Sales Professional - Outside Sales

About this role

Our associates celebrate lives. We celebrate our associates.

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.

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

Compensation 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 compensation plan, this position pays no less than $16.90 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 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 condit

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