Area Sales Manager

M/I Homes has been building new homes of outstanding quality and superior design for more than 40 years. Founded in 1976 by Irving and Melvin Schottenstein and guided by Irving’s drive to always “treat the customer right,” we have fulfilled the dreams of over 140,000 homeowners and grown to become one of the nation’s leading homebuilders. M/I Homes started as a family business and grew into a national leader in a single generation with divisions in 17 markets, including Austin, Charlotte, Chicago, Cincinnati, Columbus, Dallas, Detroit, Ft. Myers/Naples, Houston, Indianapolis, Minneapolis, Nashville, Orlando, Raleigh, San Antonio, Sarasota, and Tampa.

Job Summary:

Leads sales department through the development and implementation of sales strategies to achieve profit potentials, quota attainment, and sales goal achievement commensurate with M/I Homes objectives.

Assists in critical path sales training, through one-on-one dialogue with NHC on a biweekly basis.

Duties and Responsibilities

• Leads and motivates sales staff to achieve weekly, monthly, and yearly sales goals.  Monitor and enhance New Home Sales Consultant performance and efficiency to ensure successful programs are developed and sales goals are achieved consistently.
• Coach New Home Consultants (NHCs) on the design and implementation of local engagement plans (grass roots efforts) to generate qualified traffic in their assigned communities and partner with marketing on execution
• Develops and assigns attainable sales goals per each NHC and community and continuously monitors these goals as well as team performance and morale.
• Acts as a trusted mentor to sales team by continually training and coaching them to reach their selling potential through company initiatives and the critical path.
• Identifies communities with sales challenges/opportunities and works with VP of Sales and Marketing to root cause problems and resolve.
• Continuously improve and periodically gather competitive information and assist in analyzing data to secure market share and positioning & complete quarterly comp reports.
• Identifies trends in the market, as compared to competition, and proposes adjustments to VP of Sales and Marketing using a monthly competitive market analysis provided by NHCs
• Acts as liaison between sales team, homeowners, construction field team, office staff and other management team members to resolve issues, concerns, and questions to ensure the Company objective of 100% total customer satisfaction of both internal and external customers.
• Assists in sales team meetings to lead, inspire, and train.
• Build and foster good working relationships with sales professionals outside of M/I Homes to build a bench of high potential candidates when additional staffing needs are identified.
• Recruitment and retention of high-quality sales team personnel through successful completion of the onboarding plan and culling out of low performing personnel when necessary.
• Continuously challenges sales staff with their professional growth.
• Lead the sales team to continuously improve strategies on how to assist in the efficiency of our manufacturing process.
• Is a visible and accessible resource to NHCs through scheduled weekly encounters to remain proactively involved in assisting with advancing sales or removing roadblocks.
• Supports the internet sales program through coaching and problem solving to improve their partnership with NHCs.
• Prepares weekly/monthly staffing plan to ensure model homes are staffed and ready to serve customers.
• Schedules and reviews mystery shops for NHCs; covers results individually while celebrating successes and coaches on opportunities discovered.
• Monitors backlog status and loan tracking for OSL contracts while demonstrating the ability to provide updates to leadership.
• Submits weekly sales activity reports to gauge performance and identifies opportunities for adjustments when necessary.
• Ensures the adoption of systems, process, and technology established in the division (buyer updates, follow—up activities, etc.)
• Assist with special projects as requested and perform additional duties as required.