National Sales Director (West/Central Region)

The National Sales Director (West/Central Region) is tasked with the dual role of supporting the execution of all national sales philosophies and strategic initiatives at the division level as well as serving in a supporting role to sales leaders and presidents as they work to deliver on sales achievement and performance. The individual accomplishes this objective by focusing on divisional alignment of the Meritage Sales Fitness Pillars (Culture, Talent Acquisition and Retention, Talent Management, Inspiration, and Talent Development) as well as the implementation of the Meritage Active Sales (MAS) model. The Director - National Sales consistently engages and travels to their assigned markets coaching, advising, and collaborating with local leadership while also serving as a liaison from the field to national sales leadership to identify and remove obstacles that hinder divisions in the effective and efficient achievement of sales success. This team member also develops and appropriately applies the correct delivery method of training content to support national sales efforts as well as division specific needs. Finally, this role supports and advises the Vice President of National Sales in national program initiatives such as onboarding team members, national sales contests, identifying sales philosophy and techniques, and technology needs for the organization.

Responsibilties:

Sales Fitness and Meritage Active Selling:

• Support the creation and regularly coach each assigned division as they develop and execute their annual Sales Fitness plans.
• Strong advocacy in the use of Salesforce as a fundamental tool for prospecting and sales conversion. Driving connection and strategy with the National Salesforce Manager.
• Regularly mentor and coach division sales leaders and sales counselors to improve leadership effectiveness and sales performance. Promote MAS and ensure divisional alignment around this selling model.
• Engages an "outside-in" and "seek first to understand" perspective when working with team members and leaders.
• Have an "abundance" mindset, always proactively seeking to find opportunities for continuous improvement in the organization.
• Work to remove obstacles for the division sales teams that hinder sales excellence. If needed, temporarily assume sales leadership responsibilities in a division until replacement sales leadership is hired.
• Interview divisional sales candidates and provide feedback to the team for hiring decisions.
• Promote and administer dynamic national sales contests that drive engagement, motivation, and performance across all divisions.
• Develop and implement innovative sales training content ensuring alignment with corporate sales philosophies and division objective. This includes enhancing lead conversion including training of the Challenger Sales Model, etc.
• Stay informed on industry trends and realtor practices to refine engagement strategies.
• Support sales leadership on key performance indicators (KPIs) to measures
• Collaborate with IT and marketing teams to develop and utilize technology that supports sales objectives.
• Support and advise leadership on realtor-related sales initiatives and process improvements.
• Help oversee national training platform ensuring Meritage sales training is easily accessible and organized for team utilization.

Leadership & Cross-Functional Collaboration

• Advise Vice President of National Sales on implementation of sales strategies, tools, and resources.
• Support divisional sales leaders by providing coaching and strategic sales management insights.
• Work closely with Regional and Division Presidents as a subject matter expert, trusted advisor, and evaluator of sales talent.
• Partner with marketing and IT to support sales strategies and utilization of tools and resources that support sales conversion.
• Assist in the recruitment and onboarding of sales leaders and sales counselors including leading Road to Sale Mastery training effort.

Other Responsibilities:

• Travel as needed to various markets to strengthen relationships, coach in the field, and ensure alignment of sales initiatives. Expected travel is a minimum of 40%. Sunday travel may be required to attend Monday meeting obligations.
• Continuously evaluate the effectiveness of training, processes, and workstreams, making data-driven adjustments to improve efficiency.
• Identify and implement best practices from divisional teams, ensuring they align with corporate sales strategies.

Education:

• Bachelor degree in Marketing, Business, or a related field (or equivalent work experience).
• Real Estate License highly preferred (may be required based on state regulations).

Experience:

• Minimum 7 years of experience as a realtor, demonstrating a deep understanding of the real estate market and sales processes.
• Minimum of 5 years of experience in homebuilding Lead Sales or Sales Management role with a heavy emphasis on coaching and training. Experience coaching, managing, and mentoring sales staff in a public homebuilding environment is highly preferred.
• Minimum of 3 years of hands-on training and organization development program delivery experience preferred.
• Familiarity with Challenger Sales methodology and the ability to effectively teach and implement its principles is preferred.
• Proven ability to influence without direct authority and drive strategic initiatives.
• Strong understanding of the new home sales process and sales funnel.
• Expertise in training program development, coaching, and mentorship.
• Strong analytical skills to assess training effectiveness and refine strategies.

Technical Skills:

• Proficiency in Microsoft Office Suite (Outlook, Teams, Word, Excel)
• Proficiency in Salesforce.com

Interpersonal/Communication Skills:

• Strong Oral/Written Communication and Interpersonal, and Customer Service skills; ability to communicate effectively with a high degree of professionalism
• Frequent interactions with a wide variety of internal and external contacts, with all levels of authority and responsibility
• Ability to react and respond favorably, manage conflict and resolve problems in a professional manner
• Team Player; and demonstrated ability to work within cross-functional teams
• Strong negotiation, problem-solving, and leadership skills.
• High level of professionalism and ability to handle sensitive and confidential information.
• Self-directed, results-oriented, and detail-focused with a proactive approach to challenges.

Judgment:

• Sound judgment and a high level of integrity with the ability address sensitive and confidential information and make good decisions under pressure.
• Results-oriented, accurate, with keen attention to detail
• Self directed; takes initiative, proactively addresses problems; can work with minimal oversight

Mental Abilities:

• Analytical; with the ability to give, receive and interpret information to determine the root problem and bring issues to a successful conclusion.
• Organized and flexible with the ability to multi-task, prioritize projects and meet deadlines, often with interruptions, changing circumstances, in a fast-paced work environment.
• Thrives in changing environment and maintains a positive attitude.

Are you looking for an incredible career opportunity? Then Meritage Homes is the place for you! From the homes we build to the careers we offer, we are focused on delivering a Life.Built.Better.. Meritage is committed to building energy-efficient and affordable entry-level and first move-up homes across the US. We are looking for candidates who are excited about furthering their careers, as well as bringing their authentic self every day to be part of an inclusive organization. Meritage was certified a Great Place To Work for a second year in a row, and is currently ranked on Fortune's Best Workplaces listings in the categories of Construction, Women and Parents. As a top 5 public homebuilder with over 180,000 homes delivered in its 38-year history, Meritage is looking for professionals who are self-starters and want to help our organization grow by providing new and innovative ideas.

When joining Meritage Homes, you and your career can benefit in several ways, including:

• A work environment that encourages creativity and innovative ideas from every level
• An organization that lives by its core values everyday
• Team atmosphere where every individual is considered a vital asset
• State of the art technology to provide an optimal working environment
• A competitive pay structure
• Strong benefits
• Flexibility in work-life integration
• Team-oriented environment where all individuals play an integral role in the company
• Opportunity to further your career in a growing national organization
• Maintain a competitive drive to be the best

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