Area Sales Manager

What You'll Do

Sales Leadership & Performance Management

• Lead, coach, and inspire a team of New Home Sales Specialists to achieve weekly, monthly, quarterly, and annual sales and closing goals.
• Conduct regular sales meetings, rallies, and training sessions that drive engagement, accountability, and continuous improvement.
• Establish individual and team sales goals, monitor performance metrics, and implement action plans to achieve business objectives.
• Foster a high-performance culture focused on professional growth, customer satisfaction, and operational excellence.
• Recruit, develop, retain, and mentor top sales talent while addressing performance concerns when necessary.

Training & Development

• Provide ongoing one-on-one coaching and field support to improve sales effectiveness, lead conversion, and customer engagement.
• Deliver training on company sales processes, CRM utilization, product knowledge, and lead management best practices.
• Continuously challenge and support team members in reaching their full professional potential.

Community & Market Strategy

• Analyze market conditions, competitive activity, pricing trends, incentives, and product offerings to strengthen community positioning and market share.
• Maintain community proformas and leverage market intelligence to recommend pricing strategies and sales incentives.
• Review and evaluate competitive analysis reports and provide recommendations to senior leadership.
• Partner with Marketing to develop and execute effective on-site and off-site marketing strategies that support sales goals.

Cross-Functional Collaboration

• Serve as a key liaison between Sales, Construction, Land Development, Marketing, Operations, and homeowners to resolve issues and ensure a seamless customer experience.
• Maintain current knowledge of lot releases, development timelines, HOA requirements, build schedules, and construction constraints to effectively guide the sales team.
• Lead quarterly Community Reviews with cross-functional stakeholders to evaluate performance, opportunities, and operational improvements.
• Facilitate community startup and closeout processes to ensure effective communication and execution across departments.

Operational Excellence

• Review and approve sales contracts and ensure compliance with company policies and procedures.
• Monitor CRM data integrity and ensure accurate tracking of customer traffic, lead activity, buyer stories, and sales pipeline information.
• Manage backlog performance and work closely with sales teams to ensure homes remain on track for successful closings.
• Monitor sales offices, model homes, inventory homes, and community presentation standards to ensure alignment with company expectations.
• Support company initiatives, including participation in Bridge the Gap programs and other organizational development efforts.
• Maintain commission records and approve semi-monthly payroll documentation accurately and timely.

What You'll Bring

Education

• Bachelor's degree preferred.

Licenses & Certifications

• Active State Real Estate License required.
• State Broker License preferred.

Experience

• 2-5+ years of sales leadership experience, preferably within the residential homebuilding industry.
• Proven success leading and developing high-performing sales teams.
• Experience in new home sales management required.
• Strong understanding of sales processes, lead conversion strategies, and customer relationship management.
• Knowledge of residential construction, community development, and housing market dynamics preferred.
• Demonstrated ability to analyze market trends and develop effective sales strategies.

Technical Skills

• Proficiency with Microsoft Office Suite.
• Experience utilizing CRM platforms and sales reporting tools. Experience with HubSpot is a plus.
• Strong analytical, organizational, and communication skills.