Family Service Sales Manager

Carriage Services•Panama City, FL

26d•Onsite

About The Position

The Sales Manager for Kent Forest Lawn Cemetery in Panama City, Florida, is accountable for creating and driving sales strategies and performance to ensure the business meets or exceeds standards. The role leads the sales team, develops staff, meets location sales targets, and builds relationships with client families and community referral sources. Compensation is base salary plus commission, with earnings of $150,000 or more per year. Relocation assistance is available if needed, and candidates outside the local area must be willing to relocate.

Requirements

High school diploma or equivalent.
At least 2 years of management experience; funeral home or combination funeral home/cemetery experience is required.
At least 3 years of sales experience.
Valid state-issued driver's license in good standing and an acceptable driving record.
Basic overall computer proficiency.
Ability to build and inspire a sales team.
Ability to read and interpret company policies, procedures, contracts, insurance documents, and pricing structures or lists.
Ability to develop sales leads and referrals through recognized sources and approved methods.
Ability to calculate discounts, interest, profit and loss, commissions, markups, selling prices, and surfaces.
Ability to use sales training and techniques to meet production requirements.
Ability to train and energize staff.
Effective, professional communication skills, particularly verbal communication and professional issue resolution.
Ability to empathize with client families and guests and demonstrate tact and patience in emotionally charged situations.
Ability to assess client family needs quickly and adapt to changing circumstances.
Proactive approach and willingness to take initiative.
Tact and professionalism when handling complaints or dissatisfaction with services or merchandise.
May need to possess or obtain an insurance license as required by applicable law.

Nice To Haves

College degree or some college preferred.
Proven track record of success in inside sales production strongly preferred.

Responsibilities

Lead and manage sales team performance through performance management, coaching, disciplinary action, and termination when necessary.
Recruit and train an effective sales staff.
Meet or exceed sales targets for the location or locations.
Develop and implement sales initiatives to motivate and energize sales team members.
Generate sales leads through community participation and civic relationships.
Monitor and analyze sales results, including contract status, client family feedback, and cancellations, and develop ongoing action plans.
Communicate sales results to management weekly, monthly, quarterly, and annually.
Recognize market, team, and operational changes and recalibrate team efforts for continued success.
Schedule sales staff to ensure appropriate coverage and equitable rotation of staff and duty days.
Review and resolve contract or commission discrepancies as needed.
Monitor and analyze accounts receivable and ensure collection activities are ongoing and effective.
Meet with client families at need or on a pre-need basis to present options for interment, cemetery property, merchandise, and services.
Attend services and visitations when possible to foster relationships, ensure excellent service, and develop potential referrals.
Follow company customer-service procedures when working with families, handling complaints, completing post-interment service activities, and performing other duties needed to ensure quality service.
Protect confidential company and client family information, including sales and marketing materials and family and employee information.
Identify and remedy hazards at the location and on its grounds.
Perform other duties as assigned.