Market Sales Director

Service Corporation International•Houston, TX

About The Position

The Market Sales Director provides guidance and direction to location leadership to achieve sales production, revenue growth, and customer engagement goals profitably. In collaboration with sales and market leadership, the director applies market and business knowledge to develop annual goals for the assigned territory and is responsible for achieving those goals. The role fosters staff pride and profitable case-volume growth while managing sales teams across multiple locations and lines of business within the funeral home industry. The director oversees business and financial performance, including forecasting and communicating sales goals, monitoring results, coaching sales associates, and guiding location sales management. The role also provides marketing, advertising, community, and customer guidance; supports brand and product awareness; and develops plans to improve customer satisfaction and online reviews. The director resolves complex problems, supports compliant and safe operating practices, collaborates on operational and technology improvements, and leads communication and change initiatives. The position develops and manages sales talent, including coaching, career development, hiring and promotion, pay recommendations, performance documentation, and recommendations regarding termination. Work may take place indoors and outdoors in varying weather conditions. Regular travel within the assigned area is required, up to 70%, and several evening or weekend work periods each month are typically required.

Requirements

High school diploma or equivalent.
At least 10 years of industry experience with progressively increased customer-facing direct sales responsibilities, including knowledge of competitive pricing, demographic patterns, and market competition.
At least 5 years of funeral or cemetery pre-need direct sales experience.
At least 3 years of experience managing and coaching a direct sales force, with a proven ability to achieve sales goals.
Professional interpersonal skills, cultural sensitivity, and tact when interacting across cultures and language barriers.
Proficiency with Microsoft Office, including mail, Word, Excel, and PowerPoint.
Ability to manage both the big picture and fine details.
Strong influencing, verbal, and written communication skills.
Proficiency working with databases; company products, pricing, and contracting are automated.
Valid driver’s license and authorization to drive under company policy.

Nice To Haves

Pursuing a degree in finance, marketing, business, or a related discipline.
Bilingual ability.

Responsibilities

Identify market penetration opportunities and business challenges, forecast sales goals, and communicate short- and long-term goals for the territory or area of responsibility.
Advise location management and the sales force on production and revenue goals.
Monitor and achieve annual sales goals; measure sales associate and management effectiveness against metrics and report trends and goal attainment to sales, local, and market leadership.
Coach, train, and motivate sales associates to improve customer satisfaction, product knowledge, product margin, and sales results.
Guide location sales management in motivating teams to achieve sales goals.
Provide marketing, advertising, community, and customer guidance; use corporate and market resources to expand brand and product awareness and increase sales and market share.
Develop and implement plans to improve customer satisfaction scores and online community reviews.
Resolve complex problems by guiding location leadership and promoting accountability.
Ensure operating practices comply with applicable federal and state regulations and company policies, and that safety, quality control, and compliance standards are followed.
Collaborate with colleagues and market leadership to remove operational barriers and encourage business and operational improvements.
Work with market leadership and corporate departments on product, process, and technology needs and improvements.
Develop and implement communication plans for key initiatives and change management; oversee implementation and provide leadership and guidance.
Communicate long-term strategy and annual goals to the sales force and assist staff in cascading and messaging them.
Develop a strong, trusting, empowered, and reliable sales team; understand career aspirations and assign development opportunities.
Address issues constructively and provide appropriate, tangible feedback.
Develop frontline supervisors’ proactive and collaborative management styles to increase employee engagement and minimize turnover.
Screen, interview, assess, and hire or promote qualified staff.
Establish pay and recommend pay increases, special pays, and career advancements.
Write development plans to address behavior or skill gaps and document staff performance annually.
Recommend and discuss terminations with local and sales leadership.
Perform other responsibilities as requested or assigned.