About the position
The Director of Sales and Marketing is responsible for providing leadership and management to the LC Homebuilding sales and marketing organization with the goal of optimizing revenue, profit margin and market share. They will ensure new and remodeled homes are sold at the established sales price and volume with high levels of customer and employee satisfaction. They will ensure the performance and success of the sales team through leadership, training and established policies and procedures.
Responsibilities
- Recruit, hire, evaluate, train, develop and retain a productive and highly engaged sales department in multiple markets across the country with 2-3 communities per market.
- Conduct Competitive Market Analysis for both new home and condo conversion markets to appropriately set home prices with respect to target profit margins.
- Ensure the sales system is updated with approved pricing.
- Oversee the review of all Sales Contract Documents and pricing to ensure accuracy and approve all contracts and change orders submitted by Sales Counselors.
- Oversee sales meetings, training sessions, classes and seminars designed to enhance the skills of assigned sales representatives.
- Ensure that the Sales Team attends weekly Starts and Closings Meeting run by the Director of Operations to create a seamless buying and closing process for the customer.
- Ensure achievement of established sales plan goals, while providing a superior customer service experience that is consistent with LC Homebuilding mission, vision and values.
- Work with design center and purchasing to ensure that the correct options are being offered for sale and that they are packaged and priced appropriately.
- Supervise the planning and organizing of broker previews, promotional events and business meetings.
- Collaborate with other members of division management in the selection of land and the creation of products, bringing an in-depth understanding of the division's markets, up-to date consumer preferences and the competition to the discussion.
- Participate with team leadership including the VP and President of Homebuilding in weekly Operations Meeting to ensure all company strategies and tactics are being implemented effectively.
- Develop and maintain close relationships with key broker and consumer groups.
- Ensure sales representatives engage customers using LC Homebuilding defined selling process and related touchpoints by monitoring on-the-job performance, reviewing shop videos and role playing.
- Review customer surveys (ex: customer satisfaction, grand opening, livability, homebuyer survey) and qualitative feedback to identify trends and patterns of customer preferences and potential gaps in execution.
- Collaborate with corporate marketing team on marketing strategy and the execution of marketing initiatives.
- Lead the divisional implementation and evaluation of sales programs.
- Develop and maintain current knowledge of competitor policies, programs, pricing and products, as well as consumer demographics and economic influences.
- Monitor and shop competitive products, providing feedback to division management to ensure appropriate personnel are kept abreast of consumer market trends.
- Provide required reports to division, regional and corporate management in a timely and consistent matter.
- Maintain CRM data input and accuracy. Use information to set sales strategy and tactics.
- Help develop condo remodel specifications and budgets to optimize sales and margins.
Requirements
- Minimum 10 years' experience in a sales capacity with progressive leadership roles and responsibilities - minimum 5 in a home building capacity.
- Solid knowledge of sales programs, policies and procedures.
- Understands homebuilding and condo conversion industries (its standards, practices and processes).
- Prefer experience with a start-up operation.
- Ability to recommend and execute marketing plans that will drive qualified traffic to our sales centers.
- Ability to prepare, plan and deliver clear and persuasive sales presentations and teach others to do the same.
- Ability to communicate effectively both verbally and through clear, concise written messages.
- Ability to consistently set goals and meet deadlines (set up by self, others and management).
- Experienced in utilizing business analysis, planning and customer management to achieve sales objectives.
- Proficient in Microsoft applications including Outlook, Word and Excel.
- Bachelor's degree required with focus on Sales, Marketing, General Business, or a related field preferred.
- Current working knowledge of construction Broker's License as required by division.
Benefits
- Equal Opportunity Employer
- Opportunities for professional development
- Collaborative work environment
