Vice President - Residential (Strategy and Builder Relations)

Vice President - Residential (Strategy and Builder Relations)

The St. Joe Company Corporate Office - Panama City Beach, FL 32407

Overview

Position Type Full Time

Description

VP – Residential Real Estate is responsible for the overall performance of the Company's residential real estate segment, including multiple projects and master-planned communities throughout Northwest Florida. The role carries a strong emphasis on structuring, negotiating, and executing complex builder contracts with local, regional, and national homebuilders, serving as a primary driver of revenue through strategic lot sales and builder partnerships.

This position works closely with senior leadership to advance key projects, ensuring alignment with strategic objectives while optimizing builder mix, deal structures, and absorption strategies to maximize financial performance. The VP will lead efforts to drive revenue, maintain operational excellence, and achieve residential segment goals, objectives, and financial targets.

The role requires exceptional communication and leadership skills to effectively coordinate across planning, development, marketing, sales, legal, and finance teams, while also serving as a key point of contact in managing builder relationships, contract performance, and cross-functional execution.

Builder Relationships & Sales Management

• Serve as the primary lead on builder relationships, owning all aspects of builder contract negotiation, drafting, execution, and ongoing compliance.
• Negotiate and manage lot takedown schedules, pricing structures, performance requirements, and contractual obligations to optimize absorption and revenue.
• Drive accountability through builder agreements, ensuring adherence to timelines, product quality, and community standards.
• Oversee builder and retail lot sales processes, including marketing alignment, contract execution, and closings.
• Review and approve builder home plans to ensure compliance with municipal, architectural, and HOA standards.
• Partner with builders and sales teams to actively monitor builder sentiment, market demand, and sales performance, adjusting strategies as needed.
• Execute seller disclosures and oversee closing documentation for residential transactions.

Development & Project Execution

• Lead and manage active residential development projects, with a strong focus on builder negotiations, contract structuring, and execution strategy to drive project success.
• Oversee and lead complex builder contract negotiations, ensuring alignment with financial objectives, delivery timelines, and community standards.
• Direct feasibility analysis, due diligence, and ongoing project advancement with consideration for builder commitments and phasing strategies.
• Coordinate with Development and Sales teams on lot delivery, platting, infrastructure, and community design elements to support builder execution.
• Support resolution of land use matters, easements, and right-of-way coordination in partnership with Legal teams, ensuring minimal disruption to builder obligations.

Cross-Functional Coordination

• Act as the central point of coordination across Legal, Title, Accounting, Development/Construction, Marketing, and Sales teams to ensure builder contracts are properly structured, executed, and administered.
• Manage contract workflows, including builder agreements, amendments, compliance tracking, and enforcement mechanisms.
• Coordinate with internal and external stakeholders to proactively address builder-related, community, and operational issues across multiple developments.

Community & Operational Oversight

• Oversee HOA formation and governance, including declarations, bylaws, and HOA Management Company contracts, ensuring builder compliance with governing documents.
• Support ongoing community operations, including builder performance management, construction activity coordination, and issue resolution.
• Manage vendor relationships and contracts, including utilities, infrastructure services, and community operations.
• Oversee utility strategy and infrastructure planning in alignment with builder development schedules.

Financial & Strategic Management

• Develop and manage financial models, project budgets, and margin performance, with a focus on builder deal structures and contract economics.
• Evaluate and negotiate builder agreements to maximize profitability, absorption pace, and long-term community value.
• Monitor financial performance, including builder takedowns, sales, capital expenditures, and overall project profitability.
• Conduct market research to inform pricing, builder mix, product positioning, and development strategy.
• Partner with Accounting to oversee true-up calculations, contract compliance, and financial reconciliations tied to builder agreements.
• Support strategic planning efforts, including parcel disposition, builder allocation, and phased development strategies.

Sales & Marketing Alignment

• Partner with Sales and Marketing teams to align builder product, pricing, and positioning strategies with market demand.
• Ensure builder offerings are consistent with brand standards and community vision.
• Leverage market data, demographics, and trends to inform builder negotiations and sales strategies.
• Collaborate with Marketing on campaigns, materials, mapping, and communication strategies that support builder success and community absorption goals.

Qualifications

Education and Experience - Bachelor's degree in real estate, development, construction, management or related field preferred. 10-15+ years' experience in residential real estate development, project management, construction or related field required. Proven experience with builder negotiations, lot sales, and master-planned community operations. Strong understanding of contracts, entitlements, zoning, building codes, sustainability standards and development processes. Experience managing cross-functional teams and complex projects.

Knowledge, Skills, Abilities - Excellent organizational skills and thorough follow up required. Strong financial acumen, including modeling, budgeting, and margin management. Skilled negotiator with experience in builder and contractor agreements. Ability to manage multiple projects and priorities in a fast-paced environment. Strong cross-functional leadership and communication skills. Knowledge of real estate transactions, development processes, and community operations. Highly organized, detail-oriented, and results-driven. Demonstrated professionalism, discretion, and ability to work independently.

Physical Demands - Office-based with frequent interaction across departments and project sites. Ability to travel as needed and operate a motor vehicle. Ability to sit for extended periods and lift up to 15 lbs.

Working Conditions - Normal office environment. Occasional travel to other offices locations or work sites.

The above statements are intended to describe the general nature and level of work being performed and are not an exclusive list of all duties and responsibilities. The St. Joe Company reserves the right to amend and change responsibilities to meet business and organizational needs.