Family Unit Service Leader (Assistant Sales Manager)

The Assistant Sales Manager supports the Sales Manager in creating, executing, and sustaining sales strategies and performance that ensure the business meets or exceeds established Standards. This role is responsible for driving individual sales production while assisting with the development, coaching, and performance management of the sales team. The Assistant Sales Manager leads by example, to reinforce Carriage Services’ culture and values, and ensure that exceptional service is always delivered to client families.

Compensation: $65,000 per year base salary + overrides

Job Type: Full-Time

Location: Fairfax Memorial Park located in Fairfax, VA.

Qualifications

• High School Diploma or equivalent required.
• College degree or some college preferred.
• Minimum of 1 year of leadership or supervisory experience preferred; Funeral Home, Cemetery, or Combo experience strongly desired.
• Minimum of 3 years of sales experience required.
• Proven track record of success in inside sales production strongly preferred.
• May require possession of, 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 influence, coach, and motivate sales team members.
• 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 calculating surfaces.
• Ability to effectively utilize all sales training and techniques to fulfill production requirements.
• Effective and professional communication skills, with an emphasis on verbal communication and issue resolution.
• 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 adapt to changing circumstances.
• Proactive, self-directed, and willing to take initiative in all circumstances.
• Tactful and professional when handling complaints or dissatisfaction with service or merchandise.

Job Duties

• Assists the Sales Manager in leading and managing sales team performance through coaching, performance feedback, and reinforcement of Standards.
• Maintains consistent individual sales production to support location revenue goals.
• Supports recruiting, onboarding, and training of new sales team members.
• Reinforces Carriage Services’ sales training, ethical sales practices, and customer service standards.
• Assists in meeting or exceeding sales targets for the location(s).
• Participates in the development and execution of sales initiatives designed to motivate and energize the sales team.
• Generating sales leads through participation in community events, civic organizations, and relationship-building activities.
• Assists with monitoring and analyzing sales results, including contract status, cancellations, and client family feedback.
• Communicates sales activity, production, and observations to the Sales Manager on a regular basis.
• Assists with scheduling sales staff to ensure proper coverage and equitable rotation.
• Reviews contracts for accuracy and assists in resolving contract or commission discrepancies.
• Supports monitoring of accounts receivable and collection activities.
• Meets with client families at time of need and on a pre-need basis to ensure all options related to interment, cemetery property, and merchandise are presented.
• Attends services and visitations whenever possible to foster relationships, ensure excellent service, and develop potential referrals.
• Comply with all company procedures for customer service, complaint resolution, post-interment service activities, and quality assurance.
• Protects the confidentiality of company and client family information, including sales programs, marketing materials, and personal data.
• Identifies and reports hazards at the location and on the grounds.
• Performs other duties as assigned.
• Assumes Sales Manager responsibilities as directed or in the absence of the Sales Manager.