5+ years of sales management experience in the Cemetery/Funeral Industry
Preferred experience as a Sales Counselor or in sales supervision
Strong background in training, coaching, and motivating sales teams
High school diploma or equivalent; Bachelor's degree preferred
Valid driver's license with a clean driving record
Insurance license as required by state/province law
Proficient in Windows-based PC environment and MS Office applications
Responsibilities
Meet and exceed sales quotas for the location
Train and guide Sales Counselors in compliance with company policies
Manage Sales Counselors' inquiries regarding sales processes and customer service
Develop marketing programs tailored to community demographics
Analyze competitor pricing to inform sales strategies
Plan community events to generate leads and increase visibility
Ensure compliance with financial controls and review contracts for adherence to regulations
Benefits
Medical, Dental, and Vision insurance
Flexible Spending Accounts for healthcare and dependent care
Health Savings Account with company contribution
Sick leave and Short-Term/Long-Term Disability coverage
Life insurance and Voluntary Accidental Death or Dismemberment Insurance
Dependent Life Insurance
401(k) Retirement Savings Plan with company match
Employee Assistance Program
Full Job Description
Develops a well-trained sales staff that meets or exceed all sales quotas, increases market share and customer base within established budgetary levels while maintaining the highest ethical standards and observing Company policies and procedures.
JOB RESPONSIBILITIES
Staff Management and Leadership
Meet and exceed established location sales quotas
Ensure that Sales Counselors utilize methods as set forth in training manuals while observing Company policies and procedures
Provide initial and ongoing sales instruction to ensure that all Sales Counselors meet or exceed the needs of the customers
Manage Sales Counselors acting as their primary reference regarding the aftercare process, prospecting, product knowledge, sales presentations, closing skills, prices, terms, paperwork, sales guideline questions, compliance issues, and delivery of customer service
Market Share
Develop marketing programs that compliment the geography, demographics, ethnicity, or religions of the community
Analyze and be aware of competitor pricing
Plan and participate in community events designed to develop prospects and heighten awareness of the location
Expense Management
Review all pre-need contracts and at-need cemetery contracts to ensure compliance with HMIS, state/provincial and or federal laws
Approve all discounts offered to customers
Prepare reports that demonstrate compliance with financial controls
Operations Support
Maintain all marketing materials, training manuals, sales equipment and other sales supplies
Ensure that sales programs, incentives and awards, and sales presentations are budgeted, approved and conform to Company policies
Maintain all sales rooms and offices in a clean and orderly fashion to provide a professional atmosphere for Sales Counselors and the public
Compliance
Ensure that all sales counselors follow the Code of Conduct and obtain proper licensure
Ensure compliance of sales practices with federal, state/provincial and local regulations
MINIMUM Requirements
Education
High school or equivalent
Bachelor's degree preferred
Experience
Sales Management experience with a minimum of 5+ years within the Cemetery/Funeral Industry required
Sales Counselor and sales supervisory experience preferred
Experience presenting, training, coaching and motivating salespeople and sales forces a plus
Licenses
Valid state/province driver's license with good driving record
Insurance license as required by state/province law and as prescribed by each state board
Knowledge, Skills and Abilities
Working knowledge of Windows-based PC environment and MS office applications
Knowledge of Customer Relationship Management systems a plus
Ability to maintain confidentiality
Ability to work beyond standard business hours when necessary to service customers
Ability to set goals for employees that are challenging but achievable
Target Compensation Range: $180,000 to $260,000 earnings potential
Benefits: MedicalDentalVisionFlexible Spending Accounts (health care and dependent care)Health Savings Account with Company ContributionSick LeaveShort-Term DisabilityLong-Term DisabilityLife InsuranceVoluntary Accidental Death or Dismemberment InsuranceDependent Life InsuranceSCI 401(k) Retirement Savings Plan with Company matchEmployee Assistance Program #SCI
