Director of Sales

Bighornlaw - Glendale, CA

Full-time - Mid Level

Glendale, CA

About the position

The Sales Manager is a dynamic leader responsible for building and managing a cohesive sales team focused on achieving sales goals while maintaining high standards of quality. This role involves hiring, training, and holding team members accountable, as well as demonstrating effective sales techniques and fostering a culture of continuous learning and growth within the team.

Responsibilities

• Create and present proper acquisition reports to the CEO
• Hold each individual sales rep accountable for minimum metrics
• Coach team up to win prospective opportunities
• Hold daily sales training
• Work with vendors/buyers to underwrite and approve offers for the team
• Hold 1 on 1 performance reviews
• Coach team members on recorded calls
• Review daily, weekly, and monthly reports and make decisions necessary to lead the team to success
• Hold individual team members accountable to minimum expectations
• Provide written warnings/notices as needed for team members who are not performing
• Put together and live out performance improvement plans as needed
• Create, live out, and manage company SOPs
• Work with recruiters and recruit as needed
• Hire, onboard, and train team members as needed
• Coordinate with the operations team to live out contracts/deals that the acquisitions team puts in place
• Attend and participate in daily operations huddles
• Respond to all leads and close on them
• Manage pipeline of prospects
• Build rapport with potential clients
• Follow-up on leads in a timely manner
• Answer/return/follow up phone calls generated by lead system
• Act as lead contact for sellers
• Schedule and conduct appointments and negotiate a win/win solution for both parties
• Build rapport with the sellers to overcome objections to get the deal signed
• Use the CRM daily to update and stay on task until deals are closed
• Communicate efficiently and effectively with all parties involved
• Close contracts in a timely manner
• Willing to learn the industry and help maintain and grow the marketplace position
• Attend business meetings and trainings as required
• Perform other administrative tasks and special projects as assigned
• Oversee the sales team's activities and performance
• Set individual sales targets with sales team
• Conduct market research and competitor and customer analysis
• Develop a scalable sales process and ensure agents adhere to it correctly
• Control expenses and monitor budgets

Requirements

• Associate's degree required and/or Bachelor's degree (B.A.) from college or university preferred
• 3-5 years of sales closing experience required
• 5+ years of call center or car sales dealership management experience in a sales environment is preferred
• Strong working knowledge of Google Docs and MS Office including Word, Excel, Outlook, and PowerPoint required
• Must have business and/or sales experience (with a proven track record)
• Must be ambitious and a real 'Go-Getter' who wants to serve and add value
• Professional in attitude and appearance
• Possess the ability to connect with a variety of personalities
• Ability to manage and lead sales team members by example and with KPIs and metrics
• Research and development skills to improve processes
• Extremely strong phone skills; ability to set and close appointments over the phone
• Ability to use or quickly learn real estate-specific CRM and marketing/lead technologies
• Outstanding written, grammar, & verbal communication skills with ability to interact with all levels of an organization
• Must possess excellent organization and planning skills
• Must possess problem-solving skills
• Excellent time management skills and ability to adhere to schedules/deadlines
• Must be dependable and safety-oriented
• Self-motivated and results-driven with proven ability to succeed
• Ability to work some nights and weekends
• Enthusiastic about providing best possible customer service for clients and customers
• Strong relationship management and the ability to drive multiple tasks to completion successfully
• Resourceful team player and a positive 'can-do' attitude
• Ability to work in a fast-paced environment
• Strong ability to lead a team
• Decisive and comfortable making decisions quickly
• One year of experience as a sales manager/team leader role is preferred