Home and Land Manager

• -Great communication skills
• -Marketing skills an advantage
• -Ability to lead a team of Sales consultants on H&L Packages

About us:
Starting out 40 years ago as a small home building company in Melbourne’s west, Burbank has become one of Australia’s most trusted builders, and with operations in South Australia, Victoria, New South Wales, ACT and Queensland. Led by a passionate team who live and breathe home building, Burbank is a family owned and operated business with unwavering family values instilled in the heart of every home.

Primary Purpose:
The purpose of this role is build and maintain strong relations with all tier one Developers, increasing Burbank’s position and standing in the industry & ensure Burbank is top of mind with all developers, marketing agents and Land Agents across all regions within the Burbank build zone. Through developer relations and team based research advising the Sales and House and Land Manager of current and future business opportunities.

Key Result Area Measure
Developer/Land Agent Relationships
Create and maintain strong relationships with land agents
• Conduct land runs during land agent’s business hours (Minimum 5 land agents per week)
• Ensure awareness of all estates current and future in region
• Work with Regional Sales Manager to organize and conduct land runs with new sales consultants to meet relevant land agents.
• Complete weekly land run update with findings to House and Land Manager and Regional Sales Manager on each estate visited during the week.
• Provide feedback to agents on amount of packages currently created in their estates and provide them with feedback from Burbank consultants
• Manage the exclusive program in region. Obtain exclusive holds in estates that sit within the exclusive strategy - coordinate with Marketing, Sales Support, Sales and Operations to ensure these holds move through all available channels
• Drive Joint Ventures with land agents and developers –Coordinate with Marketing, Sales Support, Sales and Operations to ensure these holds move through all available channels
• Work with Regional Sales Manager to ensure that Burbank has packages and marketing presence in all land sales offices
• Coordinate with Sales Consultants and Sales Manager to ensure same day turn around for packages requested by Land Agents
• Organize and facilitate regular land agent events coinciding with new display home openings to further support sales relationships
• Professionally represent Burbank at developer and industry events
Packaging
• Oversee House and Land Admin Package requests
Ensure sufficient level of packages
• Oversee House and Land package compliance across Stock Exchange – report back to House and Land Manager.
• Work with Sales Mangers on current strategies for H&L packaging and expectations of Sales Team.
• Coordinate Sales Team to provide updated Packages to Land Agents to display in Sales Office & on website in accordance with estate allocation program
Sales Support
Support sales to improve the link/process between themselves and the land agents.
• Support Sales where required on land availability, pricing, future stages and developer requirements
• Notify and provide House and Land admin and Estimator with all relevant information of all new estates coming online in region to ensure Estate Spreadsheets are up to date with all relevant estate information
• Preparing and providing the Sales Team with all relevant information regarding the exclusive program.
• Work with the Regional Sales Manager to ensure the delivery of training of the package process to the Sales Team.
• Ensure the Sales Team are aware of their allocated estates to ensure all estates have a Burbank Sales representative regularly visiting.
• Provide weekly feedback to Regional Sales Managers on consultants relationships and level of contact with allocated Land Agents
Listing Websites/Online Presence (Developer)
Ensure that all external listing website are maintained and performing to acceptable level Co-Ordinate Burbank’s listings on developer websites.
• Oversee REA / Domain allocations are being met – report back to House and Land Manager.
• Ensure Burbank package presence on all Tier 1 estate websites.
• Maintain manual listing sites to ensure all package are current.
• Provide feedback to House and Land Manager on ways to improve listing site performance
Sales Team H&L Training
• Provide all Sales consultant new starters house and land training (2 hrs. over 2 days with follow up session the next week)
o Set House and Land expectations and goals
o Stock exchange training
o Package training QA
▪ How to read DG's
▪ Hierarchy of Docs
▪ How to package
▪ How to read ENG
▪ How to do Sittings / easement / include required costs
▪ Provide ongoing support after Sales Training
Research, Analysis & Reporting
Preparation of monthly and weekly reports
• Maintain Exclusive Program Spreadsheet including all sold, current, upcoming and expired holds.
• Analyze competitor’s market presence and pricing in all regions, quarterly.
• Work with House and Land Manager to research and identify market trends, key demographics & proactively identify new business opportunities
• Perform ad hoc research as requested by House and Land Manager
• Work with House and Land Manager to prepare half yearly competitor Display / Activity Report
• Conduct title runs to ensure all stages on land unavailability report are updated every 2 months when titles are due within 6 months, every 1 month when titles are due within 3 months.
• Support House and Land Admin to ensure Land Portal is up to date
Sales Support / Operations Support
• Estate site work spread sheets
- Notify Sales support team of sold out / closed estates and any new estates. (All regions)
• Support Operations Managers with visual stage updates on stages due to title within 3 months
Role Model
Act as a role model in leading the team and applying the business values, desired behaviors and culture
• Lead by example in demonstrating the values and desired behaviours and culture of the organisation and applies core competencies consistently
• Provide support on those who lapse and provide guidance for improved performance

Performance measures
• Constantly building and improving & supporting relationships between Burbank Sales Consultants & Land agents to a satisfactory level, resulting in referrals.
• Conduct minimum 5 estate land runs per week
• Provide weekly update to H&L Manager & RSM on estate updates along with Consultant / Land Agent Relations
• Minimum target of 4 Exclusive Hold’s in region per month. (Land Availability dependent)
• Manage Exclusive Program and ensure Sales Team are aware of all exclusive holds in region
• Maintain Exclusive Program Spreadsheet
• Advise & provide House and Land Manager with valuable industry insight for:
- Competitor Analysis- Base pricing, Inclusions, Promotions structure research (Quarterly)
- Vic Land size & pricing (Yearly)
- Demographics (Yearly)
- Ad hoc research & analysis as requested
• Professional represent Burbank at developer & industry events

Occupational Health & Safety Compliance
All Burbank employees have a responsibility to behave in a manner, which ensures that their actions or omissions, do not adversely affect the environment or the health, safety and wellbeing of themselves, colleagues, contractors or members of the public.

Burbank employees must:
• Meet all responsibilities as outlined in Burbank’s HSE manual
• Participate in any training and HSE initiatives implemented by the Group
• Comply with all safety directives and work instructions
• Immediately report any incident or potential hazard as per HSE Manual
• Correctly use any Personal Protective Equipment provided
• Evacuation plans fully understood and ready to activate when necessary
Typical qualifications:
• Property and or construction tertiary qualification (not essential)
• Previous experience in a Sales Related role, preferably within the New Home Building industry