Director of Sales

PURPOSE AND SUMMARY:

The Divisional Sales Director is responsible for the planning and execution of community-level strategy to exceed sales performance for the Division. They are expected to embrace and establish the Meritage Active Sales (MAS) philosophy and culture within their Division. The Sales Director is ultimately responsible for the sales function's performance and is expected to coach, train and evaluate sales staff through daily interaction in the field. They also support the ongoing review and analysis of sales programs and incentives, develop realtor relationship programs and work to streamline processes to support the simplification of field sales efforts. The Sales Director serves as an operational partner with Marketing, Operations, Land and other operating units.

FUNDAMENTAL JOB DUTIES/RESPONSIBILITIES:

Essential:

• Ensures achievement of established sales plan goals, while providing a superior customer service experience that is consistent with Meritage Homes' mission, vision and values

• Create and execute an annual Sales Fitness plan to ensure the division is continuously improving on the 5 pillars to show the ability to maximize the capture of market share

• CULTURE - Foster and promote a culture that reflects Meritage Core Values and the philosophies of Meritage Active Sales.

• TALENT ACQUISTION AND RETENTION - Ensure the division has a sales team capable of delivering on division sales goals by hiring and retaining a team of soles counselors that utilizes strong fundamental sales techniques to secure sales the organization may not otherwise find

• TALENT MANAGEMENT - Defines and communicates clear metrics, goals, and behaviors on the team that help define the effectiveness and excellence in sales team performance. Evaluate each sales counselor's sales performance against established sales goals and metrics on a monthly basis as well as established performance review processes

• INSPIRATION - Responsible for inspiring the sales team and promoting a high energy sales environment

• TALENT DEVELOPMENT - Provides consistent and valuable coaching, training, and feedback to the sales team and area sales managers to develop the teams overall talent and continuously improve the overall skill set and performance of the team. Including strong "B2B" sales techniques

• Execute and promote the activities and programs in the Meritage Active Sales playbook including training the team to effectively prospect, network, and influence realtors to promote Meritage listings to their clients.

• Grow the realtor base who does business with Meritage homes, both growing new agent business as well as influencing the existing realtor clientele for more repeat business

• Create and maintain Defined Sales Areas (DSA) for the division that establishes sales territory responsibilities for the team.

• Regularly visits and inspects Meritage listings and model sales offices in the DSA's to ensure our homes are ready to sell when shown.

• Establishes an overall monthly sales goal for each team member in a DSA being sure to define the specific communities those sales should come from to make up the total goal.

• Regularly provides specific performance feedback to the sales team through established performance review processes

• Responsible for the development of sales meetings and training sessions designed to enhance the skills of the sales team and inspire high achievement in sales performance

• Responsible for the development and career growth of sales managers, where applicable.

• Works with sales manager(s) to coordinate the sales and closing process for the division, leveraging national, regional and local resources

• Works with sales manager(s) to review and monitor weekly time management of sales team prioritization of sales activities to meet individual sales goals.

• Keeps up to date and knowledgeable of our products as well as competitors, to be a local expert reference for the team.

• Reviews and analyzes the sales numbers of the business regularly (prices, inventory, backlog, etc.) to evaluate the effectiveness of your sales and incentive programs.

• Continuously evaluates the effectiveness of processes and work; streamlining wherever possible; and delegates administrative work to other staff or functions as appropriate.

• Helps ensures accuracy and integrity of sales data maintained in Enterprise One and Salesforce system. Takes ownership of the sale numbers for the division

• Promotes the non-negotiable expectation around the sales team leveraging Salesforce.com for sales success (including sales management).

• Partners as needed with other departments and functions such as Marketing, Operations, Finance, Accounting, Land, etc.

Education:

Bachelor's Degree in Marketing, Business or related field or equivalent work experience

License:

Real Estate License is highly preferred. Once hired, obtaining the necessary, state specific, Real Estate License is REQUIRED.

Experience:

• Minimum of 5 years of sales experience in the homebuilding industry.

• Minimum of 3 years of experience in a Lead Sales or Sales Management role required with a heavy emphasis on coaching and training. Experience coaching, managing, and mentoring sales staff in a public homebuilding environment is highly preferred.

• Proven experience in developing key relationships with Realtors within the market.

Technical Skills:

• Complete understanding of the sales process and the selling cycle as it relates to the new home sales environment.

• Strong coaching and mentoring skills - must be effective at providing detailed and specific feedback to staff to equip them to meet identified business goals. Must be effective at giving and receiving feedback.

• Strong computer skills with expertise in Microsoft Windows Office applications, including Outlook, Word, and Excel

• Skillful in Salesforce.com preferred

• Ability to evaluate data and information (Enterprise One reports, Market Research Data, etc.) to make business decisions.

Interpersonal/Communication Skills:

• Strong communication and interpersonal skills; ability to interface at all levels within the organization and external contacts

• Requires the ability to influence others, negotiate outcomes, and articulate action plans to sales staff as well as internal and external customer groups.

• High degree of professionalism; ability to communicate with confidence and tact

• Team player; with demonstrated ability to work within cross-functional teams