The Director of Sales will responsible for managing the on-site sales team with the proper support and resources to achieve all project-specific sales objectives and key results.

-       Direct report for all on-site sales team members

-       Works side-by-side with Managing Director and Project Director on the creation, production, and execution of all marketing and sales initiatives and implementation into sales operations

-       Direct client-facing liaison to developer client as it relates to sales discussions

-      Support to identify and interview potential on-site sales associates for the project

-       Lead on identifying project sales objections, target demo hot buttons, various presentation pathways, establishing sales conversion goals, and leading each sales team towards a successful project sellout

-       Work with MD & PD to establish sales objectives, key results and create sales conversion benchmarks for overall project, and for each individual sales associate

Responsibilities:

Sales Team Management

-       Day-to-day management of on-site sales team, including sales gallery schedule, PTO requests, additional sales coverage

-       Establish weekly internal sales meeting with on-site sales team and project team(s) to discuss strategy, marketing efforts, ROI on marketing campaigns, and communication of constant real-time feedback

-       Lead on ensuring all on-site personnel is up to date with licensing requirements and in good standing with the DRE or any other bureau

-       Lead in sales training for all new sales associates

-       Lead in the coordination of training for new sales associates for all systems: operations, CRM, processes, and sales related training

-       Ensure on-going training is provided for all on-site personnel as it relates to project-specific objections, sales pathways, target demo hot buttons, negotiating tactics, and closing techniques

Project & Client Management

-       Report to Managing Director

-       Act as the daily liaison and point of contact with developer client on all sales-related discussions and implementation

-       Attend all weekly, bi-weekly, or monthly sales meetings with client and project team(s)

-       Communicate all aspects of the project sales to client and manages client expectations

-       Track all sales expenses against revenue and project cash flow, including the oversight of marketing and staffing budgets alongside the Project Director(s)

-       Communicate, manage, and lead discussions on inventory release, dynamic pricing recommendations, monthly/quarter sales absorption, and sales-related OKRs to management

-       Lead on ensuring all project public reports are updated and kept in file for compliance

-       Lead on ensuring all project sales offices have a local branch license

-       Lead on creating an Administrator account on MLS for each active project

-       Lead on sourcing preferred lenders and all other sales vendors/partners based on necessary product offering and resources required for such project

Marketing & Sales Initiatives

-       Assist Managing Director and alongside Project Director on all process and protocol implementation into on-site project operations

-       Co-lead with Project Director on the development of marketing and sales plan(s), budget(s), and execution

-       Lead on ensuring sales team implement all marketing and sales efforts, and drive results

-       Co-lead with Project Director on the creation, production, and execution of all on-site events, marketing initiatives, and miscellaneous campaigns as necessary

-       Manage the selection of all MLS listings and inputs, and delegate as necessary to Project Manager on data input

-       Co-lead with Project Director to identify marketing trends and consumer trends in order to create new marketing opportunities to drive qualified traffic on-site

Sales Operations Management

-       Report weekly sales updates, including new deals in escrow and closings to Managing Director for financial reporting inclusion

-       Create and maintain a master escrow tracking report for management

-       Ensure the sales team is properly inputting new data, including inventory updates, new offers, lead sources, and buyer information into the CRM platform in real-time

-       Manage weekly sales reports sent to each developer client

-       Review and provides commission instructions to escrow per project/closing as necessary with review and approval from Managing Director(s)

-       Review and approves all closing statements, including commission break downs and cross-checking with CRM

-       Create contract cover sheets for each new sale and send to Accounting Admin as EMD is received, and reviews sales team RFCs for commission disbursement upon closing

-       Ensure all transaction data is being properly input to CRM by on-site personnel

-       Provide commission instructions to accounting, TADG admin and Managing Director(s) per project as necessary

-       Lead in compilation of purchase agreement packages and ensures contract templates in DocuSign

-       Lead in initial review of new offers, prepares counter-offer recommendation(s) for review with the on-site Sales Manager and Managing Director (as necessary) prior to submitting to Seller

-       Ensure Seller has formally acknowledged offer acceptance prior to writing purchase contract

-       Review and confirms deal terms of purchase contracts before being sent to seller for execution