Sales Manager

Role overview:

Overall sales responsibility with the region. Assist the development team with buying land and ensuring the correct product is planned on to the site. Execute a bespoke sales strategy to establish and manage a motivated sales team that is capable of achieving the company’s objectives across multiple developments through support, control, development, and training whilst at all times ensuring the team enhance the brand image to prospective and existing customers and deliver high standards of customer service through the customer journey.

Role Scope:

• Sale of house down to base price as set by Group Sales and Marketing Director.

• Extension of contract exchange periods by up to one week.

• Approve and monitor rotas allowing for adequate sales cover.

• Appointment of cleaners/landscapers.

• Items of expenditure up to £10,000 within sales budget.

Delivery

• To ensure that each development meets the company’s targets (monthly, quarterly, half year and yearly) for reservations and completions, turnover timescale to exchange, forward sales, and sale of stock units.
• Create sales marketing strategies appropriate to hit sales targets. Then implement these strategies with the team.
• Work with technical and construction on any design issues.
• Work with Specification Administrator on the correct level of specification and any adjustments needed.
• Monitor competitor’s sites, product and promotions ensuring that accurate information is reported at sales meetings.
• Prepare and provide meaningful sales and board reports to be submitted to Group Sales and Marketing Director and/or JV Partners.
• Attend and actively contribute to marketing and other meetings as required.
• Ensure each site makes maximum use of nominated IFA’s and Solicitors to achieve four-week exchange (+FSM).
• Ensure your site has an effective estate agent network agreed with the Group Sales and Marketing Director and hold regular meetings.
• Ensure that the reporting of weekly sales figures are accurate and weekly reports are distributed to meet deadlines.
• Manage any part exchange properties the group buys in.
• Ensure compliance of AML and consumer code.

Communications & PR

• Attend launches and promotional events for own developments and others as required.
• Ensure excellent site, show home, sales suite, and people presentation.
• Ensure that your site has up to date sales literature and material and complies with the legislation.
• Recommend new sales releases/review pricing strategy for approval by Group Sales and Marketing Director.
• Be aware of and provide “first port of call” expertise for all customers purchasing activities from sales executives and estate agents.
• Work with the Marketing Manager to deliver sales suites and show homes as appropriate to the individual development.

Financial

• Implement and manage sales budgets for all sites.
• Ensure costs are managed within the budgets. Notify the Group Sales and Marketing Director if budgets are likely to be exceeded.
• Ensure sales invoices applicable to sales correspond to purchase orders and initially approve, prior to final authorisation by Group Sales and Marketing Director.
• Check and sign off Sales Executive’s commission claims, timesheets and mileage claims and initially approve, prior to final sign off by Group Sales and Marketing Director.
• Constantly review pricing and recommend adjustments to maximise revenue whilst minimising holding costs.
• Ensure reservations exchange within four weeks.

People

• Lead, motivate, communicate with, and appraise staff to ensure all team members are fully motivated and achieve best performance to meet the company’s business needs; and ensure all relevant Company Policies and Procedures are followed.
• Lead and manage appointed estate agents, holding regular minuted meetings.
• Hold a minimum of one quarterly, minuted site meetings with Sales Executives.
• Monitor weekly sales build meetings and assist in closing down issues and providing support.
• Ensure sales team make effective use of and update daily Your Sales.
• Specifically check that enquires are being dealt with promptly and regularly followed up.
• Discuss the results of any “mystery shopping” and put in place measures to address any weaknesses highlighted.
• Recruitment of all sales executives and ensure new starter’s Induction Plans are reviewed and completed within the laid down timescales.
• Liaise with Group Sales and Marketing Director and Human Resources on all employment issues.
• Implement Annual Performance Reviews with each employee.
• Train all staff in the customer journey and ensure it is followed at all times.

Success Measures:

• From the launch of each site achieve sales, profit, cash flow and quality targets.
• Coordinate activities and communication between sites, internal departments, and external suppliers.
• Lead the sales and letting function for our Commercial side of the business.
• Set up the Commercial side of the business and manage the current portfolio.
• Manage agents, marketing, selling, or letting or all commercial space at Hill.
• Drives aggressive growth plans in the Region.
• Effective management and control of the Sales & Marketing budget.
• Drives the Sales strategy with a 6-month plan.
• Ensure the health & safety of customers, sales site sales staff and other parties is a priority and complies with company policy.
• Ensure both internal and external Sales Executives are trained in the company Customer Journey, to ensure procedures are followed
• Ensure that the Hill brand reputation is built upon.
• Works in partnership to create sustainable communities.
• Provide ‘first port of call’ expertise for sales executives and estate agents for all customer purchasing activities
• Builds strong relationships with tenants and tenant representative agents, key brokers, and inner networks within the commercial space.
• Ensure all Key Performance Indicator targets are reached across all areas of sales and customer service for the Region.
• Involvement in bids and advising Hill before acquiring a site on the value and likely demand for commercial space.
• Involvement in the scheme concept and design ensuring best value is achieved for the space.
• Drive to achieve highest sales rates possible, regularly review pricing to achieve as a minimum or better the Hill net price for each plot
• Advises the development on best way to maximise value.