Position Summary
As a senior member of the professional staff, contributes expertise in a discipline (e.g. Accounting, Finance, Human Resources, Information Resources, Operations Planning & Support, Sales & Marketing) area to support discipline and/or business objectives. Works with high degree of independence, setting function strategy and monitoring the flow of work between own department and others in alignment with broader business objectives, selecting and developing effective managers and work teams, and managing own organization through reliable systems and processes. Is a recognized authority in area of specialty, generally serving as discipline interface with other areas.
Specific Job Summary
Responsible for the execution of sales and marketing strategy and tactics to achieve budgeted sales volume and cost as well as achieve customer and associate satisfaction. Ensure effective and efficient on-site coordination between sales and marketing groups. Work with multiple stakeholders as needed to assist in the development and implementation of regional marketing strategies. Accountable for all aspects of sales location operations, at multiple sites.
Generic Expected Contributions
With a general planning horizon of 3 – 5 years, shapes and/or set strategy for area(s) of responsibility in alignment with discipline, business and/or enterprise strategy.
Leveraging knowledge and experience in area of expertise, leads and/or contributes to major task forces as discipline representative and/or leads the design and delivery large-scale, enterprise wide-projects.
Manages and integrates large and/or multiple departments, processes and/or projects within a discipline. Generally, influences work of cross-functional or extended teams.
Makes resource decisions that have a significant financial impact as well as an impact on meeting discipline and/or business goals.
Works to enhance the organization’s capabilities through effective staffing and development of others by:
investing to ensure the knowledge and skills necessary to sustain world-class performance are present and/or in the pipeline.
using appropriate MVW interviewing tools to hire the best managers available from inside or outside.
setting and maintaining high standards for team and individual performance.
providing timely coaching and feedback.
making and rewarding distinctions in performance.
Contributes to achievement of business results by:
contributing to the development of long-term discipline, business and enterprise strategy.
leveraging own strategy through linkages with other disciplines and/or businesses.
achieving results against budget within scope of responsibility and leading budget process.
building and leveraging relationships to build cross-discipline support for new ideas.
responding to complex or ambiguous situations without losing focus of key objectives.
making decisions that balance short- and long-term business objectives.
anticipating and seizing opportunities to improve business performance.
looking outside MVW to identify and implement innovations that improve performance.
Promotes an organizational environment that rapidly assimilates new information to improve performance and acts independently to improve and increase skills and knowledge.
Specific Expected Contributions
Developing and Executing Strategy
Contributes to the development of long-term function and strategy of the project, with multi-site responsibility for both sites
Develops culture of excellence in all facets of project operation.
Develops and ensures sales and marketing management implements philosophy of tour efficiency, and is profit driven (rather than strictly volume driven), while building strong team values.
General Business Management
Implements and manages daily administrative procedures in compliance with company policy and practical business process.
Forecasts and budgets annual sales targets.
Addresses personnel issues in compliance with company policy.
Ensures proper communications are maintained with all staff personnel or others associated with project operations. Standard review process participation.
Ensures Marketing and Sales departments work together to achieve project goals.
Managing the Guest Experience
Responsible for a positive guest tour experience.
Resolves any unresolved guest issues that have been escalated.
Monitors guest experience survey data and follow up with department leaders as appropriate.
Ensures Sales Gallery meets or exceeds all property standards.
Maintaining, Analyzing, & Communicating Key Reports
Uses reports on individual and team production performance (e.g., Confirmations-Experiences per guest, volume-per-guest [VPG], close rate, employee satisfaction, Regional Customer Experience Report, Site Daily Flash) to evaluate overall project and team effectiveness.
Uses market analyses (e.g., cost per tour, development plans, and marketing cost by channel and effort) to evaluate the effectiveness of various incentives and programs in order to determine which incentives and programs should be retained.
Monitors Budget versus Actual Results (BUVARS) across all departments (e.g., site, regional, and sales and marketing leadership) to evaluate department effectiveness.
Managing External Relationships
Negotiates contracts and work with vendors.
May work directly with local Marriott Hotel General Managers and Area Vice President.
Managing & Developing the Sales & Marketing Workforce
Develops future managers while implementing company directed self-development programs.
Coaches, manages and leads direct reports
Measures the performance of the marketing and sales departments against goals and holds them accountable.
Rewards and recognizes manager performance (e.g., way-to-go letters, personal bests).
Motivates managers to increase production and performance
Observes and identifies direct report areas of strength and development opportunities (e.g., through ride-alongs, shadowing, monitoring).
Oversees the development and/or update of sales training manuals and sales process enhancements (e.g., Eagle Flight Plans, Resource Guides).
Conducts formal performance reviews and uses this information to create individual development plans, career paths, and promotion development plans.
Manages associate performance, developing performance plans for associates below expectation (progressive discipline).
Identifies and responds to the needs/questions/issues (both work and non-work related) brought forth by team associates.
Mediates conflict in and between teams (e.g., within marketing or sales teams, between marketing and sales teams).
Provides guidelines for empowering associates to make decisions regarding guest experience and service issues.
Reviews various training programs prior to implementation.
