Purpose
Through a good understanding of the specific markets in their regions, the Sales Director plans, develops, and directs sales efforts in partnership with marketing and production in alignment with the Pahlisch Homes brand.
The Sales Director reports to the CEO.
Attributes Intentional: Recommend short- and long-term sales strategies with a thorough understanding of the direct impact on the company and balancing the interests of all stakeholders.Innovative spirit: Identify technology solutions such as CRM, ERP, and Wayfinder to drive results.Servant's heart: Make decisions in the best interest of external and internal customers. Responsibilities Lead Company-wide Sales and Transactions teams across 3 regionsOwn the revenue, sales, and closing functions for the company.Direct all company efforts in recruiting and managing productive sales agents to meet company sales goals.Work with transaction team and sales agent teams to problem-solve offer complexities.Organize and run weekly sales meetings with individual agent teams.Conduct regular community visits to train and coach sales agents.Champion technology tools and systems such as ERP, HubSpot, Wayfinder to hit KPI's.Sales Training: Ensure the agents understand and comply with the way we want them to interact with our customers.Pricing and Revenue: Manage price increases, decreases, incentives to maximize pace and profit.Manage the company sales releases: Pricing releases based on the company release strategy, timing, and sales release tie-out. Market Knowledge, Research and Product Innovation Understand the real estate market in all regions.
Analyze and monitor all competitor activity and provide competitive analysis.Market reporting: Intimately know sales, market share, competition report, specification analysis for each community and region.Market Study: Be able to determine market size, depth, pricing, pace, buyer profile, plan optimization, specification optimization.Research and publish market sales trends quarterly and connect those trends with community sales expectations, performance metrics, and standards.Partner with land acquisition team to provide insight into various real estate markets and provide inputs for analysis.Provide input at proforma and community lifecycle meetings related to sales prices, pace, and build order.Establish buyer profile, pricing, and absorption forecasts at the land acquisition stage and continue updating throughout the community lifecycle.Work with Marketing to provide input on any regional-specific programs and/or materials.Participate in all regional promotional events for communities.Communicate any regional sales and marketing changes, potential problems, and ongoing issues.Provide input to marketing, land acquisition & development teams in coordinating & planning model home centers.Forecasting: Provide quarterly and yearly forecasts of sales and closings for each community and the company as a whole.Capital Partner/Investor interface: Provide balanced analysis, forecasts, and confidence to our capital partners. Principal Broker for Pahlisch Real Estate Maintain current principal broker licenses in Oregon and Washington.Ensure contracts, listings, independent contractor agreements are all in place.Be fluent with 4 separate MLS's: RMLS, COAR, TCAR, WVMLS.Interface with the Real Estate Agency in OR and WA and make sure each file complies.Keep all licenses and E&O insurance policies current. Requirements Must have a valid Real Estate license & Principal Broker credentials in both OR & WA.10+ years of residential new home sales experience.Advanced computer skills with an emphasis on Microsoft Office suite.Valid and unrestricted driver's license.Collaboration: Working cooperatively with others to deliver positive results; sharing helpful information and resources in a timely manner, accommodating others' needs, and asking for help when needed to meet deadlines and commitments.Communication: The ability to interact and exchange information effectively with others; keeping stakeholders informed of important information in a timely manner, and engaging in meaningful dialogue that results in greater clarity.Customer Responsiveness: Identifies internal and external customers, develops an understanding of their needs, builds trust with them, and always seeks to enhance the customer experience.Leadership: Showing leadership means influencing others in a way that moves the team forward; being constructive in a way that helps the team to reach goals.
Regardless of having a leadership title, employees who demonstrate the leadership competency actively participate in discussions, ask questions, listen to others, and help build consensus on a team.Personal Development: Developing holistically as a person will improve workplace competencies as well.
Example: A salesperson recognizing that developing confidence will improve their ability to speak to groups of any size might join toastmasters.Positive Energy: Engaging with coworkers in a cheerful, respectful, polite manner; contributing constructively to conversations and team meetings and avoiding behaviors that drain energy from others.Problem-Solving/Critical Thinking: The ability to analyze workplace problems, come up with creative solutions, and then to test and effectively implement the solutions within the scope of responsibility.Solution-Focused: Solutions-focused people don't let workplace problems stop their progress.
They remain focused on finding the best possible solution to resolve the problem so that quality work can continue.Taking Responsibility: Completing tasks without being prompted; working constructively with others to complete projects; and exercising initiative beyond just the scope of a job description.Team Accountability: Understanding the interdependency of the workplace and acknowledging that individual work impacts the work of the team and the work of the overall organization.
An accountable team member will ensure their own work is done in a timely and effective manner to contribute to the success of their own team and the Company.Technical Development: Enhancing the ability to do the present and future job better through continuing to refine knowledge or learning completely new skills.
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