Regional Senior Sales Manager - West Region
JOB SUMMARY
Provides support in the daily operational aspects of the Sales Gallery Floor/Sales Center as determined by SVP M&S. Review production reports for Sales Gallery identified prior to arrival in conjunction with Senior Site Leadership to develop the areas of focus for the site visit to drive sales success. Develops, maintains and enhances a Culture of Excellence in all aspects of the Sales Gallery/Center operation. As directed by the Senior Site Leader, they provide necessary resources, coaching and training on sales techniques for the sales staff. Ensure learning is provided to regional trainers for any incorporation into the ongoing EDGE curriculum.
CANDIDATE PROFILE
Education and Experience
- High school diploma or GED; minimum 2 years’ experience in a similar position.
- 5+ year’s Timeshare Sales Experience as a top producer.
Required Qualifications
- Proficiency in English (additional language required for certain positions)
- Incumbent is required to maintain an active and in-good-standing professional Real Estate License and/or Timeshare Certificate where mandated by law.
Must be willing to travel, up to 70%.
Successful Candidates must be willing to work weekends and holidays as required by business needs.
JOB SPECIFIC TASKS
Coaching the Sales Force
- At direction of Site Senior Leader, provide real-time coaching and consultation regarding approach to closing sales (e.g., provision of a specific business case, offering an Encore opportunity).
- Builds team camaraderie and Sales Executive confidence to achieve sales goals.
- Conducts one-on-one coaching meetings with individual Sales Executives and Team Leaders / ASM Closers to develop proficiency in sales approach, execution of process (i.e., discovery, intent, close), ability to close, cope with and respond to rejection, etc.
- Prepare Sales Executives and Team Leaders /ASM Closers with multiple strategies for overcoming a broad range of objections.
- At direction of Site Senior Leader, develop, conduct and supervise regular group training for Sales Executives to refresh on specific aspects of the sales presentation process as well as to develop Sales Executives in other personal/professional areas.
- Maintains a presence on the sales floor during selling sessions to serve as a resource for Sales Executives and Team Leaders / ASM Closers on an as needed basis.
- Help the Site Senior Leader conduct regular training and feedback sessions for team members who are performing below expected metrics. Provide ongoing structured feedback to regional trainers to reinforce first‑year sales development and ensure alignment with EDGE and new‑hire training.
- Monitor sales presentations to ensure effective conformity with standards in terms of content and collateral.
- Accompany Sales Executives and Team Leader/ASM Closer on ride-along as a means of identifying areas to provide feedback on performance.
- Interpret and coach Sales Executives and Team Leaders / ASM Closers based on results of feedback received through formal (e.g., surveys) and informal (e.g., customer conversations) channels.
- Monitor and provide coaching to Sales Executive / Team Leader / ASM Closer on customer communication skills (e.g., phone behavior and emailing).
- Provide feedback for Site Leadership, SVP M&S and Sales training class on learnings and next steps to continue to drive sales volume.
- Understand and abide by state and federal regulations around all sales and/or marketing activity (i.e. Do Not Call Lists, State registrations, Exemptions, etc.)
- Perform other duties as assigned.
Managing the Sales Experience
- Close sales as appropriate (when licensed in markets with license requirements); support Sales Executive as the second face for the customer.
- Provide information to and answer questions from Sales Executives / Team Leaders / ASM Closers and customers regarding specific topics related to vacation ownership, seasonal travel and financing options.
- Review and approve documentation for a sale.
General Business Management
- Encourage and support the establishment of a positive work environment that recognizes both individual and team accomplishments and provides a safe haven for open and honest communication.
- Assist Sales Manager in managing the Guest Experience and the integrity of the brand name by making sure that all associates represent the company in an ethical, moral and professional manner always.
- Conduct and/or participate in regular sales management meetings to review performances and make action plans to ensure peak performance for specific Sales Executives and Team Leaders/ASM Closers.
- Conduct and/or contribute to material for Daily Huddles/Line Ups.
- As directed by Senior Leadership, monitor weekly and period-to-date reports (e.g., volume-per-guest [VPG], Net Sales, Customer Satisfaction, Sales Executive ‘hot lead’ reports, channel reports, and Profit and Loss reports [P&Ls]), and provide effective motivational messages to sales team based on performance.
- Assist Sales Manager in developing, maintaining and enhancing the 'Culture of Excellence' in all aspects of the Sales Gallery/Center operation.
Providing Services to Others
- Respond to customer questions, complaints, and/or escalated issues.
- Respond to cancellations with call back to customer.
- Coordinate with Quality Assurance and Contracts to relay important information or issues to the sales line.
- Assist Sales Manager to develop plans to proactively deal with and mitigate common customer problems/complaints.
COMPETENCIES, BASIC SKILLS, and PERSONAL CHARACTERISTICS
Leadership
- Adaptability - Maintaining performance level under pressure or when experiencing changes or challenges in the workplace.
- Communication - Conveying information and ideas to others in a convincing and engaging manner through a variety of methods.
- 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
Driving for Results - Planning and supporting the development of individuals' skills and abilities so that they can fulfill current or future job/role responsibilities more effectively.
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.
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 Organizational Talent and Capability
- 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. Diagnoses capability needs; recruits and evaluates potential employees; emphasizes retention; champions talent management.
- Talent Management - Providing guidance and feedback to help individuals develop and strengthen skills and abilities needed to accomplish work objectives.
Learning and Applying Personal Expertise
- Applied Learning - Seeking out and making the most of learning opportunities to improve performance of self and/or others. Actively seeks and participates in learning activities; gains knowledge, understanding, and skill; applies knowledge or skill; welcomes performance feedback.
- Business Acumen - Understanding and utilizing business information (e.g., Associate, Guest/Customer Satisfaction, Financial Performance) to manage everyday operations and generate innovative solutions to approach business and administrative challenges.
Basic Competencies
- Job Specific Computer Skills - Using computer hardware and software specific to job (e.g., MARSHA, PMS, SFA, NGS, Delphi, Point of Sale, HR technology).
- Reading Comprehension - Understanding written sentences and paragraphs in work related documents.
- Writing - Communicating effectively in writing for the needs of the audience.
Functional Job Family Competencies
- Sales Coaching - Providing timely coaching, guidance, and feedback to help others excel on the job and meet key accountabilities.
- Sales and Marketing - Knowledge of sales and marketing concepts including principles and methods for showing, promoting and selling products or services as well as marketing strategies and tactics.
- Sales and Marketing and Operations - Ability to understand the business needs and basic concepts of Sales and Marketing and Resort Operations in order to build a positive and collaborative working relationship.
Marriott Vacations Worldwide is an equal opportunity employer committed to hiring a diverse workforce and sustaining an inclusive culture.
