Outside Sales Counselor

Meritage Homes Corporation•Morrisville, NC

About The Position

The Outside Sales Counselor embraces Meritage Homes’ active sales culture to generate new home sales by leveraging relationships with Realtors and homebuyers and using available tools to demonstrate value, sell, and close homes while providing exceptional customer service. The role serves as a liaison among Realtors, buyers, construction, the Closing Department, and the Title Company throughout the building and closing process. The counselor travels to and sells from multiple Meritage communities, supports buyers from their initial visit through closing, and works toward sales and customer-service goals established by the Sales Leader. The position also involves maintaining detailed knowledge of communities, homes, pricing, construction, local markets, and competitors; managing leads and follow-up through CRM tools; completing buyer paperwork and internal reporting; and coordinating appointments and loan processing with relevant teams. The counselor must be available to work nights, weekends, and most holidays.

Requirements

High school diploma or educational equivalent.
At least 3 years of previous outside-sales experience.
Strong oral and written communication skills and excellent customer-service skills.
Excellent interpersonal skills and the ability to work effectively with people of varied personalities.
Professional presentation and demeanor.
Ability to handle stress and demonstrate patience when working directly with prospective and new homebuyers and Realtors.
Customer-focused presentation skills and confident 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, proactive approach; ability to resolve problems and work with minimal oversight.
Ability to give, receive, and analyze information and interpret buyer concerns to identify root issues and reach successful outcomes.
Strong organization and attention to detail; flexibility and ability to prioritize multiple projects, meet deadlines, and work amid frequent interruptions and changing circumstances in a fast-paced, high-volume environment.
Good computer skills, including proficiency with Microsoft Outlook, Word, and Excel.
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 existing Realtor relationships and cultivate new ones to build long-term partnerships and repeat business.
Connect unrepresented homebuyers with Realtors and foster those partnerships throughout the homebuying process.
Partner with others to keep communities, homes, and surrounding areas in excellent condition for visitors.
Develop, practice, refine, and improve sales presentations to convert leads.
Use consultative selling techniques to educate customers about home buying and influence sales.
Use the CRM system to manage customer discovery and follow-up strategies.
Engage visitors and demonstrate model homes, home sites, or showcase homes; schedule showings using available technology as appropriate.
Provide community, home-site, floor-plan, and pricing information.
Ask for the sale and sell from multiple Meritage communities that fit buyers’ needs.
Present the Meritage Homes Purchase Agreement and explain payment information, taxes, insurance, deed restrictions, HOA rules and restrictions, and community amenities as applicable.
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 closings.
Maintain knowledge of community size, number of homes, future plans, restrictions, surrounding area, plans, features, pricing, options, warranties, construction, and the company’s competitive advantages.
Maintain an updated competition analysis notebook and track competitors’ incentives, products, and lot releases.
Keep informed about local markets, real estate laws and rules, public opinion, industry trends, proposed government regulations, and economic trends related to home buying.
Visit competitors in submarkets to assess traffic, sales, products, presentation, and promotions.
Update buyers throughout construction and act as their point of contact through construction and closing, helping resolve questions or problems.
Support customer satisfaction from the initial visit through closing.
Complete onboarding and other assigned training.
Maintain and 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.