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Responsible for achieving annual pre-need sales volume and margin goals of sales team as well as individual sales production. Observe sales representatives during sales meetings and provide timely constructive feedback to motivate pre-need revenue growth. Tracks and trends sales, addresses gaps, takes initiative to dismiss underperforming sales staff.

Job Responsibilities

Revenue Generating 60%

• Qualifies sales leads by asking probing questions and providing information; schedules sales appointments.
• Applying sales skills presents pre-need services and products to consumers and influences the importance of pre-need. Completes electronic sales contract and closes the sales.
• Generates sales leads by presenting pre-need presentations or information at community or non-profit events and consumer homes.

Administrative 20%

• Ensures contracts and paperwork are accurately and thoroughly completed by Sales Representative in a timely manner.
• Builds positive business relationships within the community, non-profit, and civic organizations in order to build brand presence.
• Developing and achieving AOR and individual sales goals
• Learning how to apply market demographics, share, and growth/decline rates to develop annual sales goals for sales team.
• Responsible for developing an annual financial budget, monitoring and approving expenses, and achieving financial budget in both revenue and expense.
• Approves time cards prior to deadline, initiates personnel change transactions.
• Additional responsibilities as requested or assigned

People Development 20%

• Coach revenue generators on techniques, technology, and influential personal style.
• Provide timely constructive feedback; may recommend re-training. Facilitates answers to sales and commissions questions.
• Develop a strong, trusting, and reliable team.
• Understand team members career aspirations and provide assignments to develop skills and/or close gaps.
• Constructively address issues and provide tangible and appropriate feedback.
• Apply a proactive and collaborative management style in order to increase employee engagement and minimize turnover.
• Monitor training requirements ensuring staff is current.
• Responsible for screening candidates (internal and external) and hiring or promoting a skilled and effective staff.
• Collaborates with Field Management on Associate Performance, pay increases, special pays, and career advancements.
• Discipline staff as necessary. Writes development plans to close behavior or skill gaps.
• Collaborates with Human Resources throughout discipline, development, and termination processes.
• Initiates discussions to terminate underperforming staff.
• Recommends and discusses terminations with Leadership.

Minimum Requirements

Education:

• High School diploma or equivalent required
• Advanced education strongly preferred for continued career advancement

Licenses:

• Valid and current driver's license with an acceptable driving record is required

Experience:

• Sales Management experience of 1-2 years required
• Prior revenue generating sales experience with a demonstrable record of exceeding annual sales goals required
• Experience with in-home sales a plus
• Experience giving presentations to consumer audiences or public speaking ability required
• Experience in the Funeral Services Industry strongly desired
• Experience with Customer Relationship Management (CRM) systems is desired

Knowledge, Skills & Abilities:

• Administrative skills necessary to manage work force, administrative transactions, and planning / forecasting responsibilities
• Ability to present products and service information with compassion and influence to consumers one-on-one or in a group/public setting.
• Computer literate and proficient with MS Office, Word, Excel, and Power Point
• Ability to use computerized databases for sales presentations and electronic contracts

Work Conditions:

• Environment - Work is primarily indoors; professional attire required when in contact with potential customers and families
• Postures Frequent continuous period of time sitting or standing up to 6 hours per day; frequently climbing stairs to access buildings
• Physical Demands Physical effort requiring manual dexterity is required, includes paperwork, calculators, computers and phone usage
• Hours May work beyond standard hours or schedule as business needs arise
• Travel frequent amount of local and/or multiple location travel required

Compensation: $60,000-$110,000 annually (including bonuses and commissions)

Benefits: Medical, Dental, Vision, Flexible Spending Accounts (health care and dependent care), Health Savings Account with Company Contribution, Sick Leave, Short-Term Disability, Long-Term Disability, Life Insurance, Voluntary Accidental Death or Dismemberment Insurance, Dependent Life Insurance, SCI 401(k) Retirement Savings Plan with Company match, Employee Assistance Program

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