Jul
6
Sales Director
July 6, 2023 | Comments Off on Sales Director
Summary
The role of Sales Director is to lead the development and successful implementation of the regional sales strategy, to deliver the required operational financial performance and customer experience to meet the Region's business plan. maximising sales volumes and revenue/cash-flow opportunities whilst working closely with build, commercial, technical and land teams on the wider business plan and future growth requirements.
Package
- Generous holiday entitlement of 26 days per annum + bank holidays
- Choice of company car or car allowance
- Discretionary Bonus Scheme
- Holiday Buy Back Scheme
- Company Pension Scheme
- Private Medical Insurance Scheme
- Healthshield membership
- Life Assurance Scheme
- Share Purchase Plan
Main Responsibilities
- Provide directional leadership to the sales function and execute the regional sales and Group Marketing strategy ensuring that operational and sales practices across all active sites deliver the required reservation, exchange/missive, completion and customer experience targets, regional sales and cashflow forecasts and all other KPIs and operational targets.
- Work closely with the Group Marketing Director and Marketing team to promote and increase sales activities on targeted developments giving meaningful feedback, development and sales insights and guidance to create the appropriate marketing messages and strategies.
- Lead and coach the Sales Manager and Field Sales Managers to set appropriate daily, weekly and monthly individual and team priorities and sales and marketing targets that optimise the sales, revenue and cash flow performance of the region working closely with construction management in relation to site build programmes and plot availability schedules.
- Ensure the Sales Manager and Field Sales Managers are actively reviewing and monitoring of performance of every active sales site against sales, site presentation and customer experience KPIs and standards agreed KPIs and in doing so continually maintain individual and team performance by actively supporting, coaching, mentoring, motivating and positively challenging team members in the development and adoption of best practice and performance recovery action plans.
- Create and manage an ambitious Sales Management team who collectively lead Sales Executives to focus on driving appointments, reservations, and legal completions together with 5-star customer satisfaction across all developments working as a collaborative and highly motivated team.
- Ensure sales teams at all times embrace and proactively drive "Customer First", New Homes Quality Code and a Five Star customer journey compliance and culture
- Drive the adoption and optimal use of all business system and site-based technology to deliver business performance efficiencies and key management information thereby adding value to the sales function and its impact across/on the wider business.
- Actively participate in operation management, sales, marketing, legal and operational gateway planning meetings, demonstrating effective team working skills and ensuring that business actions identified within their areas of responsibility are dealt with swiftly and proficiently.
- Provide in-depth analysis and report fully on the sales status and performance of all sales team activity producing insightful sales and customer management and activity reports, competitor and market research, continuous improvement action plans and proposals, sales team briefings/presentations and updates on all KPIs relating to the Sales function.
- Work closely and collaboratively with the Land team to support and drive land purchase opportunities whilst advising the regional senior team on the most suitable mix, revenues, risks and opportunities and assisting in the production of comprehensive Sales and Marketing reports.
- Manage the working partnerships with management companies, estate agents, government agencies and supplier partners to ensure that all contractual terms are met and ensure that the Regional sales team maintains a high profile with each of these in the business operating area.
- Ensure that all site sales marketing collateral complies with Group guidelines in relation to either on-site or online and that the sales function optimise returns from all marketing campaigns/initiatives ensuring that Group brand, product and specification standards are in strict accordance with Group requirements with a strong focus on providing 5* customer experience.
- Actively manage communications and operational interfaces with internal and external partners to deliver the regional business plan.
- Work closely with the Learning & Development team and other key stakeholders to develop appropriate team and individual training plans and solutions, including the active use of mystery shop performance improvement assessments.
- Authorise and commit expenditure up to the Group approval limit.
Ideal Candidate
- Vast amount of experience and proven track record in sales and sales management with an ability to inspire others to achieve high levels of sales success and customer satisfaction.
- Experience managing and devising problem solving solutions and strategies in a variety of different markets and with different challenges.
- Experience using data and insight to complete needs analysis to drive operational strategies
- Excellent coaching skills with history of developing sales excellence and undertaking career development conversations
- Thrives with working with a diverse range of people and can effectively build relationships and manage groups or individuals at different levels within the company in an effective manner.
- Exceptional stakeholder management, with resilience & maturity to face challenges from senior members of the business & deliver a positive outcome
- Able to balance multiple priorities within a fast-changing and demanding environment.
- Excellent communication and presentation skills
- A good knowledge of the Construction Industry and a broad understanding of the legal framework, mortgage market and financial implications of the methods and sequences of build
- Demonstratable knowledge of the property market and competitor activity
- Broad awareness of codes of practice that impact on sales and marketing matters e.g. Code of Conduct, CML, PMA etc