Sales Professional - Outside Sales
About the role
Our associates celebrate lives. We celebrate our associates. The Sales Professional – Outside Sales is a self-starter expected to achieve their quota (pacesetter) target by selling pre-need arrangements and services. The Sales Professional – Outside Sales serves families in a professional, caring and timely manner. Follow-up and generation of referrals from client families are integral to success and to establish a strong service relationship with families. The Sales Professional – Outside Sales also develops relationships with the community.
Responsibilities
- Lead Generation
- Consistently networks and builds relationships to generate recommendations for gaining referrals for both at-need cemetery arrangements and pre-need arrangements using company tools, processes and standards
- Holds self 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
- Obtains referrals from families served by the location by following up through visits with families after the service
- Networks and builds community and civic relationships
- Explains and presents Dignity Memorial® Personal Planning Guide presentations to families served and referred families
- Maintains and tracks activity levels to ensure productivity
- Remains flexible with schedule to achieve results; often works nights and weekends
- Build Relationships with Families
- Establishes and maintains strong business relationships with families by connecting with the family, relating to them, resolving their concerns and needs, and committing to follow through
- Responds to client inquiries in a timely, respectful, sensitive and professional manner
- Supports families in time of grief with acts of kindness
- Connects with families through listening, honest communication and genuine concern
- Develops an understanding of each family’s unique needs and offers solutions that provide value to them
- Stays in touch with families to ensure satisfaction
- Prepares for all appointments and performs all procedures with professionalism and attention to detail
- Provides service beyond expectations to ensure satisfaction and to form the foundation for future sales based on long-term relationships
- Builds trust-based relationships to earn the right to ask for referrals
- Earns the right to gain referrals to offer protection to protect family members, and the family’s relatives and friends, by educating them on the benefits of pre-planning
- Teamwork
- Consistently builds relationships and works cooperatively with the Funeral Director and other funeral home and/or cemetery staff
- Collaborates and teams with funeral directors, location managers, and other members of funeral home and/or cemetery staff, to provide seamless, high-quality service
- Represents a continuous link from services provided at need, through aftercare, to providing services to protect families in future
- Thoroughly and completely reviews previous services and contacts with families to prepare to support current needs and/or sales
- Acts as one team, setting arrangement continuation visits within two to three days after the service
- Shares family concerns with rest of the SCI team
Minimum 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 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
As part of your pre-employment background check, your criminal conviction history will be verified given that this role requires the following material job duties: Working with or around client families, colleagues, and working with confidential information. Convictions creating a direct, adverse, and negative relationship with the identified job duties may result in withdrawal of a conditional job offer.
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. (Note: As part of the total compensation plan, this position pays no less than $18.42 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