Location Fairfax - 3201 Jermantown Road, Suite 150 Business As part of Brookfield Asset Management — one of the largest alternative asset managers in the world — we harness our resources to bring a fresh approach, unparalleled creativity, relentless innovation, and sound ESG practices to the planning, development, and management of buildings everywhere. From offices, retail spaces, and logistics facilities to multifamily residences, hospitality establishments, and mixed-use structures — we are reimagining real estate from the ground up. We redefine how home and life come together for over 60 years. At Brookfield Residential, a leading North American land developer and homebuilder within the Brookfield Properties family, we have had one goal in mind – to create the best places to call home. From the development of award-winning vibrant communities to the building of well-designed homes and commercial properties, we are committed to cultivating exceptional life experiences for our customers, partners, employees, and members of the community. Learn more. If you're ready to be a part of our team, we encourage you to apply. Job Description Your Team The Director of Sales will assist the Vice President of Sales in all sales related objectives and tasks. Lead the sales team across VA. MD, DE, NC and SC to ensure consistency. Tailor a sales program through recruiting, educating, motivating and monitoring. Possess a keen understanding of fundamental marketing and applying it consistently for an effective sales program. Effectively facilitate staffing, training, and coaching activities with Sales Team Members, in coordination with the Vice President of Sales, for active communities and to plan accordingly for future neighborhoods (1 years out). Focus on annual strategic and operational objectives to meet community sales goals and closing objectives for current year and back-log. Make sure we sell as many, if not, more homes than that of the business plan to increase sales volume and achieve profitability. Collaborate with internal departments (marketing, construction, design, development, and purchasing) and external partners (preferred lending and title partner) regarding policies, practices and procedures to increase operational efficiencies. with the Vice President of Sales on a weekly basis to review goals for each community, provide updates on a continual basis of any changes, potential issues, and outstanding concerns. Effectively manage all aspects of the sales team and sales offices, keeping the focus on company goals. Maintain a clear understanding of all relevant market places. Your Key Deliverables Sales Operations & Departmental Coordination Plan and/or conduct bi-weekly sales meetings involving Sales Team Problem solve complex post contract and closing issues between all parties – i.e. customers and homeowners, sales teams, escrow or lending related, etc. Assist support team with ensuring the onsite sales team is tracking and backlog (loans and contingencies). Making sure all homes close when completed by construction. Monitor compliance with rules and regulations for the community, sales releases, and licensees. Assist in ensuring compliance with all point-of-sale disclosures, legal documentation, and contractual paperwork. Review and monitor contracts from sales teams to assure accuracy and compliance with guidelines and regulations. Assist with balancing the size of and timing of phase releases based on current market absorption rates. Review inventory home choices to ensure salability and monitor inventory home-related deadlines. Conduct an in-depth, onsite appraisal of each home site released for sale to determine and establish retail pricing (to include views, lot size, location, privacy, etc.). Ensure that Sales Teams are coordinating consistently with other departments and team members to promote timely closings and to protect the customer experience. Work with marketing and IT on the development, design, and deployment of CRM and other software that will benefit the sales team and improve the buyer’s experience. Coordinate with construction weekly to ensure that adjustments to sales releases/ cut off dates/ construction starts are in alignment. Maintain expectations for the preferred lenders to continue to support Brookfield Residential and to provide our customers with the level of professionalism they deserve. Conduct process review meetings to establish best practices and monitor progress Sales Team – Onboarding and Continuing Education Maintain an established education program that helps the sales team define their role. Teach our method of selling homes and how to care for our customers. Inspect what you expect. Assessing what we have educated the onsite sales team members to do and how well they are doing it through onsite observation, role-playing, and mystery shopping. Regular visits/check-ins to maintain a close relationship with the sales team and to encourage feedback to achieve maximum performance. Periodically spend time on the selling floor working, one-on-one with customers and potential buyers to better understand current market conditions and to lead by example. Ensure all onsite sales team members are properly trained and can navigate the