Sales Manager
Apply NowCompany: J.F. Shea Family of Companies
Location: Pleasanton, CA 94566
Description:
SUMMARY - SALES MANAGER POSITION
The Sales Manager is primarily responsible to achieve the annual goals of the Sales Department as determined by the Annual Northern California Business Plan - Sales, Closings, Cancellation Rates, Referral Rates, Shea Mortgage Capture Rates, Salesforce APNO's. The Sales Manager provides leadership, guidance and support to the Sales Department Internal Staff (Escrow Coordinator) in the day-to-day operations as they affect the processing of Purchase Contracts through the Close of Escrow. The Sales Manager provides leadership, support and motivates the Community Representatives and Associates to maintaining the highest level of professionalism and commitment to excellence at all Shea Homes for-sale communities.
ESSENTIAL DUTIES AND RESPONSIBILITIES include the following.
Responsible for sales transactions and escrow closings
Orchestrate onsite and off-site signage in cooperation with Shea Marketing
Responsible for recruiting, hiring, training, and motivating community representatives
Supervision of community representatives, to include regular one on one meetings, evaluate and provide feedback from third party shops.
Tour communities perform audits on standing inventory, tour competition, and provide premium and pricing suggestions. (Be in the field 2 to 3 times per week)
Continuous interface with Community Representatives regarding issues specific to their new home community, i.e. ad hoc escrow issues, specific customer requests and issues, community-related issues, etc.
Responsible to develop agenda items and facilitate monthly Sales Meetings based on Business Plan goals and objectives in cooperation with VP Sales and Marketing to motivate, educate, implement training modules, etc. as needed.
Implement monthly structured Escrow Status Meetings to review all open escrows face-to-face or via conference call with Community Representatives, Design Studio personnel and Shea Mortgage Loan Officers.
Conducts their self in accordance with the Core Values of Shea Homes and instills these values with the Community Representatives.
Conduct continuous improvement analysis of contract processing and escrow closings processes for strict adherence to defined policies, accuracy, and efficiency. Work cooperatively and direct the Escrow Coordinator or Contracts Administrator to affect change to benefit Shea Homes and our Customers.
Responsible for customer dispute-resolution by investigating the issue, working cooperatively with Shea Homes Department Managers to solve conflict, and communicating resolution to customer and all affected departments. Responsible to identify "high-level" complaints, investigate circumstances and recommend to the Vice President of Sales and Marketing for resolution. Problem-solving skills and ability to work thru multi-faceted issues with calm resolution is a prerequisite to fulfilling this responsibility.
Work cooperatively with Vice President of Sales and Marketing to ensure appropriate training of all on-site Community Representatives. Primary responsibility for the full implementation of all Sales applications including Salesforce CRM, Sharepoint, and My Shea Home Portal at all Shea Homes Communities.
Train and develop the sales team on Foundations (Planned Presentation).
Implement and train Community Representatives on Salesforce.
Review and execute on behalf of Shea Homes, all Purchase Contracts to ensure that all established policies and incentives (as applicable) are conformed to.
Work cooperatively with Purchasing, Community Development and VP of Sales and Marketing to ensure that all necessary documents and collateral material have been prepared for new community openings and on-going monitoring of the accuracy of these documents thru the selling process. (Conduct "Sales Hand-Off Meeting" for new communities)
Actively involved in the community-specific training of Community Representatives/ Managers and Associates in conjunction with Department Managers as new Communities open for-sale including such issues as: Contract Documents, Addenda, Disclosures, CC&R's, HOA Documents, Standard Specifications, Options Programs, etc.
Weekly and monthly review of Closing Projections in conjunction with Escrow Coordinator to meet projections. Conduct analysis of projections not achieved to identify potential problem areas.
Work cooperatively with VP of Sales and Marketing, and VP of Shea Mortgage to devise processes and practices for enhancing the Shea Mortgage loan capture rate for sales at all Shea Homes Communities.
Monitor, support and ensure the success of Community Team Construction and Sales Meetings. Continually reiterate the Shea Homes defined processes and hold team members accountable for following these prescribed procedures. Work with Construction Team and Sales members to instill an instinctive sense of "ownership" of Customer Satisfaction.
Work cooperatively with Sales Team, Marketing and under the guidance of VP of Sales and Marketing to develop advertising campaigns, image advertising, public relations, events, etc. as necessary.
Work cooperatively with Sales Team and Marketing under the guidance of the VP of Sales and Marketing to develop and ongoing marketing program to Increase Buyer Referral Sales.
Work cooperatively with Sales Team and Marketing under the guidance of the VP of Sales and Marketing to set reasonable customer expectations via Sales Office displays, collateral, Internet presence, etc. then work cooperatively with all aspects of the buying process to meet these expectations.
