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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 in Spanish and English is a requirement for this role.**

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:

$16.50\hour (33,280 - $80,000 annualized targeted first year earnings)

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

\#SCI

Postal Code: 93706-1310

Category (Portal Searching): Sales

Job Location: US-CA - Fresno

Job Profile ID: S00157

Time Type: Full time

Location Name: Stephens & Bean Funeral Chapel