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Form of workAspirational, award-winning and distinctly Australian, Burbank has been building quality homes since 1983. Led by a passionate team who live and breathe homebuilding, Burbank is a family owned and operated business with family values at the heart of every home. Beginning as a small homebuilding company in Victoria, Burbank has since blossomed into one of Australia’s most trusted builders, with construction now on the ground across Australia. Combining outstanding style, uncompromised quality and exceptional customer service, Burbank strives to deliver a seamless and stress-free building experience to every customer. With a vast range of both single and double storey designs on offer, and specializing in the delivery of apartments and townhouses, Burbank has a design to suit every Australian’s lifestyle and budget.
Primary Purpose:
This role is directly accountable for the net sales performance of the South Australian retail Sales team, leveraging the display network and working in line with state-based budget and strategy objectives.
The role includes a strong contribution to the display program, collaboration with marketing on promotional campaigns and responsibility for capitalising on the lead journey. The Sales Manager will develop and maintain strong relationships with developers and other key industry participants, and will be a key contributor to the development of the South Australian product range.
Key Result Area
- Establish and manage an agreed Sales Budget. This budget is to be monitored on a weekly basis and reported monthly.
- Establish and implement the agreed strategies and sales systems, aligning to the national sales strategy and working closely with interstate colleagues where appropriate.
- Be proactive in seeking and identifying opportunities for Burbank, such as new display opportunities and packaging opportunities, in line with business plan.
- Establish and encourage new sales networks to assist in increasing sales opportunities (external or third-party unpaid referrals).
- Meet company sales targets in line with set budgets.
- Establish a reporting rhythm to achieve sales best practice conversion rates from traffic to leads, lead to appointment, appointment to home demonstration and home demonstration to deposit. Restrict cancellation rates to 30% or below.
- Ensure a Lead to Deposit conversion of 5%.
- Ensure Sales Paperwork Compliance and timeliness in line with business rules locally.
- Contribute to and implement strategic marketing campaigns working in conjunction with the local and national marketing representative.
- Contribute to driving continual brand enhancement in all internal and external communication activities.
- Support and implement every necessary component pertaining to all advertising campaigns to ensure the highest outcome is achieved at all times.
- Report to the General Manager and National General Manager Sales & Marketing on all aspects of sales activities.
- Prepare comprehensive sales in line with reporting rhythm, monthly and/or as directed in line with business objectives.
- Ensure that all key performance indicators on the Burbank Leads System are accurately collected and maintained. These incorporate all statistics and data that involve traffic levels at each sales platform; leads analysis and data; and all sales information.
QUALITY CONTROL
- Ensure the highest standard of documentation is provided at all times in accordance with the required level of documentation to allow the accurate & efficient preparation of the customer’s contracts.
- Ensure “best practice” is developed and transferred throughout all documentation and communication on behalf of the Sales team.
DISPLAYS & PRODUCT DEVELOPMENT
- Assist the General Manager with the planning and overseeing of all future display locations achieve the highest possible outcome for Burbank from the perspective of the market – this includes the selection of homes; the layout of the homes; the selection of allotments within the village; and the selection of the village in line with business plan.
- Plan & oversee the exit strategy requirements of all existing display locations are managed to be in-sync with new [replacement] locations so as to achieve the optimum outcome with respect to product representation, brand and sales personnel (ensuring that we are selling through our display program and that all efforts are put in place to achieve this).
- Plan & oversee that product development achieves the highest possible outcome for Burbank from the perspective of the market.
- Ensure the highest level of customer service is provided at all times.
- Monitor and provide valued feedback on customer interactions and enagagement for the continual improvement of Burbank’s product, business processes and service requirements.
- Ensure the standard of presentation of all sales centres are professional, tidy and of the highest possible standard at all times. This includes point of sale material, signage, display décor, gardens, equipment, lighting and personnel.
- Management of an effective sales centre roster to ensure sales centres and consultants are available in accordance with Burbank’s expectations for opening times. This includes leave requirements and the accurate recording and communication of these movements.
WORKLFOW
- Monitor and drive the submission of new home deposits and associated paperwork so as to achieve “Accepted Sales” status and promote operational efficiency in pre-construction and beyond.
- Develop and implement procedures and systems for the continual improvement and efficient processing of work in to and through the business.
TEAM MANAGEMENT
- Building, developing and retaining a highly motivated and competent team.
- Provide effective management of the New Home Consultants through training, leadership and motivation. This will involve weekly sales management meetings and ongoing one-on-one training and development.
- Analysis of the individual sales consultant performance against budget and tracking of their sales status against outstanding retainers on a monthly basis.
- Manage the individual sales consultant remuneration requirements through the effective submission of their commission invoices as well as their outstanding key performance indicators for future invoices.
- To ensure the safety and wellbeing of all people who work at or visit Burbank sites, the safety of Burbank property and the protection of the environment in which Burbank operates.
- To be aware of all Burbank OH&S policies, practices and procedures and actively participate in the on-going development and enhancement of these important areas of the business through participation in the communication and consultation process.
TRAINING
- Liaise with the General Manager and the National General Manager Sales & Marketing regarding possible training and development opportunities for sales consultants to aid their continual development in product, business and sales skills.
- Participate in general training and development programs within Burbank.
NETWORKING
- Perpetuate a positive level of networking with all key industry contacts to continually improve opportunities within the region as well as promote the Burbank brand.
- Introduce land and development opportunities to Burbank especially for core business activities i.e. house & land packages.
- Build strong relationships with key stakeholders (including developers, investors, repeat customers, real estate agents, referral agents etc).
- Positioning Burbank as a market leader within the industry.
- Represent the Company as required with key stakeholders.
- Ensure that you have completed your due diligence prior to appointing someone into the Burbank business (external, referral selling agents).
COMPETITORS
- Monitor and report on Burbank’s key competitors through tracking of their activities, visitations to their sales platforms, tracking pricing, marketing and sales techniques.
- Market research analysis of purchaser and competitor activity to aid in strategic decision making.
Typical Qualifications, Experience and Attributes
- At least five years’ experience in sales and marketing
- Good communication skills both verbal and written
- Strongly motivated by challenge
- Dynamic self-starter
- Able to work under pressure
- Leadership skills
- Able to analyse and solve problems
- Relationship and network builder
- Make relationships with: Developers, Land Agents, External Selling Agents/Groups
