Field Sales Manager

Job Title: Field Sales Manager

Location: Raleigh, NC

• Daily management of the Sales Team, including recruiting, hiring, onboarding, motivating, recognizing, rewarding, coaching, counseling, training, and problem-solving to achieve sales goals and develop the team.
• Onboarding, training, individual skill mastery, and assessments of assigned New Home Advisors to ensure understanding of company practices, policies, procedures, and customer experience standards.
• Conduct weekly lead conversion coaching calls with all assigned New Home Advisors to strategize on converting more leads and identify coaching opportunities.
• Conduct individual weekly coaching and role-playing sessions on sales techniques.
• Hold weekly one-on-one meetings with each New Home Advisor to evaluate morale and coach on skills that enhance overall performance.
• Maintain analysis/evaluation of each New Home Advisor’s sales presentation using mystery shop reviews and live customer observations.
• Identify areas of performance needing improvement.
• Review New Home Advisor’s use of the CRM software and hold them accountable for full utilization (follow-up, meeting completion, data quality, communication, notes, activity logging).
• Pursue continuous improvement to achieve top sales performance, training, and accountability.
• Coordinate with the Sales Manager for sales meetings and conduct team training at each meeting.
• Review AVID survey scores and actively participate in goal setting to meet company AVID goals.
• Ensure all models and sales centers are well-merchandised, staffed, and properly maintained.
• Attend community sales and production meetings to ensure effectiveness.
• Periodically walk market homes with New Home Advisors to ensure compliance with quality standards.
• Review each community Competitive Market Analysis to compare products, study trends, and make product suggestions.
• Stay aware of pending competitive projects and potential impacts on sales and market share.
• Quarterly visit the competition with the New Home Advisor to identify strengths or weaknesses.
• Work with New Home Advisors to prepare their Business Plan Presentations.
• Lead and direct Sales Team efforts to resolve customer issues/problems and ensure sales goals, releases, closings, and customer satisfaction levels are achieved.
• Coordinate with the Sales Manager on internal processes and procedures for model homes, new community setup, model decorating, lot matrices, land development, market home sign-off, etc.
• Support a high-quality work environment by embodying the company Mission Statement and Core Values.
• Participate in assigned company training and incorporate new training material into future personal training curricula.
• Occasionally participate in activities outside of work scope to represent and promote the company.

• Bachelor’s degree (B.A.) from a four-year college or university.
• 3-5 years of previous sales experience within the residential real estate market, with at least 3 years in new home sales (or equivalent combination of education and experience).
• NC Real Estate License in good standing.
• NC driver’s license in good standing.

• Microsoft Office Suite (Excel, Word, Outlook).
• Ability to learn ERP and CRM software programs.