Director, Sales

New Home Co. is a new generation homebuilder focused on the design, construction and sale of innovative and consumer-driven homes in major metropolitan areas in Arizona, California, Colorado, Oregon, Texas, and Washington. NEW HOME was named 2019 Builder of the Year by Professional Builder and is a multi-year recipient of "The Eliant" for Best Overall Customer Experience in the multi-divisional builder segment.

At New Home Co., we believe that PEOPLE matter. The strength of our homes is built upon a foundation of focused, energized, visionary and dedicated team members. Our goal is to provide a workplace that supports you in doing the best work of your life. 

Check out NWHM's 2023 Corporate Sustainability Report 

Position Job Title:                Director, Sales

FLSA Status:                         Exempt

Job Location:                        Austin Office

Position Summary    

In the assigned areas, the Director, Sales ensures homes are sold at the established sales price and velocity while generating high levels of customer satisfaction. Also responsible for ensuring the performance and success of the sales team through the implementation of established policies and procedures, effective training, coaching and field sales team development. 

Position Responsibilities 

Sales Team Management:

• Actively monitors potential future sales personnel hires by visiting competitors’ sales offices periodically, formally tracking high-potential candidates, and engaging candidates when openings arise.
• Interviews and hires New Home Sales team members to produce a best-in-class sales force.
• Ensures job expectations and periodic performance goals are clearly understood by each team member.
• Co-preps and co-leads sales meetings and formalized training.
• Owns the CRM process and ensures engagement of field sales team with effective consistent use of the system.
• Evaluates each member of the sales team as they prepare/maintain the sales office environment and model homes, interact with prospective buyers, describe the unique customer value proposition, and enter/track information in CRM to identify areas for improvement where coaching is appropriate.
• Coaches sales team members via instruction, role-playing, and interactive discussion, both informally and formally using the Company’s established coaching and performance improvement processes to achieve sales, high customer satisfaction, and other business plan goals.
• Recognizes top performers and strategically leverages strengths to promote positivity and encourage constructive behaviors.
• Proactively monitors and engages poor performers to develop weaker areas and, when necessary, moves non-performers out of the Company if performance does not improve.

Competitive Market Analysis

• Visits competitor communities to complete competitive market analysis, gather market data and intelligence (e.g. pricing, product specifications, release and sales information, incentives, lot premiums, options, etc.), and provides summary reports to management.
• Solicits and summarizes input from community sales team members regarding customer preferences (product, location, community, builder), traffic patterns and quality of traffic, and any other information requested or that may be helpful to management.
• Works collaboratively with individual community sales team members and brand/division management to determine sales forecasts and closing schedules.
• Other duties as assigned.

Managerial Responsibility 

Does this position supervise other employees?   Yes

Position Qualifications 

Education

• A Bachelor’s degree with emphasis in real estate, management, or related areas preferred.

Experience

• 5+ years’ experience working in the homebuilding industry including new home sales.
• Homebuilding industry leadership and supervisory experience strongly preferred. 
• Research experience in evaluating market conditions and pricing boundaries.

Skills

• Demonstrated knowledge and progressively responsible experience sales, marketing, escrow and supervision.
• Ability to perform the essential functions of the job in accordance with corporate requirements and professional business practices.
• A complete understanding of how activities impact profits and losses in a home building company along with strong analytical skills and the ability to focus on issues which may adversely impact financial results.
• Strong organizational skills, people skills, management abilities and strategic planning skills.
• Ability to work effectively with the pressures of meeting budgets and schedules.
• Ability to identify and resolve issues, establish priorities, and achieve desired outcomes.
• Strong oral and written communication skills.
• Must be computer literate, with experience in Windows, and Excel preferred.
• Must be detail-oriented, able to multi-task and possess a high level of organizational skills.
• Must be able to effectively delegate decision making and problem-solving authority, communicate clear performance expectations and desired results, monitor performance and outcomes, and provide ongoing feedback to team members.

The physical demands described below are representative of those that must be met by an employee to successfully perform the essential functions of this job.  Similarly, the work environment characteristics described are representative of those an employee encounters while performing the essential functions of this job.  Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Physical Activities

Check the activities that are essential to performing the position duties 

Physical Requirements

Requires the ability to Sit up to 50% of the time, Walk up to 25% of the time, and Stand up to 25% of the time. Additionally, requires bending, reaching, seeing, hearing, repetitive motion such as typing, and lifting up to 15 lbs. The primary work location is an office with low to moderate noise levels.

The above statements are intended to describe the general nature and level of work being performed by people assigned to this job. They are not intended to be an exhaustive list of all responsibilities, duties, and skills required. New Home Co. retains the discretion to add or change job duties at any time. 

 The New Home Company retains the discretion to add or change job duties at any time.

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