The Preleasing Regional Sales Manager is responsible for supporting the development and implementation of the preleasing sales and marketing strategy from property kickoff call through community opening. Critical to the success of the PRSM will be to work with the 5PT, RPM, and Preleasing Marketing Manager to assist in the community sales talent hiring, on boarding and training, and implementation and management of the tactical aspects of the sales and marketing strategy. The primary focus of this role is to provide sales leadership, training, and management of the activities of community sales teams to maximize sales results. The goal of this position is to help preleasing community teams achieve 30% occupancy within 60 days of opening, achieve company standard key metrics and conversion ratios, and to ensure that the sales program fundamentals are consistently executed. The PRSM must demonstrate a high level of knowledge regarding the senior living and conventional apartment industries.
Professionalism - Promote a high-quality company image by demonstrating professionalism to both internal and external colleagues and outside vendors. Serve as a trusted resource for all internal and external customers. While working in the field, set an example of how to interact in a positive, empathetic manner with seniors, their families, and referral sources.
Sales Leadership - Assist in effectively applying leadership skills to drive sales and lead the preleasing sales teams to meet or exceed 30% occupancy within 60 days of opening. Advise sales team personnel on ways to improve their sales performance - focusing on developing strengths, building relationships, and achieving agreed upon sales targets. Motivate and empower the sales teams in a positive manner by encouraging them to take an active, collaborative role in marketing their communities for success.
Sales Training and Coaching - Provide ongoing training both in the field and at company sales training functions. Make observations of individual and team performance and assess training needs, to include educating Sales Consultants in the Greystar Active Adult selling and sales management process. Place a high focus on Active Adult Best Practices and understanding and conveyance of the Customer Value Proposition. Core sales fundamentals to train on include; daily sales huddles, first impressions, prospect planning and white boarding, follow up and WOW gifts, outreach, closing skills, etc. Deliver training in conjunction with community sales goals and community needs. Manage the secret shop program and utilize as a key skill assessment tool. Ensure that all prospect inquiries are managed and that timely follow through is maintained in accordance with designated time frames. Leverage the In-Circle Collection preleasing program to drive urgency.
Communication - The position demands excellent written and verbal communication skills, including but not limited to interaction with ownership groups, corporate team and field staff, prospects, and family members. The expectation is for this individual to be strong in one-on-one conversations, public speaking, and group presentations, while also having the ability to coach others on how to improve their own communication skills. This individual will consistently communicate the sales progress of individual communities to members of the corporate sales and marketing and operations leadership teams.
Teamwork - Establish strong relationships with Community Managers, sales team personnel, corporate sales and marketing, brand strategy, asset managers, and operations leadership teams to achieve company and individual community budgeted occupancy goals.
Monitor, Analyze, andReport Sales Performance - Manage preleasing community sales results by identifying sales trends and analyzing performance of key metrics and overall sales efforts. Utilize Entrata reports to pinpoint strengths and opportunities for improvement within preleasing community sales teams. Leverage this proactive approach by developing and implementing sales and marketing action plans when needed. Ensure submittal of timely and accurate weekly/monthly sales reports. Ensure that competitive market surveys are kept current. Review community pricing and recommend adjustments based on competitive set to ensure attainment of monthly deposit goals.
Sales Personnel Hiring- Play an active role in the recruitment and hiring of all preleasing sales team personnel. Be creative and innovative in finding high caliber talent.
Entrata and Lead Source Analysis - Serve as the lead generation expert and utilize Entrata to analyze data, present findings, and recommend solutions to improve conversion of leads to visits, deposits, and leases. Be the go-to person for Entrata and all related community analysis. Ensure that all Entrata account maintenance and user suggested changes are updated and accounted for.
Referral Source Management - Key role in helping identify and develop an effective network of community and professional sources for potential resident referrals. Ensure strong on-going relationships with key referral sources. Optimize partnerships to develop innovative programs for the preleasing teams.
Internal Number: R0020873?clientRequestID=14ce5
National Platform with Local ExpertiseGreystar, founded in 1993, provides world-class service in the multifamily real estate business. Our innovative business model integrates the management, development and investment disciplines of the multifamily industry on both national and local levels. This unique approach and our commitment to hiring the very best multifamily professionals have resulted in record growth, making us one of the most respected and trusted multifamily real estate companies in the country.Because our business model includes both investment and service-oriented businesses, we’re able to maintain a constant presence in local markets and create value in all phases of the real estate cycle. Our national platform provides economies of scale, financial sophistication, institutional quality reporting and tremendous capital relationships, while our city offices provide local market expertise and execution.Our dedication to redefining excellence in apartment living means we’re constantly exploring innovative ideas and pioneering new ways to serve our residents and clients. The Greystar team is more than 5,300 team members strong and growing. Check out the latest opportunities.