Sales Professional - Inside Sales

SCI Shared Resources•Mission, TX

13d

About The Position

The Sales Professional provides customer service to the Hispana community and serves as the primary contact for families purchasing at-need cemetery property and products or making pre-need funeral and cemetery arrangements. The role sells customized products to walk-in customers and warm leads, and requires compassion and a willingness to work in the death industry. The position guides families through their options, presents services and products, prepares and reviews electronic contracts, obtains required authorization and signatures, and discusses payment options. The Sales Professional follows up with families throughout arrangements, addresses concerns, and collaborates with funeral and cemetery teams to provide seamless service. The role also attends visitations, services, and receptions, and develops warm leads for pre-need arrangements. The Sales Professional contacts and schedules prospective customers, prepares for appointments, maintains leads in SalesForce.com, and monitors progress toward a 4-to-1 close rate. The role uses online training tools to develop skills and rehearse presentations, works under guidance with peer review and coaching, follows established procedures and applicable regulations, and escalates non-routine issues. The employee must pass the company’s internal presentation certification within 30 days of employment. Target compensation is $50,000 to $100,000 annually in the first year, with a commission-based incentive structure; subsequent-year earnings commonly range from $100,000 to $150,000 or more. Actual compensation varies by performance, location, and business conditions. The position pays at least $10.00 per hour for all hours worked.

Requirements

High school diploma or GED.
At least one year of customer service or direct sales work experience.
Current state-issued driver’s license and an acceptable driving record for operating company-owned vehicles.
Life insurance license as required by the state regulatory board.
Bilingual proficiency in Spanish and English.
Computer skills and professional verbal communication skills.
Willingness to work in the death industry.
Positive attitude, self-motivation, and drive to continually develop understanding of the industry and business.
Ability to build professional, trusting business relationships.
Cognitive ability to reason, plan, identify problems, comprehend ideas, learn quickly, learn from experience, and apply learning to new situations.
Process- and results-oriented approach, including identifying obstacles and keeping projects moving forward.
Ability to comply with company policies, including punctuality and attendance, workplace safety, and projecting a favorable company image.
Availability to work nights, weekends, and overtime.
Ability to pass the company’s internal presentation certification within 30 days of employment.

Nice To Haves

College coursework at the sophomore level; in lieu of college courses, an additional two years of directly related work experience in business administration, sales, or marketing may be considered.

Responsibilities

Connect with families through listening, honest communication, and genuine concern, and understand each family’s needs, culture, and concerns.
Present electronic presentations explaining services, products, and property options.
Drive a company vehicle to show customers cemetery plots or columbarium niches.
Discuss available options and answer customer questions to assist with selections.
Enter selections into an electronic contract, obtain supporting authorization documents, review the contract with the customer, and obtain a signature.
Obtain a life insurance policy or payment, or discuss payment options.
Follow up with families as arrangements progress, address changes or issues, and resolve concerns.
Collaborate with funeral and cemetery teams to provide high-quality service.
Take initiative to resolve customer concerns, discuss options with team members or management, obtain authorizations, and follow up in person, by phone, or by email.
Greet and escort immediate family members.
Attend visitations, services, and receptions to answer guest questions and address or resolve issues.
Develop warm leads from families and guests expressing interest in pre-need arrangements; review warm leads, approximately 25% of the workweek.
Call warm leads to make initial contact, listen to needs, and schedule formal appointments.
Provide prospective customers with industry marketing materials.
Confirm appointments at least 24 hours in advance and reschedule as needed.
Prepare for appointments based on customers’ previously disclosed needs.
Maintain leads in the SalesForce.com database and monitor progress toward a 4-to-1 close rate.
Use online training tools to build knowledge and skills and rehearse presentations.
Complete routine work according to established procedures and regulations, escalate non-routine issues, and seek guidance and coaching from the manager.
Ensure compliance with local, state, and federal regulations and company policies.
Discuss assignments, expectations, priorities, and deadlines with the manager; adapt effectively to new work structures, processes, requirements, or cultures.
Pass the company’s internal presentation certification within 30 days of employment.