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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.
JOB 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 around and/or handling deceased individuals and working around families and colleagues. Convictions creating a direct, adverse, and negative relationship with the identified job duties may result in the withdrawal of a conditional job offer.
Compensation: $17.28/per hour ($50,000 to $100,000 targeted compensation (with higher earnings potential based on exceptional performance)
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Benefits:
MedicalDentalVisionFlexible Spending Accounts (health care and dependent care)Health Savings Account with Company ContributionSick LeaveShort-Term DisabilityLong-Term DisabilityLife InsuranceVoluntary Accidental Death or Dismemberment InsuranceDependent Life InsuranceSCI 401(k) Retirement Savings Plan with Company matchEmployee Assistance Program
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Postal Code: 91016
Category (Portal Searching): Sales
Job Location: US-CA - Monrovia
Job Profile ID: S00157
Time Type: Full time
Location Name: Live Oak Memorial Park