Market Sales Director

SCI Shared Resources•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. In collaboration with sales and market leadership, the director applies market and business knowledge to set annual goals within an assigned territory and is accountable for achieving those goals. The role manages sales teams across multiple locations and lines of business in the funeral home industry, fosters staff pride, and encourages profitable case-volume growth. The director oversees business and financial performance, sales coaching, customer satisfaction, marketing guidance, regulatory and safety compliance, cross-functional collaboration, communication, and change initiatives. The role also develops and manages the sales team, including hiring, performance documentation, compensation recommendations, career development, and addressing performance issues. Work may take place indoors or outdoors in varying weather conditions. Business attire is required; personal safety equipment or appropriate attire may be required in cemetery or crematory environments. The position involves regular travel within the assigned area of responsibility, up to 70%, and typically requires several evenings or weekends each month.

Requirements

High school diploma or equivalent.
At least 10 years of industry experience, with progressively increased customer-facing direct sales responsibilities and knowledge of industry 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 demonstrated ability to achieve sales goals.
Professional interpersonal skills, cultural sensitivity, and tact when interacting across cultures and language barriers.
Proficiency in Microsoft Office, including mail, Word, Excel, and PowerPoint.
Ability to manage both broad business priorities and fine details.
Strong influencing, verbal, and written communication skills.
Proficiency working with databases, as company products, pricing, and contracting are automated.
Valid driver’s license and authorization to drive under company policy.
Ability to work indoors and outdoors regardless of weather conditions.
Ability to sit or stand continuously for multiple hours.
Manual dexterity to operate standardized office equipment, telephone, calculator, copier, and computer.
Ability to travel regularly within the area of responsibility, up to 70%, and typically work several evenings or weekends each month.

Nice To Haves

Pursuing a degree in Finance, Marketing, Business, or a related discipline.
Bilingual.

Responsibilities

Work with market and sales leadership to identify market penetration and business challenges, forecast sales goals, and communicate short- and long-term goals for the assigned territory or area of responsibility.
Work with location management and sales staff to advise and guide them on production and revenue goals.
Monitor and achieve annual sales goals within the area of responsibility.
Measure sales associate and sales management performance 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 margins, and sales results.
Guide location sales management in motivating teams to achieve sales goals.
Provide marketing, advertising, community, and customer guidance to location leadership and sales staff.
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 indexes and online community reviews.
Resolve complex problems by guiding location leadership and encouraging accountability.
Ensure operating practices comply with applicable federal and state regulations and company policies, and ensure safety, quality control, and compliance standards are followed.
Collaborate with colleagues and market leadership to address 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 with further cascading and messaging.
Build a strong, trusting, empowered, and reliable sales team.
Understand team members’ career aspirations and provide assignments to develop skills or close gaps.
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, and assess internal and external candidates, 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.