Custom Home Sales

Job Title: Custom Home Sales 

Department:  Sales

Business Unit:  Texas Division

Markets:  Texas – Greater Houston Area

Reports to:  Division President

General Summary:  Participate in bringing in leads and ensure a satisfactory conversion rate of prospect to sales.  Ensures that we deliver the highest possible customer service and satisfaction from initial meeting through handoff into production, including in-home selections, coordinating with lender and production team as needed.  Follow up with homeowners as is appropriate until closing and after closing to secure referrals.  

Assists leadership to understand the conditions that exist in the market, gives feedback on what’s working/not working and makes and implements recommendations to improve business. Guides homeowners with as much ease and excellence as possible through the internal planning process offering options and education in such a way that they are enabled to make the best possible decisions regarding their home.

KPIs (Key Performance Indicators):  

1. Leads – develop relationships throughout community to create lead-flow 

2. Sales – convert and serve all leads/prospects to deliver on sales goals 

3. Marketing – work with designated persons to produce content to drive leads, gain market share  

4. Selections – complete selections with homeowners, documenting for PO release

5. Site Evaluation and Lending – coordinate with lenders and superintendents to complete both

6. Timeliness – follow up with all parties and complete phases of pre-production in a timely manner

Leads

• Develop relationships throughout the community to establish trust and create path for consistent lead-flow, including but not limited to mortgage lenders, title attorneys, real estate professionals, brokers
• Attend and participate in in-house and out-bound events and functions, both during and after hours to network and integrate into the community, spreading brand awareness and gathering leads
• Networks and represents the organization in community events for the purpose of increasing and capturing leads 
• Research the latest in the business industry and creating new opportunities to expand business

Sales

• Actively and persistently pursue leads and develop relationships with potential homeowners
• Schedule and perform consultations with homeowners, assisting with making structural adjustments, selecting amenities and adding/removing options (conscious of client’s budget and style) for most satisfactory outcome
• Meet or exceed set sales (dollar and unit) goals 
• Convert clients from leads to opportunities
• Maintain high-level of communication and relationship building with individual homeowners

• Regularly shops residential competition 
• Develop new sales areas and improving sales through various methods 
• Understands the uniqueness of client interest in a market with respect to plans, specifications, and options and makes recommendations on how to best position our product and service
• Collaborate with sales, design and marketing team to ensure requirements are met, such as sales numbers and profit goals
• Strong understanding of company products or services as well as business position and competition to keep business competitive

Marketing

• Coordinate with designated marketing professionals (in and out of house) to identify target customers, messages and initiatives we should be involved in
• Develop personal and company brand to facilitate new leads and referrals
• Capture content for marketing use
• Conduct market research to identify customer trends, competitor offerings and demographic data
• Liaise with creative teams to come up with branding ideas, graphic designs, promotional materials and advertising copies
• Discover effective marketing and promotional channels, including media platforms to be used to relay product messages to customers
• Create innovative marketing campaigns depending on robust data and present the recommendations to management.
• Create goals and objectives in order to approach customers through appropriate marketing channels
• Help in outbound and inbound marketing activities by displaying expertise in certain areas such as events planning, advertising, optimization and content development

Selections

• Complete preparation for selections meetings including, but not limited to prepping selections template, pulling pre-selected items for customer review, printing floor plans, aiding SEL/Final meetings
• Update and insert images for chosen customer selections into selections sheets after meetings
• Preparation for final signing meetings including, but not limited to, pulling all selected items for customer review, printing final plans, selections, and all other docs for signature, aiding meeting based on difficulty of client and/or home finishes, etc.
• Process signed finals including, but not limited to, scanning in all signed/necessary documents, sending release email to Design team, sending “Welcome to Production” email to client via CRM, etc.

• Creation and processing of ALL change orders (for selections, site evaluations and production) in a timely and efficient manner
• Revise selections as needed (i.e. after change orders, etc.) once SEL CO is approved/signed by client and email homeowner copy of updated sheet (in PDF format). 
• Label new samples for Design Centers and ensure correct product inventory and displays in design center
• Update design center inventory sheet as samples/product is added and/or removed 
• Update other template documents as needed (i.e. new homeowner form, site evaluation form, etc.)

Basic Qualifications

• Bachelors Degree 
• 2-3 years business development, sales and/or marketing 

Physical demands

• The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job.  Reasonable accommodations may be made to enable individuals with disabilities to perform essential functions.
• While performing the duties of this job, the employee is regularly required to sit; use hands to finger, handle, feel, and talk or hear.  The employee is occasionally required to stand, walk, reach with hands and arms, stoop, kneel, crouch or crawl.
• The employee must occasionally lift and/or move up to 100 lbs.  Specific vision abilities required by this job include close vision, and ability to adjust focus.

General assessment skills  

• Offers suggestions and/or ideas for change in a respectful and knowledgeable manner
• Exudes honesty and integrity within a professional image
• Demeanor is steady and consistent
• Presents Manuel Builders in best possible light
• Obtains and passes on relevant information to others who should know
• Excellent written and verbal communication skills
• Must be professional and polished in appearance and speech

Work environment and schedule:

• Normal business hours:  Monday - Thursday (7 am – 5 pm); Friday (7 am – 2 pm); Saturdays on rotation
• Night and weekend work will be necessary during events, etc.
• Other duties and responsibilities may be assigned by management