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About the Role
Provide guidance and direction to location leadership to achieve sales production, revenue growth, and customer engagement goals. Develop annual goals within assigned territory and foster staff pride while encouraging profitable case volume growth. Manage sales teams across multiple locations and lines of business within the Funeral Home industry.
Responsibilities
- Work with Market and Sales Leadership to identify market penetration and business challenges to forecast sales goals.
- Communicate long-term and short-term sales goals for Territory / Area of Responsibility (AOR).
- Provide advice and guidance on production and revenue goals to location management and sales force.
- Monitor and achieve annual sales goals within Area of Responsibility (AOR).
- Measure sales associate and sales management effectiveness against metric goals.
- Provide updates on trends and goal attainment to Sales, Local, and Market Leadership.
- Coach, train, and motivate Sales Associates to deliver exemplary customer satisfaction, enhance product knowledge, improve product margin, and exceed sales goals.
- Provide guidance and direction to location sales management to effectively motivate the achievement of sales goals.
- Provide marketing, advertising, community, and customer guidance to location leadership and sales force.
- Leverage corporate and market resources to expand brand and product awareness.
- Develop and implement plans to improve customer satisfaction index and on-line community reviews.
- Resolve complex problems and provide resolution guidance to location leadership.
- Empower accountability within location leadership.
- Ensure location's operating practices comply with federal & state regulations and Company policies.
- Ensure safety, quality control, and compliance standards are adhered.
- Collaborate with colleagues and market leadership to remove operational barriers and encourage ideas.
- Work with Market Leadership and Corporate Departments on product, process, and technology needs.
- Develop and implement communication plans for key initiatives and change management.
- Oversee implementation of initiatives and manage change.
- Communicate long-term strategy and annual goals to sales force.
- Assist staff with cascading and messaging of strategy and goals.
- Develop a strong, trusting, empowered, and reliable sales team.
- Understand team members career aspirations and provide development assignments.
- Constructively address issues and provide tangible and appropriate feedback.
- Develop frontline supervisors’ proactive and collaborative management style.
- Screen candidates (internal and external), interview, assess, and hire or promote staff.
- Establish pay, recommend pay increases, special pays, and career advancements.
- Write development plans to close behavior or skill gaps.
- Annually document staff’s performance.
- Recommend and discuss terminations with Local and Sales Leadership.
- Perform other responsibilities as requested or assigned.
Requirements
- High School Diploma or equivalent required
- At least ten (10) years of industry experience with progressively increased customer-facing direct sales responsibilities
- Knowledge of industry competitive pricing, demographic patterns, and market competition
- At least five (5) years of industry funeral/cemetery pre-need direct sales experience
- At least three (3) years’ experience managing and coaching a direct sales force with proven ability to achieve sales goals.
- Professional interpersonal skills
- Cultural sensitivity and tactfulness to interact with a variety of cultures and language barriers
- Proficient in MS Office suite including Mail, Word, Excel, & PowerPoint
- Skilled at managing both the big picture and fine details
- Strong influencing, verbal, and written communication skills
- Proficient in working with databases
- Valid driver’s license and authorized driver per company policy
- Work may be performed both indoors and outdoors regardless of weather conditions
- Business attire is required at all times.
- Personal safety equipment or appropriate attire may be required for cemetery or crematory environment
- Sitting continuously for multiple hours or standing continuously for multiple hours.
- Manual dexterity to operate standardized office equipment, telephone, calculator, copier, and computer.
- Typically required to work several evenings or weekends each month
- Regular travel within AOR, up to 70%
Skills
- Sales production
- Revenue growth
- Customer engagement
- Market knowledge
- Business knowledge
- Sales goal achievement
- Team motivation
- Marketing
- Advertising
- Community engagement
- Customer service
- Problem resolution
- Regulatory compliance
- Policy adherence
- Safety standards
- Quality control
- Communication
- Change management
- People development
- Candidate screening
- Interviewing
- Performance management
- MS Office suite
- Database management
Location
- US-TX - Austin
Work Type
- Full-time
Experience Level
- 10+ years industry experience
- 5+ years funeral/cemetery pre-need direct sales experience
- 3+ years managing and coaching direct sales force
Education Level
- High School Diploma or equivalent
- Pursuing a Degree in Finance, Marketing, Business, or related discipline strongly preferred
About the Company
- Our associates celebrate lives. We celebrate our associates.