Section II: Position Summary
This position will ensure that expected revenue and customer satisfaction goals are accomplished in the assigned territory within Wilbert Funeral Services’ Casket Division.
Personal Car Mileage will be reimbursed. Travel & Expenses are covered at 100%. Estimated Travel Requirements 75%.
Section III: Duties and Responsibilitie s
- Achievement of Territory Sales Revenue Plan (In Total, Focused Product Categories, & By Customer)
- Design and execute effective business plans linked to the overall sales strategy, with corresponding customer calls
- Demonstrates a complete understanding of the formal sales process in terms of positively increasing revenue
- Possesses the required sales skills and competencies to be successful in their role
- Participates in an effective sales training and development program to achieve overall success and capabilities
- Reviews the sales performance of each assigned territory account and primary product group category to determine the successful performance of each, or determines the needed root cause/countermeasure analysis. Responsible for the ultimate execution of the countermeasures and actions.
- Routinely travels to visit all assigned accounts, demonstrating the required work ethic, organization, execution of business planning, in-person customer impact, and overall sales skills and competencies.
- Participates with routine formal performance appraisal discussions with direct management on an ongoing basis
- Develops close relationships with key customers throughout the field sales territory.
- Works aggressively to close all sales opportunities.
- Routinely maintains the company’s CRM / Sales Call Management System & Sales Reporting process
- Effectively communicates any customer concerns, comments, or complaints to the home office per practice and policy; follows-up as needed to ensure overall customer satisfaction
- Attends required sales meetings, business meetings, and industry conventions.
- Helps to assimilate necessary information towards business plan development inclusive of market sizing, SWOT analysis, market projections; other ad-hoc analysis and special assignments as required
- Able to prepare and deliver impactful executive-level presentations
Job Requirements:
Section IV: Qualifications and Skills
To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
Action/Results Oriented – Achieves high level, sustainable performance and results; is bottom-line oriented; steadfastly pushes self and encourages others to grasp ownership for achieving timely, quality, agreed-upon results; is highly energetic; not fearful of acting with less than complete data and planning; seizes opportunities and acts upon them; displays a sense of urgency.
Adaptability – Effectively responds to change and is comfortable with ambiguity; manages conflicting priorities; comfortably handles risk and uncertainty; learns quickly when facing new problems; open to change; analyzes both successes and failures for clues to improvement; enjoys the challenge of unfamiliar tasks.
Analysis/Decision Making – Uses logic and insight to solve difficult problems and create effective solutions; uncovers hidden problems; is excellent at analysis; looks beyond the obvious and seeks the root cause of problems; makes decisions in a timely manner, under tight deadlines and pressure; able to make tough decisions; supports calculated risk-taking; influences others to build support for decisions; includes others (as appropriate) in decision making.
Communication/Language – Presents ideas in a style that is clear, fluent, and to-the-point; keeps the attention of others; clearly articulates the key points of an issue; takes recipients’ perspectives into consideration when communicating; listens to and understands views of others; knows who needs what information and communicates information in a concise, timely and straight forward fashion; not afraid to communicate difficult messages. Ability to read and interpret documents such as financial reports, sales data, and market analysis. Ability to write routine reports and correspondences with the home office, and customers.
Customer Orientation – Understands and meets the expectations and requirements of internal and external customers; gets first-hand customer information and uses it to meet customers’ needs by providing the highest quality products and services; acts with customers in mind; develops effective relationships with customers and gains their trust and respect.
Leadership – Ability to motivate, guide, and lead the team members, provide them with the right resources so that goals can be achieved. Ability to recognize the strengths and weaknesses of the team members and allocate them tasks accordingly. Ability to empower the team members to act independently if the situation demands.
Mathematical – Ability to calculate figures and amounts such as discounts, commissions, and percentages.
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Requirements
Section V: Education & Certificates and/or Experience
- Bachelor’s degree (B.A. or B.S.) from four-year college or university; or four to five years of experience in Business Administration or Marketing; or equivalent combination of education and experience.
- 5+ years in an outside B2B field sales role
- Experience in the funeral services industry is a plus
Section VI: Working Conditions and Physical Requirements
- The working conditions and physical requirements described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
- While performing the duties of this job, the employee is frequently required to stand; walk; sit and talk or hear. The employee will be required to frequently drive a vehicle to customer locations. The employee may be asked to assist in moving caskets and/or other funeral related products.
- The noise level in the work environment is moderate.
Salary: Base + Commission
DISCLAIMER: The above information on this job description has been designed to indicate the general nature and level of work performed by the employee within this classification. It is not designed to contain or be interpreted as a comprehensive inventory of all duties, responsibilities, and qualifications required of employees assigned to this job.,