Director of Sales

At Heaps Estrin, we pride ourselves on being more than just a real estate team; we are innovators driving change and elevating the real estate experience for our clients. With a relentless focus on excellence, we empower our team to achieve outstanding results while ensuring operational efficiency that drives our success.

As Director of Sales, you will own the strategy and execution of our sales function. You will be responsible for achieving record breaking growth objectives, coaching a team of high-performing sales professionals to catapult to the next level, and partnering to evolve our systems and approach in a fast-paced, competitive environment. You are both a mentor and a driver - energized by closing deals, optimizing performance, and building team culture. Duties and Responsibilities include:

Sales Strategy and Leadership

• Dominate Existing Markets: Own the development of innovative sales strategies that further solidify and grow HET’s leadership position in Central Toronto.
• Expand into New Markets: Create and execute vision to grow HET’s market position to include target growth areas, customer segments and price points.
• Business Development: Seek out new and capitalize on inbound business development opportunities taking an innovative approach to new revenue generation.
• Pipeline Optimization: Optimize the entire sales funnel from lead generation to closing, ensuring an efficient and high-converting process.
• Active Inventory Strategy: Work alongside the agents and management team to strategize how best to move through active inventory, utilizing marketing techniques and in-market statistics to educate plan.
• Capitalize on Market Conditions: Leverage data driven insights to get in front of, and capitalize on market trends and shifts.
• Lead Qualification: Assess the potential of leads by evaluating their interest, budget, needs, and fit with the company's products or services. This involves conducting initial screenings, asking qualifying questions, and gathering relevant information.
• Lead Distribution: Ensure timely and strategic distribution of leads to the appropriate agents, matching client needs with agent expertise to optimise conversion and client experience.
• Team Leadership: Lead, mentor and develop a high performing sales team to meet and exceed sales targets fostering a culture of collaboration and accountability.
• Competitive Monitoring: Be the leading voice on industry trends and innovations turning insight into action into results.
• Leading Voice: Act as HET representative in industry events and marketing initiatives and activations as applicable to grow profile and ultimately sales.
• Champion Sales Operations: Lead by example through usage and fluency in sales systems (FUB / SISU) and processes. Monitor systems for agent adherence to client service standards. Ensure training and resources are appropriately communicated, understood, and adopted.

Team Development

• Coach: Lead, coach, and motivate a team of sales professionals with diverse experience levels.
• Culture: Establish and maintain a strong culture of accountability, collaboration, and results.
• Development: Implement performance management processes, coaching frameworks, and development plans.
• Selling Model: Champion innovative team models to retain and drive top agents to continue to grow.
• Sales Growth: Work one-on-one with agents to identify levers and individualized growth plans to unlock their potential and grow their business.
• Next Generation: Build Sales Partners into Top Producers.
• Recruit: Recruit top performing agents to join the HET team to build HET’s leadership position in new focus areas/districts.
• Comp Models: Contribute to the evolution of compensation and incentive models as required to drive results and be leading edge industry player.
• Training: Lead and participate in continuous training and development ensuring new hires are set up for success and existing team members continue to grow and build skills.
• Apprenticeship Program: Own and execute the apprenticeship program. Includes program definition, KPIs, recruitment, management, graduation and evolution.
• Sales Support: Own and execute the sales support function including the execution and evolution of Sales Assistant and Dedicated Sales Assistant roles.

Operational Excellence

• Problem Solving: Act as the go-to for troubleshooting and problem-solving within sales, ensuring issues are handled effectively and efficiently.
• Performance Reporting: Establish sales KPIs and oversee performance reporting. Provide timely insights on performance and actionable recommendations to drive results on an ongoing basis.
• Annual Planning, Budgeting, Agent Goals and KPIs: Act as a primary contributor to the annual planning, budget and KPI setting process. Lead sales goal, strategy, KPI and profitability statement components.
• Cross Functional Collaboration: Work closely with other departments to ensure cohesive operations to drive the business forward.

Experience

• 10+ years of progressive sales experience, with at least 5 years in a leadership capacity.
• Demonstrated success building and scaling high-performing sales teams.
• Exceptional leadership and mentoring capabilities, with a focus on finding the personalized levers that will unlock and develop a given individual.
• A strong record of driving revenue growth across multiple markets, customer segments and pricing segments.
• Demonstrated success in building and executing innovative go-to-market sales strategies.
• Strong understanding of consultative selling and client experience best practices.
• Strategic thinker with a foundation in financial modelling and analytics.
• Exceptional communicator who can engage, influence, and build trust across all levels of an organization.
• Skilled at navigating internal complexity to drive results.
• Strategic thinker with strong execution skills and a bias for action.
• Data-driven, solutions-focused, and highly adaptable.
• Experience leveraging CRM systems to drive results.
• Real estate and high-end professional services industry experience is preferred but not required.