Managing Director of North America Sales

SCI Shared Resources•Houston, TX

5d•Remote

About The Position

This position is responsible for developing and achieving long-term and annual revenue and margin goals for an assigned territory. The role provides guidance and direction to regional sales leadership to effectively achieve sales production and revenue growth goals, as well as customer satisfaction scores. The Managing Director will apply understanding of geographic territories, market penetration, and market demographics to develop campaign strategies to increase market share and conversion rates. This role also involves coaching and developing a high-performing sales force and designing sales commission plans that appropriately reward while achieving acceptable margins and supporting the company's culture and brand. Candidates are not required to reside in the Houston, Texas (headquarters) area, but relocation may be discussed if business needs or territory assignments warrant it.

Requirements

Bachelor's degree in Marketing, Business, or a related discipline, or equivalent relevant work experience
At least fifteen (15) years’ sales and marketing experience achieving annual goals and building high performing sales force
At least ten (10) years’ sales experience in the Funeral Services Industry with a demonstrable record of achieving annual revenue and margin goals
At least five (5) years’ management experience developing sales teams across a geographic region
Administrative skills necessary to manage work force, administrative transactions, and planning / forecasting responsibilities
Analytical thinking to weigh pros/cons of solutions in order to make effective and sustainable business decisions
Computer literate and proficient with MS Office, Word, Excel, and Power Point

Responsibilities

Responsible for developing and achieving annual sales revenue and margin for assigned Area of Responsibility (AOR).
Apply knowledge of market penetration, market demographics, and marketing concepts to accomplish responsibilities.
Collaborate with Market Leadership to develop annual revenue goals.
Communicate long-term sales strategy and annual revenue goals.
Establish sales performance thresholds.
Monitor, track, trends, and forecast sales associate’s production and achievement.
Identify underperforming sales associates and/or markets, discuss deficiency with Sales Director, and develop action plan.
Influence local management to dismiss underperforming sales associates.
Collaborate with Market and local management on marketing, advertising, and campaigns appropriate for the local market.
Develop Campaign Strategies to increase market share and conversion rate.
Collaborate with Corporate Marketing to develop strategy and campaigns as well as leveraging resources.
Identify and implement innovative solutions for practice or workflow changes to improve department operations or other department-specific measures by leading unit projects and/or other department/system directed activities.
Collaborate with colleagues and market leadership to remove operational barriers, encourage ideas, and business or operational enhancements.
Work with Market Leadership and Corporate Departments on product, process, and technology needs and improvements.
Support change initiatives, maintaining effectiveness when experiencing major changes in work responsibilities or environment; adjust effectively to work within new work structures, processes, requirements or cultures.
Develop annual expense and personnel budgets, review expense statements and take necessary actions to control and reduce costs.
Ensure adequate supplies are available.
Implement department strategies to achieve financial target and staffing needs, developing others to do the same, through optimizing productivity, supply/resource efficiency, minimizing incidental overtime and overtime percentage, and other areas according to department specifications.
Proactively plan for identifying capital needs related to current equipment and future department projects.
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 and licensing requirements ensuring staff is re-trained/licensed prior to expiration.
Responsible for screening candidates (internal and external) and hiring or promoting a skilled and effective staff.
Establish pay, recommend 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.
Recommend and discuss terminations with Leadership.