Vice President of Sales

Description

Why This Role Exists

The Vice President of Sales provides strategic leadership and executive accountability for Blue Heron's sales performance, translating the business objectives into a disciplined sales strategy that drives revenue, absorption, profitability, and long-term market position. The VP establishes the direction, performance expectations, and organizational alignment necessary to deliver consistent results.

As a senior leader, the VP connects market intelligence, buyer behavior, pricing, inventory strategy, and sales performance to enterprise decision-making. Through partnership with Marketing, Design, Construction, Finance, and executive leadership, this role ensures Blue Heron's sales strategy reinforces its differentiated luxury design-build experience and supports sustainable growth.

Core Accountabilities

Sales Strategy & Revenue Performance

• Own the development and execution of Blue Heron's sales strategy, ensuring alignment with revenue objectives, absorption plans, inventory priorities, and profitability expectations.
• Translate the strategic direction into clear sales objectives, performance targets, and priorities.
• Maintain a forward-looking perspective on market conditions, buyer demand, competitive dynamics, and sales performance to anticipate risks and identify opportunities.
• Partner with executive leadership to evaluate pricing, inventory positioning, performance, and product-market alignment.
• Drive sales results across product offerings while balancing near-term objectives with long-term client relationships and brand positioning.

Sales Organization Leadership & Accountability

• Lead, develop, and hold sales leadership and team accountable for achieving sales objectives, strengthening team capabilities, and maintaining consistent execution standards.
• Establish clear expectations, decision-making authority, and accountability throughout the sales team.
• Ensure effective sales leadership of sales counselors, including daily coaching, training, performance management, pipeline oversight, and sales process execution.
• Evaluate organizational capacity, talent effectiveness, succession needs, and resource allocation to support current and future business objectives.
• Build a high-performance sales culture characterized by preparation, ownership, disciplined execution, and exceptional client engagement.
• Provide executive support when significant performance challenges, organizational barriers, or strategically important sales opportunities require intervention.

Sales Performance Management & Forecasting

• Establish the performance framework, reporting cadence, and key indicators necessary to evaluate sales results and support informed decisions.
• Hold sales leadership accountable for pipeline health, conversion performance, counselor productivity, and execution of sales plans.
• Own the reliability of sales forecasts, ensuring projections reflect pipeline quality, buyer readiness, historical performance, and market conditions.
• Identify systemic performance gaps and direct corrective strategies that strengthen organizational effectiveness.
• Provide executive leadership with timely visibility into sales performance, emerging risks, forecast changes, and recommended actions.

Market Strategy, Pricing & Product Alignment

• Serve as a contributive voice of the market, translating buyer insights, competitive intelligence, and sales trends into recommendations that strengthen Blue Heron's positioning.
• Partner with Marketing to align demand generation, brand positioning, lead quality, and conversion.
• Work with Design, Construction, and Finance to ensure sales strategies reflect product capabilities, delivery expectations, and financial objectives.
• Identify opportunities to improve sales effectiveness through product offerings, buyer experience, sales processes, and cross-functional coordination.

Executive Client Engagement & Strategic Opportunities

• Provide executive-level involvement in high-value, complex, or strategically significant client opportunities where senior leadership can materially influence outcomes.
• Lead in resolving escalated negotiations, sensitive client situations, or significant barriers to closing.
• Ensure client commitments, pricing decisions, and sales representations remain aligned with Blue Heron's operational capabilities and brand standards.
• Strengthen relationships with key clients, referral partners, and strategic stakeholders who influence long-term sales opportunities.

What Success Looks Like

The VP of Sales consistently delivers enterprise sales objectives through a well-led, accountable sales organization rather than dependence on personal involvement in daily selling activities. Cross-functional leaders experience a sales organization that communicates clearly, honors commitments, and contributes meaningfully to enterprise planning and execution.

How Performance Is Measured

• Sales Performance: Net sales volume and value versus plan, revenue contribution, and absorption against established targets.
• Forecast Accuracy: Reliability of sales projections, early identification of performance risks, and effectiveness of corrective actions.
• Conversion & Pipeline Performance: Qualified lead conversion, appointment-to-contract conversion, pipeline health, and sales cycle effectiveness.
• Client Experience & Brand Integrity: Client satisfaction, successful resolution of executive-level escalations, and consistency of the luxury sales experience.

Requirements

Capabilities Required

• Proven ability to lead a sales organization through other leaders, establishing accountability without assuming daily frontline management responsibilities.
• Strong strategic sales leadership, revenue planning, forecasting, and performance management capabilities.
• Deep understanding of luxury residential real estate, high-value purchases, sophisticated buyer expectations, and competitive market dynamics.
• Ability to translate enterprise objectives into measurable strategies, priorities, and execution plans.
• Demonstrated ability to develop, evaluate, and hold sales leaders accountable for performance.
• Executive presence and credibility to advise leadership, influence cross-functional leadership, and engage sophisticated clients.
• Analytical capability to interpret market intelligence, performance, pipeline trends, and financial implications.
• Exceptional communication, negotiation, decision-making, and relationship management skills.
• Ability to identify systemic performance challenges and implement sustainable improvements.
• Sound judgment in balancing revenue objectives, client experience, operational capabilities, and long-term brand integrity.
• High personal accountability, adaptability, strategic perspective, and commitment to developing a high-performing sales organization.

How This Role Shows Up (Blue Heron Expectations)

Leads with an enterprise mindset, taking ownership of sales performance while understanding how decisions affect the broader Blue Heron business. Translates strategic direction into clear expectations, empowers leaders to execute, and holds the organization accountable for measurable results.