Description
The Project Manager – Land Acquisitions and Entitlement is responsible for identifying, evaluating, underwriting, negotiating, and securing land and finished lot opportunities for the Triad Market that support the Market's sales, starts, and closing budget and its long-term land strategy within its allocated capital budget. The role’s acquisition responsibilities are focused on land acquisition, including sourcing, market analysis, underwriting, contract negotiation, and Land Committee approval. The entitlement responsibilities are focused on securing entitlements, with ownership of the rezoning, site plan, and municipal approval process for the Market’s acquisitions. Acquisitions will meet the Land team's underwriting standards, product strategy, and land development standards established by the Land PMO. The Project Manager implements the Leadership Charter - establishes team congruency with the True Difference Culture; demonstrates leadership consistent with the True North Leadership (TNL) Platform; matures their Functional Platform. Demonstrates high levels of team function and ability to execute.
Responsibilities:
- · Establishes team congruency with the True Difference Culture
- · Demonstrates leadership consistent with the TNL Platform
- o True Approach: Interactions with Associates, Trades, and Strategic Relationships that consistently reflect the values of the company
- o True Actions: Daily focus reflects franchise philosophy and synergistic structure including stewardship of resources, congruent leadership, operational excellence, and results-focused execution
- o True Acumen: Creates enterprise value through client focus, people development, stakeholder relationships, operational discipline, and financial performance
- · Demonstrates high levels of team function with other Leaders
- · Land Sourcing and Pipeline Management
- o Identifies and sources land and finished lot opportunities within the Triad Market through land brokers, landowners, developers, builders, and other Strategic Relationships, including off-market opportunities
- o Builds and maintains relationships with land brokers, landowners, developers, civil engineers, land use attorneys, and municipal staff to create a consistent flow of opportunities
- o Monitors growth patterns, utility extensions, transportation and infrastructure projects, and comprehensive/land use plan updates to identify target submarkets
- o Maintains the land acquisition pipeline in the Land Development Information System, tracking each opportunity from initial contact through closing
- o Represents True Homes to landowners, developers, and local governments, promoting the True Difference model and positioning the Company as a preferred buyer and partner
- · Market Analysis and Underwriting
- o Performs competitive market analysis using MLS and Zonda data, including price bands, absorption, months supply, and competitor community positioning, to support product, pricing, and pace assumptions
- o Coordinates preliminary sketch plans/yield studies with design Trade Partners to determine lot count, lot sizes, density, and product fit
- o Prepares land underwriting and pro formas including land basis, analogous development cost estimates, finished lot cost, sales pace, and returns in accordance with Company underwriting standards
- o Works with the Division President and Land Development Project Managers to validate development cost estimates, utility availability, and entitlement risk prior to submitting offers
- o Recommends product, lot mix, and takedown structure that align with the Market's strategy and allocated capital budget
- o Provides regular market updates to the Division President and Land leadership and supports special projects as directed, such as land strategy, product positioning, demographic analysis, and financial analysis
- · Negotiation and Contracting
- o Works with the Division President to prepare and negotiate Letters of Intent and land/lot purchase agreements through mutual gain negotiating, aligning on deal strategy, price, deposits, due diligence period, entitlement contingencies, closing timing, and lot takedown schedules
- o Works with legal counsel and Land Administration to draft, review, and execute purchase agreements, amendments, and option/takedown agreements
- o Records and manages contract critical dates including deposits, inspection period expirations, extension deadlines, and closing dates; communicates upcoming deadlines to the Division President and Land Administration
- o Maintains seller relationships throughout the contract period and negotiates amendments or extensions when required
- o Structures acquisitions to maximize value and minimize risk, evaluating alternatives such as option agreements, phased takedowns, seller-developed lots, and other creative deal structures
- · Due Diligence and Land Committee Approval
- o Drafts Project Charter and Land Committee approval package identifying project objectives, market position, deal terms, community standard, underwriting, feasibility budget, assumptions, risks, and issues
- o Reviews executed land purchase agreements with the Division President to identify and record due diligence timing and other constraints
- o Supports due diligence activities including title review, boundary survey, environmental reports, geotechnical reports, wetland reports, and willingness to serve letters from wet and dry utilities; evaluates findings for impacts to underwriting
- o Makes recommendation to Division President to proceed, renegotiate, extend due diligence period, or terminate
