Sales Manager

Role overview:

To establish and manage a motivated sales team that is capable of achieving the company’s objectives across one or two developments through support, control, development, and training whilst at all times ensuring the team enhance the brand image to prospective and existing customers and deliver high standards of customer service through the customer journey. It is expected this would be running two developments or a major development with multiple phases.

Key Results Areas:

1. Delivery

• To ensure that your development meets the company’s targets (monthly, quarterly, half year and yearly) for reservations and completions, turnover timescale to exchange, forward sales and sale of stock units.
• Work alongside Regional Sales Manager and Marketing Managers to create marketing strategies appropriate to hit sales targets. Then implement these strategies.
• Attend launches and promotional events for own developments and others as required.
• Monitor competitor’s sites, product and promotions ensuring that accurate information is reported at sales meetings.
• Prepare and provide meaningful sales reports to be submitted to Regional Sales Manager and/or JV Partners.
• Attend and actively contribute to marketing and other meetings as required.
• Ensure excellent site, showhome, sales suites and people presentation.
• Ensure each site makes maximum use of nominated IFA’s and Solicitors.
• Ensure your site has up to date sales literature and material and complies with the legislation.
• Ensure that the reporting of weekly figures are accurate and weekly reports are distributed to meet deadlines.
• Ensure costs are managed within these budgets. Notify the Group Sales and Marketing Director if budgets are likely to be exceeded.
• Recommend new sales releases/review pricing strategy for approval by Group Sales and Marketing Director.
• Be aware of and provide “first port of call” expertise for all customers purchasing activities from sales executives and estate agents.

2. Quality & Compliance

• Oversee the admin and reporting requirements to ensure that they fully meet requirements according to company policies and agreed time frames.
• Deliver the Hill Customer Journey in line with the company procedure manual to ensure the NHBC / HBF Five Star customer satisfaction award is achieved.
• Comply with responsibilities as laid down in the company’s health and safety policy in order to ensure a safe environment for sales department employees and for customers.
• At all times comply with any other relevant company policies, procedure, and instructions.
• Ensure all sales areas comply to company’s sales health and safety procedures ahead of launch and continue to be updated.
• Take pride in maintaining and presentation of the sales area to the highest standards
• Ensure excellent site, show home, sales suite, and people presentation
• Ensure that the Hill brand reputation is built upon

3. Communications & PR

• Ensure your site has up to date sales literature and material and complies with the legislation.
• Work with the Marketing Manager to deliver sales suites and show homes as appropriate to the individual development.
• Direct, plan and manage all lead generation activities including PR events after the site has launched.
• Provide the primary communications channel between site staff, sales and marketing department, other internal departments, and external agencies.
• Manage external media, presentation , legal and lending agencies against the business unit plan, business unit targets and company standards.
• Efficient response to customer enquiries and purchasing enquiries that are in line with the business plan and site requirements.
• Liaise with Marketing Manager and Marketing Coordinator in lead up to a sales launch and for lead generation afterwards.
• Coordinate and attend launches and promotional events for developments.
• Present to all potential buyers / investors and overseas marketing events and provide ad-hoc support where needed for marketing events and launches.

4. Financial

• Ensure sales invoices applicable to site sales correspond to purchase orders and initially approve, prior to final authorisation by Regional Sales Manager.
• Check and sign off Sales Executive’s commission claims, timesheets and mileage claims and initially approve, prior to final sign off by Regional Sales Manager/Group Sales and Marketing Director.
• Ensure sales exchange within 4 weeks.

5. People

• Lead, motivate, communicate with, and appraise staff to ensure all team members are fully motivated and achieve best performance to meet the company’s business needs and ensure all relevant Company Policies and Procedures are followed.
• Lead and manage appointed estate agents to achieve targets.
• Hold regular, minuted site meetings with Sales Executives.
• Monitor weekly sales build meetings and assist in closing down issues and providing support.
• Ensure sales team make effective use of and update daily Sales Seek and YourKeys.
• Specifically check that enquires are being dealt with promptly and regularly followed up.
• Discuss the results of any “mystery shopping” and put in place measures to address any weaknesses highlighted.
• Liaise with Regional Sales Manager or Group Sales and Marketing Director and Human Resources on all employmentissues.
• Ensure appropriate attire is followed at all times.
• Train all staff in the customer journey and ensure it is followed at all times.
• Implement Annual Performance Appraisals with each employee.

Success Measures:

• Takes the lead responsibility for the sale of all new homes at a particular development and achieve reservations, exchanges of contracts and legal completions in line with sales targets.
• Leads by example dealing with all aspects of the sales process from the initial customer enquiry through to reservation and exchange of contracts.
• Ensures all Key Performance Indicators are reached across all areas of sales and customer service.
• Provides knowledge/expertise to react to market conditions such as lenders’ criteria, local house price variations, stock plots, assisted move properties.
• Leads, develops and motivates a team of remote based estate agents and sales executives.
• Assists the Regional Sales Managers and Group Director to create and implement Marketing strategies to drive sales across our sites.
• The admin and reporting requirements fully meet requirements according to company policies and agreed time frames.
• The Hill Customer Journey is delivered in line with the company procedure manual.
• The sales area is maintained and presented to the highest standards.
• Provision of sales reports on our performance and plans.
• Drives best value from suppliers and contractors.
• All costs are managed within budgets.
• The sales team and any agents are updating and using database efficiently and dealing with enquiries quickly.
• All lead generation activities including web sites, offline and online marketing activity, PR events etc. are planned and managed successfully after the site has launched.
• Demonstrates strong lead generation.
• Has strong relationships across the business.
• Presents successfully to all potential buyers / investors and overseas marketing events.

Skills, Experience and Attributes:

• Relevant Degree.
• Sales experience background gained by working for a house builder, developer or new homes department in a leading estate agency that is heavily sales based and customer focused.
• Track record of driving sales targets through sales executives and estate agents.
• Thorough knowledge of NHBC / HBF Five Star customer satisfaction award requirements.
• Experience of leading responsibility for the sale of all new homes at a particular development and achieve reservations, exchanges of contracts and legal completions in line with sales targets.
• Communicates confidently with members of the team, customers, internal departments, and outside agencies.
• Excellent leaderships skills with the ability to lead, develop, and motivate new homes sales executives and estate agents across various development locations against defined sales targets, sales rates and budgets.
• Track record of delivering successful lead generation activities including web sites, offline and online marketing activity, PR events etc. after the site has launched.
• Experience of managing external media, presentation , legal and lending agencies against business plans and targets.
• Strong knowledge and expertise of current market conditions such as lenders’ criteria, local house price variations, stock plots, assisted move properties.
• Leads by example when dealing with all aspects of the sales process from the initial customer enquiry through to reservation and exchange of contracts.
• Excellent presentation skills.
• Goal orientated and self-motivated.
• Strong interpersonal skills.