Senior Sales Director

Essential Job Functions: Must be able to perform the essential functions of the job with or without reasonable accommodations.

• Maintain regular office hours to ensure support of counselors, managers and departments within the company.
• Consistently meet monthly and quarterly net sales quotas in both property and insured funeral sales.
• Ensure management of cancellations for both property and funeral sales.
• Lead, develop, and staff the Sales Team to meet or exceed the weekly and monthly team sales quota.
• Ensure all counselors are attending team meetings, office duty shifts as well as all other trainings and required meetings.
• Ensure all counselors are entering their time accurately and are taking all required breaks and meal periods. Follow up on any counselor found to be in violation of the company policies regarding time, rest periods and overtime.
• Mange the team’s sales activity through salesforce. Identify trends and opportunities for the teams increased efforts. Ensure all counselors are working their Salesforce List Views including, unworked, appointments not held and their lead to sale ratio.
• Ensure all counselors are competent with their Beacon and Salesforce training.
• Ensure that every New Hire completes the Company’s New Counselor Training Program, and attends the Department Sales Training programs as scheduled.
• Continually seek out, observe, and listen to your Sales Managers/Counselors, and implement practices to help their teams to succeed in prospecting, presenting, and selling.
• Create a Personal Improvement Plan that shows the development needs for the Sales Counselors/Managers, with timelines for improvement. Provide coaching to counselors/managers.
• When necessary, provide prompt progressive discipline. Consult SVP Sales and Human Resources when faced with personnel issues.
• Ensure support of the Company core values and guidelines, and encourage the Sales Team to follow the example.
• Build team morale and respect for the Company, for management, and for fellow associates.
• Deal diplomatically with interruptions, changing priorities, high volume of work (with accuracy), and deadlines.
• Must be able to multi-task, set priorities, and organize work.
• Meet with Client Families for customer service and to resolve issues in a professional and a timely manner.
• Adhere to Company policies, procedures, rules, and controls.
• Adhere to safety rules and regulations, and report unsafe practices to management.
• Understand and achieve annual goals.
• Conduct annual reviews for Sales Managers, setting goals and benchmarks.

Key Competencies

As an Individual Contributor, incumbent is expected to meet the Key Competency requirements of Open Communication, Building Relationships, Personal Leadership, Commitment to Quality, Business Focus, and Customer Focus. Meeting the behavior standards in each Competency links directly to the annual Performance Review.

Preferred Experience and Education

Two years sales experience, with one of those years preferred in the funeral service industry

Two years of college courses, or A.A. degree preferred, or equivalent

Special Skills

Warmth, compassion, empathy

Diplomacy under pressure

Good sales and closing techniques

High level of written and verbal communication skill

Cultural sensitivity to the diverse community that Rose Hills serves

Valid CA Driver’s License

Safely drive personal vehicle

PC skill with MSWord, Excel, and Outlook

HMIS and Salesforce familiarity

Must be self starter and detail oriented

Problem solving and conflict resolution

Working Environment

Work in a fast-paced, multi-tasking sales environment with counselors and management; each day can be unpredictable, so flexibility is required; travel to the prospective customer’s home to discuss their funeral service needs. Incumbent must be able to provide the level of professional service and appearance that families expect. May occasionally work alone. Must exhibit flexibility, dependability, and teamwork to coworkers.

Physical Requirements

Work in a sales environment in offices or homes; work seated for prolonged periods of time; potential eyestrain from viewing of computer monitor; ergonomic requirements must be considered for safety and health. Must be able to drive to and from appointments with customers.

Compensation:

Exempt: $95,000/yr - $125,000/yr

Plus Bonus

Exact compensation may vary based on skills, experience, and location

Benefits (dependent upon eligibility):

Medical*Dental*Vision*Flexible Spending Accounts (health care and dependent care)*Health Savings Account with Company Contribution*Sick Leave*Short-Term Disability*Long-Term Disability*Life Insurance*Voluntary Accidental Death or Dismemberment Insurance*Dependent Life Insurance*SCI 401(k) Retirement Savings Plan with Company match*Employee Assistance Program