The Area Sales Manager leads new-home sales across a group of communities in the Columbus division, covering Central Ohio markets such as Delaware, Franklin, Licking and Union counties. This role hires, trains and coaches the on-site sales team to hit sales, pace and margin goals. They work closely with Land, Construction, Marketing and Purchasing to set pricing, manage inventory and launch new communities.
Key responsibilities
- Lead, recruit, train and develop a team of Sales Consultants / Community Sales Managers.
- Set monthly and quarterly sales, absorption and closing goals by community; track results weekly.
- Run regular sales meetings, ride-alongs and shopping reports to improve conversion.
- Coach the team on the full sales process: greeting, discovery, demonstration, contract and follow-up.
Pricing, inventory and performance
- Recommend pricing, incentives and lot premiums based on market data and competitor shops.
- Manage spec and inventory levels with Construction and Purchasing to protect margin.
- Monitor backlog, cancellations, traffic and conversion; report results to division leadership.
- Support budgets and business plans for each community.
Cross-functional work
- Partner with Marketing on lead generation, digital strategy, model merchandising and grand openings.
- Work with Land and Purchasing on product mix and new community positioning.
- Build relationships with mortgage, title and the realtor/broker community to drive co-op sales.
- Make sure contracts and sales practices meet company policy and fair housing rules.
Qualifications
Required
- Bachelor's degree in Business, Marketing or a related field, or equivalent experience.
- 5+ years of new-home sales experience, including 2+ years leading a sales team.
- Proven record of meeting or beating sales and absorption goals.
- Strong grasp of pricing, inventory management and the new-home contract-to-close process.
- Active Ohio real estate salesperson license, or ability to obtain one.
- Valid driver's license and ability to travel between communities.
Preferred
- Experience with a production or national homebuilder in the Columbus/Central Ohio market.
- Background in community launches and grand openings.
- Familiarity with CRM and sales tools (e.g., Salesforce, Lasso, Zillow New Construction).
- Established network with Central Ohio realtors, lenders and title partners.