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Key Responsibilities and Required Skills for a Residential Sales Manager

💰 $95,000 - $150,000+ (OTE)

SalesReal EstateManagement

🎯 Role Definition

This role requires a dynamic, results-driven, and inspirational Residential Sales Manager to lead our high-performing sales team. This pivotal role is responsible for driving revenue growth, coaching and developing sales consultants, and ensuring an exceptional home-buying experience for our clients. You will be the strategic force behind our community sales operations, setting ambitious goals, cultivating a winning culture, and empowering your team to exceed them. If you are a passionate sales leader with a proven track record in the residential real estate or new construction sector, we invite you to apply.

📈 Career Progression

Typical Career Path

Entry Point From:

  • Senior New Home Sales Consultant / Top-Producing Sales Associate
  • Real Estate Team Lead
  • Assistant Sales Manager

Advancement To:

  • Director of Sales
  • Regional Sales Manager
  • Vice President of Sales & Marketing

Lateral Moves:

  • Business Development Manager
  • Corporate Sales Trainer
  • Marketing Manager

Core Responsibilities

Primary Functions

  • Spearhead the recruitment, hiring, training, and ongoing professional development of a top-tier team of New Home Sales Consultants, fostering a culture of excellence and continuous improvement.
  • Develop and implement strategic sales plans and initiatives to achieve or exceed monthly, quarterly, and annual sales quotas and company revenue targets for assigned communities.
  • Provide daily hands-on leadership, coaching, and motivation to the sales team, including conducting regular one-on-one meetings, performance reviews, and in-field training sessions to enhance their sales skills and product knowledge.
  • Establish and meticulously track key performance indicators (KPIs) for the sales team, analyzing sales data and market trends to identify opportunities for growth and areas for improvement.
  • Oversee the entire new home sales cycle, from initial lead generation and prospect management to contract negotiation and closing, ensuring a seamless and positive customer journey.
  • Manage and optimize the use of the Customer Relationship Management (CRM) system (e.g., Lasso, MarkSystems, Salesforce) to ensure accurate data entry, lead tracking, and robust reporting on all sales activities.
  • Collaborate closely with the marketing department to develop and execute effective lead generation campaigns, grand opening events, and marketing collateral that align with sales objectives.
  • Conduct regular and thorough competitive market analysis to stay abreast of competitor pricing, products, and sales strategies, providing actionable insights and recommendations to senior leadership.
  • Act as the primary point of contact for resolving complex customer issues and escalations, ensuring high levels of customer satisfaction and protecting the company's brand reputation.
  • Review and approve all new home sales contracts and related documentation for accuracy and completeness, ensuring compliance with all company policies and legal regulations.
  • Manage the sales budget for the division or assigned communities, ensuring all sales and marketing activities are conducted within financial parameters.
  • Foster strong relationships with the local realtor community, mortgage lenders, and other external partners to drive referral business and create a collaborative sales ecosystem.
  • Lead weekly sales meetings to review team performance, discuss strategies, role-play scenarios, address challenges, and communicate company updates and new initiatives.
  • Personally engage with prospective homebuyers at model homes and sales centers to provide leadership by example and gain firsthand market feedback.
  • Ensure all sales centers, model homes, and community signage are maintained to the highest standards of presentation, cleanliness, and brand consistency.
  • Prepare and present detailed sales reports, absorption forecasts, and business reviews to senior management, highlighting performance, market conditions, and strategic recommendations.
  • Champion the company's vision and values, ensuring the sales team operates with the highest level of integrity, professionalism, and customer-centric focus.
  • Drive the implementation of new sales technologies and tools to improve efficiency and effectiveness across the sales organization.
  • Coordinate with construction, purchasing, and design teams to ensure a smooth hand-off process and clear communication regarding home specifications, options, and delivery timelines.
  • Develop and manage sales incentive programs and contests to motivate the team and reward top performers for achieving ambitious goals.
  • Assess the performance and viability of various sales communities, making strategic recommendations for staffing, marketing spend, or strategic adjustments.

Secondary Functions

  • Assist the land acquisition team by providing sales and market-based insights on potential new community locations and target demographics.
  • Participate in the development and pricing of new floor plans and product offerings based on observed market demand and competitive positioning.
  • Collaborate with cross-functional business units to translate sales data needs into actionable reporting and engineering requirements.
  • Contribute to the organization's broader sales strategy and go-to-market roadmap.

Required Skills & Competencies

Hard Skills (Technical)

  • CRM Software Proficiency: Expert-level ability with industry-specific CRM platforms (e.g., Salesforce, Lasso, MarkSystems, Newstar).
  • Advanced Sales Reporting & Forecasting: Skill in creating, analyzing, and presenting complex sales data and predicting future performance.
  • Contract Negotiation & Management: Deep understanding of real estate purchase agreements, addendums, and legal compliance.
  • Real Estate Finance & Mortgage Principles: Strong knowledge of buyer financing, mortgage processes, and qualification criteria.
  • Market Analysis & Competitive Intelligence: Ability to research and interpret market data to inform sales strategy.
  • Microsoft Office Suite: High proficiency in Excel for data analysis, PowerPoint for presentations, and Word for communications.

Soft Skills

  • Inspirational Leadership & Team Motivation: The ability to inspire, energize, and lead a sales team to achieve peak performance.
  • Coaching, Mentoring, & Performance Management: A passion for developing talent and providing constructive, actionable feedback.
  • Strategic Thinking & Business Acumen: The capacity to see the big picture, understand market dynamics, and make sound business decisions.
  • Exceptional Communication & Interpersonal Skills: Superior verbal and written communication skills for interacting with team members, customers, and executives.
  • Problem-Solving & Conflict Resolution: A proactive approach to identifying challenges and resolving issues with diplomacy and effectiveness.
  • Results-Oriented & Drive for Excellence: A relentless focus on achieving and exceeding goals with a commitment to high standards.
  • Customer-Centric Mindset: A genuine desire to create an outstanding experience for every homebuyer.

Education & Experience

Educational Background

Minimum Education:

High School Diploma or GED, coupled with significant relevant experience. An active Real Estate License in the state of operation is often required.

Preferred Education:

Bachelor's Degree

Relevant Fields of Study:

  • Business Administration
  • Marketing
  • Real Estate
  • Communications

Experience Requirements

Typical Experience Range:

5-7+ years of progressive experience in residential real estate sales, with a minimum of 2-3 years in a leadership, team lead, or management capacity.

Preferred:

Direct experience in new home construction sales is highly preferred. A verifiable track record of exceeding multi-million dollar sales targets both individually and as a leader of a sales team.

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