Advanced Planning Sales Manager

Carriage Services; Richmond, Northern (CA, KY); Hybrid; USD 170,000 - 210,000; Full time

Job summary

Carriage Services in California seeks a Sales Manager to lead the location's sales team, drive strategies, and ensure targets are met in the funeral and cemetery sector.

The role focuses on recruiting, training, and performance management, with a base pay plus commissions. Strong empathy for clients and professional communication are essential in this emotionally charged field.

Qualifications

• Minimum 1–2 years of management experience; Funeral Home or combo preferred.
• Minimum of 3 years sales experience.
• Possession or ability to obtain an insurance license as required by law.
• Valid state driver's license in good standing.

Responsibilities

• Lead and manage the sales team's performance through coaching and disciplinary actions when necessary.
• Recruit and train an effective sales staff.
• Meet or exceed sales targets for the location.
• Develop and implement sales initiatives to energize the team.
• Generate leads through community involvement and civic relationships.
• Monitor sales results and create action plans for success.
• Communicate results to management on a regular basis.
• Ensure compliance with company policies and protect confidentiality.
• Interact with client families at need and foster referrals.

Skills

Sales leadership

Team management

Inside sales

Communication skills

Customer empathy

Coaching

Strategic planning

Education

High School diploma or equivalent

College degree preferred

Job description

At Carriage Services, we are united by our purpose of creating premier experiences through innovation, empowered partnership, and elevated service. As a member of our team, you'll join a dynamic community dedicated to setting new standards in the Funeral and Cemetery profession. Join us on this exciting journey as we continue to shape the future of our industry. Carriage Services is an equal opportunity employer.

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

Compensation: Base pay + Commission earnings = $190,000 per year

Qualifications

• High School Diploma or equivalent.
• College degree or some college preferred.
• Minimum of 1 to 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.
• May require the possession (or ability to obtain) an insurance license as required by applicable law.
• Valid state-issued driver's license in good standing and acceptable driving record.
• Basic overall computer proficiency.
• Demonstrated ability to build and inspire 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.
• Ability to train and energize staff.
• 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 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.
• Ability to be proactive and willing to take initiative in all circumstances.
• Tactful and professional when dealing with complaints or dissatisfaction with service or merchandise.

Job Duties

• 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.
• 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.