Sales Manager

Our associates celebrate lives. We celebrate our associates.

Increase both property and insured funeral net sales achieving weekly, monthly, and annual sales team goals. Guide, train, and provide constructive feedback to motivate Sales Counselors to achieve weekly and monthly sales goals. Communicate expectations, processes, and service level agreements. Respond to escalated customer service issues.

JOB RESPONSIBILITIES

• Supervise and motivate Sales Counselors to meet or exceed weekly and monthly sales goals.  Increase sales year over year, achieving or exceed sales goals.  Reduce insured funeral and property sales cancellation rates across the team ensuring annual metrics are achieved. 
• Urgently respond to escalated customer issues.  Apply listening and influencing skills, ask diplomatic probing questions to understand the root customer issue.  Discuss with internal resources to understand the issue, discuss options, and obtain approvals.  Implement actions to resolve complaint and update the customer to ensure expectations and service levels are met.
• Continually shadow Sales Counselors and observe their prospecting, presentation, influencing, and closing skills and techniques.  Discuss observations and actively listen to Sales Counselors for development needs.   Provide guidance, partnering, or re-training as applicable.   
• Run reports from Salesforce and CRM to monitor, trend, and forecast sales activity.  Monitor each Sales Counselors productivity addressing underutilization of Salesforce List Views including, unworked, appointments not held, and lead to sale ratio.   
• Establish and communicate expectations, deliverables, and service level agreements.  
• Create staffing schedules to ensure sufficient coverage, lunch, and rest/break periods as well as equitably accommodating requests for time off.  Ensure staff accurately and timely completes and submits weekly time cards. Proactive address issues.

People Development

• Successfully onboard new team members and schedule applicable sales training.
• Develop a strong, trusting, and reliable team.  Provide oversight, guidance, and coaching including regular informal and formal feedback, identifying developmental needs, and tracking progress. Understand team members career aspirations and provide assignments to develop skills and/or close gaps.  Apply a proactive and collaborative management style in order to increase employee engagement and minimize turnover. 
• Responsible for screening candidates (internal and external) and hiring or promoting a skilled and effective staff.
• Timely address staff found to be in violation of the company policies, regulatory compliance, associate handbook, or time keeping.  Draft Performance Improvement Plans (PIP) and disciplinary actions; discuss and review with Sales Director.  Monitor PIP against timeline, discuss outcomes with Sales Director and/or HR, and discuss next steps, including closing the PIP, with the Associate.
• Manages counselors to company’s minimum standard of sales production.

Operations

• Build effective business relationships across the organization.
• Identifies and implements innovative solutions improving efficiencies.  Supports change initiatives, maintaining effectiveness when experiencing major changes in work responsibilities or environment; quickly adjusts to work within new work structures, processes, requirements or cultures.
• This is not intended to be an all-inclusive list of the essential functions or duties related to this job.

MINIMUM Requirements

Education

• Associate’s degree in Marketing, Communications or related field.   Equivalent college hours may be acceptable.         

Licenses

• Life and Health (L&H) Insurance License valid for the state of California and in good standing
• Valid state driver’s license with an acceptable driving record

Experience

• At least two (2) years Rose Hills direct sales or at least four (4) years’ non-industry direct sales experience with documented record of achieving sales goals
• Demonstrate knowledge and application of various sales closing techniques
• Proficient with salesforce.com application; proprietary application experience a plus
• Experience leading people, communicating expectations, and providing constructive feedback preferred
• Demonstrate knowledge and application of regulations and typical procedures.

Knowledge, Skills and Abilities

• Bilingual proficiency in Mandarin and or Cantonese
• Leadership skills and the desire to manage people
• Ability to exhibit diplomacy under pressure, warmth, compassion, and empathy
• Ability to work with culturally diverse customers and colleagues
• Must have a positive attitude, a drive to continually advance your understanding of the industry and business, and highly self-motivated
• Professional written and verbal communication skills including public speaking, collaboration, and negotiation with the ability to interact with the general public.
• Cognitive Ability including reason, plan, solve problems, think abstractly and analytical, comprehend complex ideas, learn quickly, learn from experience, and appropriately apply learning to new situations.
• Process and results oriented, motivated to keep projects moving ahead by removing obstacles and exploring alternatives
• Ability to create clear reports and data visualizations to assist in decision-making and problem analysis
• Conversant in industry acumen
• Advanced skills with proprietary electronic contracts application and CRM; Proficient MS Office Suite skills

Work Environment

• Work indoors and or outdoors during all seasons and weather conditions
• Comply with Field dress code policy

• Frequent, continuous periods of time standing, up 6 hours per day
• Sitting continuously for many hours per day, up to 6 hours per day
• Climbing stairs to access buildings frequently

• Physical effort requiring manual dexterity is required, includes paperwork, calculators, computers and phone usage
• Lifting, pushing, pulling up to 20 pounds

• Working beyond “standard” hours as the need arises

Compensation:

60k-70k plus bonus

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

As part of your pre-employment background check, your criminal conviction history will be verified given that this role requires the following material job duties: Working with or around client families, colleagues, and working with confidential information. Convictions creating a direct, adverse, and negative relationship with the identified job duties may result in withdrawal of a conditional job offer.

Rose Hills is an Equal Opportunity Employer. The company’s hiring procedures do not discriminate against any person on the basis of race, color, national origin, religion, ethnicity, age, sex, sexual-orientation, veteran’s status or disability, or any other legally protected status.

SCI Shared Resources, LLC is committed to an inclusive, barrier-free recruitment and selection process. On request, we will seek to provide appropriate accessibility options to all applicants with disabilities.

Postal Code: 90601

Category (Portal Searching): Sales

Job Location: US-CA - Whittier

We are proud to be North America's leading provider of funeral, cremation and cemetery services.

Our nearly 25,000 associates are driven by our guiding purpose to compassionately support families during their most difficult times, celebrate the significance of life and preserve memories that transcend generations.

We’ve created a culture of Service Excellence to our families and to each other. It’s the reason more than 600,000 families turn to us each year to care for their loved ones.