General Sales Manager

SCI Shared Resources•Cocoa, FL

5d•$50,000 - $100,000

About The Position

Our associates celebrate lives. We celebrate our associates. Lead sales teams to achieve revenue quotas within a geographic territory and manage the day-to-day operations of a Funeral Home, Cemetery, and/or Mausoleum. Shadows sales associates and provides constructive feedback to improve sales techniques and motivate associate. Implement sales programs and interpret into actionable items for sales teams. Foster a sense of ownership in the location and pride in the staff, manage costs in a disciplined manner, and encourage profitable case volume growth. Manage the daily operations of a single location and single line of business within the Funeral Home industry. Responsible for short-term planning as well as achieving annual sales revenue and production targets, Profit & Loss (P&L) goals, developing a professional and effective staff, and exceeding client family expectations. Responsible for building a high-performing sales team.

Requirements

High School Diploma or equivalent required
Location Manager requires applicable state Funeral Director Licensure and Technical schooling diploma
Funeral Services/ Mortuary Science preferred; Bachelor’s degree in Mortuary Science where required by state law
Obtain and maintain insurance license as required by state/province
Current state/province issued driver’s license with an acceptable driving record
At least five (5) years industry experience in the applicable discipline with progressively increased responsibilities.
Funeral Home management should have understanding of industry competitive pricing, demographic patterns, and market competition
At least two (2) years’ experience managing people or projects required; budgeting and expense control experience strongly preferred
At least two (2) years sales experience with a proven record of achieving sales revenue quota.
Demonstrate knowledge of sales cycle, sales techniques, and motivating sales teams.
Customer Relationship Management (CRM) systems experience running and analyzing reports.
Proficient computer skills including MS office suite
Professional interpersonal skills as well as cultural sensitivity and tactfulness to interact with a variety of cultures and language barriers
Professional attire required when meeting with clients or representing the company
Available to work evenings and weekends
Ability to travel locally within geographic territory requried

Nice To Haves

Proficient computer skills with CRM and Social Networking Apps a plus
Bilingual is a plus

Responsibilities

Revenue Achievement Motivate and guide sales representatives to achieve monthly sales quota.
Run and review monthly sales reports with sales representatives.
Discuss wins and missed opportunities.
Develop a plan to increase sales revenue and reduce missed opportunities.
Shadow sales associates during sales presentations.
Discuss observations.
Provide actionable constructive feedback and guidance on processes, procedures, and regulations.
Implement sales plans, programs, and campaigns into operational actions.
Collaborate with Field Management and sales team on improving customer satisfaction, on-line reviews, and social media.
Review sales achievement and quota projections with Sales Directors.
Discuss concerns and collaborate on solutions.
Take initiative to implement or involve other departments/staff with solutions.
Develop Location’s annual business plan.
Work with local and Market Leadership to develop annual business plan and budget as well as financial, production and revenue goals.
Accountable for monitoring and achieving annual financial goals.
Understand industry finances, how daily activities affects financial outcomes, and making appropriate sustainable business decisions.
Approve expenditures and invoices including overtime.
Operations Manage the day-to-day activities ensuring on-time services that exceed client family expectations.
Remove barriers, encourage ideas, and identify improvements.
Resolves moderately complex problems; provides resolution guidance to supervisors and empowering accountability.
Assure the location’s operating practices comply with applicable federal & state regulations and Company policies.
Responsible for establishing location goals and priorities.
Develop, communicate, and monitor goals, priorities, processes and procedures.
Manage frontline supervisor’s responsibilities, expectations, and accountabilities.
Effectively present and communicate Company and Market strategies, values, and goals to location staff.
Collaborate with local Management for resource sharing, ideas, and business or operational enhancements.
Work with Market Leadership and Corporate Departments on product, process, and technology needs and improvements.
Maintain building, facilities, and grounds in a clean, manicured, and working order budgeting appropriately for repairs including equipment and furniture.
Ensure all safety, quality control, and compliance standards are adhered.
People Development Develop a strong, trusting, and reliable team.
Understand team members career aspirations and provide assignments to develop skills and/or close gaps.
Apply a proactive and collaborative management style in order to increase employee engagement.
Monitor training and licensing requirements ensuring staff is re-trained/licensed prior to expiration.
Comprehends and responds to sales team’s questions regarding commission plans, base pay, and overtime 7i provisions.
Responsible for screening candidates (internal and external) in conjunction with Field Leadership.
Recommends hires or promoting a skilled and effective sales team.