Assistant Sales Manager

Service Corporation International•Mayagüez, PR

51d•$40,000 - $70,000•Onsite

About The Position

Responsible for achieving annual pre-need sales volume and margin goals of the sales team, as well as individual sales production. This role involves observing sales representatives, providing constructive feedback to motivate revenue growth, tracking sales performance, addressing gaps, and initiating the process for underperforming sales staff. The position is divided into three main areas: Revenue Generating (60%), Administrative (20%), and People Development (20%). Revenue generation includes qualifying leads, presenting pre-need services and products, completing sales contracts, and generating leads through community events. Administrative duties involve ensuring accurate and timely completion of contracts and paperwork by the sales team, building community relationships, developing sales goals based on market demographics, managing financial budgets, and approving time cards. People development includes coaching sales representatives, fostering a strong team environment, understanding team members' career aspirations, addressing issues, and managing hiring, promotions, discipline, and terminations in collaboration with Human Resources and Leadership.

Requirements

High School diploma or equivalent required.
Valid and current driver’s license with an acceptable driving record is required.
Sales Management experience of 1-2 years required.
Prior revenue generating sales experience with a demonstrable record of exceeding annual sales goals required.
Experience giving presentations to consumer audiences or public speaking ability required.
Administrative skills necessary to manage workforce, 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.
Criminal conviction history will be verified, as convictions creating a direct, adverse, and negative relationship with the identified job duties (Working around and/or handling deceased individuals and working around families and colleagues) may result in the withdrawal of a conditional job offer.

Nice To Haves

Advanced education strongly preferred for continued career advancement.
Experience with in-home sales a plus.
Experience in the Funeral Services Industry strongly desired.
Experience with Customer Relationship Management (CRM) systems is desired.

Responsibilities

Achieve annual pre-need sales volume and margin goals for the sales team and individual sales production.
Observe sales representatives during sales meetings and provide timely constructive feedback.
Track and trend sales, address gaps, and initiate the process for underperforming sales staff.
Qualify sales leads by asking probing questions and providing information; schedule sales appointments.
Present pre-need services and products to consumers and influence the importance of pre-need.
Complete electronic sales contracts and close sales.
Generate sales leads by presenting pre-need presentations or information at community or non-profit events and consumer homes.
Ensure contracts and paperwork are accurately and thoroughly completed by Sales Representatives in a timely manner.
Build positive business relationships within the community, non-profit, and civic organizations.
Develop and achieve AOR and individual sales goals.
Apply market demographics, share, and growth/decline rates to develop annual sales goals for the sales team.
Develop an annual financial budget, monitor and approve expenses, and achieve financial budget in both revenue and expense.
Approve time cards prior to deadline and initiate personnel change transactions.
Coach revenue generators on techniques, technology, and influential personal style.
Provide timely constructive feedback and recommend re-training if necessary.
Facilitate 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 to increase employee engagement and minimize turnover.
Monitor training requirements ensuring staff is current.
Screen candidates (internal and external) and hire or promote a skilled and effective staff.
Collaborate with Field Management on Associate Performance, pay increases, special pays, and career advancements.
Discipline staff as necessary.
Write development plans to close behavior or skill gaps.
Collaborate with Human Resources throughout discipline, development, and termination processes.
Initiate discussions to terminate underperforming staff.
Recommend and discuss terminations with Leadership.
Perform additional responsibilities as requested or assigned.