Sales Professional - Outside Sales

Job Title

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.

• 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

• 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 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.

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…