New Home Sales Manager

Starlight Homes; Phoenix (AZ); On-site; USD 90,000 - 130,000; Full time

Job summary

Starlight Homes in Phoenix seeks a seasoned Sales Manager to lead the sales team across assigned communities. You will recruit, train, and motivate Sales Agents to meet quarterly targets while managing relationships with realtors and lenders.

Responsibilities include supervising mortgage processes, maintaining office operations, and delivering weekly updates. The role requires a 4-year degree and 3–5+ years in new home sales leadership; weekends are required.

Qualifications

• 4-year degree from accredited college/university preferred
• Valid/Active Driver’s License Required
• 3-5+ years of successful sales management experience within new home sales
• 3-5+ years of proven track record within a direct selling role
• 3-5+ years of homebuilding experience
• Must be able to work weekends
• Strong verbal and written communication skills
• Professional appearance and daily interactions with team and customers
• Comfortable with computers and technology

Responsibilities

• Recruit, select, train, manage, and motivate Sales Agents to close an agreed minimum number of homes per quarter
• Participate in monthly Sales Manager meetings and other key operations meetings
• Communicate weekly sales updates to supervisor
• Listen to ad calls and provide written summaries per company standards
• Counsel agents to address training concerns and improve sales performance
• Identify opportunities to maintain consistent sales and closings
• Coach agents in best practices and conduct weekly one-on-one coaching
• Provide updates to deal, closing, and sales boards as needed
• Select floor plans for new starts when requested by supervisor
• Encourage agents to visit Real Estate offices to present Starlight Homes
• Review sales processes and learning modules monthly
• Maintain open communication with all Starlight team members
• Manage loan officer/processor to ensure mortgage files progress
• Approve and submit all contracts and cancellations
• Prepare and distribute office schedules and price lists
• Conduct weekly/daily meetings and respond to inquiries within 24 hours

Skills

Sales leadership

Coaching

Communication

Team motivation

Education

4-year degree

Job description

Overview

Opening our doors in 2017, Starlight Homes builds homes designed specifically for the first-time homebuyer. Our goal is to make the dream of homeownership a reality for everyone, offering expertly crafted homes at an affordable price and ensuring its customers’ first journey into home buying is simple, smooth, and reassuring. Our New Home Sales Consultants take care of our customers throughout every step of the process, regardless of their situation, we are here to help. Together with our parent company, 2023’s Builder of the Year Ashton Woods, we have welcomed over 60,000 people to their new homes. Our company’s commitment to innovation and continually evolving to meet the needs of the market is a key reason we have seen the success we have. We believe that what we accomplish together is greater than what we deliver individually. Our team members have inspired the shared values we embrace in all decisions and actions: Unwavering Integrity, Trail Blazing, Bold Action, Collective Compassion, and Unconditional Respect.

Headquartered in Atlanta, Georgia, Starlight sells new homes in Atlanta, Austin, Charleston, Dallas, Houston, Nashville, Myrtle Beach, Orlando, Phoenix, Raleigh, San Antonio and Tampa.

Position Overview

• Management of Sales and Sales Process within assigned communities
• Monitor and influence mortgage investments
• Oversight of office operations
• Demonstrate an understanding and excitement regarding Starlight Homes’ outlook. This includes the opportunity to be a part of a team that is building a strong foundation of values and culture, and the ambition to grow the company into greatness
• Develop Sales Agents by providing continuous training. Consistently motivate Sales Agents and provide open communication and assistance to improve the sales process.
• Monitor and influence mortgage investments
• Influence Sales Agents to develop and maintain relationships with realtors
• Responsible for maintaining and exhibiting company culture

Responsibilities

Management of Sales

• Recruit, select, train, manage, and motivate Sales Agents in order to close an agreed minimum number of homes per quarter
• Participate in monthly Sales Manager meetings, quarterly business operation meetings, and conferences calls as necessary
• Communicate weekly sales update to supervisor each week
• Listen to 1 ad call per week with each sales agent, and tour with each sales agent once per month. Summarize both in writing using Starlight Homes work standards
• Conduct real-time feedback to provide continuous improvement to the sales team during and/or after shadowing and role-playing activities
• Counsel Sales Agents in the event training concerns arise immediately and consistently
• Identify opportunities to maintain consistent sales and closings
• Act as a coach and train agents on the best methods (as set forth by Starlight Homes training) to identify opportunities- weekly on one on coaching with each Sales Agent
• Provide updates to deal board (open and progressing opportunities), closing board (forecasted closings, and information regarding where we are in the process), and sales plat (map of neighborhood with updates to properties within neighborhood) as needed
• Select floor plans for new starts each month when requested by supervisor
• Influence Sales Agents to visit a minimum of one Real Estate office per month to present Starlight Homes
• Influence Sales Agents to review sales process and learning modules at least once a month
• Maintain a good line of communication with all Starlight team members

Monitor and Influence Mortgage Investments

• Manage loan officer/loan processor to ensure all mortgage files are moving
• Approve and submit all contracts and cancellations

Oversight of Office Operations

• Prepare and distribute office schedule each month
• Update and distribute price list as scheduled
• Conduct weekly and daily meetings/trainings as scheduled and needed
• Respond to phone calls and e-mails between Starlight team within 24 hours

Qualifications

• 4-year degree from accredited college/university preferred
• Valid/Active Driver’s License Required
• 3-5+ years of successful sales management experience within new home sales
• 3-5+ years of proven track record within a direct selling role
• 3-5+ years of homebuilding experience
• Must be able to work weekends
• Ability to coach and train Sales Agents by leading by example, providing consistent feedback, and offering sales expertise
• Support all members of the team, and exude a collaborative approach to ensure the success of self and others
• Strong verbal and written communication skills
• Must exemplify a high level of professionalism in appearance and daily interactions with team, management, as well as customers
• Must be able to handle high volume situations
• Maintain an adaptable and flexible attitude
• Strong work ethic, drive, positive attitude, and decision-making skills
• Comfortable with use of computers and technology

Typical Physical and Mental Demands:

• Must be able to read, write, and speak fluently in English. Must be able to perform calculations.
• Employees in the position are required to be able to hear and have sufficient vision to utilize all office equipment.
• Use of hands and fingers is required to utilize standard office equipment.
• Requires occasional lifting up to 20 pounds.
• These physical requirements are representative of those required to successfully perform the essential functions of this position. Reasonable accommodation will be provided to enable individuals with disabilities to perform these functions if requested.

Working Conditions:

• Work is generally performed in a typical office environment using standard office equipment. Work is typically sedentary in nature, but some walking and standing may be required.
• Fast paced environment subject to numerous schedule and priority changes and short notice activity.