Sales Professional - Outside Sales

SCI Shared Resources•Westminster, CA

About The Position

The Pre-Planning Service Advisor (PPSA) is a self-starter responsible for achieving their quota (pacesetter) target by selling pre-need arrangements and services. The PPSA serves families professionally, caringly, and in a timely manner. Follow-up with client families and generating referrals are integral to success and to establishing strong service relationships. The role also develops relationships in the community. The PPSA generates leads by networking, prospecting, following up with families after services, and presenting Dignity Memorial Personal Planning Guide materials. They build lasting relationships with families by understanding their needs, responding to inquiries, supporting families experiencing grief, and providing attentive service. The role collaborates with funeral directors, location managers, and other funeral home or cemetery staff to provide seamless service and continued support from at-need services through aftercare and future planning. The position involves indoor and outdoor work in all seasons and weather conditions, local and/or multi-location travel, and compliance with the dress code policy. Work may extend beyond standard hours as needed, and the role often requires working nights and weekends. Compensation is listed as $75,000–$200,000 in annualized targeted first-year earnings.

Requirements

High school education or equivalent.
Sales experience, one to two years of industry experience, or equivalent education.
Current state/province-issued driver’s license with an acceptable driving record.
Where required, a Funeral Directors License to perform the role.
Basic computer and technology skills in a sales environment.
Ability to work well independently and as part of a team.
Ability to work beyond standard hours as needed.
Good driving record and work ethic.
High level of integrity.
Creative, outgoing, and energetic disposition.
Comfort presenting in front of others.
Desire to help others.

Nice To Haves

One to two years of college or equivalent experience.
Previous experience with Customer Relationship Management (CRM) systems.
Bilingual ability or knowledge of another language.

Responsibilities

Consistently network and build relationships to generate referrals for at-need cemetery arrangements and pre-need arrangements, using company tools, processes, and standards.
Prospect for at least four hours each day when working an eight-hour day, including through face-to-face outreach at events, door knocking, or group seminars.
Obtain referrals from families served by the location by following up with visits after services.
Build relationships with community and civic organizations.
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 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 through acts of kindness, listening, honest communication, and genuine concern.
Understand each family’s needs and offer solutions that provide value.
Stay in touch with families to ensure satisfaction and prepare for appointments and procedures with professionalism and attention to detail.
Provide service beyond expectations to support satisfaction and long-term relationships that may lead to future sales.
Build trust-based relationships and earn the right to ask for referrals and educate families about the benefits of pre-planning.
Build relationships and work cooperatively with funeral directors and other funeral home or cemetery staff.
Collaborate with funeral directors, location managers, and other 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 thoroughly to prepare for current needs or sales.
Set arrangement continuation visits within two to three days after the service and share family concerns with the SCI team.