- o Reviews zoning ordinances, Unified Development Ordinances (UDO), comprehensive plans, and development regulations to assess entitlement feasibility and risk for prospective sites
- o Leads the rezoning, site plan, and subdivision approval process to obtain desired lot sizes, density, and product requirements, with support from the Division President and Land Development Project Managers
- o Leads pre-application meetings and neighborhood/community meetings and presents at planning board and governing body hearings
- o Builds and maintains relationships with municipal and county planning staff, elected and appointed officials, and community stakeholders
- o Directs civil engineers, land use attorneys, and traffic consultants on entitlement submittals, conditions of approval, and development agreements
- o Tracks entitlement milestones and conditions of approval; communicates impacts to contract timing and underwriting and negotiates contract extensions as needed
- o Monitors proposed ordinance and policy changes (UDO amendments, utility allocation policies, impact fees) affecting the Market and supports Company advocacy efforts
- · Closing and Transition
- o Coordinates closings and lot takedowns with Land Administration, legal counsel, and Accounting, including deposits, funding, and closing documents
- o Transitions acquired projects to the Division President/Land Development Project Manager with contract obligations, seller commitments, and entitlement conditions documented
- o Records and archives acquisition documents and lessons learned
- · Market Leadership
- o Participates in Flight Room and Market Leadership team meetings discussing the land pipeline and lot delivery
- o Works with Division President to reconcile the land pipeline with the Transition Report to ensure lot supply meets the Market's sales and starts goals
- o Supports Division President in managing land acquisition's portion of the Market's balance sheet and capital budget
- · Performs other duties as needed or required
Results/Accountability:
- · Ensures team congruency with True Difference
- · Ensures leadership congruency with CPP and TNL Platform
- · Maintains a land pipeline sufficient to meet the Market's lot supply goals as defined in the Transition Report and the Market's long-term land strategy
- · Develops strong relationships with brokers, landowners, developers, and municipal stakeholders that produce a consistent flow of favorable acquisition opportunities, including off-market deals
- · Ensures acquisitions are underwritten in accordance with Company underwriting standards and approved by Land Committee prior to committing capital
- · Provides weekly land pipeline and acquisition status updates to the Division President and Land Committee
- · Ensures purchase agreements include due diligence periods, entitlement contingencies, and takedown schedules that protect Company capital and align with the development schedule
- · Ensures no contract critical dates, deposit deadlines, or extension deadlines are missed
- · Obtains land use entitlements and governmental agency approvals on schedule and consistent with underwriting assumptions
- · Maintains accuracy of acquisition underwriting assumptions vs. actual project results
- · Negotiates and structures acquisitions that maximize value and minimize the Company’s risk exposure
Qualifications:
- · Bachelor's degree in real estate, business, finance, urban planning, engineering, or related field and 5 years of land acquisition, land development, or residential real estate experience with a homebuilder or developer required
- · Demonstrated experience underwriting residential land and negotiating land and finished lot purchase agreements
- · Working knowledge of North Carolina zoning, subdivision, and land use regulations and entitlement processes; familiarity with Triad jurisdictions preferred
- · Competency in reading sketch plans, site plans, surveys, and civil engineering drawings
- · Proficient in Microsoft Office with advanced Excel skills; experience with GIS/mapping tools and market data platforms (MLS, Zonda) preferred
- · Valid driver's license, current automobile insurance, and reliable personal transportation for occasional regional travel
General Requirements:
- · Excellent attention to detail
- · Ability to multi-task
- · Must be able to work independently
- · Strong communication skills, written, and verbal skills
- · Strong organizational skills
- · Ability to work in a fast-paced environment
- · Regularly drive between land sites, municipal offices, and meetings during the workday
- · Comply with all company policies and procedures
- · Strong negotiation and relationship-building skills
- · Ability to present to public bodies, community groups, and Land Committee
- · Demonstrate the qualities and character traits as defined in the True Difference
Physical Requirements:
- · Ability to traverse homes, residential communities, and ungraded lots
- · Ability to ascend/descend stairs and ladders
- · Ability to move one’s self in confined spaces
- · Ability to lift up to 25 pounds without assistance
Working Conditions:
While performing the duties of this position, the associate is regularly exposed to outside weather conditions, which may include wet and/or humid conditions, and extreme cold or extreme heat. Occasional evening attendance at public hearings, planning board meetings, and community meetings is required.
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