Job Description
Job Description
Position Summary:
The Director of Sales is responsible for achieving divisional sales goals by overseeing the recruiting, training, and performance of Sales Managers and Sales Counselors while ensuring homes are sold at established prices and speed. This position works closely with executive leadership, including the VP of Finance and Division President, to develop sales strategies that maximize revenue, meet business plan objectives, and deliver exceptional customer satisfaction in alignment with company policies and professional standards.
Responsibilities:
- Partner with executive leadership to develop, monitor, and execute strategic sales plans for each community.
- Establish and maintain competitive pricing, incentive programs, and sales strategies informed by market research and business goals.
- Continuously evaluate the division’s competitive position in product, pricing, and financing.
- Track sales performance, identify risks, and implement action plans to ensure closings align with business objectives.
- Clearly communicate company and divisional goals to sales teams, setting defined performance expectations.
- Recruit, train, and develop Sales Managers and Counselors to achieve high performance and engagement.
- Recognize and leverage top performers to drive team motivation and results.
- Conduct quarterly performance reviews; create individualized coaching or improvement plans as needed.
- Ensure sales offices are fully staffed and model homes are maintained in excellent condition.
- Maintain accurate, compliant purchase documents and disclosures to protect the company legally.
- Oversee timely preparation of sales, traffic, and community performance reports.
- Collaborate with Design and Project Management on pre-plot options, upgrades, and product offerings.
- Resolve buyer concerns and assist with loan qualification or contingency issues.
- Ensure all sales processes and documentation align with company policy and industry best practices.
- Monitor competitors in both new home and resale markets, providing data-driven insights and recommendations.
- Gather and report market data to guide pricing, incentive programs, and product strategy.
- Monitor customer satisfaction and lender capture metrics, maintaining scores and capture rates of 90% or higher.
- Foster a collaborative, performance-driven culture emphasizing accountability and continuous improvement.
Key Qualifications:
- Bachelor’s degree in real estate, business management, marketing, or a related field preferred.
- 8+ years of progressive experience in sales and marketing, with at least 3–5 years in new home sales management.
- Proven success leading sales teams to achieve performance goals in alignment with business plans.
- Strong understanding of financial performance, pricing strategy, and profit/loss impact in homebuilding operations.
- Demonstrated ability to coach, mentor, and motivate high-performing sales professionals.
- Excellent analytical, organizational, and strategic planning skills.
- Strong oral and written communication skills; proficiency in Windows and Excel required.
- Ability to prioritize, multi-task, and thrive under deadlines while maintaining attention to detail.
Base Salary:
The expected base salary for this position is between $170,000 to $190,000 per year, depending on experience and skillset. Base salary is paid bi-weekly.
Benefits:
In addition to competitive health insurance coverage for team members and their dependents, New Home Co. also provides comprehensive benefits such as generous paid time off policies, like vacation, holidays, sick leave, jury duty, and bereavement; paid disability, parental and military leave; company-sponsored and voluntary term life, AD&D, and short- and long-term disability insurances; a 401(k) retirement plan with employer matching; and a wellness incentive program to help team members thrive both personally and professionally.
Physical Requirements:
This role requires the ability to sit, stand, walk (including uneven terrain), bend, reach, climb stairs, and lift or carry items up to 25 pounds. Candidates must have full-color vision, adequate hearing, and the ability to communicate clearly and type efficiently. Proficiency with computers, including the use of a keyboard and calculator, is essential.
Work is performed in both office and field settings. The primary environment is a sales office with a low to moderate noise level, involving extended computer use, paperwork, and phone communication. The secondary environment includes active construction sites, where conditions may involve moderate noise, heat, cold, and inclement weather.
The position also requires operating a motor vehicle, visiting jobsites regularly, and reading construction plans. Because the role involves frequent public contact, professional appearance and appropriate business attire are expected.
The physical demands and work environment characteristics described are representative of those that must be met by an employee to successfully perform the essential functions of the position. Reasonable accommodations may be made to enable individuals with disabilities to perform essential functions.
Supervisory Responsibilities:
This position supervises sales management across all divisional communities.
Travel Requirements:
Occasional travel may be required. A valid driver’s license and active vehicle insurance is required at all times.
Safety Requirements:
This position is a safety sensitive position and includes tasks or duties that could affect the safety and health of the employee performing the task and others.
FLSA Classification: Exempt
Disclaimer:
New Home Co and Landsea Homes are equal opportunity employers. Candidates must be authorized to work in the United States. The statements above are intended to describe the general nature and level of work being performed by individuals assigned to this role. Management retains the discretion to add, modify, or remove job duties at any time.