Sales Manager

Sales Manager

The Sales Manager reports to the General Manager/VP and Cemetery VP. The Sales Manager for this role will manage the Family Service Professionals and/or Advanced Planning Professionals and provide customer service at our locations in Odessa/Midland and surrounding areas. The Sales Manager works with the General Manager, Advanced Planning Professionals (APP), and Family Services Professionals (FSP), often on a daily basis.

The Sales Manager plays an essential role in generating revenue for the funeral home(s) and/or cemetery(ies). He/She is the primary reference for the Family Service Professionals and/or Advanced Planning Professionals and helps manage contact with our families and interaction with them to fulfill their death care needs. The Sales Manager's duties must be performed consistently with the company's mission and values and in adherence to company policies and procedures.

• Coach Family Service Professionals and/or Advanced Planning Professionals and act as their primary reference regarding customer service and satisfaction, prospecting, product knowledge, sales presentations, closing skills, prices, terms, paperwork, sales guideline interpretation, etc.

• Responsible for scheduling, lead distribution, follow-up, and other aspects of managing a sales team, except that the Sales Manager is not required to sell a product/service.

• Generate sales leads through professionally serving at-need families, networking, and interacting in the community;
Partner with other businesses, arrange and coordinate group seminars.

• Assists the VP in developing the annual location pre-need sales budget and assures that the location pre-need sales budget is met.

• Accountable for 24-hour response to customer complaints and teaching the Family Service Professionals and/or Advanced Planning Professionals how to make those complaints an opportunity for both the family and the company.

• Establishment and review of activity and performance plans for Advanced Planning Professionals and/or Family Service Professionals.

• Hiring, discipline, termination, training, advancement, and placement of Family Service Professionals and/or Advanced Planning Professionals.

• Responsible for management of assigned Advanced Planning Professionals and/or Family Service Professionals, including managing attendance, absenteeism, leave, pay issues, and performance.

• Communicate progress of the team to the General Manager and Cemetery VP.

• Jointly work with all personnel to ensure customer satisfaction.

• Ensure compliance of sales practices with federal, state, and local regulations (i.e. "No Call" Legislation).

• Review sales contracts written by the Advanced Planning Professionals and/or Family Service Professionals to make certain they follow sales guidelines.

• Lead change initiatives that support seamless service.

• Act as a resource person for estate planning with the intent to increase market share and new heritage.

• Mentor sales professionals in leading by example. Job shadow to monitor performance and coach.

• He/She is the primary reference for the Family Service Professionals and/or Advanced Planning Professionals and helps manage contact with our families and interaction with them to fulfill their death care needs.

• Any other duties as directed by management except that the incumbent will never have any physical contact with the remains of the deceased at any time.

Requirements:

• High school diploma or GED

• 1-3 years' experience as a Family Service Professional or Advanced Planning Professional

• 2-3 years sales management experience or other related area

• Must be an authorized driver as per Legacy Groups Guidelines

• A valid insurance license may be required in some states

• A history of community, civic, volunteer, or sectarian work within the market would be an asset

• Knowledge of computers and some software

• A valid Texas driver's license and good driving history

• Good written and verbal communication skills needed for interactions with grieving families, co-workers, and other stakeholders to generate accurate, timely responses to questions and requests in a calm, professional manner;
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