Sales Director

4 weeks ago

Kansas City, Missouri, United States Park Lawn Corporation Full time
Why Work for Park Lawn Corporation?

At Park Lawn Corporation, we value honesty, courage, integrity, and ethical behavior. We are rooted in the communities we serve, providing a personal touch to every family we assist. Our team members display a strong work ethic and commitment to our core values, respect for the family, the profession, and the individual.

Service
  • We work with leading experts in the funeral and cemetery profession to provide exceptional service to our clients.
  • We strive to deliver high-quality service, ensuring that every family feels valued and supported throughout the process.
Benefits
  • We offer financial assistant programs to encourage employees to pursue education and development in industry-related subjects.
  • We provide robust Health and Welfare Plans, savings account options, and a Company Match to support our employees' personal needs and well-being.
  • We offer a variety of Vacation, Personal Days, and Sick Days to ensure our team members have time for physical and emotional replenishment.
  • We provide Employee Discounts on services, merchandise, and property to help our team members in their time of need.
Culture
  • We value honesty, courage, integrity, and ethical behavior, and we expect our team members to uphold these values in their work.
  • We are committed to providing a positive and supportive work environment, where our team members can grow and develop professionally.
  • We believe in the importance of community involvement and encourage our team members to participate in local events and initiatives.
Job Summary/Objective

This position is responsible for creating and driving sales strategies and performance to ensure the business meets or exceeds standards. The Sales Manager will lead and manage the sales team's performance, recruit and train effective sales staff, and develop and implement sales initiatives to motivate and energize the sales team.

Essential Functions
  • Lead and manage the sales team's performance through effective performance management, coaching, disciplinary action, and termination, when necessary.
  • Recruit and train an effective sales staff to meet sales targets and exceed customer expectations.
  • Develop and implement sales initiatives to motivate and energize the sales team, including generating sales leads through participation in the surrounding community and through civic relationships.
  • Monitor and analyze sales results, including contract status, client family feedback, cancellations, etc., to develop an ongoing action plan for success.
  • Communicate sales results on a weekly, monthly, quarterly, and annual basis to management.
  • Recognize market changes, team changes, and operational goals and recalibrate the team and team efforts for continued success.
  • Schedule sales staff to ensure proper coverage and equitable rotation of staff and duty days.
  • Review and resolve contract or commission discrepancies as needed.
  • Monitor and analyze accounts receivable, ensuring collection activities are ongoing and effective.
  • Meet with client families at the time of need or on a pre-need basis to ensure that they are presented with all options pertaining to interment, cemetery property, and related merchandise and services.
  • Attend services and visitations for client families whenever possible to foster relationships, ensure excellent service, and develop potential referrals.
  • Comply with all company procedures for customer service when dealing with families, handling complaints, completing post-interment service activities, and performing other duties necessary to ensure quality service levels.
  • Protect confidentiality of company and client family information, including sales and marketing programs and materials, names and addresses of client families and employees, and other related information.
  • Identify and remedy all hazards at location and on grounds.
  • Perform other duties as assigned.
Competencies
  • Communication Proficiency.
  • Teamwork Orientation.
  • Detail Orientation.
  • Thoroughness.
  • Customer Service Orientation.
  • Time Management.
Required Education, Experience, Certifications and Licensure
  • Four-year degree or equivalent combination of education and experience required.
  • Bachelor's degree strongly preferred.
  • Minimum of 2 years management experience; Funeral Home or Combo desired.
  • Minimum of 3 years sales experience.
  • Proven track record of success in inside sales production, strongly preferred.
  • Demonstrated ability to build, inspire, train, and energize sales team.
  • Ability to read and interpret company policies, procedures, contracts, insurance documents, and pricing structures or lists.
  • Ability to effectively work and develop sales leads and referrals from recognized sources and approved methods.
  • Ability to compute discount, interest, profit, and loss; commission, markup, and selling price; and ability to calculate surfaces.
  • Effectively utilize all sales training and techniques to fulfill production requirements.
  • Effective and professional communication skills, with an emphasis on verbal skills and the ability to resolve and respond to issues in a professional manner.
  • Ability to be proactive and willing to take initiative in all circumstances.
  • Attention to detail and follow-through.
  • May require the possession (or ability to obtain) an insurance license as required by applicable state law.
  • Valid state-issued driver's license in good standing and acceptable driving record.
Additional Eligibility Qualifications
  • Attend and perform work in a professional and courteous manner in accordance with the employer's requirements.
  • Demonstrated willingness to participate in growing market share through community involvement.
  • Able to read, write, and speak English fluently. Bilingual is a plus.
  • Proficient in Microsoft Office Suite (Outlook, Word, Excel, Access, and PowerPoint) preferred.
  • Ability to communicate effectively with internal, as well as external customers, community leaders, and grieving client families.
  • Ability to empathize with client families and their guests and demonstrate tact and patience in emotionally charged situations.
  • Ability to rapidly assess the needs of client families and quickly adapt to changing circumstances.
  • Tactful and professional when dealing with complaints or dissatisfaction with services or merchandise.
  • Maintains a positive attitude and working environment through organization and communication.
  • Ability to simultaneously handle multiple projects, prioritizes tasks, and exercise good judgment.

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