Sales Manager – Topeka, KS

Job Summary

The Sales Manager has overall responsibility of supervising Advance Planning Specialists/Family Service Associates assisting families with final arrangements that may include merchandise, services, property and funding options within their market, as well as cemetery property and merchandise. This position will grow the presence of the regional sales team by consistently meeting and exceeding sales goals and revenue targets by presenting the highest quality and professional services. This position will positively represent the company to associates, the families we serve and provide community relations on preneed including funding options and burial plots.

Essential Job Functions and Responsibilities

  1. Demonstrate Core Values of Excellence, Trust, Care and Growth in performing all aspects of position.
  2. Maintain a positive work environment by behaving and communicating in a manner so that you get along with families, co-workers and management.
  3. Remain up-to-date on company policies as assigned.
  4. Manage, monitor and motivate sales team to ensure sales goals are met while maintaining high quality standards with families and the community.
  5. Recruit, hire, coach and train sales team to manage leads, product knowledge, customer service, sales presentations/techniques, policies and procedures, legal requirements.
  6. Participate in sales calls with associates to provide coaching and development.
  7. Review and evaluate sales staff efforts and sales production.
  8. Conduct formal and informal regular sales meetings.
  9. Formulate commission structure for the cemetery and/or funeral sales according to profitability requirements for each entity.
  10. Confer with senior management to develop methods and procedures to increase sales, expand markets and promote business.
  11. Provide sales staff with assistance in performing difficult or complicated duties.
  12. Must be knowledgeable concerning merchandise and services that are being offered.
  13. Analyze details of locations to assess their growth potential and to set sales goals.
  14. Must develop a relationship with underwriters and have a complete understanding of the commission schedule.
  15. Must maintain an accurate accounting of sales staff licensing issues.
  16. Coordinate sales promotion activities.
  17. Create and propose marketing plans to management to ensure effective community awareness and lead development of sales.
  18. Confer with executive staff, management and key associates concerning operational issues, coordinate activities and resolve problems.
  19. Assist management by providing data for the evaluation of all sales staff on an annual basis.
  20. Implement location responsibilities and coordinate functions of all locations in area of responsibility, ensuring that preset deadlines and timetables are met.
  21. Implement corrective action plans to solve organizational or location problems.
  22. Represent company and promote its objectives at industry related conferences and meetings.
  23. Participate in the preparation of budgets for area of responsibility.
  24. Resolve escalated issues.
  25. Light housekeeping to keep the facilities and grounds in perfect order. This includes keeping work areas tidy, picking up litter on the grounds and general straightening up.

Educational, Licensure and Skill Requirements

The Sales Manager will be a seasoned and mature leader with at least 5 years of sales management experience.

  • A bachelor’s degree is preferred, preferably in business or communications.
  • Proven track record of success in cemetery and funeral sales is required.
  • Insurance license required, or ability to acquire within allotted time.
  • Advanced computer and technology skills, proficiency with Microsoft Office applications and customer relationship management database system.
  • Excellent interpersonal skills, attention to detail and effective written and verbal communication skills.
  • Proven sales team leadership, ability to motivate others
  • Excellent time management and organizational skills
  • Strong execution skills and perseverance
  • Solid work ethic
  • Creative energy
  • Ability to analyze financial reports to determine actions necessary to maintain/improve location performance.
  • Ability to develop a detailed understanding of the funeral industry, using proven best practices.
  • Minimal travel required.

Essential Physical Abilities

  • Ability to travel by standard methods of transportation.
  • Must be able to bend, stoop and lift laptop computers, projectors, displays and printed materials.

The above duties are neither intended to be an all-inclusive list of duties and responsibilities for this position nor are they intended to be a listing of prerequisite skills and abilities. The purpose of this job description is to describe the general nature of the position.