Raleigh Area Sales Manager 

FLSA Status: Exempt, Full-Time

Reports to: VP of Sales or Division President

Direct Reports:  Sales Agents

Last Updated:  March 2019

Position Summary:

Leads sales department through the development and implementation of sales strategies to achieve profit potentials and sales goal achievement commensurate with Smith Douglas Homes’ objectives. Assists in critical path sales training and lead conversion through various proven methods utilizing one-on-one dialogue with On-Site Sales Agents on a weekly basis. Coordinate regular sales rallies, training and team building activities. Integrate lot knowledge and availability into sales knowledge to assist team with achieving sales.

Essential Functions:  Core duties or tasks fundamental and not marginal to the performance of the job. 

  1. Direct management of sales activity
  2. Coordinate to hold regular sales team rallies to lead, inspire, and train
  3. Lead and motivate sales staff to achieve weekly, monthly and yearly sales and closing Monitor and enhance Sales Agent performance efficiency to ensure successful programs are developed and sales goals are achieved consistently
  4. Assign sales team appropriate quotas, goals, and sales areas and continuously monitor these goals as well as team morale
  5. Actively and continually train sales people to reach their selling potential through company initiatives, sales and lead conversion training endorsed by the Company as well Company processes and expectations
  6. Directly supervise sales team through leadership and guidance of operating activities during weekly planned encounters designed to maximize self-generated traffic
  7. Continuously challenge sales staff with their professional growth
  8. Negotiate and approve sales contracts
  9. Continuously improve and periodically gather competitive information and assist in analyzing data to secure market share and positioning & review monthly competitive analysis reports for each managed community
  10. Maintain monthly community proformas utilizing market data to set competitive base pricing and community incentives
  11. Participate with Marketing Coordinator weekly to discuss sales strategies and achieve organizational objectives to include on-site and off-site marketing as well as Model Home decorating coordination
  12. Recruitment and retention of high quality Sales Agents and culling out of low performance personnel when necessary
  13. Maintain updated commission structure for Sales Agents for semi-monthly payroll approval and accurate employment record keeping
  14. Act as liaison between sales team, home owners, production, office staff and other management team members to resolve issues, concerns, and questions to ensure the Company objective of 100% total customer satisfaction of both internal and external customers
  15. Work with Construction and Land management to stay knowledgeable with lot releases, development issues, and construction restraints to properly instruct Sales Agents
  1. Initiate Community Reviews with participation of sales, construction, land, and marketing ensuring a minimum of one review per year per community
  2. Initiate the Start Up and Close Out process of communities for effective communication to all parties
  3. Lead the sales team to continuously improve strategies on how to assist in the efficiency of our homebuilding process and stay current with all Product Development Changes
  4. Monitor the communities, sales offices, model homes and spec homes for assurance in meeting the Company standards
  5. Endorse and participate in Bridge the Gap programs as offered

Minimum Job Requirements:

Education:  College degree preferred.

Licenses, Certifications, etc:  North Carolina and South Carolina Real Estate Broker’s License

Experience: Must have previous new home sales management experience. Specific training in sales and marketing techniques combined with a minimum of 2-5 years of related job experience; related industry supervisory experience; and thorough knowledge of the home building industry relative to sales and marketing strategies and techniques.

Computer Skills:  Microsoft Office, SMART

Mental/Reasoning Requirements:

  • Reading
  • Writing
  • Advanced Math Skills
  • Problem Solving and analytical skills

Work Environment:

  • Works Alone
  • Works w/others
  • Working knowledge of given market (geographically)
  • Work with computer and office equipment

Social/Interpersonal Traits:

  • Self-motivated and takes initiative
  • Detail oriented aptitude
  • Strong negotiation and organizational skills
  • Decisiveness and good judgment
  • Ability to foster teamwork
  • Excellent verbal and written communication skills
  • Ability to influence others
  • Strong customer service orientation
  • Self-prospecting and Realtor relationship skills and experiences
  • Ability to prioritize multiple tasks

This job description is a summary of the duties associated with the named position.   While every effort has been made to make this description as complete as possible, this description is not intended to be a complete and inclusive list of all duties and responsibilities related to any one position.  Smith Douglas reserves the right to modify what is summarized in this job description as business necessity and efficiency deem appropriate.  Smith Douglas is an “at-will” employer, meaning that an associate’s employment has no specified term and that the employment relationship may be terminated any time at the will of either party on notice to the other.

We are an equal employment opportunity employer and a certified Drug Free Workplace.

About Smith Douglas Homes

New home builder Smith Douglas was recently recognized by Builder Magazine as the 7th fastest-growing private builder in the United States and the 40th largest builder in the Builder Top 100 Rankings.  Smith Douglas has over 40 years of experience in the business and is widely recognized for constructing quality homes at affordable prices in the places you want to live. At Smith Douglas, you can be assured that your new home is crafted with quality, built with integrity and will retain value for life. Through our proven, disciplined operations, we reduce costs and deliver quality craftsmanship, which translates into a well-constructed home at a price you can afford. We believe that the Smith Douglas Culture will allow everyone involved in the homebuying process to have a positive experience. From our home office in Woodstock, GA to our construction managers and trade partners, our team works like a family, which allows us to deliver excellent service to our customers, because at the end of the day, our customers are part of the Smith Douglas Family too.

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