Division Sales Director

Meritage Homes Corporation•Draper, UT

About The Position

The Division Sales Director plans and executes community-level sales strategy to exceed performance goals for the division. The role establishes the Meritage Active Sales (MAS) philosophy and culture, and is accountable for the performance of the sales function. The director coaches, trains, and evaluates sales staff through regular field interaction; reviews sales programs and incentives; develops realtor relationship programs; and streamlines processes. The role partners with Marketing, Operations, Land, Finance, Accounting, and other business functions.

Requirements

Bachelor’s degree in Marketing, Business, or a related field, or equivalent work experience.
At least 5 years of sales experience in the homebuilding industry.
At least 3 years of experience in a lead sales or sales management role, with a strong emphasis on coaching and training.
A state-specific real estate license is required after hire.
Complete understanding of the sales process and selling cycle in new home sales.
Strong coaching and mentoring skills, including giving and receiving detailed, specific feedback.
Strong computer skills, including Microsoft Windows Office applications such as Outlook, Word, and Excel.
Ability to evaluate data and information, including Enterprise One reports and market research, to make business decisions.
Strong communication and interpersonal skills, with the ability to work with people at all organizational levels and external contacts.
Ability to influence others, negotiate outcomes, and communicate action plans to sales staff and internal and external customer groups.
Professionalism and ability to communicate with confidence and tact.
Ability to work effectively in cross-functional teams.
Sound judgment, integrity, discretion with sensitive and confidential information, and ability to make decisions under pressure.
Results-oriented, accurate, and attentive to detail.
Self-directed, proactive, able to take initiative, address problems, and work with minimal oversight.
Analytical ability to interpret information, identify root problems, and bring issues to resolution.
Organized and flexible, with the ability to multitask, prioritize, and meet deadlines in a fast-paced environment with interruptions and changing circumstances.
Ability to thrive in a changing environment and maintain a positive attitude.

Nice To Haves

Real estate license preferred, though obtaining the state-specific license after hire is required.
Experience coaching, managing, and mentoring sales staff in a public homebuilding environment.
Proven experience developing key relationships with realtors in the market.
Skill with Salesforce.com.

Responsibilities

Achieve established sales plan goals while delivering customer service consistent with Meritage Homes’ mission, vision, and values.
Create and execute an annual Sales Fitness plan focused on continuous improvement across the five pillars and maximizing market share capture.
Foster a culture reflecting Meritage Core Values and Meritage Active Sales philosophies.
Hire and retain a sales team capable of meeting division goals and using effective sales techniques.
Set and communicate team metrics, goals, and behaviors; assess sales counselors’ performance monthly and through established review processes.
Inspire the sales team and promote a high-energy sales environment.
Coach, train, and provide feedback to sales staff and area sales managers, developing their skills and performance, including B2B sales techniques.
Execute and promote the Meritage Active Sales playbook, including training the team to prospect, network, and influence realtors.
Grow realtor business by developing new agent relationships and increasing repeat business from existing realtor clients.
Create and maintain Defined Sales Areas (DSAs) that establish team sales territories.
Visit and inspect listings and model sales offices in DSAs to ensure homes are ready to show and sell.
Set monthly sales goals for team members and identify the communities contributing to each goal.
Develop sales meetings and training sessions to improve skills and inspire sales performance.
Support the development and career growth of sales managers, where applicable.
Coordinate the division’s sales and closing process with sales managers and national, regional, and local resources.
Work with sales managers to review the sales team’s weekly time management and prioritization of activities.
Stay knowledgeable about company products and competitors to serve as a local expert for the team.
Regularly review sales results, including prices, inventory, and backlog, to evaluate sales and incentive programs.
Evaluate and streamline processes, and delegate administrative work when appropriate.
Ensure the accuracy and integrity of sales data in Enterprise One and Salesforce; take ownership of division sales numbers.
Promote the expectation that the sales team and sales management use Salesforce.com to support sales success.
Partner with other departments and functions as needed, including Marketing, Operations, Finance, Accounting, and Land.