Sales Manager

  • 3-8 Year
  • Edmonton
  •   Posted On: September 18, 2018
  •   Skills:  Analytical Ability, Communication, Relationship Management, SalesForce CRM

Job Overview

Roles & Responsibilities

Hopewell Residential Management LP (“Hopewell”) is one of Alberta’s leading residential development companies, building uncommonly stylish homes in the world’s most sought after communities for more than 15 years. 

Hopewell is a fully-integrated residential land development and homebuilding company, which prides itself on market leadership through the passionate pursuit of excellence and the goal of creating a valued legacy of outstanding new communities and beloved new homes. Hopewell stands for excellence, integrity, and innovation, and our passion to lead is supported by a culture that rewards those who give their best. We understand that our employees are the backbone of our business, and as such we look for hard working team members who share our commitment to collaboration and shared success. 

Hopewell currently has a full-time opportunity for a Sales Manager to join our team. 


Reporting:

This position will report directly to the Director of Sales.


Key Responsibilities: 

  • Foster a team environment;
  • Hire and manage a Sales team of Area Managers, Associates and Greeters as needed to adequately staff show homes in the assigned product groups;
  • Be responsible for all sales activity in the given territory including Single Family and Multi Family 
  • Ensure all Team Members under your direct supervision embrace and actively participate in designated team building events;
  • Provide ongoing coaching and training to Sales Team to ensure they are highly motivated and acquire and possess the necessary skills to deliver exceptional customer service and salesmanship;
  • Identify, investigate and where appropriate, remove barriers to sales on behalf of the Sales Team
  • Ensure team is setting and managing expectations for customers 
  • Ensure team is updating customers throughout the construction process on a timely basis and consult with HRM’s Construction Manager to resolve any issues that arise during construction;
  • Plan and assist in coordinating and executing special events in conjunction with HRM’s Marketing Department; 
  • Maintain accuracy and flow of all HRM’s required paperwork and legal documentation between the Sales team and Head Office;
  • Review Purchase Agreements, sign off the supporting documents relating to those Purchase Agreements, and answer any questions created by anomalies in the purchase agreement in a timely manner;
  • Recommend pricing strategies and promotions on an as needed basis;
  • Ensure team is maintaining visual excellence of on-site Sales Centres;
  • In collaboration with the Marketing Department provide direction that will enable HRM to properly position ourselves regarding promotions, advertising, and special events for each product type;
  • Promote and articulate the HRM Vision, Marketing, Design and Sales Strategies to the Sales Team;
  • Plan and execute dynamic, engaging, valuable sales meetings twice per month in market (Edmonton)
  • Assist Director of Sales in setting sales and revenue goals for the region. Sales Manager will be responsible for their sales team meeting/exceeding the sales and revenue targets;
  • Review competitors shop data on a monthly basis, including price, promotion and specification data to identify competitive pressures in order to respond;
  • Ensure your Sales Team maintains an accurate and current database of all prospects using Salesforce;
  • Represent HRM at all internal Sales Meetings, Developer Builder’s Meetings, and other Developer related events;
  • Conduct Annual Reviews for Area Managers;
  • Review on a quarterly basis, sales projections / forecasts for the various markets and projects that HRM finds itself in with the Director of Sales, and provide revisions where necessary
  • Responsible for overseeing of the Spec Home program;
  • Work with Sales team to determine lots and homes most suited to spec home builds, with a view on operational efficiency and pace of sale;
  • In collaboration with Finance, monitor the usage and allocation of funds from designated lending facilities that support the Spec Home programs goal and direction for the market;
  • Manage inventory within the Spec Home Program to ensure efficient use of resources and inventory in compliance with corporate guidelines;
  • Generate and comment on reports from Newstar Sales to refine the spec home program in line with the strategic direction of improving margin and pace of sale; 
  • Identify solutions for Hopewell spec homes lacking sales activity;
  • Select upgrades based on which upgrades convert sales, and which upgrades have a higher perceived value to buyers;
  • Administer and complete quality control inspections for spec homes;
  • Collect and provide the Design department with client feedback on overall product offering;
  • Work with Marketing to ensure all external communication, including websites, are up to date and accurate with respect to spec home inventory, upgrades, pricing, etc.
  • Other duties and responsibilities as assigned.


Requirements: 

  • High School diploma;
  • Degree in Business, Marketing or related discipline would be considered an asset;
  • 3-8 years of progressive sales experience, including mentoring and training sales staff;
  • Previous experience in the residential construction industry, is required;
  • Strong leadership qualities and ability to motivate sales team(s);
  • An understanding of customer and market dynamics, Edmonton specifically;
  • Analytical skills to interpret sales performance and market trend information;
  • Strong client relationship management skills;
  • Excellent verbal, written, and presentation communication abilities;
  • Problem-solving;
  • Previous experience in developing marketing and sales strategies;
  • Proficient with Microsoft Office applications (Word, Outlook, Excel, etc.)
  • Experience with CRM, ideally Salesforce, would be considered an asset;
  • Valid Driver’s license;

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