Head of Sales

At Hopkins Homes, we recognise that a diverse business will attract the best talent, which in turn ensures we are able to offer exceptional quality to our customers. We wish to ensure that not only do we attract talent from a diverse talent pool, but that Hopkins Homes is a place where all talented individuals enjoy working and can develop.

As a business we are committed to fostering an equal, diverse and inclusive working environment in which all individuals are able to make the best use of their skills, free from discrimination, harassment or limitations, and in which all decisions are based on merit.

Head of Sales

Full time, based at our Head Offices in Melton, Suffolk

The Head of Sales is responsible for supporting the Group Sales and Marketing Director in all aspects of the Sales function including Land Acquisition, Pre-start, Product Development, Business Planning and Performance Measurement. Specific responsibility for the management of the Sales team to ensure that Hopkins Homes achieves its target performance through a 5-star customer focused approach. You will motivate and plan ahead, ensuring the team has the right resources, skills, training and information. All to be achieved in compliance with regulatory, commercial and market changes and a positive Health and Safety culture.

The role requires appropriate experience, depth of knowledge and personal credibility, combining to contribute to the wider success of Hopkins Homes and its future.

**Your main responsibilities will include**:
**Managing the Sales Function**
- Ensure that Sales Managers and Sales Consultants are positively motivated to achieve their performance targets.
- Monitoring performance against budget and forecast. Driving individual and site-level performance through KPIs and performance measurement.
- Pro-actively ensuring accuracy and timeliness in reservations reporting.
- Identifying areas for improvement in, and making recommendations about, customer service, conversion, supplier performance and sales pipeline.
- Championing excellence in customer journey, CRM and lead handling process.
- Timely and reactive monitoring and recommendation of competitors and release prices. Review in line with objectives and changing conditions.
- Promoting positive collaboration with other departments to manage on-time delivery of an outstanding customer journey compliant with the NHQC.
- Driving Sales Managers and Progressors in moving contract progression forwards through timely resolution of enquiries.
- Being the next point of escalation after Sales Managers for customer complaint.
- Taking the lead on roll out of procedure and training of Sales Consultants, including sales initiatives (Move Easy, Part Exchange, Own New) an upskilling.
- Lead and plan ahead in resourcing, recruitment, induction and management of Sales Consultants in conjunction with the Sales Managers and HR.
- Plan and deliver face to face Sales Meetings.
- Represent Hopkins Homes and ensure accurate and timely reporting to JV partners, key stakeholders and events as required

**Budgeting and Forecasting**
- Support the preparation of annual budgets for volume of sales and revenues.
- Assist in the timely and efficient interim pricing and reforecasting of all plots on all sites.
- Propose direct selling cost and rate inputs into viability models.
- Manage, on a development basis, direct selling costs, both recurring and one-off, and attending monthly Cost meetings to account for spend/performance.
- Pro-actively suggest sales strategies per plot/development in line with market conditions, competitor activity, stock position, available incentives.
- Weekly update of predicted cashflow projection for legal completions to the year end in accordance with the build programme and sales position.
- Manage the remuneration and incentive packages of the Sales team and ensure they are compliant with policies

**Land Acquisition**
- Working with the Market Researcher to refine and produce market research for pricing, mix, sales rate and specification for the target market in each location.
- Undertake layout optimisation with reference to efficiency, design, orientation showing an understanding of physical and legislative / planning constraints.
- Prepare research and pricing reports and recommendations as required.
- Provide succinct quantitative analysis for Board level review.
- Represent the Sales function proactively at key project meetings from acquisition through to delivery.

**Customer Service**
- Deliver outstanding customer service in a customer-centric way.
- Review, propose and take action to improve customer satisfaction at each stage of the journey; pre and post sale.
- Work with all departments and stakeholders to create a Customer Journey that is positive, developing skills and attitude to deliver outstanding customer service to purchasers at each stage of their experience.

**Health, Safety and Environment**
- Adopt a “safety first” culture and environme