Sales Professional - Outside Sales

Job Overview

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 focuses on serving families in a professional, caring, and timely manner by following up and generating referrals to establish strong service relationships and develop community relationships.

• Lead Generation:
  Consistently network and build relationships to generate referrals for at‑need cemetery arrangements and pre‑need arrangements using company tools and standards.
• Prospecting:
  Hold 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.
• Referral acquisition:
  Obtain referrals from families served by following up through visits with families after the service.
• Community networking:
  Build and maintain community and civic relationships.
• Dignity Memorial® Personal Planning Guide:
  Explain and present the guide to families and referred families.
• Activity tracking:
  Maintain and track activity levels to ensure productivity.
• Schedule flexibility:
  Remain flexible with schedule to achieve results; often works nights and weekends.
• Relationship building:
  Establish and maintain strong business relationships with families by connecting, listening, resolving concerns, and committing to follow‑through.
• Client inquiries:
  Respond to client inquiries in a timely, respectful, sensitive, and professional manner.
• Grief support:
  Provide acts of kindness and support families in times of grief.
• Communication:
  Connect with families through honest communication and genuine concern.
• Needs assessment:
  Develop an understanding of each family’s unique needs and offer valuable solutions.
• Satisfaction follow‑up:
  Stay in touch with families to ensure satisfaction.
• Appointment preparation:
  Prepare for all appointments and perform procedures with professionalism and attention to detail.
• Exceed expectations:
  Provide service beyond expectations to ensure satisfaction and to form the foundation for future sales based on long‑term relationships.
• Referral request:
  Build trust‑based relationships to earn the right to ask for referrals and to offer protection to families and relatives by educating them on pre‑planning benefits.
• Teamwork:
  Consistently build relationships and work cooperatively with Funeral Directors, funeral home and cemetery staff.
• Collaboration:
  
  Collaborate with funeral directors, location managers, and other staff to provide seamless, high‑quality service.
• Service continuum:
  Represent a continuous link from services at need, through aftercare, to protecting families in future.
• Review & support:
  Thoroughly review previous services and contacts with families to prepare to support current needs and sales.
• Team coordination:
  Act as one team and share family concerns with the SCI team, and set arrangement continuation visits within 2–3 days after service.

• High school education or equivalent.
• 1–2 years of college or equivalent experience.
• Current state/province issued driver’s license with an acceptable driving record.
• In states where required, must hold a Funeral Directors License.
• Sales experience or one to two years industry experience or equivalent education.
• Experience with Customer Relationship Management (CRM) systems is a plus.

• Basic computer and technology skills within a sales environment.
• Ability to work well in a team and independently.
• Ability to work beyond “standard” hours as needed.
• 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 or knowledge of another language is a plus.

• Indoor and outdoor work during all seasons and weather conditions.
• Local and/or multiple location traveling required. Comply with dress code policy.
• Sitting continuously for many hours per day, up to 6 hours per day.
• May climb stairs to access buildings.
• Manual dexterity required for paperwork, calculators, computers and phone usage.
• Flexibility for beyond standard hours.
• Working…