President of Sales and Marketing

The Specialized Recruiting Group is assisting a homebuilder client of ours in hiring a President of Sales – New Home Construction- for their Richmond, VA, team. Please see the full details below and apply/reach out with your interest
Position SummaryThe President of Sales is responsible for developing and executing the sales strategy for a residential homebuilding company. This executive leader drives revenue growth, manages regional and community sales operations, oversees sales managers and New Home Specialists, and ensures achievement of company sales, margin, and customer satisfaction objectives. The President of Sales collaborates closely with executive leadership, marketing, land acquisition, construction, estimating, and customer experience teams to maximize market share and profitability.
Key Responsibilities
Strategic LeadershipDevelop and implement short- and long-term sales strategies aligned with company growth objectives.Establish annual sales goals, budgets, forecasts, and performance metrics.Analyze market trends, competitor activity, pricing, and consumer demand to identify growth opportunities.Partner with executive leadership to evaluate expansion opportunities, new communities, and product offerings.Drive continuous improvement in sales processes, technology adoption, and customer experience.Sales ManagementLead and develop Sales Managers and New Home Specialists.Create accountability through performance management, coaching, and regular accountability reviews.Establish and monitor key performance indicators (KPIs) including traffic conversion, sales pace, backlog, cancellation rates, and sales margins.Ensure consistent implementation of sales standards and best practices across all communities.Recruit, train, and retain high-performing sales talent.Revenue and ProfitabilityAchieve company-wide sales volume, revenue, and profitability targets.Partner with estimating and operations teams to optimize pricing strategies and incentives.Monitor inventory levels and coordinate sales efforts to meet community absorption goals.Analyze sales performance data and implement corrective actions when necessary.Marketing CollaborationWork closely with marketing team to develop lead generation strategies and campaigns.Evaluate lead conversion metrics and return on marketing investment.Ensure alignment between marketing initiatives, sales goals, and customer demographics.Support digital sales initiatives, CRM optimization, and online customer engagement.Customer ExperienceChampion a Built With Care sales culture.Ensure exceptional homebuyer experience throughout the sales and homebuilding process.Monitor customer satisfaction scores and address systemic issues.Partner with construction and customer care teams to maintain strong customer relationships.Reporting and AnalyticsPrepare and present sales forecasts, performance reports, and market analyses to division and executive leadership.Utilize CRM and business intelligence tools to drive data-based decision making.Maintain accurate sales projections and pipeline reporting.
Qualifications
EducationBachelor's degree in Business, Marketing, Real Estate, Finance, or related field preferred.Experience10+ years of progressive sales leadership experience.5+ years in senior sales management within residential homebuilding industry.Proven track record of leading multi-community or multi-market sales organizations.Experience managing large sales teams and achieving aggressive growth targets.Knowledge and SkillsDeep understanding of residential homebuilding sales processes.Strong knowledge of real estate markets, mortgage financing, and homebuyer behavior.Expertise in sales forecasting, pricing strategy, and performance analytics.Exceptional leadership, coaching, and team development skills.Strong negotiation, communication, and presentation abilities.Proficiency with CRM systems, sales reporting tools, and Microsoft Office Suite.
Core CompetenciesStrategic ThinkingExecutive LeadershipRevenue Growth ManagementTeam DevelopmentCustomer FocusData-Driven Decision MakingMarket AnalysisCross-Functional CollaborationChange ManagementFinancial Acumen
Key Performance Indicators (KPIs)Annual and quarterly sales volumeRevenue growthGross margin achievementSales pace per communityLead-to-sale conversion rateCancellation rateMarket share growthCustomer satisfaction scoresSales team retention and productivityForecast accuracy
Compensation StructureBase Salary: Competitive executive-level compensationPerformance Bonus: Based on sales volume, revenue, margin, and strategic objectivesVehicle AllowanceComprehensive Benefits PackagePaid Time Off
Reports To: Division President
Direct Reports: Sales Managers, Design Center Manager and New Home Specialists(Indirect)
*This role serves as the primary driver of revenue generation and sales excellence across the organization's new home communities.*