Director/Vice President of Sales

Opening our doors in 2017, Starlight Homes builds homes designed specifically for the first-time homebuyer. Our goal is to make the dream of homeownership a reality for everyone, offering expertly crafted homes at an affordable price and ensure its customers’ first journey into home buying is simple, smooth, and reassuring.

Our New Home Sales Consultants take care of our customers throughout every step of the process regardless of their situation, we are here to help.

Together with our parent company, 2023’s Builder of the Year Ashton Woods, we have welcomed over 60,000 people to their new home.

Our company’s commitment to innovation and continually evolving to meet the needs of the market is a key reason we have seen the success we have.

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

Position Overview :

• Oversight of Sales Department within new business segment. This includes but is not limited to : Performance Metrics, Job Descriptions, Training, Recruiting, Process Improvement, etc.
• Ensure that the Quotas and Key Performance Indicators are being met / exceeded.
• Provide coaching and sales training to management and agents.

Major Functional Responsibilities :

• Partner with Executive team to align efforts of training and Sales structure.
• Lead Recruiting, Hiring, Training, Retention, and Management decisions for entire Sales workforce in assigned location.
• Leverage Technology Tools and Systems (Sales Force, DialogTech Dynamic Builder / LMS / Sales Performance).
• Oversee starts process and spec selection.
• Guide the marketing roll out actively provide feedback for process improvement. Ensure signage, website, & sales center are ready 1 week prior to opening.
• Lead Sales meetings with management team. Train Sales management on coaching and mentoring and improving their team performance.
• Work with Accounting on community pricing & ensure pricing strategy aligns with division metrics and performance requirements.
• Provide weekly / monthly / quarterly progress updates and forecasts to leadership / executive team.
• Responsible for maintaining and exhibiting company culture.
• Act as a liaison with the homebuyers with concern for their ongoing satisfaction.
• Develop and implement continual competitive data by gathering and analyzing research.
• Team with peer managers to resolve issues and drive business superior performance.

Management of Sales Department :

• Meet with all new Sales Managers, Sales Agents, and Office Administrator recruits for all communities. Approve, sign, and submit new hire packets to supervisor and to Human Resources for processing.
• Provide guidance of work standards and documents provided to Sales members. This includes but is not limited to : training, monthly / quarterly quotas and key performance indicator metrics, bonus programs, walkthrough and continuous training standards, sales software integration, etc.
• Work closely with Division Manager and corporate team to manage work standards and documents listed above.
• Launch and lead all Sales Meetings.
• Provide communication and process improvement recommendations to VP of Construction and Division Manager.
• Attend / lead weekly mortgage pipeline calls with lender and neighborhood sales managers.
• Participate in Sales Training and complete Sales Manager training evaluation with all new Sales Managers.
• Tour with each Sales Manager at a minimum of once per quarter this includes shadowing / reverse shadowing and conducting Mock-Sales calls with the Sales Management team.
• Review and Approve Sales Managers expense reports.
• Manage each neighborhood Thursday Sunday at least twice per year, with Sales Managers shadowing for training. This includes continuous training with a focus on Sales Cycle, creating price list, and train-the-trainer activities.
• Provide monthly sales projections, quarterly adjustments, and annual reviews.
• Responsible for spending roughly 80% of time in the field, and 20% in corporate office.
• Monitor performance and provide feedback and coaching on necessary improvement opportunities.
• Directly manage neighborhoods as deemed necessary.
• Other duties as assigned by the Division Manager.

Desired Candidate Qualifications :

• 4 year degree from accredited college / university preferred.
• 5-10+ years management of Sales Department within the homebuilding industry.
• 5+ years Proven track record within a sales role.
• Successful experience leading a team of managers.
• Experience implementing and overseeing Sales metrics.
• Ability to coach and train a Sales Team.
• Strong verbal and written communication skills.
• Professional appearance and ability to command a room.
• Must be able to handle high volume situations.
• Strong work ethic, drive, positive attitude, and decision making skills.
• Proficient Computer skills, including Sales software and Microsoft Office.
• Must have reliable transportation for local work travel.
• Must be able to commit to minimal amount of out-of-town travel.

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