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Responsible for achieving annual pre-need sales volume and margin goals of sales team as well as individual sales production. Observe sales representatives during sales meetings and provide timely constructive feedback to motivate pre-need revenue growth. Tracks and trends sales, addresses gaps, takes initiate to dismiss underperforming sales staff.

JOB RESPONSIBILITIES 

Revenue Generating

• Qualifies sales leads by asking probing questions and providing information; schedules sales appointments. 
• Applying sales skills presents pre-need services and products to consumers and influences the importance of pre-need.  Completes electronic sales contract and closes the sales.
• Generates sales leads by presenting pre-need presentations or information at community or non-profit events and consumer homes.

Administrative

• Ensures contracts and paperwork are accurately and thoroughly completed by Sales Representative in a timely manner.
• Builds positive business relationships within the community, non-profit, and civic organizations in order to build Brand presence. 
• Developing and achieving AOR and individual sales goals
• Learning how to apply market demographics, share, and growth/decline rates to develop annual sales goals for sales team.
• Responsible for developing an annual financial budget, monitoring and approving expenses, and achieving financial budget in both revenue and expense.
• Approves time cards prior to deadline, initiates personnel change transactions.
• Additional responsibilities as requested or assigned

People Development

• Coach revenue generators on techniques, technology, and influential personal style.  Provide timely constructive feedback; may recommend re-training.  Facilitates answers to sales and commissions questions.

• Develop a strong, trusting, and reliable team.  Understand team members career aspirations and provide assignments to develop skills and/or close gaps.  Constructively address issues and provide tangible and appropriate feedback.  Apply a proactive and collaborative management style in order to increase employee engagement and minimize turnover.  Monitor training requirements ensuring staff is current.

• Responsible for screening candidates (internal and external) and hiring or promoting a skilled and effective staff. Collaborates with Field Management on Associate Performance, pay increases, special pays, and career advancements.

• Discipline staff as necessary.  Writes development plans to close behavior or skill gaps.  Collaborates with Human Resources throughout discipline, development, and termination processes.  Initiates discussions to terminate underperforming staff.  Recommends and discusses terminations with Leadership.

Background

Education & Licenses:

• High School diploma or equivalent required
• Advanced education strongly preferred for continued career advancement

Experience & Knowledge:

• Prior revenue generating sales experience with a demonstrable record of exceeding annual sales goals required
• Experience with in-home sales a plus
• Experience giving presentations to consumer audiences or public speaking ability required
• Experience in the Funeral Services Industry strongly desired
• Experience with Customer Relationship Management (CRM) systems is desired
• Valid and current driver’s license with an acceptable driving record is required

Skills & Abilities (not listed within Competencies):

• Administrative skills necessary to manage work force, administrative transactions, and planning / forecasting responsibilities
• Ability to present products and service information with compassion and influence to consumers one-on-one or in a group/public setting.
• Computer literate and proficient with MS Office, Word, Excel, and Power Point
• Ability to use computerized databases for sales presentations and electronic contracts

Work Conditions

When considering the work environment associated with this job, the following factors may apply:

• Environment - Work is primarily indoors; professional attire required when in contact with potential customers and families
• Postures – Frequent continuous period of time sitting or standing up to 6 hours per day; frequently climbing stairs to access buildings
• Physical Demands – Physical effort requiring manual dexterity is required, includes paperwork, calculators, computers and phone usage
• Hours – May work beyond standard hours or schedule as business needs arise
• Travel – frequent amount of local and/or multiple location travel required

Compensation:

Salary: $66,560 - $69,000

Benefits:

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

Postal Code: 92705

Category (Portal Searching): Sales

Job Location: US-CA - Santa Ana