Cemetery Market Sales Supervisor

The Market Sales Supervisor plays an essential role in generating revenue and securing future market share for the cemetery providing leadership for the sales advisors who serve families with both at‐need and pre‐need arrangements. In addition to conducting their own personal sales production, the Market Sales Supervisor under the direction of sales management helps recruit, train, coach, and supervise the activities of Family Service Advisors within a designated market. This position is essential in providing direction and motivation to individuals to achieve goals and objectives.

• Help train sales team and provide coaching to ensure that all team members meet/exceed customer service standards.
• Provide positive feedback, reinforcement and recognize/celebrate good performance.
• Help team member performance in a constructive manner, including making progressive discipline and termination recommendations when necessary; Manage absenteeism, leave, and pay issues, in conjunction with oversight from sales management.
• Act as the sales advisor’s expert reference regarding the interment conference, aftercare process, prospecting. methods, prospecting schedule, product knowledge, sales presentations, closing skills, prices, terms, paperwork, sales guideline questions, compliance issues, and the delivery of customer service.
• Coordinate with the sales management to resolve employee issues in a timely and satisfactory manner.
• Conduct weekly sales meetings and daily reviews regarding prospecting activity and sales results.
• As directed by the sales management, conducts “one‐on‐one” coaching sessions weekly with each sales advisor to review performance and to improve upon a particular selling or organizational skills.
• Foster a sense of team and a work environment where employees work effectively together in a positive and engaged manner.
• Accompany sales advisors in the field to observe and coach the sales advisors and to demonstrate how to conduct an aftercare visit, how to ask for referrals, how to give an effective pre‐need presentation, and how to overcome objections and close.
• Schedule family service advisor’s office days and distribute leads.
• Help sales advisors coordinate and deliver group seminars.
• Review sales presentation and other sales tools used by sales advisor to ensure compliance.
• Develop a strong understanding of the market and the competitive landscape; Develop niche markets based on geography, demographics, ethnicity, or religion.
• Ensure all customer service standards are met or exceeded, including the opportunity to purchase the full suite of products we offer. Every family should receive a park tour.
• Develop and understanding of key metrics, such as lead generation, hold rate, close rate, modal rate, pre-need/at-need ratios, etc.
• Participate in community events designed to develop prospects and heighten awareness of the location.
• Demonstrate proficiency in tracking all leads, enter in database on a timely basis, and monitor lead generation advertising to ensure that it is producing the desired results.
• Coordinate the functions of an aftercare visit program.
• Foster relationships with administrative team to ensures all sales related administrative functions are completed in an accurate manner as outlined in Company policies/procedures.
• Demonstrate a thorough knowledge of contract writing and compliance policies.
• Ensure all company operational procedures and policies are followed.
• Under the direction of sales management, handle customer/family situations with tact and diplomacy.
• Ensure all visitors to the location are greeted warmly and professionally and are treated as valued customers.
• Identify areas for continuous improvement, productivity and cost reductions.
• Other duties as directed by sales management

What We Require:

• The ideal candidate will have 1+ years of successful sales leadership experience, preferably with a specific focus on sales team support.
• The successful candidate will be a hands-on supervisor with the energy and drive progress and operate from a solutions mind-set.
• Extensive understanding of pre-need marketing with the Funeral Profession, including the use of insurance products for funding. Licensed to sell insurance in at least one of the states in which FPG operates funeral homes is preferred.
• A track record of success working with geographically dispersed groups of sales-team members and service location managers, combined with a proven ability to raise and achieve new standards of performance.
• Ability to influence thinking and drive results in partnership with field leaders
• Track record of excellent follow-through for sales-team support.
• Experience with the use of technology for communication.