Outside Sales Professional

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The Pre-Planning Advisor Restricted (PPAR) is a self-starter expected to achieve their quota (pacesetter) target by selling pre-need arrangements and services. The PPAR 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 PPAR also develops relationships with the community.

• 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…