VP of Sales (New Homes)

The focus of the VP of Sales is to manage, develop, coach, mentor and motivate the Sales Team to develop their skills to ensure that a high professional standard is achieved and weekly, monthly and yearly sales targets and KPI targets are achieved. He/she will provide on-the-ground support while holding the Sales Team accountable to their performance. He/she will develop and manage meaningful reports, performance reporting metrics that drive improved business results for the company and customer. The VP of Sales will possess strong leadership qualities, demonstrate the ability to create, develop and lead a highly talented and diverse Sales Team in an Entrepreneurial environment. He/Shewill ensure the company’s integrity and reputation is always maintained at the highest level. The VP of Sales is responsible for creating and implementing strategic sales plans that will expand the Organization’s customer base in new home sales both through new builders and building an existing B2B network.

What you do:

General

Be a mentor/coach to the Office Resale Manager by providing on the job training, guidance and support
Collaborate with Office Resale Manager in setting monthly and annual goals and keeping the Sales Team accountable
Track and report top line revenue and sales team metrics in order to hit sales goals

$10M top line revenue in current year
$20M top line revenue in 5 years
$50M top line revenue in 10 years

General - KPI & Reporting

Accurately forecast metrics and KPIs on a weekly and monthly cadence to meet and exceed quotas
Present sales metrics reports on an ongoing basis to management to show potential sales, future and closed revenue
Track and report top line revenue and sales team metrics in order to hit sales goals in the New Developments Division
Ensure regular tracking, measuring and reporting of key metrics to projections
Work closely with the ISA department and oversee the management and distribution of incoming leads (calls and emails) generated by various sites
Develop sales budgets and collaborate with Finance on all proformas and analysis
Provide daily reporting - track sales goals and reporting as necessary

Ensure regular tracking, measuring and reporting of key metrics to projections
Provide timely feedback to CEO regarding site performance
Overall inventory management of all sites
Monitor sales, incoming leads and outboard calls
Course correct (action plan), when sales are not meeting builder sales plans

General - Team

Partner with the Sales Team on skill development including product knowledge, competitive project knowledge and selling skills to help achieve sales targets
Assess the strengths and weaknesses of the New Home Sales Team and manage the sales program by providing on-the-ground support for New Home Sales Representatives
Assist in the recruiting and training of New Home Sales Representatives

Ongoing talent acquisition, development and retention

On site training and coaching for both lead and back-up Sales Representatives and be an active member of the sales team during launches

Help develop/strength closing skills
Creative sales initiatives
Develop ‘on-the-floor’ sales tactics

Train and manage multiple Sales Staff and different locations. Training to include;

Filling out listing forms with proper data
Create site checklists ensure important steps are not missed
Create new scripts and train Sales Staff with proper dialogue
On-the-ground point of contact
Participate in sales presentations (ie. roadshows, virtual presentations)
Identify and capitalize on new business opportunities

Develop and create mini-sales Team within the New Developments Division or Site specific

Assignments Team
Investment Team
Resale Condo Team
Leasing Team

General - Sites

Represent the Organization with a comprehensive understanding of our offerings including current and upcoming new home projects
Extensive knowledge of all Sites and project both Company held and competitors

Pricing
Floor plans
Incentives

Marketing initiatives

Prepare and negotiate Listing Agreements/contracts and proposals with Builders
Work closely with New Homes Coordinator to ensure all deliverables are on schedule to meet sales launch target date
Attend Builder meetings for any sales and marketing discussions
Collaborate in developing sales strategies, concepts and marketing ideas for new project launches and pre-selling, while ensuring that all marketing is up-to-date and consistent
Collaborate with New Home Team and marketing to develop lead generation plans and Launch strategies including go-to market strategies on pricing and promos
Build-out and Enhance B2B Program