Vice President of Sales
hace 21 horas
Blue Springs
Job Description The Vice President of Sales owns the entire sales function and revenue outcome for Ashlar Homes. This is a true executive operator role, not a figurehead or motivational-only leader. You will report directly to the COO, sit on the executive leadership team, and be accountable for building a high-performing, data-driven sales organization that can scale predictably from roughly 225 annual contracts to 400+ while protecting margin and brand. Success in this role requires strong leadership, sound organizational design, rigorous processes, and an operator’s mindset. You will be responsible for building the system, setting expectations, enforcing standards, and holding the team accountable for results. What You Will Do Sales Leadership and Organizational Design * Promote a positive company culture centered on developing team skill set and delivering an elevated customer experience. * Build, lead, and continuously develop a high-performance sales organization grounded in accountability, coaching, and results. Leverage all means available to you for training and skill development including video shops, audio shops. Introduce team to industry seminars and training sessions to stay current with the sales process. * Design the sales department structure to scale, including roles, responsibilities, capacity planning, and performance standards * Recruit, develop, and retain top-tier sales talent while decisively addressing underperformance * Establish a culture of professionalism, urgency, healthy competition, and ownership Revenue Ownership and Operating Cadence * Own the annual sales plan, revenue forecast, and pacing against targets * Establish and run a rigorous weekly and monthly sales operating cadence focused on pipeline health, conversion, and forecast accuracy * Partner with Finance to balance volume growth, pricing discipline, incentives, and margin performance * Use data to make decisions and defend recommendations, not anecdotes or intuition alone * Approve all purchase agreements to ensure compliance with expected profit margins aligned with the overall business plan proforma. Process Definition and Execution * Define and enforce a clear, end-to-end sales process from first lead touch through contract and handoff to production * Monitor and review KPIs in the Sales Reporting Dashboard, and coach the team toward the expected conversion ratios. * Set explicit expectations for lead response times, follow-up rigor, appointment setting, conversion, and closing behavior * Own all key funnel metrics, including lead velocity, MQL to SQL conversion, appointment set and show rates, cycle time, and revenue per contract * Lead weekly conversion and pipeline review meetings to drive continuous improvement Systems, Technology, and Enablement * Own CRM discipline, adoption, and reporting accuracy across the entire sales team * Leverage and optimize sales technology, including: * HubSpot for contact, lead, deal management, sequences, and reporting * Higharc for home plans, community setup, and lot management * Utour and other tools that enhance buyer engagement and self-guided experiences * Build scalable onboarding, training, and sales playbooks that allow new hires to ramp quickly and perform consistently Marketing and Go-to-Market Partnership * Provide market analysis for potential new communities, including target buyers, based on demographic and psychographic information. Provide product offering suggestions and a complete CMA for pricing and product positioning. * Partner closely with Marketing to align demand generation, messaging, positioning, and community launches with sales reality * Own lead conversion performance regardless of source * Provide continuous feedback on buyer objections, pricing resistance, product gaps, and competitive dynamics * Guide promotion strategy, spec home release strategy, and pricing recommendations based on real-time market data * Sign off on all go-to-market pricing strategies and expected absorption levels. Cross-Functional Collaboration * Work closely with Operations, Construction, Purchasing, and Design to ensure sales commitments align with operational execution * Partner with Finance and the closing team to ensure clean handoffs, accurate expectations, and strong buyer experiences * Serve as the executive escalation point for high-risk deals, complex negotiations, or customer issues What We Are Looking For * 7 plus years of proven sales leadership experience with direct revenue ownership * Demonstrated success in building and scaling sales teams and systems, not just managing existing volume * Strong operator mindset with the ability to design departments, processes, and metrics from the ground up * Highly data-driven, tech-forward, and disciplined with CRM and reporting * Deep understanding of buyer psychology, particularly in high-consideration or residential purchase environments * Clear, direct communicator who sets expectations and holds the line with consistency * Comfortable being challenged by executive leadership and confident defending decisions with data What Success Looks Like * A sales organization that runs on clear processes, clean data, and consistent execution * Predictable, accurate forecasting and pacing against revenue targets * Improved conversion rates across the entire funnel * Strong adoption of CRM and sales tools across all reps * A sales team that is competitive, accountable, and professionally developed * Tight alignment between Sales, Marketing, Finance, and Operations Company DescriptionAbout Ashlar Homes Ashlar Homes is a privately owned, fast-growing Kansas City-based production home builder specializing in smartly designed duplexes, townhomes, and single-family homes. We are known for delivering high-quality, personalized, attainable homes that provide unmatched value in our market. 2025 was our strongest year ever in revenue, profitability, and market share, and we are projecting aggressive growth in 2026. Our next phase of growth requires a disciplined, scalable, and technology-enabled sales organization. This role exists to build that engine.About Ashlar Homes\r\n\r\nAshlar Homes is a privately owned, fast-growing Kansas City-based production home builder specializing in smartly designed duplexes, townhomes, and single-family homes. We are known for delivering high-quality, personalized, attainable homes that provide unmatched value in our market.\r\n2025 was our strongest year ever in revenue, profitability, and market share, and we are projecting aggressive growth in 2026. Our next phase of growth requires a disciplined, scalable, and technology-enabled sales organization. This role exists to build that engine.