Sales Team Manager
18 days ago
Melville
About Us \n At Handsome Homebuyer, we’re flipping the script on real estate investment. Based in Long Island and operating across the NYC metro area, we specialize in acquiring, renovating, building, and wholesaling properties—bringing integrity, energy, and excellence to everything we do. \n As we continue to grow, we’re looking for a proven sales leader to manage the team responsible for turning qualified seller opportunities into profitable transactions. \n \n The Opportunity \n We’re seeking a driven, metrics-oriented Sales Team Manager to lead and develop our Field Representatives, Underwriter, Disposition Specialist, and Transaction Coordinator. \n This person will own the performance of the sales and transaction funnel after a qualified seller opportunity is handed off by our Lead Intake team—from the initial seller appointment through underwriting, offer presentation, negotiation, accepted offer, contract, disposition, and closing. \n The Sales Team Manager will be responsible for creating accountability across multiple interconnected roles while ensuring each department works together effectively to maximize conversion, profitability, seller experience, and successful closings. \n This is a highly hands-on leadership role. The right person will be equally comfortable analyzing conversion data, coaching a Field Representative after an appointment, reviewing deal strategy with the Underwriter, identifying a breakdown in the sales process, and holding team members accountable for results. \n \n What You’ll Do \n \n Sales Leadership & Accountability \n\n • Lead and manage the Field Representative team, the Underwriting Team, the Disposition Specialist Team, and the Transaction Coordination Team.\n, • Establish clear individual, departmental, and team KPIs and performance expectations.\n, • Hold regular one-on-one coaching sessions, team meetings, pipeline reviews, and performance reviews.\n, • Create a culture of accountability, urgency, collaboration, and continuous improvement.\n, • Drive the team toward achieving the set sales and production targets.\n, • Identify performance gaps and implement specific coaching or corrective-action plans.\n, • Participate in recruiting, interviewing, onboarding, and developing team members across the sales organization.\n\n \n Field Sales Leadership & Development \n\n • Directly coach and develop the Field Representative team.\n, • Spend meaningful time in the field observing appointments and coaching Field Representatives firsthand.\n, • Review seller conversations and appointment performance to identify coaching opportunities.\n, • Coach Field Representatives on discovery, rapport building, property evaluation, offer presentation, objection handling, negotiation, follow-up, and closing.\n, • Ensure Field Representatives are effectively uncovering seller motivations and presenting solutions that align with each seller’s circumstances.\n, • Improve consistency in how appointments are conducted and how offers are presented.\n, • Develop role-playing, practice, and ongoing training programs for the Field Sales team.\n, • Hold Field Representatives accountable for timely and persistent follow-up on opportunities that do not immediately convert.\n\n \n Sales Funnel & Conversion Management \n\n • Own performance of the sales funnel from 1st Appointment → Accepted Offer → Under Contract → Closing.\n, • Continuously analyze conversion rates at every stage of the funnel.\n, • Identify where opportunities are being lost and determine the root causes.\n, • Develop strategies to improve appointment-to-offer, offer-to-accepted-offer, accepted-offer-to-contract, and contract-to-close performance.\n, • Monitor sales pipelines to ensure opportunities are progressing and appropriate follow-up is occurring.\n, • Identify stalled deals and work with the team to determine the appropriate next action.\n, • Analyze performance by Field Representative, lead source, deal type, seller situation, and other relevant factors.\n, • Ensure the team is balancing conversion with deal quality and profitability rather than pursuing volume at the expense of sound acquisitions.\n\n \n Underwriting & Deal Strategy \n\n • Oversee the Underwriting Team and ensure Field Representatives receive timely, accurate, and actionable deal guidance.\n, • Ensure underwriting standards are applied consistently.\n, • Facilitate effective communication between Field Representatives and Underwriting.\n, • Review challenging or strategically important opportunities and help determine the best path toward securing the deal.\n, • Ensure offers are structured appropriately based on property condition, market conditions, seller motivation, exit strategy, and company objectives.\n, • Analyze lost opportunities to determine whether pricing, underwriting, sales execution, competition, or other factors contributed to the loss.\n, • Help develop creative solutions for opportunities that may not fit the company’s standard acquisition model.\n\n \n Disposition & Transaction Performance \n\n • Oversee the Disposition Specialist Team and ensure acquired properties are moved toward the appropriate exit strategy efficiently.