Field Sales Manager
Educations and / or Experience
Bachelor’s degree (B.A.) from four-year College or university; and 2-years sales management experience.
Must have own outsides sales experience-prospecting own leads
Mortuary/Cemetery experience preferred
Certificate, Licenses, Registrations
Valid California Driers License
Limited or Full Insurance License preferred or be obtained within 6 months of employment
Cemetery Sales Person License must be obtain within first 45 days of employment
Other Skills and Abilities
Bilingual Spanish Required
PC Literate in Microsoft Work and Excel
Salesforce is a plus
Ability to work flexible hours including evenings, weekends and holidays is required.
Promote sales and enhance the business and goodwill of Forest Lawn.
Partner with Human Resources to recruit new sales representatives
Train new sales representatives, and existing technology-deficient sales representatives, on the usage of the equipment and software provided to them by the Association including desktops, laptops, cellular phones, printers, fax machine, the use of the security fob, time and attendance software, Excel, Work, Outlook, and various functions related with HMIS. May assign Sales Secretary to assist as needed.
Instruct and supervise sales representatives in their duties and Forest Lawn’s sales business, and in all applicable law, policies and procedures.
Ensure that the sales representatives who have not received their cemetery sales license after completion of training period receive the license as well as a limited life or full life agent insurance license. Assist Sales representative in preparing for the exam.
Assist and supervise sales representatives in generating customer leads, giving presentations and making sales.
Support all sales representatives in their sales efforts.
Report and document personnel issues to Regional Sales Manager and Human Resources in a timely manner
Perform any action necessary to render complete services to Forest Lawn and its customers.
For delinquent orphan policies, assign the policy(s) in an equitable manner to a sales representative who will be responsible to follow up with the family or as instructed by Regional Sales Manager.
Follow up with the sales representatives regarding the status of each policy on the delinquency report and necessary steps to be taken to save the policy.
For delinquent property contracts written by terminated sales representatives, either assign these accounts to Sales representatives to follow up with affected families or contact the family directly to help save the property. Follow up with the sales representatives as to the steps taken to prevent these properties from going into default.
Create monthly event/kiosk/table top schedule in a manner prescribed by management in a timely manner.
Ensure that the sales representatives are able to conduct a park tour, present funeral insurance information, tablet information, as well as post need sales presentations. Ensure that planners are capable of completing contracts and documents related to these activities.
Support with the assistance of the Sales Office Manager, the sales representatives in updating their presentation material as required.
Support Regional Sales Manager in his/her effort to develop and grow the business in the region.
Ensure that all sales representatives report results of their appointments and presentations into the CRM system promptly and accurately.
Ensure that all employees have current commodity and table books as well as other required information needed to sell by such as the general price list.
Assign sales representatives to specific areas for prospecting by telephone, door to door and direct mail to ensure that the region is saturating the market that comprises its territory. Ask each new sales professional who has recently completed training to conduct a park tour and present the planning center.
Manage one or more cold calling nights each week. Ensure that the sales representatives are using proper phone techniques, designated phones and are complying with the “Do Not Call” procedures.
Audit and arrange for all direct mail pieces to be sent out, supervise the sales office assistant’s in which labels to print for the direct mail piece. Log in all return cards to insure that the leads are available in the event a sales representative leaves and does not turn in the lead card.
Attend all managers meeting and promote Forest Lawn through approved community events.
Assist Regional Sales Manager in conducting weekly sales meetings.
Manage the region in the absence of Regional Sales Manager.