Division Sales Manager

Meritage Homes Corporation • Huntsville, AL

9h

About The Position

The Division Sales Manager supports the division’s Sales function and senior leadership, serving as a primary coach to the frontline sales organization. The role helps establish an active sales culture and is responsible for coaching, training, and evaluating sales staff through daily field interaction. It also supports the review and analysis of sales programs and incentives, streamlines processes, and serves as a liaison with Marketing, Operations, Design Center, Land, and other division functions.

The manager helps set and achieve team sales goals, recruits and onboards sales talent, and ensures new team members are prepared for Road To Sales Mastery and complete their Quickstart book. The role emphasizes supporting real estate agents as primary customers, removing friction from the sales process, managing team schedules and realtor engagement, and using sales data and Salesforce.com to improve lead conversion and sales performance. The manager also supports sales events and rallies, reviews competitive markets and business results, and helps resolve realtor and client concerns related to Meritage home purchases.

Requirements

• Bachelor’s degree in Marketing, Business, or a related field, or equivalent work 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, with a strong emphasis on coaching and training.
• Proven experience developing key relationships with realtors within the market.
• Complete understanding of the sales process and sales funnel in the new-home sales environment.
• Strong coaching and mentoring skills, including the ability to provide detailed, specific feedback and to give and receive feedback effectively.
• 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 data, to make business decisions.
• Strong communication and interpersonal skills, with the ability to interact at all organizational levels and with external contacts.
• Ability to influence others, negotiate outcomes, and communicate action plans to sales staff and internal and external customer groups.
• Professionalism and the ability to communicate with confidence and tact.
• Ability to work within cross-functional teams.
• Sound judgment and integrity, including the ability to handle sensitive and confidential information and make good decisions under pressure.
• Results-oriented, accurate, and attentive to detail.
• Self-directed, takes initiative, proactively addresses problems, and can work with minimal oversight.
• Analytical skills, including the ability to give, receive, and interpret information, identify root problems, and bring issues to successful conclusions.
• Organized and flexible, with the ability to multitask, prioritize projects, 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 is highly preferred; obtaining the necessary state-specific license after hire may be required.
• Experience coaching, managing, and mentoring sales staff in a public homebuilding environment is highly preferred.
• Salesforce.com skill and expertise are highly preferred.

Responsibilities

• Partner with senior sales leadership to set, deliver, and attain sales goals for each team member.
• Provide regular, specific performance feedback through established review processes and document serious deficiencies as needed through the progressive disciplinary process.
• Support division senior sales leadership in creating an annual Sales Fitness plan to drive Meritage Active Sales.
• Recruit, interview, and orient sales talent capable of achieving established sales goals.
• Ensure each new team member is prepared to attend Road To Sales Mastery and completes their Quickstart book.
• Work with the leadership team to create Designated Selling Areas and staffing plans to support them.
• Focus lead generation and conversion efforts on supporting real estate agents in their sales efforts.
• Remove obstacles that create friction in the sales process for agents, clients, and sales counselors; evaluate and streamline processes and delegate administrative work as appropriate.
• Coach and provide feedback to sales staff to improve sales funnel metrics and sales achievement using Salesforce.com.
• Review and manage sales team schedules weekly to maximize time and activities that promote lead generation and conversion.
• Manage realtor engagement activities within a Designated Selling Area, including agent open houses, listings provided to agents, and other engagement activities.
• Coach the team on business-to-business sales techniques to influence agents to bring clients to Meritage.
• Help create events, programs, and contests to inspire sales team success.
• Support the development and execution of sales rallies for continued education, inspiration, and structure.
• Ensure field-level competitive market analyses are completed regularly and serve as an internal expert on new and used home products in assigned markets.
• Regularly review sales results, including prices, inventory, and backlog, to evaluate sales and incentive programs.
• Coach the sales team on using Salesforce.com to maximize sales conversion.
• Interact as needed with Marketing, Operations, Finance, Accounting, Land, and other departments and functions.
• Help resolve realtor or client concerns and complaints related to purchasing a Meritage Home.

Benefits

• A work environment that encourages creativity and innovative ideas from every level.
• An organization that lives by its core values.
• A team atmosphere where every individual is considered a vital asset.
• State-of-the-art technology to provide an optimal working environment.
• Competitive pay structure.
• Strong benefits.
• Flexibility in work-life integration.
• Opportunity to further your career in a growing national organization.

What This Job Offers

• Job Type: Full-time
• Career Level: Manager