Director of Sales

Mattamy Homes•Farmers Branch, TX

78d•Onsite

About The Position

Mattamy Homes is the largest family-owned homebuilder in North America, with 45-plus years of history across the United States and Canada. Every year, Mattamy helps more than 8,000 families realize their dream of home ownership. In the U.S., Mattamy is represented in 11 markets – Charlotte, Dallas, Jacksonville, Orlando, Phoenix, Raleigh, Southeast Florida, Southwest Florida, Tampa, Tucson, and Wellen Park. This role works with outside consultations to conduct thorough market research in the Division trading area to keep current on market conditions and opportunities. The Director of Sales works with the Division President to develop sales strategy for the division and manages the execution of all sales plans. Based upon thorough research, this position works with the Leadership Team to create the vision, strategic plan and theme for each new community including the sales center and model homes. The Director of Sales is responsible for thorough Division market analyses, including monthly competitive analysis for all current projects, proforma and preliminary feasibility budget, proposed revenues and design features. They will leverage data to develop new product lines in concert with Corporate Architecture and Marketing. This position establishes and maintains relationships with other excellent homebuilding companies to acquire ideas regarding effective sales and marketing programs that may be useful in the Mattamy Homes’ environment. The Director of Sales stays abreast of industry trends by attending seminars, reading industry periodicals, talking with consultants and staying involved with industry associations and events. This role is responsible for implementing a staffing plan commensurate with the direction of the US markets and is charged with continual monitoring of the competition and marketplace to determine good candidates for recruitment. The Director of Sales is responsible for the process for interviewing, selecting, hiring and “onboarding” all New Home Counselors. They are responsible for writing and implementing a training plan for the fiscal year with information that will arm the sales team with salient job knowledge to present the unique selling propositions of Mattamy Homes, including quarterly and monthly training objectives. The Director of Sales is responsible to execute the onboarding plan for all New Home Counselors beginning with their first day of employment with Mattamy Homes and must be completed prior to releasing the New Home Counselor to represent the company and sell homes. This role is responsible for monitoring the marketplace to ensure our compensation levels are commensurate to acquiring and retaining top talent. The Director of Sales develops sales contests to motivate the team and is responsible for the individual and group/team recognition of the NHC and sales team including sales contests. They are responsible for holding the sales team as a whole and individually accountable for meeting the division’s sales goals, believing that you must “Inspect what you expect.” The New Home Counselor is monitored on a weekly basis by their one-on-one meetings with their Director of Sales in a planned encounter. The Director of Sales is responsible to effectively and efficiently manage all Purchase Agreements and related documents, including signatory responsibilities, from point of sale through to closing, to ensure accuracy and conformance to Mattamy’s sales policies. They liaise with internal departments as necessary to ensure inventory levels are adequate to meet sales objectives, and that price points are fair, realistic and profitable. This role represents the company in various industry, civic and other public relations endeavors and serves as a key member of the Leadership team to stay current on market trends for the introduction of new product, and for the ongoing product planning for the Division’s communities. The Director of Sales works with the Division President to develop sales goals for each fiscal year, including updates through monthly sales forecasts. They continually assess opportunities for lot and location premiums prior to initial sale date and during the entire sell out of a community phase. The Director of Sales continually monitors opportunities to adjust sales prices at the elevation level, at a pace that provides the right balance between maximizing profit while maintaining acceptable sales velocities. They work with purchasing leadership to track option sales internally and monitor the competition to ensure Mattamy’s included features are appropriate to the market. Other related duties are performed as assigned.

Requirements

Bachelor’s Degree
Minimum of 5 years’ experience in new home building industry
Minimum 10 years’ experience in Real Estate Sales
Minimum 5 years management experience
Understanding of the broader picture of the home building and development business and able to effectively interface with specialists and the Leadership Team
Excellent communication, leadership, people management and presentation skills
Demonstrated proficiency in MS Word, Excel and PowerPoint
Impeccable personal appearance and tactful, professional, patient demeanor
Ability to co-ordinate and motivate the efforts of a variety of staff members toward a common goal
Ability to manage and train staff
Proven success in sales management results
Ability and willingness to learn and grow professionally

Responsibilities

Conduct thorough market research in Division trading area to keep current on market conditions and opportunities.
Develop sales strategy for division and manage execution of all sales plans.
Create the vision, strategic plan and theme for each new community including the sales center and model homes.
Perform thorough Division market analyses, including monthly competitive analysis for all current projects, proforma and preliminary feasibility budget, proposed revenues and design features.
Leverage data to develop new product lines in concert with Corporate Architecture and Marketing.
Establish and maintain relationships with other homebuilding companies to acquire ideas regarding effective sales and marketing programs.
Stay abreast of industry trends by attending seminars, reading industry periodicals, talking with consultants and staying involved with industry associations and events.
Implement a staffing plan commensurate with the direction of the US markets.
Monitor the competition and marketplace to determine good candidates for recruitment.
Manage the process for interviewing, selecting, hiring and onboarding all New Home Counselors.
Write and implement a training plan for the fiscal year to arm the sales team with job knowledge and unique selling propositions.
Execute quarterly and monthly training objectives.
Execute the onboarding plan for all New Home Counselors.
Monitor the marketplace to ensure compensation levels are commensurate to acquiring and retaining top talent.
Develop sales contests to motivate the team.
Provide individual and group/team recognition of the NHC and sales team.
Hold the sales team as a whole and individually accountable for meeting the division’s sales goals.
Effectively and efficiently manage all Purchase Agreements and related documents from point of sale through to closing.
Liaise with internal departments to ensure inventory levels are adequate and price points are fair, realistic and profitable.
Represent the company in various industry, civic and other public relations endeavors.
Serve as a key member of the Leadership team to stay current on market trends for new product introduction and ongoing product planning.
Develop sales goals for each fiscal year, including updates through monthly sales forecasts.
Continually assess opportunities for lot and location premiums.
Continually monitor opportunities to adjust sales prices to balance profit maximization with acceptable sales velocities.
Track option sales internally and monitor competition to ensure included features are appropriate to the market.
Perform other related duties as assigned.