Outside Sales Counselor (Sacramento)

Meritage Homes Corporation•Sacramento, CA

About The Position

Meritage Homes is hiring an Outside Sales Counselor to work out of the Sacramento area. The role embraces the company’s active sales culture to generate new home sales by building relationships with Realtors and homebuyers, using available tools to demonstrate value, sell and close homes, and provide exceptional customer service. The counselor also serves as a liaison among Realtors, buyers, construction, the Closing Department, and the Title Company throughout the building and closing process. The position involves selling from multiple Meritage communities, managing leads and follow-up through Salesforce.com, presenting purchase agreements and community information, and keeping buyers informed through construction and closing. It also requires knowledge of the communities, products, local markets, competition, and home-buying industry. The counselor must be able to work nights, weekends, and most holidays.

Requirements

High school diploma or educational equivalent.
At least 3 years of previous outside-sales experience.
Valid and active California Real Estate License.
Good computer skills and proficiency with Microsoft Office applications, including Outlook, Word, and Excel.
Strong oral and written communication skills and excellent customer-service skills.
Excellent interpersonal skills and ability to work and communicate effectively with people of varied personality types.
Professional presentation and demeanor.
Ability to handle stress and demonstrate patience when working directly with prospective and new homebuyers and Realtors.
Customer-driven presentation skills and confident communication.
Strong sales skills, including influencing others, closing large-price-point sales, and overcoming objections.
Team-oriented approach and demonstrated ability to work with cross-functional teams.
Sound judgment and a high level of integrity.
Self-direction, initiative, proactive problem-solving, and ability to work with minimal oversight.
Ability to give, receive, and analyze information and interpret buyer concerns to identify root issues and reach successful conclusions.
Strong organization, attention to detail, and flexibility; ability to prioritize multiple projects, meet deadlines, and handle frequent interruptions and changing circumstances in a fast-paced, high-volume environment.

Nice To Haves

Some college coursework or a bachelor’s degree.
At least one year of new-home-sales experience, with a proven track record of success.

Responsibilities

Accomplish sales and customer service goals and other objectives set by the Sales Leader.
Maintain existing Realtor relationships and develop new ones to create long-term partnerships and recurring business.
Connect unrepresented homebuyers with Realtors and foster those partnerships through the homebuying process.
Partner with others to maintain pristine communities, homes, and surrounding areas for visitors.
Create, practice, refine, and improve sales presentations to convert leads.
Use consultative selling techniques to educate customers about homebuying and influence sales.
Use the CRM system to manage discovery and follow-up with potential customers.
Engage visitors and demonstrate models, home sites, or showcase homes; schedule showings using available technology when appropriate.
Provide community, home-site, floor-plan, and pricing information.
Ask for the sale and sell from multiple Meritage communities based on buyer needs.
Present the Meritage Homes Purchase Agreement and explain payment information, taxes, insurance, deed restrictions, HOA rules, and community amenities as needed.
Solicit new and referral business using Salesforce.com.
Complete buyer paperwork and internal reporting accurately and on time.
Help buyers schedule appointments with the design studio, operations managers, mortgage providers, and title companies.
Communicate with lenders, monitor loan status and requirements, and help expedite loan processing and sales closing.
Maintain knowledge of community features, plans, pricing, options, warranties, construction, and how Meritage Homes differs from competitors.
Maintain an updated competition analysis and monitor competitors’ incentives, products, and lot releases.
Stay informed about local markets, real estate rules, public opinion, industry trends, proposed regulations, and economic trends related to homebuying.
Shop competing communities to assess traffic, sales, products, presentation, and promotions.
Keep buyers updated during construction and serve as their point of contact through construction and closing, helping resolve questions or problems.
Ensure customer satisfaction from the initial visit through closing.
Complete onboarding and assigned training.
Promote the company’s image with prospects, customers, homeowners, and brokers.
Establish and maintain relationships with Realtors and mortgage brokers.
Attend weekly sales meetings and other meetings as directed by management.
Complete special projects and other duties as assigned.
Work nights, weekends, and most holidays.