\n, • Monitor disposition performance, timelines, buyer activity, and deal profitability.\n, • Ensure communication between Acquisitions, Underwriting, Dispositions, and Transaction Coordination remains strong throughout the life of each deal.\n, • Oversee the Transaction Coordinator Team and ensure contracted deals progress toward closing efficiently and accurately.\n, • Identify issues threatening a closing and ensure the appropriate team members take action quickly.\n, • Monitor fallout and cancellation trends and develop strategies to reduce preventable deal loss.\n, • Ensure clean handoffs and clear accountability as deals move from acquisition through contract, disposition, and closing.\n\n \n Coaching, Training & Quality Assurance \n\n • Develop structured training and ongoing development programs across the sales organization.\n, • Use call recordings, appointment recordings, deal outcomes, conversion data, and other performance information to identify coaching opportunities.\n, • Conduct regular role-playing and deal-review exercises.\n, • Turn recurring sales weaknesses into team-wide training initiatives.\n, • Develop future leaders and create clear expectations for professional growth.\n, • Ensure successful strategies and behaviors are documented and replicated across the team.\n\n \n Process, Strategy & Continuous Improvement \n\n • Build, document, maintain, and improve scalable sales systems, scripts, SOPs, and processes.\n, • Ensure consistent and accurate CRM usage across all departments under the Sales Team Manager.\n, • Analyze sales data to identify trends, bottlenecks, and opportunities for improvement.\n, • Identify new tools, technology, training methods, and strategies that can improve conversion and productivity.\n, • Partner closely with the Lead Intake Team Manager to continuously improve lead qualification, appointment quality, and the LIS-to-Field-Rep handoff.\n, • Partner with Marketing to provide feedback regarding lead quality and downstream conversion.\n, • Collaborate with senior leadership on forecasting, compensation planning, staffing, team structure, and sales strategy.\n, • Translate company objectives into measurable departmental goals and day-to-day execution.\n\n \n Key Performance Areas \n \n Success in this role will primarily be measured by the performance of the sales organization, including: \n\n • 1st Appointment → Accepted Offer Conversion Rate\n, • 1st Appointment → Under Contract Conversion Rate\n, • Accepted Offer → Under Contract Conversion Rate\n, • Under Contract → Closing Rate\n, • 1st Appointment Cancellation Rate\n, • Field Representative Follow-Up Execution\n, • Sales Cycle / Time to Conversion\n, • Field Representative Quality & Performance Scores\n, • Underwriting Responsiveness & Accuracy\n, • Disposition Performance\n, • Transaction / Closing Performance\n, • Deal Profitability\n, • Individual & Departmental KPI Attainment\n, • Overall Sales Team Production\n\n \n What We’re Looking For \n\n • 5+ years of sales leadership experience, preferably managing outside or consultative sales teams.\n, • Proven track record of improving sales performance and driving teams to exceed revenue or production goals.\n, • Strong coaching ability with a willingness to work directly alongside salespeople in the field.\n, • Experience managing complex sales funnels with multiple departments or handoffs.\n, • Strong analytical skills and ability to diagnose performance using KPIs, conversion data, and pipeline analysis.\n, • Excellent negotiation, sales, and problem-solving skills.\n, • Strong business and financial acumen.\n, • Ability to balance sales conversion with profitability and operational execution.\n, • Comfortable holding high-performing salespeople and department leaders accountable.\n, • Proficient with CRM systems, sales reporting, and performance analysis.\n, • Strong organizational skills and attention to detail.\n, • Comfortable operating in a fast-paced, high-growth environment.\n, • Energetic, positive, competitive, and passionate about coaching, leadership, and winning.\n\n \n What We Offer \n\n • Target pay is $105,000 to $145,000\n, • Full-time, stable career in a growing real estate investment company\n, • Professional development and growth opportunities\n, • Be part of a high-performing, fast-paced sales team\n, • 20 days of PTO\n\n \n Why Join Us? \n\n • Lead the team directly responsible for converting seller opportunities into successful real estate transactions.\n, • Shape and scale the sales systems of a rapidly growing company.\n, • Develop salespeople and future leaders while having a measurable impact on company performance.\n, • Work directly with senior leadership on strategy and growth.\n, • Join a company that believes in investing in its people.\n, • Four weeks of PTO.\n, • Homebuyers Program – We’ll help you become a homeowner.\n\n \n Apply Today \n If you’re ready to build a powerhouse sales organization and play a major role in the next chapter of Handsome Homebuyer, send your resume and a brief cover letter to careers@handsomehomebuyer.com.
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