Division Sales Manager

The Division Sales Manager at Meritage Homes Corporation provides hands-on support to the sales function by coaching frontline sales staff, strengthening division sales culture, and helping the organization achieve sales goals. This onsite role is based in Huntsville, AL and partners with senior leadership and multiple operating units to improve field sales execution using Salesforce.com.

Role Support and Sales Culture

Serve as a primary sales coach for the frontline sales organization by assisting senior division leadership and helping establish an active sales culture across the division. Provide coaching, training, and evaluation through regular daily interaction in the field, and deliver specific performance feedback through established performance review processes.

Coaching, Training, and Team Performance

• Support the ongoing review and analysis of sales programs and incentives, and streamline processes to simplify field sales efforts.
• Set, deliver, and attain sales goals established for each member of the team, working with senior sales leadership.
• Provide formal documentation of feedback as needed through the progressive disciplinary process when serious deficiencies are observed.
• Coach team members on sales funnel metrics and sales achievement using Salesforce.com.
• Conduct weekly review and management of sales team schedules to ensure time and activities support lead generation and conversion.

Process Improvement and Cross-Functional Liaison

Act as a liaison with Marketing, Operations, Design Center, Land, and other operating units throughout the division. Continuously evaluate the effectiveness of processes and work, streamline where possible, and delegate administrative work to other staff or functions as appropriate. Remove obstacles that create friction for real estate agents, clients, and sales counselors, and coordinate realtor engagement activities within designated selling areas (DSAs).

Planning, Recruiting, and Sales Enablement

• Support senior sales leadership in creating an annual Sales Fitness plan to drive Meritage Active Sales in the division.
• Recruit, interview, and orient sales talent capable of achieving established sales goals.
• Ensure new team members prepare to attend Road To Sales Mastery and complete their Quickstart book.
• Work with the leadership team to create Designated Selling Areas and staffing plans that support the DSA.
• Coach the team on effective business-to-business sales techniques to influence agents to bring their clients to Meritage.
• Help create events, programs, and contests as needed, and support the development and execution of sales rallies to promote education, inspiration, and structure for the sales team.

Market Expertise and Sales Measurement

• Ensure completion of competitive market analysis at the field level to provide regular market research and serve as an internal expert on both new and used home product in assigned markets.
• Review sales numbers for the business regularly (including prices, inventory, backlog, and more) and use them to evaluate the effectiveness of sales and incentive programs.

Customer Focus and Issue Resolution

Real estate agents are the primary customer, and lead generation and conversion should focus first on supporting agents in their sales efforts. Help resolve realtor or client concerns and complaints related to the purchase of a Meritage Home, and interact as needed with other departments and functions such as Marketing, Operations, Finance, Accounting, and Land.

Required Qualifications

• Bachelor’s Degree in Marketing, Business, or a related field (or equivalent work experience).
• Minimum 5 years of sales experience in the homebuilding industry.
• Minimum 3 years of experience in a Lead Sales or Sales Management role, with a heavy emphasis on coaching and training.
• Real Estate License is highly preferred. Once hired, obtaining the necessary state-specific Real Estate License may be required.

Preferred Skills and Experience

• Experience coaching, managing, and mentoring sales staff in a public homebuilding environment.
• Proven ability to develop key relationships with Realtors within the market.
• Complete understanding of the sales process and sales funnel as it relates to new home sales.
• Strong coaching and mentoring skills, including providing detailed and specific feedback to help staff meet business goals.
• Ability to give and receive feedback effectively.
• Strong computer skills using Microsoft Windows Office applications (Outlook, Word, Excel).
• Salesforce.com skill and expertise highly preferred.
• Ability to evaluate data and information (Enterprise One reports, Market Research Data, etc.) to make business decisions.
• Communication and interpersonal skills to interface across all levels of the organization and with external contacts.
• Ability to influence others, negotiate outcomes, and articulate action plans to sales staff and internal or external customer groups.
• Professionalism, integrity, and discretion when handling sensitive or confidential information.

Technologies

• Salesforce.com
• Microsoft Windows Office applications
• Outlook, Word, Excel
• Enterprise One reports

Benefits

• Work environment that encourages creativity and innovative ideas
• Organization that lives by its core values
• Team atmosphere where every individual is considered a vital asset
• State of the art technology
• Competitive pay structure and strong benefits
• Flexibility in work-life integration
• Opportunity to further your career in a growing national organization
• Team-oriented environment where individuals play an integral role in the company
• Maintain a competitive drive to be the best

Company Overview

Meritage Homes is focused on delivering Life.Built.Better. The company builds energy-efficient and affordable entry-level and first move-up homes across the US. Meritage was certified a Great Place To Work for a fourth year in a row, and has delivered over 210,000 homes in its 41-year history.