Area Sales Manager

The Sales Manager is responsible for leading, developing, and executing sales strategies that drive revenue growth, profitability, and exceptional customer experiences across assigned communities. This role provides hands-on leadership, coaching, and performance management for the sales team while ensuring alignment with Smith Douglas Homes’ sales objectives, processes, and customer-first culture.

The Sales Manager serves as a strategic partner across Sales, Marketing, Construction, Land, and Operations to optimize community performance, strengthen market positioning, and support the successful delivery of homes. Through consistent training, mentorship, and accountability, this leader empowers Sales Agents to maximize lead conversion, achieve sales goals, and deliver outstanding results.

What You'll Do

Sales Leadership & Performance Management

• Lead, coach, and inspire a team of New Home Sales Specialists to achieve weekly, monthly, quarterly, and annual sales and closing goals.
• Conduct regular sales meetings, rallies, and training sessions that drive engagement, accountability, and continuous improvement.
• Establish individual and team sales goals, monitor performance metrics, and implement action plans to achieve business objectives.
• Foster a high-performance culture focused on professional growth, customer satisfaction, and operational excellence.
• Recruit, develop, retain, and mentor top sales talent while addressing performance concerns when necessary.

Training & Development

• Provide ongoing one-on-one coaching and field support to improve sales effectiveness, lead conversion, and customer engagement.
• Deliver training on company sales processes, CRM utilization, product knowledge, and lead management best practices.
• Continuously challenge and support team members in reaching their full professional potential.

Community & Market Strategy

• Analyze market conditions, competitive activity, pricing trends, incentives, and product offerings to strengthen community positioning and market share.
• Maintain community proformas and leverage market intelligence to recommend pricing strategies and sales incentives.
• Review and evaluate competitive analysis reports and provide recommendations to senior leadership.
• Partner with Marketing to develop and execute effective on-site and off-site marketing strategies that support sales goals.

Cross-Functional Collaboration

• Serve as a key liaison between Sales, Construction, Land Development, Marketing, Operations, and homeowners to resolve issues and ensure a seamless customer experience.
• Maintain current knowledge of lot releases, development timelines, HOA requirements, build schedules, and construction constraints to effectively guide the sales team.
• Lead quarterly Community Reviews with cross-functional stakeholders to evaluate performance, opportunities, and operational improvements.
• Facilitate community startup and closeout processes to ensure effective communication and execution across departments.

Operational Excellence

• Review and approve sales contracts and ensure compliance with company policies and procedures.
• Monitor CRM data integrity and ensure accurate tracking of customer traffic, lead activity, buyer stories, and sales pipeline information.
• Manage backlog performance and work closely with sales teams to ensure homes remain on track for successful closings.
• Monitor sales offices, model homes, inventory homes, and community presentation standards to ensure alignment with company expectations.
• Support company initiatives, including participation in Bridge the Gap programs and other organizational development efforts.
• Maintain commission records and approve semi-monthly payroll documentation accurately and timely.

What You'll Bring

Education

• Bachelor's degree preferred.

Licenses & Certifications

• Active State Real Estate License required.
• State Broker License preferred.

Experience

• 2–5+ years of sales leadership experience, preferably within the residential homebuilding industry.
• Proven success leading and developing high-performing sales teams.
• Experience in new home sales management required.
• Strong understanding of sales processes, lead conversion strategies, and customer relationship management.
• Knowledge of residential construction, community development, and housing market dynamics preferred.
• Demonstrated ability to analyze market trends and develop effective sales strategies.

Technical Skills

• Proficiency with Microsoft Office Suite.
• Experience utilizing CRM platforms and sales reporting tools. Experience with HubSpot is a plus. 
• Strong analytical, organizational, and communication skills.