Vice President I - Division Sales

The Divisional Sales Vice President is responsible for promoting and delivering results from our Meritage Active Sales model. This role is responsible for developing and executing a Sales Fitness plan to drive sales success in the division with the goal of optimizing revenue, profit margin and market share. The Sales VP is ultimately responsible for the Sales Function's performance and is expected to coach, train and evaluate sales staff through daily interaction in the field. They also support the ongoing review and analysis of sales programs and incentives, develop Realtor relationship programs, and work to streamline processes to support the simplification of field sales efforts. The Division Sales Vice President understands the real estate agents are our customer and this role is to lead our sales team in the field to execute on strong realtor lead generation and conversion by driving realtor relationship programs and activities at the division and individual sales team member level. The Sales VP serves as an operational partner with the Division President as well as Marketing, Operations, Finance, Land and other operating units.

Responsibilities:

• Is the subject matter expert on sales and sales achievement to the Division and Division President. Actively leading the sales effort of the division and promoting sales objectives and initiatives.
• Responsible for setting, delivering, and attaining sales goals established for each member of the team while providing a superior customer service experience that is consistent with Meritage Homes' mission, vision and values.
• Creates, plans and executes Sales Fitness plan annually with the goal of our strength in Culture, Talent Acquisition/Retention, Talent Management, Inspiration, and Talent Development to optimize revenue, profit margin and market share for the Division in partnership with the Division President.
• Regularly provides specific performance feedback to sales staff through established performance review processes
• Work to remove obstacles that create friction in the sales process for our agents, their clients, and our sales counselors. Continuously evaluates the effectiveness of processes and work; streamline wherever possible; delegate administrative work to other staff or functions as appropriate.
• Engages with the National Sales team to provide insight to national sales initiatives, solve issues impacting the local team, and align to our Meritage Active Sales philosophy.
• Understands real estate agents are our primary customer and all lead generation and conversion should focus first and foremost on supporting our agents in their sales efforts.
• Train team on effective business to business sales techniques to build and influence realtor relationships, as well as develop programs within the division that promote and encourage continued relationships with Realtors in the market.
• Establishes division Defined Selling Areas for the division.
• Create and maintain a workforce readiness plan for sales team staffing needs in Defined Selling Areas. Recruits, hires, evaluates, trains, develops and retains a productive and highly engaged sales staff.
• Responsible for the management of Area Sales Manager(s) performance and goal attainment, where applicable.
• Coaches and develops Area Sales Manager(s) with an expectation for future growth to higher levels in the organization.
• Oversees (and provides as needed) on-going and extensive, coaching, training, and feedback to the sales staff; managers and associates.
• Responsible for the development of sales meetings and training sessions designed to enhance the skills of the sales team and inspire them to success.
• Coordinates and communicates with national and regional team members to align to larger corporate objectives and programs where applicable.
• Partners with division partners in escrow, finance, operations, MTH Mortgage, and Carefree Title to ensure a stress-free sale to close process for the realtor and their client.
• Reviews and analyzes the sales metrics at the division/DSA and sales team member level of the business regularly (prices, inventory, backlog, etc.) to evaluate the effectiveness of sales and incentive programs.
• Advises on commission structure, SG&A, and other selling costs to the division.
• Keeps senior management (including Division Presidents and corporate functional heads) informed of opportunities, problems, progress and support, as needed
• Collaborates with other members of division management in the selection of land and the creation of product, bringing an in-depth understanding of the division's markets, up-to-date consumer preferences and the competition to the discussion
• Partners with divisional marketing partner as needed to create and execute sales promotions to the market to hit sales objectives.
• Maintains a "dotted line" shared management and leadership of the division appointed inside sales team member.
• Participates in regular division pricing meetings and is prepared to provide current knowledge of competitor policies, programs, pricing and products, as well as consumer demographics and economic influences that can impact pricing decisions.
• Promotes and manages to the use of Salesforce.com by the team (leadership included) to maximize lead generation and conversion.
• Participates in forecasting and other relevant business analysis for the Division
• Partners as needed with other departments and functions such as Marketing, Operations, Finance, Accounting, Land, etc.
• Regularly visits and inspects Defined Selling Areas to ensure listings are ready for viewing and the sales team is actively prospecting in the DSA for sales conversion.
• Help resolve any realtor or client concerns or complaints related to the purchase of a Meritage Home.

Education:

• Bachelor's Degree in Marketing, Business or related field or equivalent work experience

License:

• Real Estate License is highly preferred. Once hired, obtaining the necessary, state specific, Real Estate License is REQUIRED.

Experience:

• Minimum of 7 years of sales experience in the homebuilding industry.
• Minimum of 5 years of experience in a Lead Sales or Sales Management role required with a heavy emphasis on coaching and training. Experience coaching, managing, and mentoring sales staff in a public homebuilding environment is highly preferred.
• Proven experience in developing key relationships with Realtors within the market.

Technical Skills:

• Complete understanding of the sales process and the selling cycle as it relates to the new home sales environment.
• Strong coaching and mentoring skills - must be effective at providing detailed and specific feedback to staff to equip them to meet identified business goals. Must be effective at giving and receiving feedback.
• Strong computer skills with expertise in Microsoft Windows Office applications, including Outlook, Word, and Excel
• Ability to evaluate data and information (Enterprise One reports, Market Research Data, etc.) to make business decisions.

Interpersonal/Communication Skills:

• Strong communication and interpersonal skills; ability to interface at all levels within the organization and external contacts
• Requires the ability to influence others, negotiate outcomes, and articulate action plans to sales staff as well as internal and external customer groups.
• High degree of professionalism; ability to communicate with confidence and tact
• Team player; with demonstrated ability to work within cross-functional teams

Judgment:

• Sound judgment and a high level of integrity with the ability address sensitive and confidential information, and make good decisions under pressure.
• Results-oriented, accurate, with keen attention to detail
• Self directed; takes initiative, proactively addresses problems; can work with minimal oversight
• Analytical; with the ability to give, receive and interpret information to determine the root problem and bring issues to a successful conclusion.
• Organized and flexible with the ability to multi-task, prioritize projects and meet deadlines, often with interruptions, changing circumstances, in a fast-paced work environment.
• Thrives in changing environment and maintains a positive attitude

Are you looking for an incredible career opportunity? Then Meritage Homes is the place for you! From the homes we build to the careers we offer, we are focused on delivering a Life.Built.Better.. Meritage is committed to building energy-efficient and affordable entry-level and first move-up homes across the US. We are looking for candidates who are excited about furthering their careers, as well as bringing their authentic self every day to be part of an inclusive organization. Meritage was certified a Great Place To Work for a second year in a row, and is currently ranked on Fortune's Best Workplaces listings in the categories of Construction, Women and Parents. As a top 5 public homebuilder with over 180,000 homes delivered in its 38-year history, Meritage is looking for professionals who are self-starters and want to help our organization grow by providing new and innovative ideas.

When joining Meritage Homes, you and your career can benefit in several ways, including:

• A work environment that encourages creativity and innovative ideas from every level
• An organization that lives by its core values everyday
• Team atmosphere where every individual is considered a vital asset
• State of the art technology to provide an optimal working environment
• A competitive pay structure
• Strong benefits
• Flexibility in work-life integration
• Team-oriented environment where all individuals play an integral role in the company
• Opportunity to further your career in a growing national organization
• Maintain a competitive drive to be the best

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