Managing Director of North America Sales

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This role will be responsible for our West Coast area. Candidates should reside within California or be willing to relocate to the Houston, Texas (headquarters) area.

Develop and achieve long-term and annual revenue and margin goals.  Provide guidance and direction to regional sales leadership to effectively achieve sales production and revenue growth goals as well as customer satisfaction scores. Apply understanding of geographic territories, market penetration, and market demographics, develop Campaign Strategy to increase market share and conversion rate.  Coach and develop a high performing sales force.  Design Sales Commission Plans that appropriately reward while achieving an acceptable margin as well as support SCI’s culture and brand.

JOB RESPONSIBILITIES

Revenue Achievement

• Responsible for developing and achieving annual sales revenue and margin for assigned Area of Responsibility (AOR).  Apply knowledge of market penetration, market demographics, and marketing concepts to accomplish responsibilities.  Collaborates with Market Leadership to develop annual revenue goals.  Communicates long-term sales strategy and annual revenue goals. 
• Establishes sales performance thresholds.  Monitors, tracks, trends, and forecasts sales associate’s production and achievement.  Identifies under performing sales associates and/or markets, discusses deficiency with Sales Director, and develops action plan.  Influences local management to dismiss underperforming sales associates. 
• Collaborates with Market and local management on marketing, advertising, and campaigns appropriate for the local market.  Campaign Strategies to increase market share and conversion rate.  Collaborate with Corporate Marketing to develop strategy and campaigns as well as leveraging resources.
• Identifies and implements innovative solutions for practice or workflow changes to improve department operations or other department-specific measures by leading unit projects and/or other department/system directed activities. Collaborate with colleagues and market leadership to remove operational barriers, encourage ideas, and business or operational enhancements.  Work with Market Leadership and Corporate Departments on product, process, and technology needs and improvements.  Supports change initiatives, maintaining effectiveness when experiencing major changes in work responsibilities or environment; adjusts effectively to work within new work structures, processes, requirements or cultures. 

Administrative

• Develop annual expense and personnel budgets, reviews expense statements and takes necessary actions to control and reduce costs. Ensures adequate supplies are available. Implements department strategies to achieve financial target and staffing needs, developing others to do the same, through optimizing productivity, supply/resource efficiency, minimizing incidental overtime and overtime percentage, and other areas according to department specifications. Proactively plans for identifying capital needs related to current equipment and future department projects.

People Development

• Develop a strong, trusting, and reliable team.  Understand team members career aspirations and provide assignments to develop skills and/or close gaps.  Constructively address issues and provide tangible and appropriate feedback.  Apply a proactive and collaborative management style in order to increase employee engagement and minimize turnover.  Monitor training and licensing requirements ensuring staff is re-trained/licensed prior to expiration.

• Responsible for screening candidates (internal and external) and hiring or promoting a skilled and effective staff. Establishes pay, recommends pay increases, special pays, and career advancements.

• Discipline staff as necessary.  Writes development plans to close behavior or skill gaps.  Collaborates with Human Resources throughout discipline, development, and termination processes.  Recommends and discusses terminations with Leadership.

Background

Education & Licenses:

• Bachelor’s degree in Marketing, Business or related discipline required

Experience & Knowledge:

• At least fifteen (15) years’ sales and marketing experience achieving annual goals and building high performing sales force
• At least ten (10) years’ sales experience in the Funeral Services Industry with a demonstrable record of achieving annual revenue and margin goals
• At least five (5) years’ management experience developing sales teams across a geographic region

Skills & Abilities (not listed within Competencies):

• Administrative skills necessary to manage work force, administrative transactions, and planning / forecasting responsibilities
• Analytical thinking to weigh pros/cons of solutions in order to make effective and sustainable business decisions
• Computer literate and proficient with MS Office, Word, Excel, and Power Point

Work Conditions

When considering the work environment associated with this job, the following factors may apply:

• Environment - Work is primarily indoors;
• Attire - professional attire required when in contact with families and associates
• Postures – Frequent continuous period of time sitting or standing up to 6 hours per day; frequently climbing stairs to access buildings
• Physical Demands – Physical effort requiring manual dexterity is required, includes paperwork, calculators, computers and phone usage
• Hours – May work beyond standard hours or schedule as business needs arise
• Travel – 50% to 70% regional travel; up to 10% North America travel; ability to lift and carry luggage