Field Sales Executive

Virtuoso Recruitment Limited
08 Apr 2017
08 May 2017
Contract Type
Full Time

Field Sales Executive

Basic Salary: £17,000. Realistic £50k OTE

Commission/Bonus scheme uncapped.

Current Top Performers: £75k+ earnings.

To cover ME postcode - Maidstone, Medway and surrounds


To promote and sell funeral plans via B2C home presentations through Head Office-booked daytime appointments in line with company targets and procedures.

To abide by the Company Code of Practice & Code of Conduct.

Key Result Areas

-Successful completion of ISTC course & attendance of refresher courses.

-Achieve monthly sales targets.

-Achieve company standard conversion ratios.

-Maintain cancellation levels within budget.

-Adhere to company procedures and protocol at all times.

Core Competencies

1. The Sales Presentation

-Demonstrate a consultative and professional approach.

-Full understanding of the presentation sales process.

-Display competence and confidence in presenting sales presenter.

-Professionally showcase the different funeral plan options available within the Company portfolio.

-Excellent listening and communication skills.

-Competent skill set in objection handling and closing techniques.

-Highly skilled in referral gathering.

-Numerical and literacy competence.

-Basic Computer skills.

2. Self-Generation Activity

-Self-Generate weekly appointments through the use of referral gathering, networking.

-Adhere to company procedures when working and prospecting within sheltered accommodation, park homes.

-Expectation of minimum 10% monthly sales generated through self-generation.

3. Training and Development

-Pre-Start Date: Required to attend at least 1 in-field presentation.

-Attend Initial Sales Training Course at Head Office (4 days).

-Ongoing: Line manager field accompaniment training & support (at least 1 day per week in first 8 weeks - at least 1 day per month thereafter).

-Attend monthly team meeting/training day on first Monday of each month.

-Attend any relevant training courses as arrangedby the company.

4. Daily Reporting

-Accurately complete paperwork/sales documentation in accordance with Company procedures.

-Daily communication by phone with Line Manager.

-Adhere to Company banking guidelines (cheques deposited within 24 hours).

-Email and scan accurately completed plans by 9am following day and ensure original is handed to line manager within 30 days.

-In accordance with company procedures, update live online diary management system through smart-phone or tablet device in regards appointment outcomes, feedback, rebooked appts, self-generated appts, personal appts/holidays.

6. Performance Management

-Meet minimum expectation level of 10 net sales per month through high conversion of presentations to completed plan sales.

-Achieve required self-generation activity & prospecting objectives through referrals and networking.

-Weekly 1-1 meetings with line manager (in person or over the phone) to set objectives, aims and identify potential training gaps, and review performance.

7. Knowledge & Competencies

Be able to:

-Gather referrals and book new self-gen appointments.

-Achieve a minimum sit rate of 60%.

-Achieve a minimum Appt:Sale ratio of 45%.

-Present the Company concept and close business on the day.

-Convert minimum 1:2 customers.

-Become an expert on the Company Sales Methodology.

-Ensure optimal self-gen prospecting activity levels to achieve targets.

-Full understanding of the online diary management system.

-Understand how CSC remuneration scheme works.

-Establish, maintain and develop good working relationships with prospects, team members, line manager and internal head office staff.

-As an ambassador of the Company, present a professional and positive image at all times.

8. Requirements

Own Car.

Personal Smart Phone.

Good IT skills; working knowledge of Microsoft Office; use of personal laptop/Home PC.

Two professional References.