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about 1 year ago
Rise Recruitment
Basic Salary: £17k Basic - £50k OTE
Company benefits: Incentives, Uncapped commision
Location: Edinburgh & Lothians
Job type: Permanent
Business sector: B2C
Contact: Rachel Collyer
Category: Direct Sales Jobs, Field Sales Jobs, Utility Sales Jobs, Sales Representative Jobs

Field Sales Executive

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

Commission/Bonus scheme uncapped.

Current Top Performers: £75k+ earnings.   


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

To abide by the Avalon 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 Avalon presentation sales process.

-       Display competence and confidence in presenting Avalon 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 arranged by 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 Avalon concept and close business on the day.

-       Convert minimum 1:2 customers.

-       Become an expert on the Avalon Sales Methodology.

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

-       Full understanding of the Avalon 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.


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