Director Of Sales & Funnel Optimization

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The Director of Sales & Funnel Optimization is a strategic leadership role focused on enhancing lead effectiveness, funnel conversion, and overall sales performance. This position oversees the entire sales funnel lifecycle-from initial lead engagement through close-ensuring every opportunity is optimized. The role partners closely with sales leadership to implement real-time analytics, coach mid-funnel processes, and elevate sales execution. The ideal candidate combines data-driven decision-making with people-centric leadership to drive sustainable growth.

Key Responsibilities

Business & Funnel Leadership

• Lead the end-to-end funnel optimization strategy and reporting cadence:

• Monthly Action Plans: Strategic funnel KPIs aligned with sales leadership.

• Weekly Funnel Reports: Tactical lead movement and conversion insights.

• Daily Dashboards: Real-time KPI tracking, trend identification, and BU-level drilldowns.

• Analyze lead trends, forecast performance, and identify gaps across lead sources and funnel stages.

• Generate and maintain reports/dashboards focused on lead-to-sale ratios, funnel leakage, and opportunity prioritization.

• Achieve monthly appointment set rates and lead-to-sale conversion targets.

• Collaborate cross-functionally to improve funnel processes, technology integration, and operational workflows.

Mid-Funnel Management

• Design and execute national and targeted initiatives to increase mid-funnel movement.
• Standardize mid-funnel processes and promote best practices across markets.
• Oversee weekly manual lead reassignment to optimize counselor productivity and lead engagement.

Coaching & Communication Leadership

• Facilitate daily coaching sessions (WebEx) with counselors, managers, and Sales Directors.
• Guide Market Performance Reviews to assess sales trends and improvement areas.
• Train managers in funnel coaching and opportunity identification.
• Deliver ad hoc tactical coaching to enhance counselor effectiveness.
• Provide ongoing support to align location operations with sales strategies.
• Communicate lead opportunities to specialized teams (e.g., seminars, digital, re-engagement).
• Lead change management communication and implement new initiatives with clarity and consistency.

Qualifications

Education

• High school diploma required; Bachelor's degree in Business, Marketing, or related field preferred.

Licensing

• Valid state driver's license in good standing.

Experience

• 10+ years of progressive sales experience, including demographic analysis and competitive strategy.
• 5+ years in funeral/cemetery pre-need direct sales.
• 3+ years coaching and leading sales teams to meet or exceed goals.
• 3+ years using sales analytics platforms and tools.

Skills & Abilities

• Strong communication and interpersonal skills; culturally sensitive and tactful.
• Proficient in data analysis tools, CRM, and Microsoft Office Suite.
• Ability to manage multiple priorities and deadlines.
• Strong strategic, analytical, and problem-solving skills.
• Bilingual skills preferred.
• Ability to travel up to 75%.

Work Environment

• Indoor work environment with local and regional travel.
• Requires professional attire during family/client interactions.
• May involve extended sitting and computer use.
• Flexible hours beyond standard business hours as needed.

Postal Code: 77019

Category (Portal Searching): Sales

Job Location: US-TX - Houston