Reviews and approves policies and procedures pertaining to workflow, lead distribution, reward, recognition, and discipline.
Participates in recruiting (e.g., make internal announcements to managers in order to generate referrals, monitor online and print ads, intervene in personnel selection matters if needed).
Ensures hiring managers follow personnel selection protocols.
Develops compensation plans for marketing and sales teams that maximize production.
Contributing to the Management of the Enterprise
Understands and abides by state and federal regulations around sales and marketing activity (e.g., state marketing matrix, national Do Not Call registry [DNC]). If in a non-U.S. location, understand and abide by applicable local regulations around sales and marketing activity.
Updates plans and actions to prepare for management meetings.
Performs other duties as assigned.
Generic Candidate Profile
Successful candidates should possess knowledge and experience and demonstrate strong leadership and relationship skills as follows:
Generally, a senior position requiring significant knowledge and experience in one or more disciplines and/or business operations as well as associate and organizational management experience. College degree required. Advance degree or professional certification is typically required.
Specific Candidate Profile
Education and Experience
College degree preferred
Minimum 5 years’ experience in management of sales, marketing or administration
Minimum 5 years’ experience in vacation ownership
Required Qualifications
Proficiency in reading and writing English (additional language required for certain positions)
Basic Computer Skills - Using basic computer hardware and software (e.g., personal computers, word processing software, Internet browsers, etc.).
Mathematical Reasoning - The ability to add, subtract, multiply, or divide quickly, correctly, and in a way that allows one to solve work-related issues.
Oral Comprehension - The ability to listen to and understand information and ideas presented through spoken words and sentences.
Reading Comprehension - Understanding written sentences and paragraphs in work related documents.
Writing - Communicating effectively in writing as appropriate for the needs of the audience.
Successful Candidates Will Be Willing To:
Work in close contact with the general public in sales and situations that require strong communication and customer service skills
Openness to adapt to different cultural contexts based on location
Must be willing to work weekends and holidays as required by business needs
COMPETENCIES, BASIC SKILLS, AND PERSONAL CHARACTERISTICS
Leadership
Professional Demeanor - Exhibiting behavioral styles that convey confidence and command respect from others; making a good first impression and representing the organization in alignment with its values.
Problem Solving and Decision Making - Identifying and understanding issues, problems, and opportunities; obtaining and comparing information from different sources to draw conclusions, develop and evaluate alternatives and solutions, solve problems, and choose a course of action.
Communication - Conveying information and ideas to others in a convincing and engaging manner through a variety of methods. Strong public presentation skills.
Adaptability - Maintaining performance level under pressure or when experiencing changes or challenges in the workplace.
Managing Execution
Planning and Organizing - Gathering information and resources required to set a plan of action for self and/or others; prioritizing and arranging work requirements to accomplish goals and ensure work is completed.
Driving for Results - Setting high standards of performance for self and/or others; assuming responsibility for work objectives; initiating, focusing, and monitoring the efforts of self and/or others toward the accomplishment goals; proactively taking action and going beyond what is required.
Building and Contributing to Teams - Leading and participating as a member of a team to move toward the completion of common goals while fostering cohesion and collaboration among team members.
Building Relationships
Coworker Relationships - Interacting with others in a way that builds openness, trust, and confidence in the pursuit of organizational goals and lasting relationships.
Customer Relationships - Developing and sustaining relationships based on an understanding of customer needs and actions.
Fostering Inclusion - Supporting associates with diverse styles, abilities, motivations, and/or cultural perspectives; leveraging personal differences to achieve objectives; and promoting a work environment where all associates are given the opportunity to contribute to their full potential.
Generating Talent and Organizational Capability
Talent Management - Providing guidance and feedback to help individuals develop and strengthen skills and abilities needed to accomplish work objectives.
Organizational Capability - Understanding and leveraging associate talent and capabilities to meet work needs; supporting the attraction, selection, and/or retention of associates in order to achieve department and business objectives.
Learning and Applying Personal Expertise
Applied Learning - Seeking and making the most of learning opportunities to improve performance of self and/or others.
Technical Acumen - Understanding and utilizing professional skills and knowledge in a specific functional area to conduct and manage everyday business operations and generate innovative solutions to approach function-specific work challenges
o General Sales Location Operations - Knowledge of the operating principles and practices of sales locations including tour flow management, sales presentation, sales closings, and general operating procedures.
Business Acumen - Understanding and utilizing business information to manage everyday operations and generate innovative solutions to approach business and administrative challenges
o Applied Business Knowledge - Evaluates market conditions, organizational objectives, and important aspects of the business to accurately diagnose market opportunities and threats; anticipates opportunities and threats, identify issues, and develop strategies and plans. Aligning individual and team actions with strategies and plans to drive business results.
o Administration and Management - Understands and applies the business and management information involved in strategic planning, resource allocation, human resources modeling, leadership techniques, sales methods, and coordination of people and resources.
Basic Competencies - Fundamental competencies required for accomplishing basic work activities.
"Relocation assistance may be available for qualified candidates, subject to company policy and eligibility criteria."
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Marriott Vacations Worldwide is an equal opportunity employer committed to hiring a diverse workforce and sustaining an inclusive culture.