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Sales Consultant - Job Description

Position Summary:

The job holder is responsible for closing the sale and rental of homes by meeting with prospective buyers/renters, entering new visitor registration cards into the prospect tracking system, showing inventory homes, submitting new applications for approval and taking the necessary steps to facilitate closings on deals in progress.

Technical Skills:

General Job Duties – Technical Knowledge / Expertise

Home Sales/Rentals:
Sell or rent homes to prospective residents in a timely fashion according to community objectives, in order to fill sites and maintain occupancy.
Maintain Databases:
Track all sales/rentals and marketing traffic accurately, follow up on sales/rental opportunities and attract prospective residents.
Sales/Rental Transactions:
It is essential that the sale/rental transaction be processed correctly. Inspire has certain legal and fiduciary responsibilities in every sale/rental transaction, and failure to process these transactions correctly can expose Inspire to considerable risk. Payment of any commissions, overrides, bonuses, or other compensation associated with a transaction is explicitly contingent upon the salesperson responsible for the transaction completing it correctly, completely, and in a timely manner, and in strict compliance with all applicable instructions by Inspire, its lenders or other associated vendors, and any municipal, state, or federal authorities.
Monitor Inventory:
Visit inventory homes regularly and complete model checklists in order to identify follow-up work required. Verify that each lease option home has been visited, that an inspection report is on file and that necessary repair work has been completed in order to ensure sale/rental-ready homes to show prospective buyers. Maintain color accents and feature cards in inventory homes at all times in order to attract prospective buyers.
Maintain Model Homes:
Monitor the maintenance of model homes and sales offices in order to ensure a professional and presentable sales environment for prospective residents and to ensure a quality product to show them.
Manage Repo Homes:
Submit single unit purchase information on all lender repos to Regional Manager, or VP of Homes (if applicable) when homes have been abandoned. Notify Regional Manager or VP of Homes (if applicable) of any home that a lender is planning on moving out of the community in order that an offer to purchase can be made immediately.
Sales Forecasts:
Remain current on customer needs, industry trends, market activities, and competitor actions in order to create reliable sales forecasts and opportunities.
Computer Literacy / Document Processing:
Transcribe, format, input, edit, retrieve, copy, and transmit text, data, and graphics in order to produce documents and presentations. • Proficiency with Microsoft Office Suite, and online advertising and marketing platforms such as Craigslist, Zillow, and MH Village.

Marketing / Sales Skills

Sales/Rental Presentations:
Make sales/rental presentations to prospective residents to help them understand the benefits of homeownership in one of our communities and to assist them in arriving at a buying decision. AKA: Close the sale/rental.
Prospect Identification:
Identify prospects, research, and analyze sales options in order to identify business opportunities.
Lead Referral Development Plan:
Develop relationships with clients, referral partners, or centers of influence in order to obtain personal introduction to prospective clients.
Company Branding:
Maintain Inspire Communities brand with company-approved signage and flags.
Post Signs on Homes:
Post for sale/rent signs on homes once purchase order has been approved, Post Sale Pending signs on homes when earnest money has been received and sold signs on homes as soon as closing paperwork has been submitted, in order to keep buyers apprised of the status of homes for sale.
Sales/Rental Flyers:
Prepare sales/rental flyer for inventory homes when purchase order has been approved and upload photo and information regarding home on the Inspire website in order to attract prospective buyers.
External Marketing:
Visit local retailers, participate in local association events (for example Chamber of Commerce) and industry events, in order to develop and optimize sales channels.
Other duties as required:
Visit local retailers, participate in local association events (for example Chamber of Commerce) and industry events, in order to develop and optimize sales channels.

Behavioral Competencies:

Customer Service Skills

Customer Service:
Able to anticipate and respond to customers' needs, concerns, or questions in order to meet or exceed their expectations; help evaluate needs and options; show care and concern to demonstrate customer importance and value.

Communication / Listening / Interpersonal Skills

Customer Requirement Needs Assessment:
Use critical and analytical listening skills and spend time understanding customer requirements in order move the sale forward and meet customer needs.
Develop Relationships:
Able to relate with others across functional business units and with employees who are not your direct supervisor to build credibility and rapport; give personal support and reassurance; put others at ease; build cooperative relationships.
Verbal Communication:
Able to clearly express ideas, information, or concerns with the spoken word; present verbal information in a straightforward manner; ask questions to open channels of communications.
Trust and Respect:
Able to demonstrate respect and treat others in an honest and straightforward manner; keep dealings with others confidential; keep word and follow through on commitments.
Able to demonstrate consistency of words and actions; protect confidential information; do what is right even when no one is watching; demonstrate sound business ethics; consistently comply with organizational values.

Organizational / Planning Skills

Personal Management:
Able to maintain personal discipline and focus on efforts that will yield the greatest results; use systematic personal planning techniques; schedule activities using time management tools.
Attention to Detail:
Able to be thorough and complete when working with assembling, processing, or providing detailed information; track details even when under pressure.

Problem Solving Skills

Able to quickly recover from disappointment; remain motivated in the face of rejection; redirect work effort in the face of failure.
Able to take action to meet the needs of others; respond to solve problems; minimize delays or problems with little or no supervision.
Able to take on new or multiple roles and responsibilities and do them well; be flexible when considering options and opinions; be open to new ideas and change.

Business Experience:

1 – 3 years sales experience in the housing industry:
Industry sales experience is important in order to enable the sales consultant to understand customer needs and emotions around the buying decision.
Sales Production
Proven measurable sales success in or out of the industry.
Bi-lingual in Spanish preferred:
To meet communication requirements of bi-lingual customers.

Educational Requirements:

AA/AS - Associates Degree or equivalent: 2 to 5 years related experience

Physical Requirements:

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions of the job. While performing the duties of this job, the employee is regularly required to sit; use hands and fingers to handle, or feel objects, tools or controls; reach with hands and arms; and talk or hear. The employee is occasionally required to stand; walk; and stoop or kneel. The employee must regularly lift and/or move up to 10 pounds, frequently lift and/or move up to 25 pounds, and occasionally lift and/or move up to 50 pounds. Specific vision abilities required by this job include close vision, distance vision, depth perception and the ability to adjust focus.

Reports to: Regional Manager
Status: Non-Exempt
Housing: On-site residence generally not required

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