The McKee Group
  • Springfield, PA, USA
  • Full Time

Summary: The McKee Group, a property management, home building, and real estate investment company, is seeking a talented and energetic individual to fill the role of Director of Sales - New Construction. This is a vital role as this person leads the sales team of our New Homes division. This person will report to the VP of New Homes and the VP / Principal. This position has a base salary plus commission with a six-figure potential.

Essential Duties and Responsibilities Include:

  • Manage, motivate, support, and obtain recognition for sales, design studio and on-site sales administrative staff. Define and administer standards of performance for staff.
  • Assist VP of New Homes & VP/Principle in preparation of the Company business plan. Prepare and monitor Sales Department budget. Sets and monitor annual sales goals and strategies for each community. Lead sales team in meeting or exceeding goals.
  • Recruit and retain the highest quality sales and sales administrative staff. Recommend appropriate compensation for each position. Coordinate new employee onboarding with HR & VP/Principle.
  • Arrange for initial and on-going training for staff. Arrange for and administer evaluations, mystery shoppers or other tools to ensure sales personnel are operating at highest level consistent with the Company's policies and delivering a delightful customer experience.
  • Oversee operation of all sales centers, making sure all sites are adequately staffed for any hours of operation appropriate to meet sales objectives. Ensure sales center, model homes and model parks, signs and site are maintained in a condition that will enhance the reputation of the Company and deliver an outstanding customer experience.
  • Attend weekly on-site construction/sales meetings.
  • Develop and maintain a program for cooperating brokers and increased referrals from previous customers, employees, and friends of the Company in conjunction with VP of New Homes and VP/Principle
  • Develop, arrange, and manage special events to attract customers or convert sales in cooperation with VP/Principle.
  • Analyze traffic from Company's communities, including ensuring the timely preparation and accuracy of all sales reports submitted by sales staff to corporate office.
  • Understand the national, regional, and local economic situation and on-going market conditions and communicate to both sales staff and Company leadership. Track sales activity, changes in product type and marketing activities of communities specifically in competition with Company's communities. Assist VP/Principle in obtaining necessary market intelligence through customer records, competitive shopping, and data gathering.
  • Update, administer and enforce policies and practices in Sales Manual.
  • Ensure options manuals are current and complete to support sales. Assist Estimating Department, utilizing input on trends in determining the appropriate options to offer and the suggested pricing of those options to increase home sales and enhance the profitability of each sale. Assist VP New Homes and VP/Principle in development of product improvements or introductions and in creation or correction of brochure material.
  • Ensure all sales documents, especially agreements of sale and selections material, are completed in a timely, accurate fashion. Oversee all sales forms and data to Ensure protection of the Company's interests and an accurate flow of information.
  • Participate in any contract negotiations, subject to acceptance by VP of New Homes. Direct sales staff in the resolution of disputes with customers, attorneys, or Company personnel to protect the interests of the Company while delivering a delightful customer experience.
  • Be aware of all customer concerns and coordinate resolution with construction project manager. Be prepared to act as a buyer's advocate in resolving disputes to the benefit of the Company while delivering a delightful customer experience.
  • Be knowledgeable on legal issues surrounding sales of homes and current regulations of State Real Estate commission and Ensure all Company personnel and policies are complying.
  • Obtain brokerage representation for MLS listing service and manage MLS listings in conjunction with VP/Principle.
  • Working with VP of New Homes, manage lot releases and lot premiums. Propose price increases to meet goals while maximizing profitability for Company.
  • Propose and manage spec homes to maximize traffic to the site and profitability to the Company. Ensure selections optimize a profitable sale of the home.
  • Ensure effective follow up on potential customers. Develop key touch points process including methods of communication and timing for outreach. Manage current and future pipelines of top prospects with a focus on surpassing sales goals.
  • Represent Company as required on trade associations.
  • Cooperate actively with Company associates to best attain the Company's objectives. Participate in joint action with other departments where corrective action is needed in the solution of daily operating problems and promotion of an effective team environment.
  • Suggest limited time incentives for events and assist VP New Homes /VP Principle with creating and managing sales contest, including rewards and accolades.

Qualifications:

  • Excellent written and oral communication skills and strong analytical ability
  • High level of accuracy and attention to detail
  • Ability to manage several projects simultaneously in fast-paced environment
  • Highly developed interpersonal skills: demonstrated ability of working with various levels of personnel
  • Good judgment and decision-making skills Exceptional organizational skills
  • High computer literacy in MS Word, Excel, and Outlook
  • Willingness for frequent travel within a 200-mile radius
  • Desire to accept 24-7 responsibility for success of sales department
  • Minimum 5 years experience in new homes industry and previous management experience.

Equal Employment Opportunity:

It is the policy of McKee to provide equal opportunity in employment and to all employees and applicants for employment. No person will be discriminated against in employment because of race, religion, color, sex, age, national origin, ancestry, disability, military status, marital status, or any other legally protected class, trait, or characteristic

The McKee Group
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