M SHAPIRO REAL ESTATE GROUP

Compensation

Full Description

Position Description: Job Title: Senior Sales Manager Employment Type: Full-time ________________________________________ Position Summary: We are seeking a highly skilled and results-driven Senior Sales Manager to lead and oversee the home sales performance of a portfolio of our manufactured housing community portfolio across multiple states. This role is responsible for driving new and used home sales revenue, increasing sales velocity, and ensuring consistent execution of company sales standards and strategies. The Senior Sales Manager will provide leadership to Regional Sales teams, drive accountability to sales targets, optimize the lead-to-close process for home sales, and foster a high-performance sales culture centered on ethical selling, compliance, and resident experience. ________________________________________ Key Responsibilities:Home Sales Leadership & Oversight: Work to support a team of regional managers and sales teams serving as their primary point of contact for all home sales-related issues, escalations, and performance management. Develop, implement, and execute home sales strategies aligned with corporate growth and revenue objectives. Monitor Regional Sales Manager performance across key home sales metrics, including: o Monthly and quarterly home sales volume o Sales revenue and margin o Lead-to-close conversion rates o Average days on market / days to close o Inventory turn (new and used homes) o Resident satisfaction throughout the home-buying process o Other sales KPIs as determined by leadership Team Leadership & Development: Recruit, train, mentor, and develop Regional Sales Managers and onsite home sales teams. Provide regular coaching, ride-alongs, and performance evaluations to ensure consistent execution of home sales practices. Assist with content creation and co-lead regional home sales meetings. Promote a culture of accountability, ethical selling, collaboration, and results-driven performance. Revenue, Pricing & Incentives: Drive consistent achievement of home sales revenue targets across all assigned regions. Partner with Operations and Finance to align home pricing, incentives, promotions, and financing programs with portfolio goals. Ensure proper execution of sales incentives and commission plans tied to profitability and performance. Analyze sales data to identify trends, risks, and opportunities for revenue growth. Home Sales Process & Compliance: Ensure consistent execution of company-approved home sales processes, documentation, disclosures, and CRM usage. Oversee compliance with Fair Housing, consumer protection laws, lender requirements, and state-specific home sales regulations. Audit sales activity and reporting to ensure ethical, accurate, and compliant transactions. Support training on compliance standards and risk mitigation. Cross-Functional Collaboration: Collaborate with Operations to ensure homes are sales-ready, properly merchandised, priced, and positioned. Partner with Marketing to optimize home sales lead generation, digital marketing, and community-level campaigns. Coordinate with Finance and lending partners to support buyer financing options and closing efficiency. Work closely with HR on sales staffing, onboarding, and performance management. Growth, Acquisitions & Integration: Identify opportunities for home sales growth, market expansion, and value-add initiatives. Support home sales strategy for new acquisitions and lead integration efforts for newly acquired communities. Champion adoption of sales technology, CRM tools, and process improvements to improve efficiency and scalability. Reporting, Forecasting & Process Improvement: Oversee home sales forecasting, pipeline management, and reporting. Provide regular reporting and insights to executive leadership on: o Home sales volume and revenue o Inventory performance o Market trends and buyer demand Identify inefficiencies and lead continuous improvement initiatives related to home sales operations. Additional Areas of Focus: Inventory management coordination (new and used homes) Vendor and manufacturer relationship support Onboarding and training support for new communities and sales team members Championing a positive, transparent, and professional home-buying experience ________________________________________ Qualifications: Bachelors degree in Business Administration, Sales, Marketing, Real Estate, or related field; advanced degree or certifications preferred. Minimum of 5 years of home sales experience, with at least 3 years in a leadership role overseeing multi-site or regional sales teams. Proven success driving manufactured home sales or residential real estate sales in a multi-state portfolio. Strong understanding of home sales processes, financing options, inventory management, pricing strategies, and compliance requirements. Excellent communication, negotiation, and interpersonal skills with a collaborative, solution-oriented approach. High respect for process consistency, accountability, and ethical sales practices. Proficiency in CRM and property management systems (e.g., Rent Manager) and Microsoft Office Suite. Ability to travel within assigned regions as needed.