Sales Manager

Harpeth Hills Funeral • Nashville, TN

13d • Hybrid

About The Position

This position is the primary lead accountable for creating and driving sales strategies and performance to ensure the business meets or exceeds Standards. The Sales Manager leads and manages the sales team’s performance through effective performance management, coaching, disciplinary action, and termination, when necessary. They recruit and train an effective sales staff, leading the team by example in the areas of sales activity and sales volume. The role involves meeting or exceeding sales targets for the location(s), developing and implementing sales initiatives that motivate and energize sales team members, and generating sales leads through community participation and civic relationships. The Sales Manager monitors and analyzes sales results, including contract status, client family feedback, and cancellations, to develop an ongoing action plan for success. They communicate sales results to management on a weekly, monthly, quarterly, and annual basis, and recalibrate the team and team efforts for continued success by recognizing market changes, team changes, and operational goals. This role also involves scheduling sales staff for proper coverage and equitable rotation, reviewing and resolving contract or commission discrepancies, and monitoring and analyzing accounts receivable to ensure collection activities are ongoing and effective. The Sales Manager meets with client families at the time of need or on a pre-need basis to present options for interment, cemetery property, and related merchandise and services. They attend services and visitations to foster relationships, ensure excellent service, and develop potential referrals. Compliance with all company procedures for customer service, handling complaints, and completing post-interment service activities is essential. The role also requires protecting the confidentiality of company and client family information and identifying and remedying all hazards at the location and on the grounds. Other duties as assigned.

Requirements

• Four-year degree or equivalent combination of education and experience required.
• Bachelor’s degree strongly preferred.
• Minimum of 2 years management experience; Funeral Home and/or Cemetery desired.
• Minimum of 3 years sales experience.
• Proven track record of success in inside sales production, strongly preferred.
• Demonstrated ability to build, inspire, train and energize sales team.
• Ability to read and interpret company policies, procedures, contracts, insurance documents and pricing structures or list.
• Ability to effectively work and develop sales leads and referrals from recognized sources and approved methods.
• Ability to compute discount, interest, profit and loss; commission, markup, and selling price; and ability to calculate surfaces.
• Effectively utilize all sales training and techniques to fulfill production requirements.
• Effective and professional communication skills, with an emphasis on verbal skills and the ability to resolve and respond to issues in a professional manner.
• Ability to be proactive and willing to take initiative in all circumstances.
• Attention to detail and follow-through.
• May require the possession (or ability to obtain) an insurance license as required by applicable state law.
• Valid state-issued driver’s license in good standing and acceptable driving record.
• Demonstrated willingness to participate in growing market share through community involvement.
• Able to read, write and speak English fluently.
• Ability to communicate effectively with internal, as well as external customers, community leaders, and grieving client families.
• Ability to empathize with client families and their guests and demonstrate tact and patience in emotionally charged situations.
• Ability to rapidly assess the needs of client families and quickly adapt to changing circumstances.
• Tactful and professional when dealing with complaints or dissatisfaction with services or merchandise.
• Maintains a positive attitude and working environment through organization and communication.
• Ability to simultaneously handle multiple projects, prioritizes tasks, and exercise good judgment.

Nice To Haves

• Bilingual is a plus.
• Proficient in Microsoft Office Suite (Outlook, Word, Excel, Access and PowerPoint) preferred.

Responsibilities

• Leads and manages the sales team’s performance through effective performance management, coaching, disciplinary action, and termination, when necessary.
• Recruits and trains an effective sales staff.
• Leads team by example in the areas of sales activity and sales volume.
• Meets or exceeds the sales targets for the location(s).
• Develops and implements sales initiatives that motivate and energize sales team members to achieve and succeed.
• Generates sales leads through participation in the surrounding community and through civic relationships.
• Monitors and analyzes sales results, including contract status, client family feedback, cancellations, etc., to develop an ongoing action plan for success.
• Communicates sales results on a weekly, monthly, quarterly, and annual basis to management.
• Recognizes market changes, team changes and operational goals and recalibrates the team and team efforts for continued success.
• Schedules sales staff to ensure proper coverage and equitable rotation of staff and duty days.
• Reviews and resolves contract or commission discrepancies as needed.
• Monitors and analyzes accounts receivable, ensuring collection activities are ongoing and effective.
• Meets with client families at the time of need or on a pre-need basis, to ensure that they are presented with all options pertaining to interment, cemetery property, and related merchandise and services.
• Attends services and visitations for client families whenever possible to foster relationships, ensures excellent service, and develops potential referrals.
• Complies with all company procedures for customer service when dealing with families, handling complaints, completing post-interment service activities, and performing other duties necessary to ensure quality service levels.
• Protects confidentiality of company and client family information, including sales and marketing programs and materials, names and addresses of client families and employees, and other related information.
• Identifies and remedies all hazards at location and on grounds.
• Performs other duties as assigned.

Benefits

• Financial assistant programs encouraging employees through education and development in industry related subjects.
• Robust Health and Welfare Plans, and savings account options, designed to support your personal needs, enhance well-being and help navigate life’s challenges.
• Rich 401k and Roth Retirement Plan options available for both Full Time and Part Time employees along with a Company Match.
• Variety of Vacation, Personal Days and Sick Days based on your role emphasizing the importance of physical and emotional replenishment for our team.
• Employee Discounts on services, merchandise, and property to help our team members in their time of need.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Education Level: Associate degree