General Manager

POSITION SUMMARY

The General Manager, Core Markets is the sales leader of an established, high‑revenue market. Reporting to the EVP of Leasing & Sales, the GM owns the day‑to‑day sales operation: converting company‑generated leads into closed leases and home sales, building and developing the agent force, and delivering a five‑star client and agent experience in every interaction.

The GM leads and develops Sales Managers and Agents, holds the team accountable to sales KPIs and operating standards, and drives the recruiting and talent pipeline that sustains market growth  core markets, the GM also owns property partner relationships, directs leasing traffic to contracted properties, and may pursue additional BD efforts to grow the market further.

• Own the day‑to‑day sales operation in the assigned market: lead generation conversion, closing rate, leases, revenue, and revenue per agent.
• Own the sales KPIs for the market: close rate, Gong rate, average invoice amount (AIA), leases, and revenue.
• Set agent and Sales Manager goals, manage performance through a regular review cadence, and hold the team accountable to KPI targets.
• Identify improvement opportunities within the sales team to drive increased revenue and closing rate, and report market performance and needs to the EVP of Leasing & Sales.

• Lead, coach, and develop Sales Managers through regular 1:1s and performance reviews.
• Coach and develop agents directly and through Sales Managers, focusing on conversion, client experience, and career growth.
• Build Sales Managers into future GMs; your development of the people around you directly determines how large your market can grow.
• Deliver Smart City Academy (SCA) training and onboarding to new agents in the market.
• Own the agent goal‑setting process and conduct regular performance reviews, motivating and building trust with team members.

• Own recruiting, hiring, and onboarding for the sales force in the assigned market.
• Build a real talent pipeline, not just back filling open seats, and maintain a bench deep enough to sustain market growth.
• Retain top producers through strong leadership, culture, and career development, including growing Locators into licensed Realtors through the SCR path.
• Contribute to the GMiT bench by surfacing high‑potential talent from within the market.

• Own and maintain relationships with contracted property partners in the market.
• Serve as the primary point of contact for property partners, resolving issues and deepening relationships to protect and grow leasing activity.
• Direct Sales Managers and Agents to prioritize leasing at contracted properties and communicate partner details, incentives, and positioning needed to convert.
• Pursue additional BD efforts where opportunities exist to expand the property partner network and grow the market further.

• Responsible for an exceptional and consistent client and agent experience throughout the assigned market, upholding the five‑star review standard.
• Handle client escalations with care and make people‑first decisions that protect the Smart City standard.
• Cascade company‑wide communications to the local team and ensure the market operates in alignment with company values and standards.

• Collaborate with Property Success, Marketing, and CX to ensure department updates are communicated to the sales force and that local sales strategies align with broader company direction.
• Partner with the Marketing team to support lead generation: monitor qualified lead flow in CRM round robin, motivate agents to join rotation during peak lead times, and support local brand‑building events.
• Lead cross‑departmental market meetings and communicate regularly with local team members and department partners.

• Drive CRM adoption and data hygiene across the sales team, holding Sales Managers and Agents accountable to usage standards that keep reporting accurate and performance visible.
• Champion adoption of sales technology tools across the market, ensuring…