Sales Manager

Atlantic Builders•Fredericksburg, VA

13d•Onsite

About The Position

Responsible for meeting or exceeding sales and revenue goals utilizing world-class standards of service within Atlantic Builders and the Atlantic on Your Land Division. Duties and Responsibilities/Essential Functions Utilize the CRM (Hyphen) to register all guests and prospects, complete follow up and prospecting, to document details that are relevant to the customer and Atlantic Builders, and to complete purchase agreements and/or addenda as needed. Through a structured sales process, generate sales by preparing for, presenting to, demonstrating to, follow through with, and closing and caring for Atlantic on Your Land prospects. Maintain and utilize a planned presentation for AOL process demonstrations Have full knowledge and ability to reference the Atlantic Builders Homeowner’s Guide to service and educate our homeowners and to ensure customer expectations have been properly set regarding all activities from contract signing to delivery. Be familiar with county demographics, homesite feasibility requirements, and the home-site development process Knowledgeable and familiar with Atlantic on Your Land product offerings and options. Knowledgeable and familiar with financing options available. Provide minimum weekly communication with our customers from initial contact until up to 4 weeks after settlement of home. Ensure the customer’s financing needs are clearly understood and established, including what is needed, when it is needed, and how that impacts the customer’s ability to move forward. Serve as a valuable source of input to the Atlantic Builder’s team on marketing strategies, market knowledge, growth opportunities, and innovative ideas. Stay abreast of direct competition to the assigned counties; i.e. Product offerings, pricing, incentives, and number of contracted sales. Complete Quarterly competitive market analysis of direct competition, or on an as needed basis. Continually monitor sales office. Schedule maintenance with a Project Manager or initiate changes with marketing team. Continually monitor Marketing installations throughout assigned counties. Participate in company meetings/events as required, which may be outside of the sales office operating hours. Perform traffic generation activities: Utilize CRM (Brix/Hyphen) Tools Weekly Traffic Reports Developer and Land Broker Outreach Emails Phone Calls Office Visits Coordinate events; i.e. housewarming parties Referral Program Sales Associates- Provide training and mentoring for presentation, responsibilities and all duties expected of the Sales Associate Stay engaged in the community through participation in professional, civic, and charitable organizations. Promote positive relationships within Atlantic Builders and with Atlantic Builders customers and Trade Partners, and the community. Sell assigned Atlantic Builders lots (ABLs), at the discretion of the Director of Sales and/or VP of Sales & Marketing. Such assignments are not automatic or guaranteed and will be determined based on business needs, lot availability, and sales leadership discretion. Other duties assigned from time to time by the Director of Atlantic on Your Land. Support all Atlantic Builder Core Values Delighted Customers Passionately Learn and Grow Respect All Opinions Act with Urgency Give Back Have Fun and Celebrate Do It Right the First Time

Requirements

At least 3 years of commissioned sales experience
Proven sales results
Must have valid driver’s license
Basic computer skills (Word, Excel, Outlook, web-based applications)
Proficiency with office equipment (phones, photocopier, etc.)
Excellent verbal, written and listening communication skills
Strong time management, prioritization, planning and attention to detail
Ability to handle a variety of tasks, effectively prioritize and ensure follow-up
Ability to work in a confidential manner
Ability to maintain a courteous and professional demeanor in all situations
Ability to qualify prospects around land status, financing, budget, timeline, decision-makers, site conditions, feasibility, and readiness to proceed.

Nice To Haves

Four-year degree preferred.

Responsibilities

Meet or exceed sales and revenue goals.
Utilize CRM (Hyphen) for guest and prospect registration, follow-up, documentation, and purchase agreements.
Generate sales through a structured process: preparation, presentation, demonstration, follow-through, closing, and customer care.
Maintain and utilize a planned presentation for AOL process demonstrations.
Educate homeowners using the Atlantic Builders Homeowner’s Guide and set customer expectations.
Be familiar with county demographics, homesite feasibility, and the home-site development process.
Be knowledgeable about Atlantic on Your Land product offerings, options, and financing options.
Provide weekly customer communication from initial contact to 4 weeks post-settlement.
Understand and establish customer financing needs.
Provide input to the Atlantic Builder’s team on marketing strategies, market knowledge, growth opportunities, and innovative ideas.
Stay abreast of direct competition's product offerings, pricing, incentives, and sales.
Complete quarterly competitive market analysis.
Monitor sales office and schedule maintenance or initiate changes with the marketing team.
Monitor marketing installations throughout assigned counties.
Participate in company meetings/events as required.
Perform traffic generation activities including CRM utilization, weekly traffic reports, developer and land broker outreach, emails, phone calls, and office visits.
Coordinate events such as housewarming parties.
Manage referral programs.
Provide training and mentoring for Sales Associates.
Stay engaged in the community through professional, civic, and charitable organizations.
Promote positive relationships within Atlantic Builders, with customers, trade partners, and the community.
Sell assigned Atlantic Builders lots (ABLs) as determined by sales leadership.
Perform other duties assigned by the Director of Atlantic on Your Land.
Support Atlantic Builder Core Values.