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Online Sales – New Homes
Knoxville, TN

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Direct Hire

$65,000 - $100,000 / yr


ONLINE SALES COUNSELOR
 
 
GENERAL FUNCTION:
Under the immediate supervision of the Director of Sales, the Online Sales Counselor specializes in the process of converting online and telephone leads into onsite traffic and sales while maintaining an exceptional customer experience. This position will educate and qualify new home shoppers and set appointments for them to meet with New Home Sales Consultants onsite in our communities, scattered lots, and our Home Design Studio. This position plays a critical role in ensuring success by acting as the first point of contact for prospects, buyers, and outside agents.
 
SKILLS & ABILITIES:
• Technical aptitude to operate multiple computer programs efficiently with shared data
• Attention to detail
• Superior organizational skills
• Proficiency with CRM systems required
• Proficiency with Microsoft Office, especially Microsoft Outlook, required
• Excellent written and verbal communication skills, as well as outstanding copywriting and proofreading skills
• Must be a self-starter and able to independently move projects forward, prioritize tasks, and meet deadlines
 
SPECIFIC RESPONSIBILITIES:
• Effectively capture and convert online leads into viable sales prospects through education and qualification
• Set appointments for prospects to visit with a NHSC onsite in a community, scattered lot or Home Design Studio
• Create a positive experience for online leads through the use of email, text message, live chat, phone calls, and other relevant channels
• Quickly respond to all incoming calls, emails, live chats, form submissions and other channels as needed – the goal is to answer all calls and respond to all incoming online leads within 5 minutes or less
• Report on personal performance and lead to appointment to sale conversion rates
• Effectively manage the handoff of online leads to NHSC
• Attend all company sales meetings and training programs as necessary
• Maintain a competent understanding of the Division’s product and community offerings and incentives at all times
• Execute follow-up procedures to nurture leads
• Enter all contact and realtor information and track activities in our CRM
• Distribute electronic marketing collateral to prospects
• Maintain interest lists and VIP lists for Division’s communities
• Participate in website audits to ensure the accuracy of publicly available information
• Regularly provide feedback to sales and marketing managers about prospect interactions and market sentiment
• Communicate effectively with Director of Sales and New Home Sales Consultants
• Communicate effectively with Prospects and Buyers in an effort to maintain existing relationships and build new ones
• Input new leads into Lasso/Brix Sales and update files in the database as needed
• Set and Confirm new Prospect & Buyer appointments for NHSC from a variety of sources (website, call-ins, open houses, outside agents, etc.)
• Respond to all emails, phone calls and online leads immediately during set hours of scheduled work time including evenings and weekends
• Qualify the leads based on needs and discovery questions
• Work with prospective customers to determine the best community, price point, time frame and floor plan to guide them to the appropriate community/agent
• Utilize Lasso database CRM lead management software consistently
• Create and deliver ongoing email campaigns and follow-up tasks for customer engagement
• Track and report on lead activity, appointments set and sales conversions
• Continually research competitive builders and their online lead activities
• Prepare weekly traffic reports to send to the Marketing Manager
• Nurture VIP lists for upcoming communities and manage VIP sales appointments and all pre-sale communication required for the opening of a new community
• Experience in the construction or real estate industry preferred
• Proven exceptional phone and email communication skills
• Experience working in a sales CRM database system preferred
• Job will be mostly remote
• Additional tasks and responsibilities as assigned
 
PREREQUISITES FOR SUCCESS:
• Licensed TN State Realtor
• An ideal team player mindset, including: people skills, humility, positivity, and drive
• Strong technical aptitude
• Effective communication skills with the ability to be a productive team member while working with Clients, Sales, Pre-Construction and Design departments
• Strong organizational skills and intense attention to detail
• Ability to manage multiple projects with the understanding of the hierarchy of importance, and the ability to meet deadlines and work within strict time-frames
• Good judgement in decisions regarding process and problem solving
• General understanding of contract documentation
• A working understanding of home construction materials, techniques and processes
• Bachelor’s degree in business administration, marketing, communications, or a related field preferred
• Minimum 1 year of sales or marketing experience is required
• Telephone or online sales experience is preferred
• Previous experience in homebuilding industry is preferred
• Experience as a new home Online Sales Counselor is preferred
• Must be able to sit for long periods of time
• Ability to work on a flexible schedule including evenings, weekends, and holidays
• Valid driver’s license required
• Some travel may be required
ACCOUNTABILITY MEASUREMENTS:
• Volume of quality Prospects
• Number of Sales Contracts completed each month
• Accuracy of Handoff info to both internal and external parties


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