Area Sales Manager is responsible for managing assigned area's sales performance, margin, enhancement efforts and assembling a best-in-class sales team. Responsibilities include staffing, training and motivating the sales team and working closely with the Vice President of Sales, Marketing & Studio to ensure that goals are met in a timely manner. As a McKee team member, the Area Sales Manager is also responsible for providing a premier customer experience by aiding in an organized community roll out process, superior communication and actively participating and working with the team on customer initiatives.
McKee Homes is a people centric company firmly based on our core focus - "We build life changing moments." Each employee is treated as a whole person (family matters). Your efforts will be recognized. You will enjoy a fun, fair, caring, people centric environment. Opportunities for growth and contribution are numerous.
The culture at McKee Homes is built on our shared Core Values - People First, Continuous Improvement, Wag the Tail, and McKee Focus. People First means that we champion personal wellness and development. We embrace diversity and kindness. We communicate clearly, respectfully and timely. Continuous Improvement means we expect entrepreneurial thinking. We are lifelong students and coaches that never stop learning and continuously empower change. We are positively energized, embrace fun while building connections to drive the future of the business, all while spreading kindness. We promote clarity breaks and we love what we do! McKee Focus means that we work as one team. We deliver on the Team McKee Experience. We work together across our Regions to Build a Cure for Alzheimer's.
It is important that you share these values as we hire, review, reward and recognize outstanding associates based on these.
ESSENTIAL FUNCTIONS
- Actively monitor potential future sales personnel hires by visiting competitors' sales offices on a periodic basis, formally tracking high-potential candidates and engaging candidates when openings arise
- Interview and hire sales representatives and sales assistants to produce best-in-class sales force with VP of Sales approval
- Ensures job expectations and periodic performance goals are clearly understood by each individual NHSC
- Lead area L10 sales meetings and formalized trainings. Co-preps and occasionally lead Monthly Sales meeting and provide training or best practice sharing.
- Owns the CRM process and ensures 100% participation by NHSC in their area with use of the required system
- Evaluates each NHSC as they prepare/maintain sales office environment and model homes, interact with prospective buyers, describe the unique customer value proposition, and enter/track information in CRM in an effort to identify areas for improvement where coaching is appropriate
- Coach NHSC and NHA via instruction, role-playing and interactive discussion, both informally and formally using the Company's established performance appraisal processes.
- Reviews and updates, when necessary, community CMA and formulates strategic sales plan
- Review weekly sales/construction communication form and addresses issues as needed
- Recognize top performers and leverages strengths in a strategic fashion to promote positivity and encourage constructive behaviors
- Proactively monitor and coach low performers to develop areas of opportunity. If necessary follow Personal Development Plan Process.
- Accountable for HR tasks for their area employees.
- Visit competitor communities to gather market data and intelligence (e.g. pricing, product specifications, release and sales information, incentives, lot premiums, options, etc.) and provides summary reports to VP of Sales
- Solicit and summarize input from sales team regarding customer preferences (product, location, community, specs), traffic patterns and quality of traffic, and any other information requested or that may be helpful to the Director of Sales
- Work collaboratively with VP of Sales and Sales & Closing team to determine sales forecasts and closing schedules.
- Work with VP of Sales and Director of Marketing to create and carry out a strategic marketing plan for each community and events as needed (grand openings, realtor events, open house, Featured homes, etc.)
- Work collaboratively with the NHSC to develop and maintain positive relationships with the realtor community
- Cultivate culture and community engagement participation
- Ensure Team McKee Experience is followed by all in area
- Consistently achieve or exceeds Total Home Buying Experience THBE goal
- Consistently achieve or exceeds sales and closing business plan goal
- Collaborates with Director of Marketing in assisting with New Community roll out process
REQUIRED EDUCATION AND EXPERIENCE
- Knowledge and experience in new home sales, lending and sales training
- Exceptional interpersonal, verbal and written communication skills
- Demonstrated ability to coach both high and low performers in a structured and motivational fashion; comfortable role-playing
- College degree preferred
- Real Estate Broker License preferred
- 2 to 3 years' experience working in the homebuilding industry in a similar role preferred
- Intermediate to high software and computer skills (ex. Excel, Google Sheets)
COMPETENCIES
- Communication Proficiency
- Time and Project Management
- Collaboration Skills
- Technical Capacity
- Organization
- Relationship Management
- Talent Management
- Coaching/Teaching Proficiency
- Metric Achievement
SUPERVISORY RESPONSIBILITY
This position directly supervises the New Home Advisors and New Home Sales Consultants assigned to their area.
PHYSICAL DEMANDS AND WORK ENVIRONMENT
The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job.
- Specific vision abilities required by this job include close vision, color vision, and ability to adjust focus.
- Frequently required to sit; occasionally required to stand and walk.
- Occasionally required to reach with hands and arms.
- Frequently required to talk or hear.
- Occasionally required to bend, twist, or climb.
- Moderate concentration/intensity, which includes prolonged mental effort with limited opportunity for breaks.
- Average memory, taking into consideration the amount and type of information.
- Moderate level of complexity for decision making. Average time pressure of decision making.
- The noise level in the work environment is usually moderate
POSITION TYPE/EXPECTED HOURS OF WORK
This is a full-time position. Days and hours of work are Monday through Friday, 8:00 a.m. to 5p.m. Night and weekend hours are required as needed.
TRAVEL
Occasional travel is required outside of assigned market.
PIf2b2ceb68e62-8528
