Sales Professional - Outside Sales

Service Corporation International•Chula Vista, CA

1d•$50,000 - $100,000•Onsite

About The Position

The Sales Professional - Outside Sales is a self-starter expected to achieve their quota (pacesetter) target by selling pre-need arrangements and services. The role serves families in a professional, caring, and timely manner. Following up with client families and generating referrals are integral to success and to establishing strong service relationships. The Sales Professional also develops relationships with the community. The position involves generating leads through prospecting, networking, community relationships, and follow-up with families; explaining and presenting Personal Planning Guide presentations; and maintaining activity levels. It also requires establishing lasting relationships with families, responding sensitively to inquiries, supporting families in grief, understanding their needs, and offering relevant pre-planning solutions. The Sales Professional works closely with funeral directors and other funeral home or cemetery staff to provide coordinated service and support families’ current and future needs. The role works indoors and outdoors in all seasons and weather conditions, requires local and/or multiple-location travel, and requires compliance with the dress code policy. Sitting may be continuous for up to six hours per day; stairs may need to be climbed. Manual dexterity is required for paperwork and use of calculators, computers, and phones. Work beyond standard hours may be needed, and the role often involves nights and weekends. Target compensation is $50,000 to $100,000 annually in the first year, based on a commission-based incentive structure. Sales professionals commonly earn $100,000 to $150,000 or more annually in subsequent years. Actual compensation varies with performance, geographic location, and business conditions. The position pays no less than $16.90 per hour for all hours worked.

Requirements

High school education or equivalent.
One to two years of college or equivalent experience.
Current state/province-issued driver’s license with an acceptable driving record.
Where required, a Funeral Directors License to perform the role.
Sales experience, one to two years of industry experience, or equivalent education.
Basic computer and technology skills in a sales environment.
Ability to work well both in a team and independently.
Ability to work beyond standard hours as needed.
Good driving record and good work ethic.
High level of integrity.
Creative, outgoing, and energetic disposition.
Comfort presenting in front of others.
Desire to help others.
Ability to work indoors and outdoors in all seasons and weather conditions, and to travel locally and/or between multiple locations.
Ability to sit continuously for many hours per day, up to six hours per day, and potentially climb stairs.
Manual dexterity for paperwork and use of calculators, computers, and phones.

Nice To Haves

Previous experience with Customer Relationship Management (CRM) systems.
Bilingual ability or knowledge of another language.

Responsibilities

Consistently network and build relationships to generate recommendations and referrals for at-need cemetery arrangements and pre-need arrangements, using company tools, processes, and standards.
Prospect for at least four hours per day when working an eight-hour day, including through face-to-face contact at events, door knocking, or group seminars.
Obtain referrals from families served by the location by following up with them after services.
Build relationships with community and civic organizations and contacts.
Explain and present Dignity Memorial® Personal Planning Guide presentations to families served and referred families.
Maintain and track activity levels to ensure productivity.
Remain flexible with the schedule to achieve results, often working nights and weekends.
Establish and maintain strong business relationships with families by connecting with them, addressing concerns and needs, and following through.
Respond to client inquiries in a timely, respectful, sensitive, and professional manner.
Support families experiencing grief with acts of kindness and genuine concern.
Understand each family’s needs and offer solutions that provide value; stay in touch to ensure satisfaction.
Prepare for appointments and perform procedures professionally and with attention to detail.
Provide service beyond expectations to support satisfaction and long-term relationships.
Build trust-based relationships and earn the right to ask for referrals and educate families about the benefits of pre-planning.
Work cooperatively with funeral directors and other funeral home and/or cemetery staff to provide seamless, high-quality service.
Maintain continuity from at-need services through aftercare and future family protection services.
Review previous services and family contacts to prepare to support current needs or sales.
Set arrangement continuation visits within two to three days after the service as part of a coordinated team.
Share family concerns with the rest of the SCI team.