Real Estate Professional: Director of Sales

Navigate Realty; Franklin (TN); On-site; USD 90,000 - 150,000; Full time

Benefits offered by this job

Medical, dental, and vision insurance

401(k) with company match

Paid time off (2 weeks)

Career advancement opportunities

Collaborative work environment

Job summary

Navigate Realty seeks a Director of Sales to coach real estate agents, deliver targeted training, and manage performance while guiding strategic business development. The role emphasizes hands-on leadership, recruitment collaboration, and a focus on improving production and client interactions.

Responsibilities include coaching sessions, training delivery, CRM‑driven performance reviews, and developing growth plans for agents at various career stages.

Qualifications

• Minimum of 3 years of successful residential real estate sales experience.
• Strong understanding of lead conversion, sales techniques, follow‑up systems, and objection handling.
• Demonstrated ability to motivate, coach, and develop others.
• Excellent communication, relationship‑building, and problem‑solving skills.
• Comfortable providing constructive feedback and maintaining performance accountability.
• Ability to evaluate sales performance and recommend practical improvements.
• Experience working with CRM systems and sales pipeline reporting.
• Strong organizational skills and the ability to work with professionals at different stages of their careers.

Responsibilities

• Coach individual agents and review progress regularly.
• Organize and facilitate sales training on prospecting, scripts, objection handling, and client communication.
• Provide hands‑on support during appointments, showings, and prospecting activities.
• Help agents develop effective sales habits, business plans, and production strategies.
• Identify strengths and areas for improvement and provide actionable guidance.
• Evaluate agent activity, pipelines, and conversion using CRM reporting.
• Develop strategies to improve lead response, follow‑up, and overall conversion rates.
• Establish performance expectations and promote accountability.
• Assist with recruiting and developing qualified real estate professionals.
• Foster agent engagement, retention, and productivity; lead by example.

Skills

Coaching

Sales training

Interpersonal skills

Performance management

Strategic business development

Lead conversion

CRM reporting

Communication

Relationship-building

Problem-solving

Feedback delivery

Tools

CRM systems

Job description

Position Overview

The Director of Sales will be responsible for supporting agent productivity through individual coaching, sales training, performance management, and strategic business development.

This role requires a combination of sales expertise, strong interpersonal skills, and the ability to identify opportunities for improvement within an agent's business.

The position also involves supporting agent recruitment and contributing to the development of a productive, engaged sales team.

Primary Responsibilities

Agent Coaching & Professional Development

• Conduct individual coaching sessions and regularly review agent progress.
• Organize and facilitate sales training focused on prospecting, scripts, objection handling, and client communication.
• Provide direct, hands‑on support during appointments, showings, and prospecting activities.
• Assist agents in developing effective sales habits, business plans, and strategies for achieving production goals.
• Identify individual strengths and areas for improvement, providing actionable guidance.

Sales Management & Performance

• Evaluate agent activity, sales pipelines, and conversion performance using CRM reporting tools.
• Develop strategies to improve lead response, follow‑up consistency, and overall conversion rates.
• Establish clear performance expectations and promote accountability.
• Help agents overcome sales challenges and improve their ability to secure appointments and close transactions.
• Monitor progress toward individual and team production objectives.
• Recognize accomplishments and encourage continuous improvement.

Leadership & Talent Growth

• Assist with identifying, attracting, and developing qualified real estate professionals.
• Support initiatives that strengthen agent engagement, retention, and productivity.
• Promote a professional, collaborative, and results‑oriented work environment.
• Serve as an accessible resource for agents seeking guidance and support.
• Demonstrate a proactive leadership style and a willingness to work directly alongside the sales team.

Required Qualifications

• Minimum of 3 years of successful residential real estate sales experience.
• Strong understanding of lead conversion, sales techniques, follow‑up systems, and objection handling.
• Demonstrated ability to motivate, coach, and develop others.
• Excellent communication, relationship‑building, and problem‑solving skills.
• Comfortable providing constructive feedback and maintaining performance accountability.
• Ability to evaluate sales performance and recommend practical improvements.
• Experience working with CRM systems and sales pipeline reporting.
• Strong organizational skills and the ability to work with professionals at different stages of their careers.

Preferred Qualifications

• Experience with a lead‑based residential real estate sales model.
• Previous responsibility for agent coaching, mentoring, training, or sales management.
• Experience participating in real estate agent recruitment.
• A collaborative, hands‑on leadership approach with a willingness to lead by example.

Compensation & Benefits

This position offers a competitive compensation package, comprehensive benefits, and opportunities for professional growth.

• Competitive base salary with performance‑based bonus potential
• Medical, dental, and vision insurance
• 401(k) retirement plan with company match
• Two weeks of paid time off
• Collaborative and supportive work environment
• Career advancement opportunities within a growing organization
• The opportunity to make a direct impact on agent productivity, team development, and sales results

We are interested in connecting with experienced real estate professionals who are ready to transition into or further develop their careers in sales leadership.

Job Type: Full‑Time
Location: Franklin, TN
Work Location: In‑Person