AVP of Sales (SD) - Service Corporation International

The AVP of Sales is responsible for managing and executing our sales strategy, enhancing revenue growth, and strengthening our sales team. They will work closely with senior leadership to define and implement sales objectives, drive key performance metrics, and cultivate strong relationships with clients and internal teams. The ideal candidate will have extensive experience in sales leadership, an analytical mindset, and the ability to inspire high-performance sales teams.

Job Responsibilities

Sales Strategy & Execution:

• Lead the development and execution of long-term and short-term sales strategies aligned with the company’s overall business goals.
• Assist the Senior Vice President (SVP) of Sales in implementing organizational processes and developing future projects.
• Collaborate closely with the SVP of Sales to ensure smooth workflow and communication across teams.
• Oversee sales forecasting, target setting, and performance tracking to ensure sales goals are met or exceeded.
• Provide guidance and training on sales strategy best practices to enhance team effectiveness and performance.
• Gain deep understanding of customer segments, market conditions, and competitor strategies.
• Leverage analytics and sales data to provide actionable insights into sales performance and strategic decision-making.
• Develop and maintain comprehensive sales dashboards, performance metrics, and reporting systems.
• Identify and evaluate new market opportunities for expansion and product diversification.
• Develop strategic partnerships with Regional Sales Managers as the first line of support for sales teams.
• Mentor the sales managers and representatives to ensure the successful implementation of sales initiatives.
• Identify gaps, needs, and opportunities within sales strategy, and formulate actionable solutions.
• Regularly report on sales performance to senior management, highlighting successes, challenges, and areas for improvement.
• Launch innovative processes that generate significant ROI for the company.

Technology & CRM Systems

• Master the current CRM platform (Salesforce) and support its effective use across the team.
• Assist with the implementation of new systems to enhance sales team productivity and compliance.
• Demonstrate technological expertise to streamline operations and improve efficiency.

Cross-Functional Collaboration

• Maintain professionalism and build relationships with the senior executive team.
• Foster strong working relationships with all relevant departments (e.g., SCI Core and SCI Direct).
• Ensure sales activities align with organizational goals.

Financial Oversight

• Partner with SVPs to manage monthly and annual sales budgets by location.
• Develop monthly sales plans for team execution.
• Create and monitor daily and monthly reports on sales activities, sharing insights with the SVP of Sales.
• Act as the primary contact for sales compensation, commissions, and ad-hoc bonus issues.

Marketing & Lead Allocation:

• Determine lead allocation based on conversion potential for various locations.
• Collaborate with the Marketing team to align sales needs with the marketing budget.
• Set and maintain annual and quarterly sales goals in coordination with Sales Operations, Marketing, and the SVP of Sales.
• Lead regular sales management meetings to provide updates on Sales Strategy initiatives.

Additional Responsibilities

• Perform other tasks as assigned.
• This is not intended to be an all-inclusive list of the essential functions or duties related to this job.

Minimum Requirements

Education

• Bachelor’s degree in Business Administration, Marketing, or related discipline.
• Masters of Business Administration preferred.

Experience

• Eight (8) years experience in sales strategy and development.
• Five (5) years sales management role.
• Proven track record of successfully leading sales teams, driving revenue growth, and achieving sales targets.

Knowledge, Skills And Abilities

• Demonstrated ability to develop and successfully implement strategies and manage change.
• Exceptional communication, negotiation, and presentation skills.
• Ability to analyze data, generate insights, and make informed business decisions.
• Creative thinker with excellent business acumen, proven track record of creating and executing sales program strategies that effectively reaches all of the company’s customer segments.
• Ability to manage and motivate teams, ensuring alignment with company goals.
• Strong understanding of sales software, CRM systems (Salesforce, HubSpot, etc.), and sales performance metrics.
• Ability to work in a fast-paced environment, where collaboration is necessary, and accountability is expected
• Ability to travel 75% of the time

WORK CONDITIONS

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

Work Environment

• Work indoors during all seasons and weather conditions
• Limited amount of local and/or multiple location traveling required
• Standard business dress is required

Work Postures

• Sitting continuously for many hours per day, up to 6 hours per day.
• Climbing stairs to access buildings frequently

Physical Demands

• Physical effort requiring manual dexterity is required, includes paperwork, calculators, computers and phone usage

Work Hours

• Working beyond “standard” hours as the need arises
• Travel up to 75%