Conduct and monitor "sales shops" as determined by the Shea Planned Presentation Program
SUPERVISORY RESPONSIBILITIES
Directly supervises community representatives and Sales Escrow team members in the Sales and Marketing Department. Carry out supervisory responsibilities in accordance with the organization's policies and applicable laws. Responsibilities include interviewing, hiring, and training employees; planning, assigning, and directing work; appraising performance; rewarding and disciplining employees; addressing complaints and resolving problems.
Additional Tasks Include
Weekly Sunday Night Report, approving CR time cards/PTO in ADP, Approving Bi-Weekly commissions and issuing Commission Spreadsheets to CR's.
QUALIFICATIONS
College Degree preferred
Real Estate License required
Knowledge and experience in new home sales, escrow, lending and sales training
Proven management capabilities
Excellent communication skills
Demonstrate organization, prioritization, follow up and follow through
Knowledge of construction process and ability to read plans
In-depth understanding of Salesforce CRM program
EDUCATION and/or EXPERIENCE
Bachelor's degree (B. A.) from four-year college or university; or one to two years related experience and/or training; or equivalent combination of education and experience.
LANGUAGE SKILLS
Ability to read, analyzes, and interprets general business periodicals, professional journals, technical procedures, or governmental regulations. Ability to write reports, business correspondence, and procedure manuals. Ability to effectively communicate information and respond to questions from groups of managers, clients, customers, and the general public.
MATHEMATICAL SKILLS
Ability to calculate figures and amounts such as discounts, interest, commissions, proportions, percentages, area, circumference, and volume. Ability to apply concepts of basic algebra and geometry. Utilize Excel and have proficiency in creating spreadsheets.
REASONING ABILITY
Ability to solve practical problems and deal with a variety of concrete variables in situations where only limited standardization exists. Ability to interpret a variety of instructions furnished in written, oral, diagram, or schedule form.
PHYSICAL DEMANDS
The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
While performing the duties of this job, the employee is occasionally required to stand; walk; sit; use hands to finger, handle, or feel; reach with hands and arms; and taste or smell. The employee must occasionally lift and/or move up to 25 pounds.
WORK ENVIRONMENT
The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
While performing the duties of this job, the employee is occasionally exposed to moving mechanical parts. The noise level in the work environment is usually moderate.
NOTICE
This job description in no way states or implies that these are the only tasks to be performed by the employee occupying this position. She or he will be required to follow any other instructions and to perform any other job-related duties requested by his or her supervisor.
EOE/M/F/D/V
The Sales Manager is primarily responsible to achieve the annual goals of the Sales Department as determined by the Annual Northern California Business Plan - Sales, Closings, Cancellation Rates, Referral Rates, Shea Mortgage Capture Rates, Salesforce APNO's. The Sales Manager provides leadership, guidance and support to the Sales Department Internal Staff (Escrow Coordinator) in the day-to-day operations as they affect the processing of Purchase Contracts through the Close of Escrow. The Sales Manager provides leadership, support and motivates the Community Representatives and Associates to maintaining the highest level of professionalism and commitment to excellence at all Shea Homes for-sale communities.
ESSENTIAL DUTIES AND RESPONSIBILITIES include the following.
Responsible for sales transactions and escrow closings
Orchestrate onsite and off-site signage in cooperation with Shea Marketing
Responsible for recruiting, hiring, training, and motivating community representatives
Supervision of community representatives, to include regular one on one meetings, evaluate and provide feedback from third party shops.
Tour communities perform audits on standing inventory, tour competition, and provide premium and pricing suggestions. (Be in the field 2 to 3 times per week)
Continuous interface with Community Representatives regarding issues specific to their new home community, i.e. ad hoc escrow issues, specific customer requests and issues, community-related issues, etc.
Responsible to develop agenda items and facilitate monthly Sales Meetings based on Business Plan goals and objectives in cooperation with VP Sales and Marketing to motivate, educate, implement training modules, etc. as needed.
Implement monthly structured Escrow Status Meetings to review all open escrows face-to-face or via conference call with Community Representatives, Design Studio personnel and Shea Mortgage Loan Officers.
Conducts their self in accordance with the Core Values of Shea Homes and instills these values with the Community Representatives.
Conduct continuous improvement analysis of contract processing and escrow closings processes for strict adherence to defined policies, accuracy, and efficiency. Work cooperatively and direct the Escrow Coordinator or Contracts Administrator to affect change to benefit Shea Homes and our Customers.
Responsible for customer dispute-resolution by investigating the issue, working cooperatively with Shea Homes Department Managers to solve conflict, and communicating resolution to customer and all affected departments. Responsible to identify "high-level" complaints, investigate circumstances and recommend to the Vice President of Sales and Marketing for resolution. Problem-solving skills and ability to work thru multi-faceted issues with calm resolution is a prerequisite to fulfilling this responsibility.
