Assistant Sales Manager

Service Corporation International•San Jose, CA

About The Position

Our associates celebrate lives. We celebrate our associates. 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 initiate to dismiss underperforming sales staff. 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 the Sales Representative promptly. Builds positive business relationships within the community, non-profit, and civic organizations 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 the sales team. Responsible for developing an annual financial budget, monitoring and approving expenses, and achieving the financial budget in both revenue and expenses. Approves time cards before 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 are 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. Write 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.

Requirements

High School diploma or equivalent required
Advanced education strongly preferred for continued career advancement
A 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 consumers one-on-one or in a group/public setting
Computer literate and proficient with MS Office, Word, Excel, and PowerPoint
Ability to use computerized databases for sales presentations and electronic contracts

Nice To Haves

Experience with in-home sales is a plus
Experience in the Funeral Services Industry strongly desired
Experience with Customer Relationship Management (CRM) systems is desired

Responsibilities

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 initiate to dismiss underperforming sales staff
Qualifies sales leads by asking probing questions and providing information; schedules sales appointments
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
Ensures contracts and paperwork are accurately and thoroughly completed by the Sales Representative promptly
Builds positive business relationships within the community, non-profit, and civic organizations 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 the sales team
Responsible for developing an annual financial budget, monitoring and approving expenses, and achieving the financial budget in both revenue and expenses
Approves time cards before deadline, initiates personnel change transactions
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 are 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
Write 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