New Home Director of Marketing & Sales Momentum

Director of Marketing & Sales Momentum

The Director of Marketing & Sales Momentum is responsible for creating, maintaining, and accelerating the momentum that drives home sales across all Cothran Homes communities. This role leads the company's marketing efforts while ensuring that sales, marketing, product positioning, customer experience, and lead management systems work together to achieve absorption, revenue, and profitability goals.

This position serves as both a strategic leader and hands-on operator, ensuring that opportunities do not stall, leads do not languish, and communities maintain strong visibility and sales velocity. The Director of Marketing & Sales Momentum acts as the catalyst that keeps the organization focused on generating traffic, converting prospects, and sustaining consistent sales performance.

Sales Momentum Leadership

• Monitor and drive sales pace, absorption rates, and traffic trends across all communities.
• Maintain visibility into community performance and identify opportunities to increase sales velocity.
• Partner with sales team members to improve lead conversion, appointment generation, and contract execution.
• Facilitate regular sales performance reviews and accountability meetings.
• Develop action plans for underperforming communities and inventory homes.
• Ensure CRM processes are followed and prospect follow-up standards are maintained.

Marketing Leadership

• Develop and execute annual marketing strategies aligned with company sales objectives.
• Manage digital marketing, website performance, paid advertising, social media, email campaigns, signage, and collateral.
• Oversee community launch strategies and ongoing promotional campaigns.
• Monitor marketing effectiveness and optimize spending based on measurable results.
• Lead content creation that strengthens the Cothran Homes brand and differentiates the company from larger competitors.
• Manage relationships with marketing agencies, photographers, designers, and media partners.

Customer Journey & Experience

• Ensure consistency in messaging and customer experience from first interaction through closing.
• Monitor customer feedback, surveys, online reviews, and reputation management efforts.
• Identify opportunities to improve the homebuyer experience and increase referral activity.
• Partner with the Design Studio and Construction teams to ensure customer expectations are aligned with the product delivered.

Product & Market Intelligence

• Monitor competitor activity, pricing, incentives, product offerings, and market trends.
• Provide recommendations regarding pricing, promotions, product positioning, and community strategy.
• Collaborate with leadership on future product development and buyer segmentation opportunities.
• Help identify emerging market opportunities, including downsizing buyers, move-up buyers, and active adult segments.

Reporting & Accountability

• Track and report key performance indicators including:
• Traffic
• Lead conversion
• Sales pace
• Cost per lead
• Marketing ROI
• Community absorption
• Customer satisfaction metrics
• Maintain dashboards and reporting systems that provide clear visibility into performance.
• Present recommendations and results to company leadership.

Qualifications

• 5 years of experience in homebuilding, real estate, sales management, marketing leadership, or a related field.
• Strong understanding of new home sales processes and residential real estate marketing.
• Experience managing CRM systems and lead generation platforms.
• Proven ability to analyze performance metrics and translate insights into action.
• Excellent communication, presentation, and organizational skills.
• Self-starter who thrives in a fast-paced, entrepreneurial environment.
• Ability to balance strategic planning with hands-on execution.

Success in this role will be measured by:

• Increased sales pace and absorption rates.
• Improved lead conversion performance.
• Strong traffic generation and marketing ROI.
• Enhanced customer satisfaction and online reputation.
• Consistent execution of sales and marketing processes.
• Increased visibility and accountability of key performance metrics.
• Achievement of company revenue and profitability goals.

At Cothran Homes, momentum matters. Communities with momentum create excitement, generate referrals, improve profitability, and strengthen our brand. The Director of Marketing & Sales Momentum exists to ensure that every community, every lead, and every opportunity continues moving forward toward a successful sale and an exceptional customer experience.