systems needed to perform their job duties effectively. Team Management and Leadership Oversee performance management process for a team of experienced sales professionals and managers (Team of 20 with 5-10 direct reports). Meet with onsite sales team to develop and establish performance and career development objectives for performance evaluations. Check-in and monitor status of the goals per outline established with each sales representative, in preparation for the mid-year and annual evaluations. Interview prospective agents and share the exciting opportunity to work for Brookfield Residential. Prepare staffing plan for current and future neighborhood assignments (1 years out). Market Research and Strategy Monitor market trends and competition to maintain a complete understanding of all the markets we are currently building in and markets that we are/or should be considering. Manage market research - resale market, new home competition, and historical data. Update quarterly, or as needed, to maintain current data to support base pricing, premiums, and product recommendations. Assemble and submit pricing recommendations to Vice President of Sales to ensure pricing strategy supports business plan goals and long-term market share. Manage incentive costs per neighborhood to preserve margins. Make recommendations as needed to adjust marketing or sales strategy to meeting changing market and/or competitive conditions. Contribute to future neighborhood planning (1 years out) regarding design review, marketing, staffing, etc. Work closely with development team to anticipate disclosures and other documents that may be needed. Understand competition, lot nuances, etc. for future sites of new communities. Active Communities - Focus on the performance, health, and operations of the communities that are actively selling (sales/closings for the year, plus back-log) Future Communities (1 year or more). Also significant focus on future neighborhoods. Design review, staffing, training, collaborating with designers to select designer finishes for unsold homes in each market, work closely with the development team to anticipate disclosures and other documents that will be needed, understand competition and lots, etc. Marketing Support Assist with input regarding advertising, promotional needs, and floor plan review. Coordinate with Marketing for ad creation or approval for promotional events or holidays. Collaborate with Marketing and IT on use of CRM and integration and maintain priority list of prospective customers prior to sales representative coming on board. Coordinate with marketing to schedule homebuyer/homeowner events. Homebuyer Information nights, Meet and Greet, etc. Customer Experience Represent Brookfield Residential at trade association meeting to promote company’s brand/product. Attend special events, sales rallies, conferences, field trips, etc Resolve customer concerns by coordinating with multiple departments for desired output (construction, design, development, etc). Must Haves New home sales experience (onsite) New home sales management experience Bachelor’s Degree or higher is preferred A minimum of 5 years combined experience in onsite residential/new home sales and sales management and/or real estate related industries Excellent communication skills, verbal and written Strong organizational and interpersonal skills Nice to Haves A valid Real Estate Sales License is preferred, Broker’s License is a plus Strong knowledge of various CRM and marketing tools Leadership capabilities with the ability to supervise, delegate, and direct the efforts of sales staff Self-motivated, excellent critical thinking skills and solution oriented thinking Strong ability to prioritize and manage multiple projects under tight deadlines Excellent ability to handle sensitive information Advanced computer applications, specifically Microsoft Word and Excel Your Opportunity - US We are proud to offer our employees what they value most: Competitive compensation Excellent extended medical, dental and vision benefits beginning day 1 401(k) matching, vesting begins day 1 Career development programs Charitable donation matching Paid Volunteer Hours Paid parental leave Family planning assistance including IVF, surrogacy and adoptions options Wellness and mental health resources Pet insurance offering A culture based on our values of Passion, Integrity and Community #LI-TB1 #BRP Brookfield Properties participates in the E-Verify process to confirm the eligibility of candidates to work in the United States. We are proud to create a diverse environment and are proud to be an equal opportunity employer. We are grateful for your interest in this position, however, only candidates selected for pre-screening will be contacted. At Brookfield Properties, our success starts with our people. People like you. We develop, operate, and manage more than 800 properties and 350 million square feet of real estate across the globe. It’s a feat that wouldn’t be possible without our team, a diverse group of creative visionaries and innovative experts who are relentless in pursuit of one goal: to ensure our buildings don’t simply meet the needs of our tenants, residents, and communities — but exceed them, every day.