VP of Sales & Marketing - 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.

Headquartered in Atlanta, Georgia, Ashton Woods sells new homes in Atlanta, Austin, Charleston, Dallas, Houston, Myrtle Beach, Nashville, Orlando, Phoenix, Raleigh, San Antonio, and Tampa.

Position Overview:

Reporting to and partnering with the Division President, the Vice President of Sales will be responsible for the overall sales metrics in the division and for the recruitment and retention of sales professionals to achieve the business plan goals and achievements for the division.

Responsibilities:

• Recruiting, hiring, training, development, and retention of sales talent; and execution of compensation and reward programs.
• Leveraging technology tools and systems (CRM/marketing automation, Dynamic Builder/LMS/Sales Performance).
• Competitive analysis/strategic, product positioning and supply/demand analysis, product evaluation/design; and market segmentation.
• Merchandising (models/signage/collateral materials/advertising) development and implementation.
• Customer Demographic Analysis, web marketing, and marketing/budget development and Control.
• Public Relations.

Key Duties:

• Obtain the Division budgeted sales and closing objectives at or above the budget.
• Build and maintain a disciplined sales force that sells homes, enhances operational efficiency with clean contracts and promotes customer satisfaction.
• Ensure Sales Consultants actively aid the building and administrative teams to reduce cycle time and minimize conflicts with customers.
• Manage our marketing process and ensure that the objectives of the Marketing Manager are met.
• Provide the Division President with timely and accurate market data for new land purchases and the development of our sales strategy.
• Maintain training level in the sales processes as delineated in corporate shops. Train our sales department regularly to enhance both selling skills and our ability to set customer expectations.
• Manage the customer care process from point of sale through closing. Ensure we comply with established procedures and customer walk schedule.
• Maintain a corporate satisfaction score above 90%. Develop cutting edge product that is both saleable and cost efficient. Participate in the entire development process to include prototype walk refinements.
• Administer the contract process to ensure a quick start time in accordance with our division procedures and to reduce contract ambiguities that lead to customer disputes.
• Manage fixed expenses within budget.

Qualifications:

• ACTIVE TENNESSEE BROKERS LICENSE IS REQUIRED.
• Bachelor’s degree in business or related field required.
• Master’s degree in business or related field preferred.
• At least five years of experience as a sales/marketing manager with a volume builder focusing on move-up product doing at least 400+ units per year.
• Experience managing a team of both Sales Consultants and Front-Line Sales Leaders (Area Sales Managers/General Sales Managers).
• Experience in a highly focused Customer Engagement and Satisfaction model.
• Entrepreneurial spirit and creative thinker.
• Computer Literacy with proficiency in CRM/Sales Performance Management systems.
• Market Analysis (to include supply/demand and demographic).

Skills and Knowledge:

• Must be able to use word processing, e-mail, spreadsheets, presentation (PowerPoint), database and newsletter (Adobe) software for advanced internal and external communications, creation of reports and presentations and database maintenance.
• Ability to review, analyze and interpret information as well as trouble-shoot to solve problems.
• Knowledge of business English and ability to communicate patiently and professionally with both internal and external customers both orally and in writing.
• Ability to multi-task and prioritize several tasks without compromising quality of work or mission deadlines.
• Ability to adapt in a changing workplace.
• Computer literacy, proficiency with Outlook, Excel, Word, Power Point and ability to learn new programs as needed.
• Knowledge of sales processes, procedures and concepts required.
• Ability to multi-task and prioritize several tasks without compromising quality of work or mission deadlines.
• Proven organizational skills in a high paced work environment.

Typical Physical and Mental Demands:

• Ability to drive an automobile for required travel.
• Requires occasional lifting up to 20 pounds.
• These physical requirements are representative of those required to successfully perform the essential functions of this position. Reasonable accommodation will be made to enable individuals with disabilities to perform these functions if requested.

Working Conditions:

This position operates primarily in the field that requires travel to and from various locations daily. Some work will be performed in a standard office environment requiring the use of standard office equipment. Standing and walking will be required both in the field and in the office environment. The environment is fast paced and subject to numerous schedule and priority changes and short notice activity. Transportation is required; Safety concerns include dangers while driving.