Sales Director

SCI Shared Resources•Austin, TX

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 within an assigned territory and is accountable for achieving those goals. The position manages sales teams across multiple locations and lines of business within the funeral home industry, and fosters staff pride and profitable case-volume growth. The director works with market and sales leadership to identify market opportunities and business challenges, forecast and communicate sales goals, and advise location management and sales staff on production and revenue. The role monitors performance against metrics, reports trends and goal attainment, coaches and motivates sales associates, and supports customer satisfaction, product knowledge, product margin, and sales results. It also provides marketing, advertising, community, and customer guidance; uses corporate and market resources to expand brand and product awareness; and implements plans to improve customer satisfaction and online reviews. The role resolves complex problems, guides location leadership toward resolution and accountability, and helps ensure compliance with applicable regulations, company policies, safety requirements, and quality-control standards. It collaborates with colleagues, market leadership, and corporate departments to address operational barriers and improve products, processes, and technology. The director develops communication and change-management plans, oversees initiatives, and communicates strategy and annual goals to the sales force. The director builds and develops a capable, trusted, and empowered sales team. Responsibilities include understanding career aspirations, assigning development opportunities, providing feedback, addressing issues, supporting frontline supervisors, screening and interviewing candidates, hiring or promoting staff, establishing pay and recommending pay changes or advancement, writing development plans, documenting annual performance, and recommending and discussing terminations with local and sales leadership. Other responsibilities may be requested or assigned.

Requirements

High school diploma or equivalent required.
At least 10 years of industry experience with progressively increased customer-facing direct sales responsibilities.
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 proven 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 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.
Able to travel regularly within the assigned area of responsibility, up to 70%.
Able to work several evenings or weekends each month.
Able to sit continuously for multiple hours or stand continuously for multiple hours.
Manual dexterity to operate standardized office equipment, a telephone, calculator, copier, and computer.
Able to work indoors and outdoors in varying weather conditions.
Business attire is required; personal safety equipment or appropriate attire may be required in cemetery or crematory environments.

Nice To Haves

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

Responsibilities

Develop annual sales goals for the assigned territory in collaboration with sales and market leadership.
Achieve annual sales goals and foster profitable case-volume growth.
Manage sales teams across multiple locations and lines of business in the funeral home industry.
Identify market penetration opportunities and business challenges; forecast and communicate short- and long-term sales goals.
Advise location management and sales staff on production and revenue goals.
Monitor performance against sales 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 staff.
Leverage 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 reinforcing accountability.
Help ensure compliance with applicable federal and state regulations, company policies, safety requirements, and quality-control standards.
Collaborate with colleagues and market leadership to remove operational barriers and develop business or operational improvements.
Work with market leadership and corporate departments on product, process, and technology needs and improvements.
Develop and implement communication and change-management plans; oversee initiatives and provide leadership during implementation.
Communicate long-term strategy and annual goals to the sales force and assist staff in cascading key messages.
Develop a strong, trusting, empowered, and reliable sales team.
Support team members’ development through assignments, feedback, and plans to address skill or behavior gaps.
Develop frontline supervisors’ proactive and collaborative management style to increase engagement and minimize turnover.
Screen, interview, and assess internal and external candidates; hire or promote qualified staff.
Establish pay and recommend pay increases, special pay, and career advancements.
Document staff performance annually and recommend and discuss terminations with local and sales leadership.
Perform other responsibilities as requested or assigned.