Service Corporation International (SCI)

  • Sales Representative

    Job Locations US-WA-Renton
    Associate Requisition ID
    Req.38025
    # of Openings
    1
    Category (Portal Searching)
    Sales
    Type
    Full-Time
  • Overview & Responsibilities

    GENERAL ACCOUNTABILITIES

    The Pre-Planning Advisor (PPA) is expected to achieve their quota (pacesetter) target by serving the pre-need of client families and selling pre-need arrangements. 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.

     

    SPECIFIC RESPONSIBILITIES

    40 % Build Relationships with Families: Consistently builds strong business with client families and the community.

    • Establishes and maintains strong business relationships with families
    • 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
    • Performs all procedures with professionalism and attention to detail
    • Follows through on all customer problems and requests
    • 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 pre-planning options to protect the family, friends and relatives by educating them on the benefits of pre-planning

    40 % 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 1-2 hours every day
    • 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

    20 % Teamwork: Consistently builds relationships and works cooperatively with the Funeral Director and other funeral home and/or cemetery staff.

    • Represents a continuous link from services provided at need, through aftercare, to providing services to protect families in future
    • Collaborates and teams with funeral directors, location managers, and other members of funeral home and/or cemetery staff, to provide seamless, high quality service
    • Thoroughly and completely reviews previous services and contacts with families to prepare to support current needs and/or sales
    • Sets arrangement continuation visits within established guideline
    • Shares family concerns with rest of the SCI team

    Overall Key Performance Indicators

    • Customer satisfaction
    • Cemetery replacement of 1 interment rights sold for each interment right serviced
    • Production to Pacesetter – Manage sales to meet or exceed pacesetter
    • Activity Level – Manages activity levels to ensure productivity, such as:
      • Attempts per day
      • Contacts per day
      • Appointments per day
      • Presentations per day
      • Number of group presentations scheduled
      • Continuation visit appointments within two days after the service
      • Number of referrals obtained and closed

     

     

    Core / Critical Competencies

    Seek Customer Satisfaction

    • Consistently searches for ways to improve customer service.
    • Seeks feedback from customers to identify improvement opportunities.
    • Responds to the unique needs of individual customer contacts.
    • Addresses customer needs by involving the right people (resources) at the right time.
    • Follows up with customers to ensure problems are solved.
    • Knows SCI, the death-care business and the community well enough so that decisions and/or actions can be taken immediately that take into account the characteristics of all three.

     

     

     

    Show Initiative and Commitment

    • Demonstrates a "can-do" spirit, a sense of optimism, ownership, and commitment.
    • Maintains a consistent, high level of productivity.
    • Takes personal responsibility to make decisions and take action.
    • Does not easily give up in the face of unexpected obstacles.
    • Projects a positive image and serves as a role model for others.

    Relate Well to Others

    • Relates to people in an open, friendly, and accepting manner.
    • Treats others with empathy and respect.
    • Works with and gains the co-operation of fellow employees
    • Maintains positive relationships even under difficult or heated circumstances.
    • Works cooperatively with people from different cultural backgrounds.
    • Develops and maintains a network of relationships with people and contacts who might be helpful in achieving work-related goals

    Demonstrate Credibility

    • Treats others fairly and consistently.
    • Acts consistently with stated policies and practices.
    • Does not cover up or blame others for problems or mistakes.
    • Protects confidential information.
    • Follows through on commitments.
    • Ensures that all completed work is accurate and correct.

    Readily Adapt

     

    • Works productively in the face of ambiguity or uncertainty.
    • Deals constructively with mistakes and setbacks.
    • Readily adapts to different ways of doing things.
    • Seeks opportunities to acquire new knowledge and skills.
    • Accepts feedback openly, without becoming defensive.

    Communicates Effectively

     

    • Delivers effective individual and group presentations.
    • Expresses oneself persuasively in one-on-one conversations and groups.
    • Listens carefully and attentively to others' opinions and ideas.
    • Shares information and viewpoints clearly and directly with others.

    Requirements & Qualifications

    EXPERIENCE AND EDUCATIONAL REQUIREMENTS

    • Equivalent to high school education and 1-2 years of college or an equivalent of education and experience
    • Previous customer service and/or sales experience would be a definite asset
    • One to two years industry experience would be an asset
    • Must hold valid current license to perform duties, such as drive a car or sell insurance
    • Must be an authorized driver as per the SCI driver safety policy, and be able to drive frequently
    • Knowledge of computers and some software would be an asset 

    Work conditions

    Work environment

    When considering the work environment associated with this job, the following factors may apply:

    • work indoors and outdoors during all seasons and weather conditions
    • considerable amount of local and/or multiple location traveling required
    • dealing with the emotions of others and personal dealings that may be emotional and draining
    • minimal to no control over workflow or service demands
    • professional dress is required

    Work postures

    When considering the work postures associated with this job, the following factors may apply:

    • frequent, continuous periods of time standing, up to 4-8 hours per day
    • sitting continuously for many hours per day
    • kneeling, reaching and bending to move and arrange products and materials
    • climbing stairs to access buildings frequently

    Physical demands

    When considering the physical demands associated with this job, the following factors may apply:

    • physical effort requiring manual dexterity is occasionally, required (i.e., between 5% and 25% of time on the job), includes paperwork, calculators, and computers and phone usage
    • carrying and/or lifting materials and products infrequently, up to 25 pounds

    Work hours

    When considering the work hours associated with this job, the following factors may apply:

    • working a number of evenings and/or weekends every month.
    • flexible hours but, at times, up to 12 hours in a day

    Success factors

    • Prospect Daily
    • Communicate openly and honestly
    • Team player
    • Organization skills for lead/relationship management
    • Organized in completing all steps in processes and paperwork
    • Ensures that all completed work and calculations are accurate and correct
    • Be dependable
    • Be knowledgeable
    • Demonstrate genuine concern, compassionate
    • Never make client families feel they are just another sale
    • Be enthusiastic
    • Professional appearance
    • Seamless Service

    SCI Overview

    Who we are. What we do.

     

    We’re more than North America’s largest provider of funeral, cremation and cemetery services. We are mothers, fathers, sisters, brothers, sons and daughters who are devoted to the communities where we live and work. We are more than 20,000 dedicated individuals who provide caring assistance to families in need, honor veterans and public servants and deliver lifesaving programs to help keep children and seniors safe.

     

    We operate under the umbrella of the Dignity Memorial network of 1,800 funeral homes and cemeteries. Dignity Memorial providers care for more than 300,000 families each year and understand the importance of thoughtful, personalized arrangements. We believe creating meaningful ways to pay tribute to a loved one begins with compassion and is shaped by the understanding that each life is truly unique. For us, there is no greater responsibility than honoring and preserving the story of one’s life.

     

    Benefits Options:

    • Health benefits (medical, dental, vision, life)
    • 401K Retirement Savings Plan with company match
    • Vacation and sick time
    • Tuition reimbursement
    • Funeral discounts, and more

    SCI offers advanced on-line training resources, career advancement opportunities in the largest organization in the industry, attractive benefits, and a wonderful community to serve with plenty of culture and personality. For additional information regarding our company, please visit our corporate site at www.sci-corp.com.

     

    As used herein, “SCI” refers to Service Corporation International and its affiliated companies.

     

    Equal Opportunity Employer, M/F/D/V

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