Manager, Sales Homes

ESSENTIAL FUNCTIONS

Realtor Engagement & Recruitment

• Identify, recruit, and onboard realtors who demonstrate the characteristics of top performers in new home sales.
• Build and maintain strong relationships with realtor networks, ensuring continuous engagement with our residential offerings.
• Organize and host realtor events, tours, and incentive programs to keep our homes top of mind.

Sales Systems & Process Management

• Develop, implement, and manage sales systems and tracking processes that support a predictable, repeatable sales pipeline.
• Monitor realtor performance through KPIs, CRM data, and feedback loops; provide coaching where needed.
• Establish effective lead distribution systems and follow-up protocols to minimize sales cycle time.

Lead Generation & Sales Growth

• Drive aggressive lead generation strategies, leveraging digital, traditional, and referral-based channels.
• Collaborate with marketing to design and execute campaigns that attract high-intent buyers through realtors.
• Ensure realtors are equipped with timely information, compelling sales materials, and market insights.

Coaching & Sales Effectiveness

• Train and mentor the internal sales team and realtors on effective selling strategies.
• Deliver "hot sales tips" sessions that focus on urgency, buyer psychology, and competitive positioning.
• Continuously assess and adapt sales tactics to market trends and competitor activity.

Persistence & Follow-Up

• Establish a culture of relentless follow-up with both buyers and realtors to keep deals moving forward.
• Personally model and enforce disciplined follow-up processes with the team.

KEY SKILLS AND COMPETENCIES

• Identifying Great Realtors – Ability to spot realtors who demonstrate the 5 critical success traits for aggressive home sales:
• Proactiveness – consistently brings buyers without waiting for listings.
• Market Hustle – actively networks and prospects beyond MLS.
• Negotiation Skills – closes deals assertively while maintaining relationships.
• Product Knowledge – commits to understanding and selling the builder's unique value.
• Persistence & Follow-Up – Instills and practices tenacious follow-up with prospects and realtor partners to secure deals.
• Sales Management & Systems Thinking – Designs, implements, and improves sales systems and processes; understands how each sales stage impacts overall performance.
• Lead Generation Expertise – Develops and executes multi-channel lead generation strategies; knows how to drive qualified traffic to new home sites.
• Communication & Influence – Confidently presents to realtors, clients, and executives; able to inspire and energize partners to push sales aggressively.
  

QUALIFICATIONS

• 5+ years in sales management within residential real estate or new home sales.
• Proven track record of recruiting, managing, or coaching high-performing realtors.
• Deep knowledge of Alberta's residential real estate market.
• Experience building and managing CRM-based sales pipelines.
• Strong presentation, negotiation, and interpersonal skills.

PERFORMANCE METRICS

• Realtor engagement KPIs (active, qualified realtor partners).
• Lead-to-sale conversion rate through realtor channels.
• Sales volume growth and absorption rates.
• Realtor program satisfaction and participation rates.