Sales Professional - Inside Sales

About the Role

Providing exemplary customer service to the Hispanic community, this role serves as the primary customer contact, selling at-need cemetery property and products as well as pre-need funeral and cemetery arrangements. You will generate revenue by selling customized special goods to walk-in customers and warm leads. The position requires the ability to work in the death industry while exhibiting compassion.

Responsibilities

• Connect with families through active listening, honest communication, and genuine concern to understand each family’s unique needs, culture, and concerns.
• Present electronic presentations to customers, explaining services, products, and property options.
• Drive a company vehicle to show customers available cemetery plots or columbarium niches.
• Discuss options with customers, answer their questions, and assist in making selections.
• Enter selections into an electronic contract and obtain supporting documents to verify customer authorization.
• Review the electronic contract with the customer and obtain their signature.
• Obtain life insurance policies, payments, or discuss payment options.
• Follow up with families as arrangements progress, address issues or changes, and resolve concerns as their primary contact.
• Collaborate with funeral and cemetery teams to provide seamless, high-quality service.
• Take initiative to resolve customer concerns, discuss options with team members or management, obtain authorizations, and follow up with customers via in-person meetings, phone, or email.
• Greet and escort immediate family members and attend visitations, services, and receptions to answer guest questions or resolve issues.
• Softly obtain warm leads from attending family and guests interested in pre-need arrangements, dedicating approximately 25% of your workweek to reviewing and following up on these leads.
• Place outgoing calls to warm leads to establish initial contact, listen to their needs, and schedule formal appointments.
• Provide prospective customers with industry marketing materials.
• Confirm appointments at least 24 hours in advance and reschedule as needed.
• Prepare for appointments based on customers' previously disclosed needs.
• Maintain leads in the SalesForce.com database and monitor progress to achieve a 4-to-1 close rate.
• Utilize online training tools to gain knowledge, rehearse presentations, and continually improve skills.
• Apply learned knowledge and skills to the business environment under guidance, with work reviewed for accuracy, quality, and coaching.
• Complete routine work following established procedures and comply with regulations and policies; escalate non-routine issues for assistance.
• Exhibit accountability for behaviors and ensure compliance with local, state, and federal regulations.
• Discuss assignments, expectations, priorities, and deadlines with your manager and seek guidance and coaching.
• Adjust effectively to new work structures, processes, requirements, or cultures.

Requirements

• High School Diploma or GED; college coursework at the sophomore level preferred.
• In lieu of college courses, an additional two years of directly related work experience in business administration, sales, or marketing may be considered.
• Current state-issued driver’s license with an acceptable driving record to drive company-owned vehicles.
• Life Insurance License as required by the state regulatory board.
• At least 1 year of customer service or direct sales work experience.

Skills

• Bilingual in Spanish and English.
• Professional verbal communication skills.
• Computer skills.
• Willingness to work in the death industry.
• Positive attitude, drive to continually advance understanding of the industry and business, and high self-motivation.
• Ability to build professional and trusting business relationships.
• Cognitive ability including reasoning, planning, identifying problems, comprehending ideas, learning quickly, and applying learning to new situations.
• Process and results-oriented, with the ability to keep projects moving by identifying obstacles and escalating them to management.
• Ability to comply with company policies, including punctuality, attendance, workplace safety, and projecting a favorable company image.
• Available to work nights, weekends, and overtime.
• Must pass the company’s internal presentation certification within thirty days of employment.

Pay

Target compensation range: $50,000 to $100,000 annually. The estimated total target compensation for this position in the first year typically ranges from $50,000 to $100,000 based on a strong commission-based incentive structure. In subsequent years, sales professionals commonly earn $100,000 to $150,000 or more annually. Actual compensation will vary based on individual performance, geographic location, and applicable business conditions. This position pays no less than $10.00 per hour for all hours worked.

Benefits

• Medical, dental, and vision insurance.
• Flexible Spending Accounts (health care and dependent care).
• Health Savings Account with company contribution.
• Sick leave.
• Short-term and long-term disability.
• Life insurance.
• Voluntary accidental death or dismemberment insurance.
• Dependent life insurance.
• SCI 401(k) Retirement Savings Plan with company match.
• Employee Assistance Program.