Sales Manager
On-siteNashville, Tennessee, United States
Job Summary
Lead and manage the sales team's performance through coaching, disciplinary actions, and recruitment to drive sales strategies that meet or exceed business standards. Generate leads via community participation and civic relationships while monitoring contract status, client feedback, and cancellations to develop ongoing action plans. Meet weekly, monthly, and annual sales targets by leading by example in sales activity and volume, and communicate results to management on a regular basis. Recruit, train, and schedule staff to ensure proper coverage and equitable rotation of duty days. Resolve contract or commission discrepancies, monitor accounts receivable, and meet client families at the time of need or pre-need to present interment, cemetery property, and merchandise options. Attend services and visitations to foster relationships and develop referrals, while handling complaints and ensuring quality service levels in compliance with company procedures. Protect confidentiality of client and company information, identify and remedy location hazards, and perform other duties as assigned.
Required Qualifications
- Four-year degree or equivalent combination of education and experience
- Minimum of 2 years management experience
- Minimum of 3 years sales experience
- Valid state-issued driver's license in good standing and acceptable driving record
- 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
- Ability to simultaneously handle multiple projects, prioritizes tasks, and exercise good judgment
- Attend and perform work in a professional and courteous manner in accordance with the employer's requirements
- Demonstrated willingness to participate in growing market share through community involvement
- May require the possession (or ability to obtain) an insurance license as required by applicable state law
- This position may require up to 10 percent out of area and overnight travel
- Travel is primarily local occurring during the business day only
- Employees in this role are regularly required to climb, sit, stand, bend, kneel, and frequently lift to 25 pounds
- This position may also require reaching, pushing, and pulling
- This position may also be exposed to chemicals and/ or blood borne pathogens
Desired Qualifications
- Bachelor's degree strongly preferred
- Funeral Home and/or Cemetery desired
- 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
- 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
- Bilingual is a plus
- Proficient in Microsoft Office Suite (Outlook, Word, Excel, Access and PowerPoint) preferred
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