Regional Sales Director - Ashton Woods

Ashton Woods is more than just a home builder. From the sale of our first home in 1989 to recently being named Builder of the Year by Builder Magazine, our focus has always been on blazing new trails and pushing the boundaries of what is possible in homebuilding. Ashton Woods, the #1 private home builder in the United States, markets its homes through its two award-winning brands, Ashton Woods and Starlight Homes. The Ashton Woods brand is known for designing thoughtfully curated, inspired homes for people who love design. The Starlight Homes brand builds homes specifically for first-time homebuyers, offering affordable homes with well-executed designs and quality finishes for buyers looking to make the dream of home ownership a reality. The company’s commitment to innovation and continually evolving to meet the needs of the market is a key reason we are one of the most celebrated homebuilders in the nation, winning hundreds of national and local industry awards in product and community design, architecture, merchandising, sales, marketing, and customer service. We believe that what we accomplish together is greater than what we deliver individually. Our team members have inspired the shared values we embrace in all decisions and actions: Unwavering Integrity, Trail Blazing, Bold Action, Collective Compassion, and Unconditional Respect.

This position can be based out of our headquarters in Atlanta, or only in any of our other locations: Austin, Charleston, Dallas, Houston, Jacksonville, Myrtle Beach, Nashville, Orlando, Phoenix, Raleigh, San Antonio, or Tampa.

Position Overview:

The Regional Sales Director is in place to drive higher levels of sales skill development, execution, and efficiencies in the following areas:

• Sales Performance Coaching: be the “subject matter expert” and leader in driving the key priorities that have been agreed upon by the SVP National Sales and the Divisional VPs and Directors. Focused primarily on developing the front-line sales leaders, the General Sales Managers (GSM) and New Home Sales Managers (NHSM) through enhanced leadership skills, 1-1 front-line sales coaching, and driving a higher level of sales performance. Ensuring the adoption and correct usage of Sales Fusion, STAR, and Sales Leadership practices.
• Sales Performance Management: leverage various tools (DB, Salesforce, LMS, AW University) to ensure our VPs, Directors, GSMs, and NHSMs are using the correct information and data to drive a high-performing sales organization. This encompasses onboarding, ongoing sales skills, and knowledge development training. Helping in such areas as individual development plans that drive accountability for the achievement of individual, neighborhood, and division sales objectives.
• Sales Leadership Development: help identify future sales leaders in the organization that can be developed through training, mentoring, and coaching. Calibration will be done using the core competencies of the target role, in addition to skill and knowledge requirements, leadership skills, and the appropriate business acumen to become a sales leader. This will require documented development plans to manage expectations, achievements, and readiness for promotion with the VPs, Directors, GSMs and NHSMs.
• Salesforce Business Analyst: work with business analysts to provide insights gained from 1-1 with CSMs and NHSCs on how to best leverage Salesforce AI insights. Be the expert in dissecting data and converting it into operational practices that will enhance the performance of the GSMs and the CSMs.
• Sales Compensation and Rewards Programs: Work with the SVP National Sales team to provide insights into creating and modeling compensation plans, as well as provide field-level insights after the implementation of such compensation plans.

Essential Duties and Responsibilities: (Including but not limited to the following)

• Be the subject matter expert and leader in driving the agreed-upon priorities by the SVP National Sales and the Divisional VPs/Directors. Example: training, implementing, and coaching all front-line leaders the requirement to have a written Coaching Pre-Planner for every formal 1-1 meeting.
• Effectively work with each level of the sales organization (CSM/GSM/VP/SVP) to optimize Ashton Woods’ Sales Operations and Performance.
• Minimum weekly communication via phone to ensure Division(s) are tracking to sales, closing, margin, Guild Quality, and the defined business metrics.
• Relay feedback on Division progress/risk areas to SVP Sales, COO and CHRO. Divert required resources as necessary to ensure the Division has the help/resources needed to achieve its business objectives.
• Relay feedback when it is observed that a community is not staffed appropriately.
• Partner with Ashton Woods Learning, Training, and Development Director and Ashton Woods Learning Manager on the learning and training strategy for monthly GSM and CSM development training sessions.
• Share field-based feedback with Corporate Marketing to ensure the appropriate number of leads are being driven and the divisions are driving optimization of lead engagement, lead conversion, and sales.
• Share feedback and insights with VPs to ensure the divisions are driving the optimization of opportunity engagement via the available tools (Salesforce, Vimeo, etc.) to drive opportunity to sales conversion rates.
• Share best practices regarding lead engagement, appointment setting, opportunity conversion, sales knowledge, techniques, and behaviors.
• Sales Business Practices: ensure all processes meet and exceed playbook minimums.
• Engage other functional leaders when needed to help Division Presidents and VP of Sales & Marketing drive the overall business.
• Share feedback with the SVP National Sales and the VPs/Directors where there are opportunities to drive process and procedural efficiencies.

Qualifications:

• Bachelor’s degree in business, management, sales, or related field required.
• At least 5 years direct Sales Leadership experience at the manager level or higher.
• Experience managing a team of customer facing sales consultants and front-line sales leaders (e.g., Area/General Sales Manager).
• Experience in a highly focused customer engagement and customer satisfaction environment.
• Skilled in using sales performance management systems such as Salesforce, learning management systems, etc.
• Skilled in using and leading virtual meetings.
• Demonstrated knowledge of the overall operation of homebuilding and the ability to work and influence cross functional leaders.
• Entrepreneurial spirit and creative thinker/problem solver.
• Ability to travel 70% of the time.
• This position is hybrid and must be based out of our headquarters in Atlanta, or only in any of our other locations: Austin, Charleston, Dallas, Houston, Jacksonville, Myrtle Beach, Nashville, Orlando, Phoenix, Raleigh, San Antonio, or Tampa.