Director of Retail Sales & Acquisitions - Full-time / Part-time

Director of Retail Sales and Acquisitions

The main responsibility of the Director of Retail Sales and Acquisitions (DRSA) is to motivate their agents to close sales. DRSA will develop effective training programs that teach agents how to acquire houses, customers, negotiate deals, secure financing and complete paperwork for the sale. After training, DRSA set weekly, monthly and yearly monetary goals for the agents to achieve. These goals are tracked through sales meetings that are conducted by the DRSA. During the meeting, DSRA discuss’ whether the sales team is meeting goals. If the goals are not met, sales DRSA offer advice and motivation. DSRA may offer incentives and reward teams that reach their goals.

Responsibilities

Besides supervising home buyers and sales agents, DSRA also performs human resources duties, such as conducting interviews, hiring new staff and transferring or dismissing seasoned staff. Marketing roles may include planning, budgeting and coordinating open houses or other initiatives to develop new leads and increase sales for the office. DSRA may perform administrative duties and issue supplies or equipment when needed. Occasionally they attend association meetings to receive the latest information on housing regulations and legislation that affects the industry.

The Director of Retail Sales and Acquisitions is passionate about achievement and draws energy from working with people. This enthusiastic, self-starting person with a passion for selling is to take ownership of leads, and actively systematize the conversion process for maximum effectiveness. They record their productivity and sales metrics and track the results in regular accountability meetings. This person has the drive and tenacity to achieve or exceed productivity, appointment setting, and revenue targets while responding efficiently to customer inquiries (usually in the form of sales leads) and the subsequent documentation, assignment, and follow up of those leads.

They must leverage the Career Growth Initiative tools of Keller Williams to perform the activities necessary to drive their agents to achieve the standards for number appointments, contracts and sales on the retail side and home purchases on the acquisition side.

This individual must be highly trustworthy—as well as to growing their own skills and developing into a leader within the team.  They will be the first point of contact to the team, they will also have access to sensitive files and information regarding associates, customers, and finances.

Essential Duties and Responsibilities

1. • Maintain rigorous prospecting for new business opportunities
   • Achieve productivity, appointment setting, and revenue targets
   • Schedule and conduct weekly sales meetings
   • Consult with real estate agents to ensure fiduciary service of the real estate transaction from initial contact through the listing agreements
   • Outbound cold calling to convert leads to appointments (i.e. Developing Sphere of Influence; Initiate blocks of cold calling time; Door knocking prior to open houses, etc.)
   • Follow scripts to deliver the team value proposition and handle objections
   • Qualify leads to accurately convey motivation, competition, and financial specifics to real estate agents
   • Work closely with ISA to manage database of leads to ensure processes run smoothly and there is rigorous lead follow-up
   • Accurately track and report productivity and sales metrics
   • Work with salespeople to improve performance and terminate unsatisfactory performance
   • Interview and hire new acquisitions and sales agents
   • Understand and internalize evolving real estate trends in local market
   • Understand and adhere to local, state, and federal laws regarding real estate brokerage services.

Management Responsibilities

1. • Acquisition Buyers and Real Estate Buyer and Listing Agents

Knowledge/Skill

1. • Strong written and verbal communication skills
   • Exceptional telephone skills—ability to set and close appointments over the phone and willingness to spend most of the workday on the phone
   • Ability to learn and internalize scripts and dialogues
   • Ambitious with proven ability to succeed
   • Learning based
   • Team player
   • High school graduate
   • Real estate license
   • Demonstrable record of sales success against quota