Sales Professional - Outside Sales

About the role

As an Outside Sales Professional, you will be a self-starter expected to achieve your quota (pacesetter) target by selling pre-need arrangements and services. You will serve families in a professional, caring, and timely manner, with follow-up and generation of referrals being integral to your success. You will also develop relationships within the community to establish a strong service relationship with families.

Responsibilities

• Lead Generation
  • Consistently network and build relationships to generate referrals for at-need cemetery arrangements and pre-need arrangements using company tools, processes, and standards.
  • Hold yourself accountable for prospecting a minimum of 4 hours every day (if working 8 hours), such as approaching families face-to-face during events, door knocking, or group seminars.
  • Obtain referrals from families served by following up through visits after the service.
  • Network and build community and civic relationships.
  • Explain and present Dignity Memorial® Personal Planning Guide presentations to families served and referred families.
  • Maintain and track activity levels to ensure productivity.
  • Remain flexible with your schedule to achieve results; often work nights and weekends.
• Build Relationships with Families
  • Establish and maintain strong business relationships with families by connecting, relating, resolving concerns, and committing to follow-through.
  • Respond to client inquiries in a timely, respectful, sensitive, and professional manner.
  • Support families in times of grief with acts of kindness.
  • Connect with families through listening, honest communication, and genuine concern.
  • Develop an understanding of each family’s unique needs and offer solutions that provide value.
  • Stay in touch with families to ensure satisfaction.
  • Prepare for all appointments and perform all procedures with professionalism and attention to detail.
  • Provide service beyond expectations to ensure satisfaction and form the foundation for future sales based on long-term relationships.
  • Build trust-based relationships to earn the right to ask for referrals.
  • Earn the right to gain referrals by educating families on the benefits of pre-planning.
• Teamwork
  • Consistently build relationships and work cooperatively with Funeral Directors and other funeral home and/or cemetery staff.
  • Collaborate with funeral directors, location managers, and other staff to provide seamless, high-quality service.
  • Represent a continuous link from services provided at-need, through aftercare, to providing services for future protection.
  • Thoroughly review previous services and contacts with families to prepare for supporting current needs and/or sales.
  • Act as one team, setting arrangement continuation visits within two to three days after the service.
  • Share family concerns with the rest of the SCI team.

Requirements

• Education
  • High school education or equivalent.
  • 1-2 years of college or equivalent experience.
• License
  • Current state/province-issued driver’s license with an acceptable driving record.
  • In states/provinces where required, must hold a Funeral Directors License to perform this role.
• Experience
  • Sales experience or one to two years of industry experience or equivalent education.
  • Previous experience with Customer Relationship Management (CRM) systems is a plus.
• Knowledge, Skills, and Abilities
  • Basic computer and technology skills within a sales environment.
  • Ability to work well in a team, as well as independently.
  • Ability to work beyond “standard” hours as the need arises.
  • Good driving record.
  • Good work ethic.
  • High-level of integrity.
  • Creative, outgoing, and energetic.
  • Comfortable presenting in front of others.
  • Desire to help others.
  • Bilingual (knowledge of another language) is a plus.

Work Conditions

• Work Environment
  • Work indoors and outdoors during all seasons and weather conditions.
  • Local and/or multiple location traveling required.
  • Comply with dress code policy.
• Work Postures
  • Sitting continuously for many hours per day, up to 6 hours per day.
  • May climb stairs to access buildings.
• 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.

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 annually 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 $16.90 per hour for all hours worked.

Benefits

• Medical
• Dental
• Vision
• Flexible Spending Accounts (health care and dependent care)
• Health Savings Account with Company Contribution
• Sick Leave
• Short-Term Disability
• 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

As part of your pre-employment background check, your criminal conviction history will be verified, given that this role requires working around and/or handling deceased individuals and working around families and colleagues. Convictions creating a direct, adverse, and negative relationship with the identified job duties may result in the withdrawal of a conditional job offer.