Sales Professional

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Working from home or presenting to client families in the field, the Pre-Planning Advisor (PPA) is a self-starter expected to achieve their quota (pacesetter) target by selling pre-need arrangements and services. The PPA 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 PPA also develops relationships with the community.

**Responsibilities**:
**Lead Generation**

- 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
- 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
- Obtains referrals from families served by the location by following up through visits with families after the service
- Networks and builds community and civic relationships
- Explains and presents Dignity Memorial® Personal Planning Guide presentations to families served and referred families
- Maintains and tracks activity levels to ensure productivity
- Remains flexible with schedule to achieve results; often works nights and weekends

**Build Relationships with Families**

- 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
- Responds to client inquiries in a timely, respectful, sensitive and professional manner
- Supports families in time of grief with acts of kindness
- Connects with families through listening, honest communication and genuine concern
- Develops an understanding of each family’s unique needs and offers solutions that provide value to them
- Stays in touch with families to ensure satisfaction
- Prepares for all appointments and performs all procedures with professionalism and attention to detail
- Provides service beyond expectations to ensure satisfaction and to form the foundation for future sales based on long-term relationships
- Builds trust-based relationships to earn the right to ask for referrals
- 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**

- Consistently builds relationships and works cooperatively with the Funeral Director and other funeral home and/or cemetery staff
- Collaborates and teams with funeral directors, location managers, and other members of funeral home and or cemetery staff, to provide seamless, high quality service
- Represents a continuous link from services provided at need, through aftercare, to providing services to protect families in future
- Thoroughly and completely reviews previous services and contacts with families to prepare to support current needs and or sales
- Acts as one team, setting arrangement continuation visits within two to three days after the service
- Shares family concerns with rest of the SCI team

**Minimum Requirements**

**Education**

- High school education or equivalent
- 1-2 years of college or equivalent experience

**License**

- Current state/province issued driver’s license with an acceptable driving record
- In states/provinces where required, must hold a Funeral Directors License to perform this role

**Experience**

- Sales experience or one to two years industry experience or equivalent education
- Previous experience with Customer Relationship Management (CRM) systems is a plus

**Knowledge, Skills and Abilities**

- Basic computer and technology skills within a sales environment
- Ability to work well in a team, as well as independently
- Ability to work beyond “standard” hours as the need arises
- Good driving record
- Good work ethic
- High-level of integrity
- Creative, outgoing and energetic
- Comfortable presenting in front of others
- Desire to help others
- Bilingual, knowledge of another language is a plus

Postal Code: B3S 0E1

Category (Portal Searching): Sales

Job Location: CA-NS - Halifax