Sales Professional - Outside Sales

Our associates celebrate lives. We celebrate our associates.

About the role

The Sales Professional - Outside Sales is a self-starter expected to achieve their quota (pacesetter) target by selling pre-need arrangements and services. The role 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 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 them, 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 times 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 family members, 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 the 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 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: $75,000 to $200,000 annually. As part of the total compensation plan, this position pays no less than $16.50 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