Sales Professional - Inside Sales

SCI Shared Resources•San Antonio, TX

6d•Onsite

About The Position

The Sales Professional provides customer service to the Hispana community and serves as the primary contact for families. The role sells at-need cemetery property and products, as well as pre-need funeral and cemetery arrangements, and generates revenue by selling customized goods to walk-in customers and warm leads. It requires compassion and a willingness to work in the death industry. The position works with families to understand their needs, explain services and options, complete electronic contracts, arrange payment, and follow up as arrangements progress. The Sales Professional also collaborates with funeral and cemetery teams, supports families and guests at services, and addresses concerns. Approximately 25% of the workweek is spent reviewing and contacting warm leads, scheduling appointments, preparing for customer needs, and maintaining leads in Salesforce.com. The role includes training and presentation practice, follows established procedures and regulations, and works under guidance with peer review and coaching.

Requirements

High school diploma or GED.
At least one year of customer service or direct sales experience.
Bilingual in Spanish and English.
Current state-issued driver’s license and acceptable driving record to operate company-owned vehicles.
Life insurance license if required by the state regulatory board.
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.
Reasoning, planning, problem-identification, comprehension, and learning abilities, including applying learning to new situations.
Process- and results-oriented approach, including identifying obstacles and moving projects 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.

Nice To Haves

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

Responsibilities

Listen to families and communicate honestly and compassionately to understand each family’s needs, culture, and concerns.
Present services, products, and property options electronically and show customers available cemetery plots or columbarium niches using a company vehicle.
Answer customer questions, help customers make selections, enter selections into electronic contracts, obtain authorization documents, review contracts, and secure signatures.
Obtain life insurance policies or payments, or discuss payment options.
Follow up with families as arrangements progress and address changes, issues, and concerns.
Coordinate with funeral and cemetery teams to provide high-quality service.
Take initiative to resolve customer concerns in coordination with team members or management, 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 questions and resolve issues.
Identify warm leads among families and guests interested in pre-need arrangements; review leads and place outgoing calls to establish contact, understand needs, and schedule appointments.
Provide prospective customers with industry marketing materials, confirm appointments at least 24 hours in advance, reschedule as needed, and prepare for appointments based on disclosed customer 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.
Follow established procedures and applicable regulations and policies, escalate non-routine issues, and seek guidance and coaching from the manager.
Discuss assignments, expectations, priorities, and deadlines with the manager, and adapt to new work structures, processes, requirements, or cultures.
Pass the company’s internal presentation certification within 30 days of employment.