Sales Manager - Base + Commission

Thomas James Homes•Bellevue, WA

7d•Hybrid

About The Position

The Sales Manager is responsible for driving and achieving sales goals by implementing and executing Company and Divisional strategies to maximize sales volume and profitability. The Sales Manager supports the ongoing review and analysis of sales programs and incentives and works to streamline processes to support the simplification of sales efforts. Serves as a liaison with Marketing, Operations, Design, Product, Land Acquisitions, Transactions, and other operating units throughout the Company and Division. Sales Manager will work across all TJH product offerings including Buy, Buy & Build, BUILD, and BUILD+. Serve as frontline and primary point of contact for brokers, buyers, and other such parties; nurture the buyer journey experience from initial contact to closing and do so across TJH product offerings. Cultivate and maintain broker relationships in all active markets; develop and implement strategies to expand broker network, including regular brokerage presentations. Seek new leads by continually contacting prospective buyers, referrals, brokers and other prospects; market and promote product and service offerings through presentations and meetings to potential clients and other applicable stakeholders. Support Divisional Sales Leader in the development and implementation of sales strategies to maintain and improve the Company's sales results. Lead execution of the developed strategies. Prepare for and execute regular Open Houses; role requires regular weekend work. Leverage construction and product expertise to effectively assess, qualify, and direct leads and opportunities. Facilitate and support client design and other such meetings for Asset Lite product offerings. Provide on-going and intensive coaching, training, and feedback to Sales Associates and Sales Specialists and provide specific coaching feedback on observed performance. Oversee the customer relationship management system (Salesforce) following the internal procedures and process to accurately reflect customer engagement. Continuously evaluate the effectiveness of processes and workflows; streamline wherever applicable and delegate administrative work to other staff or functions as appropriate. Monitor and analyze sales pipeline, business ratios and the sales activities of each sale team member. Manage all aspects of a deal structure through the execution of contract; oversee the contract process to ensure accurate and timely contracts. Participate in weekly team meetings focused on lead/opportunity pipeline status updates, role play, and sharing of best practices. Collaborate and provide feedback/insights to other sales and marketing team members at Corporate and Divisional levels to ensure alignment around sales programs, campaigns, and associated collateral. Collaborate with other members of the leadership team in developing sales forecasts in line with the overall business plan. Maintain and submit sales activity and other reports, as needed/requested. Ensure accuracy and integrity of sales data maintained in Salesforce system. Take ownership of the sales numbers for the division. Provide developmental opportunities through identification of, and participation in, internal and external training opportunities.

Requirements

Minimum Bachelor’s Degree or equivalent experience
Valid Driver’s License
Minimum of five (5) years of sales experience in the homebuilding industry
At least three (3) years of experience in a Lead Sales or Sales Management role

Nice To Haves

Advanced understanding of homebuilding quality, standards, and construction requirements.
Ability to build new and nurture existing broker partnerships.
Ability to multi-task and prioritize objectives appropriately.
Strong negotiation skills and ability to get win-win solutions.

Responsibilities

Drive and achieve sales goals by implementing and executing Company and Divisional strategies.
Maximize sales volume and profitability.
Support the ongoing review and analysis of sales programs and incentives.
Streamline processes to support the simplification of sales efforts.
Serve as a liaison with Marketing, Operations, Design, Product, Land Acquisitions, Transactions, and other operating units.
Work across all TJH product offerings including Buy, Buy & Build, BUILD, and BUILD+.
Act as the primary point of contact for brokers, buyers, and other parties.
Nurture the buyer journey experience from initial contact to closing.
Cultivate and maintain broker relationships in all active markets.
Develop and implement strategies to expand the broker network.
Seek new leads by contacting prospective buyers, referrals, brokers, and other prospects.
Market and promote product and service offerings through presentations and meetings.
Support Divisional Sales Leader in the development and implementation of sales strategies.
Lead execution of developed sales strategies.
Prepare for and execute regular Open Houses.
Leverage construction and product expertise to assess, qualify, and direct leads and opportunities.
Facilitate and support client design and other meetings for Asset Lite product offerings.
Provide coaching, training, and feedback to Sales Associates and Sales Specialists.
Oversee the customer relationship management system (Salesforce).
Continuously evaluate the effectiveness of processes and workflows and streamline wherever applicable.
Delegate administrative work to other staff or functions as appropriate.
Monitor and analyze sales pipeline, business ratios, and sales activities of each team member.
Manage all aspects of a deal structure through the execution of contract.
Oversee the contract process to ensure accurate and timely contracts.
Participate in weekly team meetings focused on lead/opportunity pipeline status updates, role play, and sharing of best practices.
Collaborate and provide feedback/insights to other sales and marketing team members at Corporate and Divisional levels.
Collaborate with other members of the leadership team in developing sales forecasts.
Maintain and submit sales activity and other reports.
Ensure accuracy and integrity of sales data maintained in Salesforce system.
Take ownership of the sales numbers for the division.
Provide developmental opportunities through identification of, and participation in, internal and external training opportunities.