Work cooperatively with Vice President of Sales and Marketing to ensure appropriate training of all on-site Community Representatives. Primary responsibility for the full implementation of all Sales applications including Salesforce CRM, Sharepoint, and My Shea Home Portal at all Shea Homes Communities.
Train and develop the sales team on Foundations (Planned Presentation).
Implement and train Community Representatives on Salesforce.
Review and execute on behalf of Shea Homes, all Purchase Contracts to ensure that all established policies and incentives (as applicable) are conformed to.
Work cooperatively with Purchasing, Community Development and VP of Sales and Marketing to ensure that all necessary documents and collateral material have been prepared for new community openings and on-going monitoring of the accuracy of these documents thru the selling process. (Conduct "Sales Hand-Off Meeting" for new communities)
Actively involved in the community-specific training of Community Representatives/ Managers and Associates in conjunction with Department Managers as new Communities open for-sale including such issues as: Contract Documents, Addenda, Disclosures, CC&R's, HOA Documents, Standard Specifications, Options Programs, etc.
Weekly and monthly review of Closing Projections in conjunction with Escrow Coordinator to meet projections. Conduct analysis of projections not achieved to identify potential problem areas.
Work cooperatively with VP of Sales and Marketing, and VP of Shea Mortgage to devise processes and practices for enhancing the Shea Mortgage loan capture rate for sales at all Shea Homes Communities.
Monitor, support and ensure the success of Community Team Construction and Sales Meetings. Continually reiterate the Shea Homes defined processes and hold team members accountable for following these prescribed procedures. Work with Construction Team and Sales members to instill an instinctive sense of "ownership" of Customer Satisfaction.
Work cooperatively with Sales Team, Marketing and under the guidance of VP of Sales and Marketing to develop advertising campaigns, image advertising, public relations, events, etc. as necessary.
Work cooperatively with Sales Team and Marketing under the guidance of the VP of Sales and Marketing to develop and ongoing marketing program to Increase Buyer Referral Sales.
Work cooperatively with Sales Team and Marketing under the guidance of the VP of Sales and Marketing to set reasonable customer expectations via Sales Office displays, collateral, Internet presence, etc. then work cooperatively with all aspects of the buying process to meet these expectations.
Conduct and monitor "sales shops" as determined by the Shea Planned Presentation Program
SUPERVISORY RESPONSIBILITIES
Directly supervises community representatives and Sales Escrow team members in the Sales and Marketing Department. Carry out supervisory responsibilities in accordance with the organization's policies and applicable laws. Responsibilities include interviewing, hiring, and training employees; planning, assigning, and directing work; appraising performance; rewarding and disciplining employees; addressing complaints and resolving problems.
Additional Tasks Include
Weekly Sunday Night Report, approving CR time cards/PTO in ADP, Approving Bi-Weekly commissions and issuing Commission Spreadsheets to CR's.
QUALIFICATIONS
College Degree preferred
Real Estate License required
Knowledge and experience in new home sales, escrow, lending and sales training
Proven management capabilities
Excellent communication skills
Demonstrate organization, prioritization, follow up and follow through
Knowledge of construction process and ability to read plans
In-depth understanding of Salesforce CRM program
EDUCATION and/or EXPERIENCE
Bachelor's degree (B. A.) from four-year college or university; or one to two years related experience and/or training; or equivalent combination of education and experience.
LANGUAGE SKILLS
Ability to read, analyzes, and interprets general business periodicals, professional journals, technical procedures, or governmental regulations. Ability to write reports, business correspondence, and procedure manuals. Ability to effectively communicate information and respond to questions from groups of managers, clients, customers, and the general public.
MATHEMATICAL SKILLS
Ability to calculate figures and amounts such as discounts, interest, commissions, proportions, percentages, area, circumference, and volume. Ability to apply concepts of basic algebra and geometry. Utilize Excel and have proficiency in creating spreadsheets.
REASONING ABILITY
Ability to solve practical problems and deal with a variety of concrete variables in situations where only limited standardization exists. Ability to interpret a variety of instructions furnished in written, oral, diagram, or schedule form.
PHYSICAL DEMANDS
The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
While performing the duties of this job, the employee is occasionally required to stand; walk; sit; use hands to finger, handle, or feel; reach with hands and arms; and taste or smell. The employee must occasionally lift and/or move up to 25 pounds.
WORK ENVIRONMENT
The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
While performing the duties of this job, the employee is occasionally exposed to moving mechanical parts. The noise level in the work environment is usually moderate.
NOTICE
This job description in no way states or implies that these are the only tasks to be performed by the employee occupying this position. She or he will be required to follow any other instructions and to perform any other job-related duties requested by his or her supervisor.
EOE/M/F/D/V