About the position
The Divisional Sales Manager at Meritage Homes Corporation plays a crucial role in supporting the Sales function by working closely with Senior Division Leadership and serving as a primary sales coach to the frontline sales organization. This position is pivotal in fostering an active sales culture within the division, ensuring that sales staff are well-coached, trained, and evaluated through daily interactions in the field. The Divisional Sales Manager is responsible for the ongoing review and analysis of sales programs and incentives, streamlining processes to simplify field sales efforts, and acting as a liaison with various departments including Marketing, Operations, Design Center, and Land. In this role, the Divisional Sales Manager will provide intensive coaching, training, and feedback to sales staff, which includes reviewing and analyzing sales performance through various metrics and observations. The position requires regular visits to sales offices and communities to identify improvement opportunities, as well as reviewing sales goals and evaluating performance at both community and individual levels. The manager will also document feedback formally when necessary, ensuring that any serious deficiencies are addressed promptly. Additionally, the Divisional Sales Manager will conduct regular market research and competitor analysis, becoming an internal expert on new and used home products in assigned markets. They will review sales numbers, including prices, inventory, and backlog, to assess the effectiveness of sales and incentive programs. The role demands a continuous evaluation of processes to enhance efficiency, with a focus on maintaining the accuracy and integrity of sales data in the Enterprise One and Salesforce systems. Ultimately, the Divisional Sales Manager takes ownership of the sales numbers for the division and collaborates with other departments to achieve business objectives.
Responsibilities
- Provide ongoing and intensive coaching, training, and feedback to sales staff.
- Review and analyze sales performance through shops, game films, and system usage.
- Spend the majority of each day in the field working with Sales Associates on their presentations to buyers.
- Regularly visit and inspect sales offices and communities for improvement opportunities.
- Review sales goals regularly and evaluate performance against these goals at both community and individual levels.
- Provide specific performance feedback to sales associates through established performance review processes.
- Document feedback formally as needed using the progressive disciplinary process.
- Conduct regular reviews of competitors and market research, serving as an internal expert on new and used home products.
- Review sales numbers regularly to evaluate the effectiveness of sales and incentive programs.
- Continuously evaluate and streamline processes, delegating administrative work as appropriate.
- Ensure accuracy and integrity of sales data maintained in Enterprise One and Salesforce systems.
- Interact with other departments such as Design Center, Marketing, Operations, Finance, Accounting, and Land Acquisition.
Requirements
- Bachelor's Degree in Marketing, Business, or a related field or equivalent work experience.
- Real Estate License is highly preferred; obtaining the necessary state-specific Real Estate License may be required once hired.
- Minimum of 5 years of sales experience in the homebuilding industry.
- Minimum of 3 years of experience in a Lead Sales or Sales Management role with a focus on coaching and training.
- Experience coaching, managing, and mentoring sales staff in a public homebuilding environment is highly preferred.
- Complete understanding of the sales process and the selling cycle in the new home sales environment.
- Strong coaching and mentoring skills, effective at providing detailed feedback to staff.
- Strong computer skills with expertise in Microsoft Windows Office applications, including Outlook, Word, and Excel.
- Ability to evaluate data and information to make informed business decisions.
Nice-to-haves
- Experience in a fast-paced sales environment.
- Familiarity with Salesforce or similar CRM systems.
- Strong analytical skills to interpret market research data.
Benefits
- Competitive pay structure
- Strong benefits package
- Flexibility in work-life integration
- Opportunity for career advancement
- Team-oriented environment
- State of the art technology to provide an optimal working environment
