Cemetery Market Sales Supervisor

About the role

The Market Sales Supervisor plays an essential role in generating revenue and securing future market share for the cemetery by 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 helps recruit, train, coach, and supervise the activities of Family Service Advisors within a designated market under the direction of sales management. This position provides direction and motivation to individuals to achieve goals and objectives.

Responsibilities

• Train and coach the sales team to ensure all members meet or exceed customer service standards.
• Provide positive feedback, reinforcement, and recognize or celebrate good performance.
• Address team member performance constructively, including making progressive discipline and termination recommendations when necessary.
• Manage absenteeism, leave, and pay issues in conjunction with sales management oversight.
• Act as an expert reference for sales advisors regarding interment conferences, aftercare processes, prospecting methods, product knowledge, sales presentations, closing skills, prices, terms, paperwork, compliance issues, and customer service delivery.
• Coordinate with sales management to resolve employee issues in a timely and satisfactory manner.
• Conduct weekly sales meetings and daily reviews of prospecting activity and sales results.
• Conduct weekly one-on-one coaching sessions with each sales advisor to review performance and improve selling or organizational skills.
• Foster a positive and engaged team environment where employees work effectively together.
• Accompany sales advisors in the field to observe, coach, and demonstrate effective sales techniques, including aftercare visits, referrals, pre-need presentations, overcoming objections, and closing.
• Schedule family service advisors’ office days and distribute leads.
• Help sales advisors coordinate and deliver group seminars.
• Review sales presentations and other tools used by sales advisors to ensure compliance.
• Develop a strong understanding of the market and competitive landscape; identify niche markets based on geography, demographics, ethnicity, or religion.
• Ensure all customer service standards are met or exceeded, including offering the full suite of products and providing every family with a park tour.
• Understand and track key metrics such as lead generation, hold rate, close rate, modal rate, and pre-need/at-need ratios.
• Participate in community events to develop prospects and heighten awareness of the location.
• Demonstrate proficiency in tracking all leads, entering them into the database promptly, and monitoring lead generation advertising for effectiveness.
• Coordinate the aftercare visit program.
• Foster relationships with the administrative team to ensure accurate completion of all sales-related administrative functions as outlined in company policies and procedures.
• Demonstrate thorough knowledge of contract writing and compliance policies.
• Ensure all company operational procedures and policies are followed.
• Handle customer and family situations with tact and diplomacy under the direction of sales management.
• Ensure all visitors to the location are greeted warmly, professionally, and treated as valued customers.
• Identify areas for continuous improvement, productivity, and cost reductions.
• Perform other duties as directed by sales management.

Requirements

• 1+ years of successful sales leadership experience, preferably with a focus on sales team support.
• Hands-on supervisory experience with the energy and drive to progress and operate from a solutions-oriented mindset.
• Extensive understanding of pre-need marketing within the funeral profession, including the use of insurance products for funding.
• Licensed to sell insurance in at least one of the states where the company operates (preferred).
• Proven track record of success working with geographically dispersed sales teams and service location managers, combined with the ability to raise and achieve new performance standards.
• Ability to influence thinking and drive results in partnership with field leaders.
• Excellent follow-through for sales-team support.
• Experience using technology for communication.