JOB DESCRIPTION

JOB TITLE: Sales Manager

EMPLOYER: Phyllis Browning Company

DEPARTMENT: Sales

REPORTS TO: Director of Sales

EFFECTIVE DATE: 12/15/2022

The primary responsibility of the Sales Manager is for growing the company by recruiting and retaining highly productive real estate agents and the management of real estate sales transactions of those agents. Daily, the Sales Manager will recruit agents in their market territory and assist agents with organization, business planning, negotiating or any sales related advisement sought in listing or closing of a sale.

Essential Functions – Role Parameters

Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Compensation – Components to consider include: base salary, health insurance, performance-based bonuses, Profit Share, and other employee benefits.

Expected Hours of Work
Hours of Operation: 8:30 a.m. to 5:30 p.m.

Available nights and weekends to take calls from agents.

Requirement: Please click on the link or copy and past this link https://go.cultureindex.com/s/aBiBQGtfdC to your web browser and complete.

Once this is completed we will reach out to you for an interview.

Required Education, Training, and Experience

1. Committed to representing our core values in every interaction with agents, staff, and prospective agents.
2. Recruit agents for PBC, meeting weekly, monthly & quarterly goals set by Director of sales. (Interview, Select and Hire)
3. Research competition and develop business prospecting and marketing strategies to successfully compete
4. Retain existing agents.
5. Train productive sales associates increasing their productivity and market share.
6. Meets with agents regularly to review sales goals and coach.
7. Manage Agents to acceptable professionalism and job performance
8. Conduct performance reviews of associates
9. Supports Directors on marketing/operating decisions.
10. Attain dominate market share in target markets.
11. Build PBC Office to acceptable profitability
12. Implement PBC’s vision
13. Is adept with all PBC agent systems to include SkySlope, MOXI, and PBC Link.
14. Understands basic marketing initiatives available through brokerage to increase market share to counsel agents.
15. Coordinates and assists in leading value-added sales and business meetings and presents according to agenda.
16. Plans agent/office engagement activities monthly for retention and reenforcing the PBC Culture.
17. Actively involved in a new agent sales orientation and sales training, toolbox programs.
18. Acts as a resource to agents in contract opportunities and changes.
19. Possess in depth knowledge of agent-based marketing systems and processes.
20. Is adept at all agent systems.
21. Assists agents in honing their listing presentations, contract negotiations, closing the sale skill sets.
22. Enforces policies as outlined in the Agent/Staff manual.
23. Attends industry specific functions as designated by manager.
24. Participates in agent education and training conferences specific to real estate selling.
25. Works within the parameters of the agent manual when applicable, seeks approval from Director of Sales or departmental head in writing, before granting exceptions that facilitate a transaction.
26. Seeks approval for all monetary client or agent adjustments. Must be approved in writing prior to enacting by appropriate department director.
27. Can direct agents to staff members regarding agent assistance/contract coordination needs as needed.
28. Works with agents to develop, train and escalate production for positive growth within the office.
29. May request increase/decrease in agent splits at the end of quarter from President. Requests must meet the published production minimums.
30. Maintains a favorable working relationship with all other managers/directors which will be conducive to maximum morale, productivity, and efficiency/effectiveness.
31. Projects a favorable image of PBC to promote, foster and enhance public recognition and acceptance of all its areas of endeavor.

Fast Facts

TIMELINE (2015 – 2022)

• 2015 – Rebranded Phyllis Browning Company
• 2017 – New locations opened in Alamo Heights, North Central, and New Braunfels
• 2018 – Commercial Division and new Boerne Location opened
• 2019 – Celebrated 30th anniversary of PBC
• 2020 – Opened a New Braunfels Location
• 2021 – Opened a Fredericksburg office
• 2022 – Opened a new Austin Office

Numbers of staff and agents added since 2015.

2015-2020 2020-2022 2022-2025

Agents 18% increase 15% increase 42% increase

Staff 100% increase 35% increase 50% increase

Year over year growth percentages (volume of sales and number of units) since 2015 through end of 2022

2015-2020 2020-2022 2022-2025

Sales Volume 30% increase 32% increase 8% increase

Awards won and years that we won them

• 2005 – Phyllis Browning inducted into San Antonio Business Hall of Fame
• 2012/2013 – San Antonio Business Journal ranks Phyllis Browning as the #1 agent in San Antonio
• 2014 – San Antonio Business Journal ranks Jennifer Shemwell as the #1 agent in San Antonio
• 2016 – Phyllis Browning named Legacy Leader by San Antonio Business Journal (SABJ)
• 2011-2017 – Top Workplace of the year by the San Antonio Express News
• 2018 – Jennifer Shemwell named San Antonio Board of REALTORS® and Broker of the Year; received San Antonio Business Journal C-Suite Award
• 2020 – San Antonio Business Journal Family Owned Business Award Honoree
• 2021 – San Antonio Business Journal Business of the Year Finalist
• 2024 – Nice integration of co-brand materials in the listing presentation box-box itself stood out as a noteworthy luxury marketing piece.
• 2024 – Luxury Portfolio Marketing Award

MISSION STATEMENT: To be The Very Best at working together to elevate agents into top agents.

Find more information at: https://www.phyllisbrowning.com/about/

Competencies

• Extraordinary people skills
• Leadership, management, team-building skills
• Agent Performance Management.
• Goal setting, planning, accountability skills
• Problem-solving skills
• Ethical
• Proactive, positive attitude
• Above-average recruiting skills
• Deal Closer
• Strong Presentation Skills
• Career development and training skills

People Contacts and Interactions

• Staff – To set goals, plans, work on projects and tasks – daily
• Sales Associates – Set goals, plans, train, develop careers – daily
• Prospective Sales Associates –To join company – weekly
• Buyers/Sellers/Vendors – When problems arise – weekly
• Director of Sales– Set office goals, plans, monitor progress – monthly
• Director of Sales & Director of Finance – Annual Budgets and Expense Reporting

Behavioral Requirements

1. Exhibits a take-charge, result-oriented approach to situations and goals; assertive and decisive; competitive; proactively handles challenging people and situations; tends to pursue leadership roles
2. Enjoys persuading and influencing others; optimistic; typically friendly and well-liked; draws energy from working with people
3. Demonstrates strong sense of urgency and responsiveness; thrives in a fast-paced environment with change and diversity
4. Drives business growth; action- and results-oriented
5. Easily forms and maintains strong relationships and networks
6. Readily adapts to changing circumstances and helps initiate these changes as appropriate

Expected Hours of Work
Hours of Operation: 8:30 a.m. to 5:30 p.m.

Available nights and weekends to take calls from agents.

Required Education, Training, and Experience

At least three years of field-based real estate sales experience.

Current Real Estate License, Brokers license is preferred.

Five plus years of sales or team related management experience.

Computer and MLS experience

Track record of success in past jobs/tasks

The above is intended to describe the general content of and requirements for the performance of this job.  It is not to be construed as an exhaustive statement of duties, responsibilities, or physical requirements.  Nothing in this job description restricts management’s right to assign or reassign duties and responsibilities to this job at any time. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.