• Lead capture planning efforts using the Shipley methodology to improve win probability. • Develop strategic relationships with procurement officers and program managers within state and local agencies, municipalities, and higher education institutions. • Shape and influence potential contract opportunities through proactive engagement and intelligence gathering. • Build a strong pipeline of professional services opportunities through diligent lead generation, client meetings, and networking. • Collaborate closely with proposal, recruiting, and delivery teams to ensure seamless transition from capture to execution. • Maintain detailed records of outreach activities, pipeline progress, and client engagement in the CRM system. • Consistently meet or exceed assigned revenue targets and opportunity conversion goals. • Represent KAIP at industry forums, trade shows, and client events to enhance visibility and brand awareness. • Provide continuous feedback to KAIP leadership regarding market trends, agency needs, and service alignment.

• Ensure the attainment of assigned revenue budgets by overseeing production and goal setting at all locations, driving sales events, coaching to price integrity and helping to identify and convert premium sales. • Provide direction and coaching to maximize sales using the CRM System; manage and hold Sales Counselors accountable for achieving key sales metrics. • Train Sales Counselors in assigned markets on event execution, sales closing, CRM usage, and business development fostering Everstory Sales programs to ensure the best possible results with current and potential customers; provide coaching to overcome objections and remove obstacles. • Hold daily morning sales huddles with Sales Counselors for training and accountability; review prior day’s results and appointments daily as well as the appointments for the week ahead to provide direction on issues that may have occurred. • Provide daily coaching and counseling to all Sales Counselors on the team to increase conversions in all business lines and ensure the highest quality of treatment of all customers. • Regularly communicate with other departments to ensure seamless support of location needs. • Schedule all Sales Counselors on a regular or rotating basis, to provide location coverage and coverage for prospecting that meets the needs of the customer. • Responsible for the hiring, performance management, promotion and termination of assigned Sales Counselors, ensuring company policies are adhered to in all HR actions. • Ensure Sales Counselors are providing clients with all options and services available, including a defined park tour of the cemetery.

• Responsible for supporting Area Vice Presidents, General Managers, and Sales Managers in their local sales and marketing efforts. • Work directly with Sales Managers within specific markets to analyze the market and local competitors. • Write local sales and marketing plans, create smart goals to measure success, and train Sales Managers with sales process, CRM utilization, on and off-site events, and business development. • Assist in building local referral relationships to drive local awareness and direct referrals. • Meet and exceed goals set for each location’s sales basics metrics including appointments, lead generation, deals generated and closed and business development. • Train staff in specific markets on event execution, sales closing, CRM usage, and business development.

• Develop and grow business across the Midwest region • Identify, pursue, and convert new customer opportunities (including cold outreach) • Deepen partnerships with current customers to expand sales • Manage customer-specific projects from ideation to commercialization • Work closely with R&D, Quality, Client Services, and Marketing to exceed customer expectations • Represent LifeSpice at regional and national trade shows