Sales Professional - Inside Sales

SCI Shared Resources•Pharr, TX

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 generates revenue by selling customized goods and services to walk-in customers and warm leads, while providing compassionate support in the death-care industry. The position guides families through available services, products, and property options; prepares electronic presentations and contracts; verifies customer authorization; and discusses payment or life-insurance options. The Sales Professional follows up with families as arrangements progress and works with funeral and cemetery teams to deliver seamless service. The role also attends visitations, services, and receptions, assists guests, develops warm leads, schedules and prepares for appointments, and maintains leads in Salesforce.com. Ongoing training, presentation practice, compliance with regulations and policies, and manager coaching are part of the role.

Requirements

High school diploma or GED.
At least one year of customer service or direct sales work experience.
Bilingual proficiency in Spanish and English.
Computer skills and professional verbal communication skills.
Current state-issued driver’s license with an acceptable driving record to operate company-owned vehicles.
Life insurance license when required by the state regulatory board.
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.
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 and project a favorable image of the company.
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 coursework, an additional two years of directly related experience in business administration, sales, or marketing may be considered.

Responsibilities

Listen and communicate honestly and with genuine concern to understand each family’s needs, culture, and concerns.
Present services, products, and property options to customers using electronic presentations.
Drive a company vehicle to show customers cemetery plots or columbarium niches.
Discuss options, answer customer questions, and assist customers with making selections.
Enter customer selections into an electronic contract, obtain supporting documents verifying authorization, review the contract with the customer, and obtain a signature.
Obtain life insurance policies or payments, 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 seamless, high-quality service.
Take initiative to resolve customer concerns, consult team members or management about options, obtain authorizations, and follow up in person, by phone, or by email.
Greet and escort immediate family members and attend visitations, services, and receptions to answer guest questions or resolve issues.
Identify warm leads among families and guests who express interest in pre-need arrangements and review warm leads for potential customers.
Call warm leads to establish contact, understand 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 for continual improvement.
Complete routine work according to established procedures and applicable regulations and policies, escalating non-routine issues for assistance.
Discuss assignments, expectations, priorities, and deadlines with the manager, and seek guidance and coaching.
Comply with local, state, and federal regulations and company policies, including punctuality, attendance, and workplace safety requirements.