Summary/ObjectiveThis role is responsible for leading and driving sales performance across an assigned area of responsibility. This position provides leadership, coaching, and direction to Sales Counselors and sales teams to achieve revenue, production, and profitability objectives. The Sales Director develops and executes state-level sales strategies, ensures consistent implementation of company sales processes, and fosters a culture of accountability, customer service, and performance excellence while supporting the organization's growth initiatives and core values.
Essential Functions- Provides leadership and direction for all sales activities within an assigned geographic region.
- Provides leadership and direction for all sales activities within an assigned state.
- Directly supervises and develops sales counselors across multiple locations.
- Drives achievement of preneed, at-need, cemetery property, memorialization, cremation, and related merchandise sales goals.
- Executes regional sales strategies and adapt them to meet state and local market conditions.
- Establishes and monitor sales goals, key performance indicators, and productivity expectations for assigned locations.
- Conducts regular performance reviews, business assessments, and coaching sessions with sales teams.
- Recruits, hires, onboards, trains, and develops high-performing sales leadership talent.
- Ensures consistent utilization of CRM tools, sales processes, forecasting practices, and lead management standards.
- Analyzes sales activity, contract production, cancellations, collections, customer feedback, and market trends to identify opportunities and performance gaps.
- Partners with Operations leadership to ensure alignment between sales objectives, customer service standards, and organizational goals.
- Develops and implements action plans to improve underperforming markets and maximize revenue opportunities.
- Supports the preparation of sales forecasts, budgets, and business plans for the assigned state.
- Leads state-wide sales meetings, training initiatives, and performance development programs.
- Collaborates with Marketing to support lead generation, community outreach, and market-specific campaigns.
- Ensures compliance with all company policies, licensing requirements, preneed regulations, and ethical sales practices.
- Participates in acquisition onboarding and integration efforts as directed.
- Represents the organization within the community through professional organizations, civic activities, and industry events.
- Prepares and presents state-level sales performance reports to Area and Regional leadership.
- Performs other projects and duties as assigned.
Competencies- Strategic Leadership.
- Business Acumen.
- Talent Development.
- Financial Acumen.
- Communication Proficiency.
- Teamwork Orientation.
- Detail Orientation.
- Thoroughness.
- Customer Service Orientation.
- Performance Management.
- Time Management.
Required Education, Experience, Certifications and Licensure- Bachelor's degree in Business Administration, Marketing, Communications, Finance, or a related field; equivalent combination of education and experience may be considered.
- Minimum of seven (7) years of progressive sales leadership experience.
- Minimum of 5 years of sales leadership experience.
- Demonstrated success leading multi-site, multi-market, or regional sales organizations.
- Proven track record of achieving sales growth and revenue objectives.
- Experience recruiting, developing, coaching, and retaining sales talent.
- Valid state issued driver's license in good standing and acceptable driving record.
Preferred Education, Experience, Certifications and Licensure- Master's degree in Business Administration or related field preferred.
- Experience within the funeral, cemetery, deathcare, hospitality, healthcare, insurance, financial services, or other consultative sales environments.
- Knowledge of preneed funeral and cemetery sales, trust-funded products, final expense planning, and at-need consumer services.
- Experience supporting acquisition integration and change management initiatives.
Additional Eligibility Qualifications- Able to read, write and speak English fluently. Bilingual is a plus.
- Proficient in Microsoft Office Suite (Outlook, Word, Excel, Access and PowerPoint) preferred.
- Strong analytical skills with the ability to interpret business trends and operational data.
- Excellent presentation, communication, and executive influencing skills.
- Ability to develop and maintain relationships with internal and external stakeholders at all levels.
- Demonstrated ability to lead large, geographically dispersed teams.
- Proficiency with CRM platforms, Microsoft Office Suite, sales analytics, and reporting tools.
- Ability to prioritize multiple initiatives and deliver results in a fast-paced environment.
- Attend and perform work in a professional and courteous manner in accordance with the employer's requirements.
- Demonstrated willingness to participate in growing market share through community involvement.
- Tactful and professional when dealing with complaints or dissatisfaction with services or merchandise.
- Maintains a positive attitude and working environment through organization and communication.
- Ability to simultaneously handle multiple projects, prioritizes tasks, and exercise good judgment.
Supervisory ResponsibilityThis position has direct management responsibilities, including hiring, firing, performance management and disciplinary actions as needed.
Physical Demands and Work EnvironmentThe physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job.
- The duties associated with this position are generally performed in an indoor office setting.
- Equipment used to perform the essential function of this position includes, but is not limited to computer, fax, copier, merchant terminal, multi-line phone system, personal or company owned vehicle.
- Employees in this role are regularly required to climb, sit, stand, bend, kneel, and frequently lift to 25 pounds.
- This position may also require reaching, pushing, and pulling.
- This position may also be exposed to chemicals and/ or blood borne pathogens. Exposure risk is considered: Low
Travel- This position may require 50 - 75 percent out of area and overnight travel.
- Travel is primarily local occurring during the business day only.
Other DutiesPlease note this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee for this job. Duties, responsibilities and activities may change at any time with or without notice.
