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Sales Manager

Sales Manager

Park Lawn Memorial Group, LLC.Trenton, NJ, US
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Job Description

Job Description

Why Work for Greenwood Cemetery?

Service

  • At every level, our dedicated team members display a strong work ethic and commitment to our core values, respect for the family, the profession, and the individual.
  • Work with leading experts in the funeral and cemetery profession.

Benefits

  • Financial assistant programs encouraging employees through education and development in industry related subjects.
  • Robust Health and Welfare Plans, and savings account options, designed to support your personal needs, enhance well-being and help navigate life’s challenges.
  • Rich 401k and Roth Retirement Plan options available for both Full Time and Part Time employees along with a Company Match.
  • Variety of Vacation, Personal Days and Sick Days based on your role emphasizing the importance of physical and emotional replenishment for our team.
  • Employee Discounts on services, merchandise, and property to help our team members in their time of need.

    • Culture

  • We value honesty, courage, integrity, ethical behavior and the development of personal growth.
  • We are rooted in the communities to provide a personal touch to every family we serve.
  • We believe in the value of funeral and cemetery service, drawing on decades of experience to create the best experience for our families.

    • Sales Manager - Summary / Objective

    This position is the primary lead accountable for creating and driving sales strategies and performance to ensure the business meets or exceeds Standards.

    Essential Functions

  • Leads and manages the sales team’s performance through effective performance management, coaching, disciplinary action, and termination, when necessary.
  • Recruits and trains an effective sales staff.
  • Leads team by example in the areas of sales activity and sales volume.
  • Meets or exceeds the sales targets for the location(s).
  • Develops and implements sales initiatives that motivate and energize sales team members to achieve and succeed.
  • Generates sales leads through participation in the surrounding community and through civic relationships.
  • Monitors and analyzes sales results, including contract status, client family feedback, cancellations, etc., to develop an ongoing action plan for success.
  • Communicates sales results on a weekly, monthly, quarterly, and annual basis to management.
  • Recognizes market changes, team changes and operational goals and recalibrates the team and team efforts for continued success.
  • Schedules sales staff to ensure proper coverage and equitable rotation of staff and duty days.
  • Reviews and resolves contract or commission discrepancies as needed.
  • Monitors and analyzes accounts receivable, ensuring collection activities are ongoing and effective.
  • Meets 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.
  • Attends services and visitations for client families whenever possible to foster relationships, ensures excellent service, and develops potential referrals.
  • Complies 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.
  • Protects 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.
  • Identifies and remedies all hazards at location and on grounds.
  • Performs 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 and / or Cemetery 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 list.
  • 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.

    • Supervisory Responsibility

    This position has direct management responsibilities, including hiring, firing, performance management and disciplinary actions as needed.

    Physical Demands and Work Environment

  • The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job.
  • The duties associated with this position are generally performed in an indoor office setting.
  • Outdoor duties may require exposure to natural elements such as inclement weather, extreme temperatures, uneven ground, dust, gas, and / or fumes.
  • Equipment used to perform the essential function of this position includes, but is not limited to computer, fax, copier, merchant terminal, multi-line phone system, personal or company owned vehicle.
  • Employees in this role are regularly required to climb, sit, stand, bend, kneel, and frequently lift to 25 pounds.
  • This position may also require reaching, pushing, and pulling.
  • This position may also be exposed to chemicals and / or blood borne pathogens. Exposure risk is considered : _____ Low

    • Travel

  • This position may require up to 10 percent out of area and overnight travel.
  • Travel is primarily local occurring during the business day only.

    • Other Duties

    Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee for this job. Duties, responsibilities and activities may change at any time with or without notice.

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    Sales Manager • Trenton, NJ, US

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