Vice President of Sales

Opening our doors in 2017, Starlight Homes builds homes designed specifically for the first-time homebuyer. Our goal is to make the dream of homeownership a reality for everyone, offering expertly crafted homes at an affordable price and ensure its customers’ first journey into home buying is simple, smooth, and reassuring. Our New Home Sales Consultants take care of our customers throughout every step of the process regardless of their situation, we are here to help. Together with our parent company, 2023’s Builder of the Year Ashton Woods, we have welcomed over 60,000 people to their new home. Our company’s commitment to innovation and continually evolving to meet the needs of the market is a key reason we have seen the success we have.

Headquartered in Atlanta, Georgia, Starlight sells new homes in Atlanta, Austin, Charleston, Dallas, Houston, Nashville, Orlando, Phoenix, Raleigh, San Antonio, and Tampa.

Position Overview: Reporting to and partnering with the Division President, the Vice President of Sales will be responsible for the overall sales metrics in the division and for the recruitment and retention of sales professionals to achieve the business plan goals and achievements for the division.

Major Functional Responsibilities:

• Partner with executive team to align efforts of training and sales structure
• Lead recruiting, hiring, training, retention, and management decisions for entire sales workforce in assigned location
• Leverage technology tools and systems (Sales Force, DialogTech, RingCentral, LMS)
• Oversee starts process and spec selection
• Work collaboratively with the corporate marketing team – actively provide feedback for process improvement.
• Ensure signage, website, & sales center are prepared for openings and continued operations.
• Lead sales meetings with management team.
• Train sales management on coaching and mentoring and improving their team performance
• Work with accounting on community pricing to ensure pricing strategy aligns with division metrics and performance requirements
• Provide weekly, monthly, quarterly and annual progress updates and forecasts to the executive team.
• Responsible for maintaining and exhibiting company culture

• Act as a liaison with the homebuyers with concern for their ongoing satisfaction.
• Develop and implement continual competitive data by gathering and analyzing research.
• Team with peer managers to resolve issues and drive business superior performance.

Key duties:

• Meet with all new Sales Managers, New Home Sales Consultants, and recruits for all communities.
• Provide guidance of work standards and documents provided to sales members. This includes but is not limited to; training, monthly/quarterly quotas and key performance indicator metrics, bonus programs, walkthrough and continuous training standards, sales software integration, etc.
• Work closely with Division President and the corporate team to manage work standards and documents listed above
• Lead sales meetings
• Provide communication and process improvement recommendations to VP of Construction and Division President
• Attend/lead weekly mortgage pipeline calls with lender and neighborhood sales managers
• Participate in sales trainings and complete Sales Manager training evaluation with all new Sales Managers
• Tour with each Sales Manager at a minimum of once per quarter – this includes shadowing/reverse shadowing and conducting Mock-Sales calls with the Sales Management team.
• Review and Approve Sales Manager expense reports
• Provide monthly sales projections, quarterly adjustments, and annual reviews
• Monitor performance and provide feedback and coaching on necessary improvement opportunities
• Directly manage neighborhoods as deemed necessary
• Other duties as assigned by the Division President

Desired Candidate Qualifications:

• 4-year degree from accredited college/university preferred
• 5-10 years management of Sales Department within the homebuilding industry
• 5 years Proven track record within a sales role
• Successful experience leading a team of managers
• Experience implementing and overseeing Sales metrics
• Ability to coach and train a sales team
• Strong verbal and written communication skills
• Professional appearance and ability to command a room
• Must be able to handle high volume situations
• Strong work ethic, drive, positive attitude, and decision-making skills
• Proficient Computer skills, including Sales software and Microsoft Office
• Must have reliable transportation for local work travel
• Must be able to commit to minimal amount of out-of-town travel
• Must have a valid and active driver’s license

Typical Physical and Mental Demands:

• Ability to drive an automobile for required travel
• Responsible for spending roughly 80% of time in the field, and 20% in the division office
• Requires occasional lifting up to 20 pounds.
• These physical requirements are representative of those required to successfully perform the essential functions of this position. Reasonable accommodation will be made to enable individuals with disabilities to perform these functions if requested.

Working Conditions:

This position operates primarily in the field that requires travel to and from various locations daily. Some work will be performed in a standard office environment requiring the use of standard office equipment. Standing and walking will be required both in the field and in the office environment. The environment is fast paced and subject to numerous schedule and priority changes and short notice activity. Transportation is required; Safety concerns include dangers while driving.