Sales Professional - Outside Sales
Description
Our associates celebrate lives. We celebrate our associates.
The Pre-Planning Service Advisor (PPSA) is a self-starter expected to achieve their quota (pacesetter) target by selling pre-need arrangements and services. The PPSA serves families in a professional, caring and timely manner. Follow-up and generation of referrals from client families are integral to success and to establish a strong service relationship with families. The PPSA also develops relationships with the community.
Job Responsibilities
Lead Generation
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Consistently networks and builds relationships to generate recommendations for gaining referrals for both at-need cemetery arrangements and pre-need arrangements using company tools, processes and standards
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Holds self accountable for prospecting a minimum of 4 hours every day (if working 8 hours) such as approaching families face-to-face during events, door knocking or group seminars
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Obtains referrals from families served by the location by following up through visits with families after the service
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Networks and builds community and civic relationships
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Explains and presents Dignity Memorial® Personal Planning Guide presentations to families served and referred families
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Maintains and tracks activity levels to ensure productivity
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Remains flexible with schedule to achieve results; often works nights and weekends
Build Relationships with Families
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Establishes and maintains strong business relationships with families by connecting with the family, relating to them, resolving their concerns and needs, and committing to follow through
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Responds to client inquiries in a timely, respectful, sensitive and professional manner
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Supports families in time of grief with acts of kindness
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Connects with families through listening, honest communication and genuine concern
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Develops an understanding of each family’s unique needs and offers solutions that provide value to them
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Stays in touch with families to ensure satisfaction
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Prepares for all appointments and performs all procedures with professionalism and attention to detail
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Provides service beyond expectations to ensure satisfaction and to form the foundation for future sales based on long-term relationships
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Builds trust-based relationships to earn the right to ask for referrals
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Earns the right to gain referrals to offer protection to protect family members, and the family’s relatives and friends, by educating them on the benefits of pre-planning
Teamwork
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Consistently builds relationships and works cooperatively with the Funeral Director and other funeral home and/or cemetery staff
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Collaborates and teams with funeral directors, location managers, and other members of funeral home and or cemetery staff, to provide seamless, high-quality service
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Represents a continuous link from services provided at need, through aftercare, to providing services to protect families in future
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Thoroughly and completely reviews previous services and contacts with families to prepare to support current needs and or sales
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Acts as one team, setting arrangement continuation visits within two to three days after the service
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Shares family concerns with rest of the SCI team
Minimum Requirements
Education
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High school education or equivalent
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1-2 years of college or equivalent experience
License
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Current state/province issued driver’s license with an acceptable driving record
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In states/provinces where required, must hold a Funeral Directors License to perform this role
Experience
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Sales experience or one to two years industry experience or equivalent education
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Previous experience with Customer Relationship Management (CRM) systems is a plus
Knowledge, Skills and Abilities
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Basic computer and technology skills within a sales environment
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Ability to work well in a team, as well as independently
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Ability to work beyond “standard” hours as the need arises
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Good driving record
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Good work ethic
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High-level of integrity
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Creative, outgoing and energetic
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Comfortable presenting in front of others
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Desire to help others
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Bilingual, knowledge of another language is a plus
Work Conditions
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Work Environment
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Work indoors and outdoors during all seasons and weather conditions
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Local and/or multiple location traveling required
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Comply with dress code policy
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Work Postures
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Sitting continuously for many hours per day, up to 6 hours per day
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May climb stairs to access buildings
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Physical Demands
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Physical effort requiring manual dexterity is required, includes paperwork, calculators, computers and phone usage
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Work Hours
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Working beyond “standard” hours as the need arises
Compensation
$50,000 to $100,000 targeted compensation (with higher earnings potential based on exceptional performance)
Postal Code: 85301
Category (Portal Searching): Sales
Job Location: US-AZ - Glendale