Sales Director

SCI Shared Resources•Nashville, TN

About The Position

The 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 role applies market and business knowledge to develop annual goals for an assigned territory. The Sales Director is accountable for annual sales goals, fosters staff pride, and encourages profitable case volume growth. The position manages sales teams across multiple locations and lines of business in the funeral home industry. The role oversees business and financial management, sales coaching and development, customer satisfaction, marketing guidance, regulatory and safety compliance, communication and change initiatives, and staffing decisions. Work includes regular travel within the assigned area of responsibility, typically up to 70%, and several evenings or weekends each month.

Requirements

Bachelor’s degree in business, marketing, or related studies.
At least 10 years of funeral 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 industry 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 tactfulness when interacting with people from varied cultures and across language barriers.
Proficiency in Microsoft Office, including email, 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.
Ability to work several evenings or weekends each month.
Ability to travel regularly within the assigned area of responsibility, up to 70%.
Ability to work indoors and outdoors regardless of weather conditions and wear business attire; personal safety equipment or appropriate attire may be required in cemetery or crematory environments.
Ability to sit or stand continuously for multiple hours and use manual dexterity to operate standardized office equipment, a telephone, calculator, copier, and computer.

Nice To Haves

Bilingual ability.

Responsibilities

Work with market and sales leadership to identify market penetration opportunities and business challenges, forecast sales goals, and communicate short- and long-term territory goals.
Advise location management and sales teams on production and revenue goals; monitor and achieve annual sales goals within the assigned 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 margin, 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 teams.
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 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 address operational barriers and support ideas and business or 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.
Build a strong, trusting, empowered, and reliable sales team; understand team members’ career aspirations and provide developmental assignments.
Address performance issues constructively and provide appropriate, tangible feedback.
Develop frontline supervisors’ proactive and collaborative management style to increase employee engagement and minimize turnover.
Screen, interview, assess, hire, and promote internal and external candidates.
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.