Sales Manager

Reporting to the Sales & Marketing Director, this role is primarily responsible for managing, leading and motivating the sales team to deliver sales targets in a challenging and dynamic market.

Going beyond just being an experienced sales professional, you will derive satisfaction and reward from assisting in the development of others. You will drive behaviour in your team by your own exemplary behaviour and conduct, demonstration of leadership and motivation to achieve sales targets and high levels of customer service.

Commercial awareness is a necessity as you will take a lead in actively growing sites, collaborating/in partnership with marketing to improve conversion rates, profit and margin improvement. You will also take a commercial role in meetings when working with other disciplines ensuring budgets are maintained from a sales and marketing perspective.

The majority of time will be spent on your appointed developments as well as assisting colleagues on other developments, so flexibility is crucial with this role. You will also be required to ensure the office-based requirements of the role are fulfilled weekly/monthly as required by the Sales & Marketing Director

Managing and Developing People

• Manage the day to day operations and resources of Sales Advisors and Sales Consultants across a number of sites


• Motivate and drive the sales team to maximise sales and achieve targets


• Monitor and evaluate regional performance


• Recruit, new Sales Advisors and Sales Consultants. Work with Sales & Marketing Director on resource plan and recruit Sales Advisors and Sales Consultants according to the Plan.


• Induct and motivate new Sales Advisors and Sales Consultants


• Manage performance of the team and disciplinary and grievance issues in conjunction with the People Team


• Coach and train the sales team to ensure their continuous development, in alignment with the business' PDRs


• Manage Sales Advisors' training, including liaising with the Training and Development department when necessary


• Work with the Sales & Marketing Director to agree opportunities to retain key people.


• Maintain an up to date working knowledge of the Company's CRM System (Sitestream) and monitor Sales Advisors' and Sales Consultants' activity to identify consistency of use and training gaps to ensure pro-active use of market intelligence from the system to develop sales.


• Ensure that Sales Consultants collect and analyse competitor information, in line with the competition law and ensure their own understanding of the output. Especially in relevance to the requirements and positioning of the relevant site.


• Assist in the development of the Senior Sales Consultants as determined by the Sales & Marketing Director


• Lead and organise regular sales meetings as a minimum once per quarter and be responsible for follow up minutes


• Attend on site and office meetings both as required with associated travel


• Attend training as required


• Work with group to ensure induction processes in place


• Ensure all H&S policies are understood and implemented and compliance training is attended and completed


Strategic

• Represent Sales (with or without the Sales and Marketing Director) in weekly Sales Build meetings and Development Project Team meetings


• Attend and input into regular sales and marketing management team meetings and develop content from assessed needs


• Take responsibility for accurate compiling of weekly sales reports


• Assist the marketing team in the preparation and management of new sales offices, show homes and visitor areas, specifically with marketing but must be flexible to the requirements of each individual office or show home


• Work collaboratively with the Sales & Marketing Director to ensure forward strategy on sites are actioned at an early stage so that remedial action can be taken and on-site sales approaches adjusted appropriately


Managing Relationships

• Lead, build, manage and maintain strong relationships and professional standards of work with external stakeholders E.g. IFAs, Solicitors, Estate agents


• Build and maintain close working relationship with the Construction department and other Cala disciplines, always aligning with Cala values


Sales

• Promote part exchange and guaranteed buyer within the sales team and approve properties within agreed levels of responsibility, as delegated by the S&MD


• Ensure the sales team operate within the 4 month window and that site availability is kept up to date with sales releases


• Collaboratively work with Marketing Manager(s) on an ongoing basis to ensure that marketing strategies for all developments are regularly assessed and continuously improved


• Ensure Sales Advisors maintain a high level of presentation in show home, sales area, general site and website


• Manage sales advisors and sales co-ordinators to keep sales progression up to date, ensuring a smooth customer journey and prompt exchange (be more specific)


• Deal with escalated customer complaints


• Responsible for Saleforce capability within the region; training, coaching and ensuring staff are competent in Salesforce using the resources available within the region/Group


• Monitor and evaluate regional performance


• Prepare commission reports for SMD's approval


• Propose plot release prices and price adjustments maximising revenue where possible for SMD's approval
  
  The ability to work under pressure and to tight deadlines is essential, as are excellent listening skills, adapting your communication style to suit individuals and different Medias. You will also have experience of Microsoft Office packages and be confident and capable in utilising IT systems, as effective management of the onsite database is key to the role. Previous new homes sales experience is required and a passion, enthusiasm and a demonstrated flair for selling is necessary.

Weekend working and flexibility is a requirement, as is a full driving licence with access to a vehicle. If you have the ability to work independently and as part of a team, are highly motivated and target-driven as well as meeting our essential criteria, then we would like to hear from you.
Please be aware that if you are invited to interview for this role, you will be required to show proof of your right to work in the UK, We recognise that a diverse team makes us a stronger and more successful company. We value different ideas and perspectives as it helps improve our decision-making, products and services. And we're striving to create an inclusive work environment, in which everyone can feel comfortable as themselves, uniquely contribute and do their best work. If we need to adjust anything in our recruitment process to support you, please contact careers@cala.co.uk

The Cala Group is a major UK housebuilder and leading provider of desirable new homes across Scotland, the South of England & Midlands. Driven by a mission to create vibrant and sustainable new communities, our homes are characterised by exceptional design and sector-leading build quality, and we have a passion for providing our customers with a great home buying experience. This is an exciting time to be at Cala. Our approach to sustainability and technology is undergoing a dramatic transformation, and we're aiming to create an industry-leading experience for both our staff and customers. At Cala, you can expect to be part of an environment which allows you to do meaningful work, while offering opportunities for personal growth. Our goal is to be the favoured employer in our industry and beyond. We encourage applications from those who want to be part of a culture where they can thrive, feel a sense of belonging and be comfortable being
themselves at work.
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