics and behavioral accountability standards across all communities.
• Ensure consistency in the buyer experience from initial interaction through contract, construction, and closing.
• Collaborate cross-functionally with marketing on strategy, collaborate with construction, design, and operations on customer experience.
• Oversee divisional sales forecasting, backlog management, contingency tracking and cancellation prevention efforts.
• Ensure compliance with Pennsylvania real estate laws, regulations, and licensing requirements.

Customer Experience & Brand Protection

• Champion a customer-first sales culture focused on trust, guidance, proactive communication, and relationship-driven selling.
• Maintain and strengthen the company’s market reputation through leadership presence, professionalism, and operational consistency.
• Serve as the voice of the customer by communicating buyer feedback, market insights, and emerging trends to executive leadership and cross-functional teams.
• Ensure systems and behaviors support a seamless and emotionally intelligent customer experience.

Accountability

• Sales performance, revenue goals, and community sales results.
• Sales team performance, development, and accountability.
• Consistent sales standards, buyer experience, and brand integrity.

Expectations

• Lead with professionalism, urgency, emotional intelligence, and accountability.
• Use data, market insights, and customer feedback to guide decisions.
• Build trust across the sales team, leadership, customers, and cross-functional partners.
• Maintain a visible leadership presence in the field.

Authority

• Establish sales standards, expectations, and accountability practices.
• Coach, redirect, and support performance management of sales team members.
• Recommend pricing, incentives, inventory strategy, positioning, and process improvements.

Relationships (Internal/External)

• Partners with executive leadership on sales strategy, goals, and market opportunities.
• Collaborates with marketing, construction, design, operations, finance, and HR.
• Represents Garman Builders with customers, real estate partners, brokers, and community stakeholders.

• Experience in residential design, architectural design, product development, interior design, or new home construction preferred

• Strong understanding of architectural styles, space planning, material selections, and market trends

• Ability to think strategically while translating ideas into practical, scalable design solutions

• Strong facilitation, collaboration, and communication skills

• Ability to influence cross-functional teams and leadership without direct authority

• Strong research, analysis, and presentation skills

• Ability to balance brand vision, buyer appeal, budget impact, and construction feasibility