Outside Sales Counselor

Meritage Homes Corporation•Huntsville, AL

About The Position

The Outside Sales Counselor embraces Meritage Homes’ active sales culture to generate new home sales by building relationships with Realtors and homebuyers, demonstrating value, selling and closing homes, and providing exceptional customer service. The role serves as a liaison among Realtors, homebuyers, construction, the Closing Department, and the Title Company throughout the building and closing process. The counselor works across multiple Meritage communities, uses available technology and CRM tools to manage prospects and follow-up, and guides buyers through the purchase, construction, and closing experience. The position requires thorough knowledge of communities, homes, plans, features, pricing, options, warranties, construction, and local market conditions. The counselor also monitors competitors and market trends, supports customer satisfaction from the initial visit through closing, and completes assigned training and other duties.

Requirements

High school diploma or educational equivalent required.
At least 3 years of previous outside sales experience.
Strong computer skills, including proficiency with Microsoft Office applications such as Outlook, Word, and Excel.
Strong oral and written communication skills and excellent customer service skills.
Excellent interpersonal skills and ability to work effectively with people of varied personalities.
Professional presentation and demeanor.
Ability to handle stress and exercise patience when working with prospective and new homebuyers and Realtors.
Customer-driven presentation skills and confidence in communication.
Strong sales skills, including influencing others, closing high-value sales, and overcoming objections.
Ability to work as part of cross-functional teams.
Sound judgment and a high level of integrity.
Self-directed, takes initiative, proactively addresses problems, seeks resolution, and can work with minimal oversight.
Ability to give, receive, and analyze information and interpret buyer concerns to identify root issues and reach successful conclusions.
Highly organized, detail-oriented, and flexible, with the ability to prioritize multiple projects and meet deadlines amid interruptions and changing circumstances in a high-volume, fast-paced environment.
Ability to work nights, weekends, and most holidays.

Nice To Haves

Some college coursework or a bachelor’s degree is strongly preferred.
At least one year of new home sales experience with a proven track record of success is strongly preferred.
A valid real estate license may be required in some states and is a plus in other states.

Responsibilities

Accomplish sales and customer service goals and other objectives set by the Sales Leader.
Maintain and develop Realtor relationships to create long-term partnerships and repeat business.
Connect unrepresented homebuyers with Realtors and foster the partnership through the homebuying process.
Partner with others to maintain the appearance of communities, homes, and surrounding areas.
Develop and continually improve sales presentations to convert leads.
Use consultative selling techniques to educate customers and influence sales.
Use the CRM system to manage prospect discovery and follow-up.
Engage visitors and offer tours of models, home sites, and showcase homes; schedule showings using available technology when appropriate.
Provide community, home site, floor plan, and pricing information.
Ask for the sale.
Drive traffic, travel to, and sell from multiple Meritage communities that meet buyers’ needs.
Present the Meritage Homes Purchase Agreement and explain payment information, taxes, insurance, deed restrictions, HOA rules and restrictions, 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, assist with customer loans, track loan status, and help expedite loan processing and sales closings.
Maintain knowledge of community size, home counts, future plans, restrictions, and nearby amenities and services.
Maintain extensive knowledge of plans, features, pricing, options, warranties, construction, and how Meritage Homes differs from competitors.
Keep an updated competition analysis notebook and monitor competitors’ incentives, products, and lot releases.
Stay informed about local markets, real estate laws and rules, public opinion, industry trends, proposed regulations, and economic trends related to home buying.
Shop competitors in submarkets to assess traffic, sales, products, presentation, and promotions.
Keep buyers updated throughout construction and serve as their point of contact through construction and closing, helping resolve questions or problems.
Promote customer satisfaction from 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 assigned duties.
Work nights, weekends, and most holidays.