Neighborhood Sales Manager - New Home Co.

Are you a driven sales professional with an insatiable hunger for success? Do you thrive in a fast-paced environment where your hard work is rewarded? If so, we want you to join our team as a Neighborhood Sales Manager!

New Home Co. is a new generation homebuilder focused on the design, construction and sale of innovative and consumer-driven homes in major metropolitan areas in Arizona, California, Colorado, Oregon, Texas, and Washington. NEW HOME was named 2019 Builder of the Year by Professional Builder and is a multi-year recipient of "The Eliant" for Best Overall Customer Experience in the multi-divisional builder segment.

At New Home Co. we believe that PEOPLE matter. The strength of our homes is built upon a foundation of focused, energized, visionary and dedicated team members. Our goal is to provide a workplace that supports you in doing the best work of your life. 

Check out NWHM's 2023 Corporate Sustainability Report 

Position Job Title: Neighborhood Sales Manager

FLSA Status: Salaried Exempt

Position Summary

Assume ultimate responsibility for meeting or exceeding sales and closing quotas on a monthly basis within specified profit margins.         

Specific Job Duties

The Critical Path to Sales:

• Immediately greet or acknowledge all visitors who enter the model with enthusiasm and establish rapport with them.
• Ask open-ended, indirect questions which draw out the customers' wants and needs.
• Perform model demonstrations, highlighting how the various features of our homes meet the customers’ wants and needs.
• Complete all contract and related paperwork in an organized, expeditious manner and obtain approval as necessary.
• At the appropriate time, obtain all information necessary to thoroughly complete registration cards.

Prospect Follow-Up:

• Maintain a system for organizing prospect registration cards according to appropriate categories to insure timely follow-up using the established computer system.
• If a contract is not written during the initial visit, before prospects leave ask for an appointment for them to return to the sales center.
• Communicate with prospects by utilizing a combination of telephone contacts and written correspondence.
• Constantly follow-up with prospects using the sales tools provided by the company to increase sales volume.

Realtor Relations:

• Maintain documentation of all realtor traffic.
• Perform the required number of realtor visits each week and submit a monthly Realtor Activity Report detailing all realtor contacts.
• Plan the required number of realtor functions in your community each month.
• Maintain active contact with realtors by providing them with up-to-date inventory information.

Self-Prospecting:

• Review and follow-up on all old prospect cards on a regular basis.
• Seek referral leads from present and closed customers and follow-up on all information.
• Follow-up on all company-generated leads as well as the results of advertising and marketing efforts.

Servicing the Sale:

• Ensure customer expectations have been properly set regarding all activities from contract signing to closing.
• Assist customers in the option selection process.
• Promptly and accurately complete all subsequent change orders for customer requests, changes and additions according to the established guidelines.
• Set appointments for new home orientations and walk-through within established timeframes.
• Monitor and collect any additional deposits or earnest monies due.
• Handle and address homeowner concerns during the construction process    as courteously and promptly as possible.
• Monitor the loan approval and escrow processes (if applicable) and maintain required lender capture rates.
• Monitor the status of contingencies on a weekly basis and submit the Contingency Form to management as required.
• Regularly visit the construction site to check progress and insure installed items are consistent with selection information.
• Maintain regular contact with customers during the construction process using the TLC process to update them on the status of their home.
• Take the initiative to ask for referrals throughout the sales process.

Competitive Shopping:

• Maintain a constant awareness of your competition and their strengths, weaknesses and any special promotions they may be offering.
• Maintain a Competition Notebook noting the pricing, floor plans and features of your competitors and be prepared to use this information to overcome objections.
• Submit Competition Reports to management on a monthly basis.
• Maintain and submit to management a quarterly Lost Prospects Report documenting all sales which were lost to a competitor and the reason for each customer's decision.

Model/Sales Center and Community Management:

• Drive the community each morning before arriving at the sales center to check signage, flags, landscaping and overall community appearance.
• Maintain up-to-date knowledge of all finished and available market homes.
• Perform all model/sales center opening and closing duties as required.
• Maintain the order and cleanliness of the model/sales center throughout the day by performing the periodic walk-through.                        
• Obtain assistance from other team members or professionals as necessary in handling model or market home maintenance issues.
• Maintain an updated, accurate and neat filing system in accordance with established guidelines.
• Maintain an adequate and ready-to-use supply of all brochure items and reorder additional materials well in advance.
• Perform walk-through of finished market homes and accept them from construction.
• Ensure the model/sales center is open and staffed during all established hours of operation.
• Perform all administrative duties associated with maintaining the sales center (i.e.  answer telephones, prepare correspondence, file information, write receipts,   etc.)

Reporting:

• Prepare and submit the following reports on a weekly basis:
  • Sales and Closing Report
  • Traffic Report
  • Registration Slips
  • Status Report and Weekly Construction Meeting Report  (if applicable)
  • Contingency Form
• Prepare and submit the following reports on a monthly basis:
  • Monthly Buyer Profile Summary
  • Monthly Traffic Profile Summary
  • Broker Activity Report  (if applicable)
  • Competition Report
  • Lost Prospect Report       

Personal Professional Standards:

• Constantly project an image of professionalism through your actions, demeanor   and appearance, modeling our vision, values and operating principles.
• Act with integrity and honesty in your dealings with prospects, homeowners and   fellow employees.
• Initiate opportunities to continually enhance your sales skills and knowledge.
• Strive to achieve high levels of teamwork, cooperation and open communication with all other departments in the company.
• Actively participate in Growth Reviews and establish goals for personal improvement.

Managerial Responsibility

Does this position supervise other employees?  No          

Position Qualifications

•  High school diploma with a college degree preferred.

• 3-5 years’ experience in sales and/or marketing preferred.
• New home sales experience strongly preferred

• Must be computer literate, with experience in Windows, Word and Excel preferred.
• Ability to communicate effectively both in writing and verbally to office and field personnel.
• Exhibit a proven ability to close sales.
• Possess a valid Real Estate license.
• Good organizational skills and follow-through capabilities.
• Ability to perform the essential functions of the job in accordance with company requirements and professional business practices.

Physical Activities

• Bending
• Lifting: From 1(lbs) to 15(lbs)
• Reaching
• Seeing        
• Hearing
• Repetitive Motion (i.e. Gripping)
• Typing
• Talking
• Standing
• Walking

Environmental Factors

  Normal Office

Noise Level:

 Low to Moderate (Corporate/Sales Office Environment)

New Home Co. retains the discretion to add or change job duties at any time.

 

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