Position Summary
The position of Specialist, IRM Rental Sales - Lead Generation ("Specialist") supports the Rental Sales team with the optimization of rental inventory for MVW Vacation Ownership Brands. The primary responsibility of the Specialist is supporting the IRM Rental Sales Management team with optimizing sales leads across all source channels, including phone calls, by qualifying the most productive leads. The Specialist assists the IRM Rental Sales Managers with responding to all unqualified leads. The position implements lead strategies as determined for each resort and market. The Specialist ensures that appropriate / optimal lead tracking is used, accurate and maintained in the IRM Rental Sales database for all phases of the sales process and prepares timely reports for use by IRM Rental Sales Managers and IRM senior leaders for strategic decision-making and internal and cross-departmental communications.
In addition to these core responsibilities, the Specialist is also actively involved in lead generation, by proactively sourcing new lead opportunities. This involves identifying and forwarding potential leads, both internal contacts, such as cross-functional referrals and existing client relationships, and external contacts, such as new prospects and industry connections to the appropriate the IRM Rental Sales Managers for follow-up, helping to expand the sales pipeline and support overall team success.
Follow all company policies and procedures; ensure uniform and personal appearance are clean and professional; maintain confidentiality of proprietary information; protect company assets. Welcome and acknowledge all guests according to company standards; anticipate and address guests’ service needs; assist individuals with disabilities; thank guests with genuine appreciation. Speak with others using clear and professional language; prepare and review written documents accurately and completely; answer telephones using appropriate etiquette. Develop and maintain positive working relationships with others; support team to reach common goals; listen and respond appropriately to the concerns of other employees. Comply with quality assurance expectations and standards. Read and visually verify information in a variety of formats. Move, lift, carry, push, pull, and place objects weighing less than or equal to 10 pounds without assistance. Perform other reasonable job duties as requested.
Expected Contributions
Lead Management
- Answer incoming phone calls (internal or external referrals or new prospects) and take lead to qualify callers for potential rental sales opportunities as the primary contact.
- Obtain customer information and determine the appropriate channel for CRM system
- Pre-qualify customers based on multiple criteria and checking inventory availability Respond to lead requests and send email correspondence in a timely and professional manner to turn a prospect into an opportunity.
- Distributed leads to appropriate Sales Managers to prepare proposals and contract negotiations.
- Assist IRM Rental Sales Managers with preparing proposals and contracts.
- Thoroughly understand the sales strategies, rental inventory. booking windows, resorts with meeting space and ancillary opportunities.
- Gain a working knowledge of various leads sources systems.
Lead Generation & Prospecting
- Proactively identify and create new lead opportunities by leveraging internal referrals, existing client relationships, and external industry connections; qualify and forward leads to Sales Managers to support pipeline growth and strategic outreach.
- Build targeted lead lists for upcoming events by identifying prior group sales clients, enabling timely outreach to drive repeat business.
- Monitoring and track long-term leads outside the standard booking window, establishing follow-up schedules to maintain engagement and reinitiate contact at appropriate intervals.
- Create actionable lead lists for IRM Rental Sales Managers and serve as the initial point of contact for outreach to potential new group clients within the CRM system.
- Attend events to build relationships with meeting planners to generate additional lead sources
Data Management
- Enter lead data into the sales inventory management systems.
- Enter leads and statuses by channel in our CRM system.
- Prepare group sales reports and maintain reporting dashboards.
- Gather the appropriate information by market for city/area wide conventions for rolling 12 months. Place information into an appropriate format for distribution to the IRM Rental Sales team.
Additional Support
- Provide back-up support for the Specialist, IRM Rental Sales - Support when required.
- Schedule and send out email communications to existing client base in support of the IRM Rental Sales evolving strategy.
- Perform other reasonable job duties as requested.
Policies and Procedures
- Maintain confidentiality of proprietary materials and information.
- Protect the privacy and security of guests and coworkers.
- Follow company and department policies and procedures.
Working with Others
- Treat all employees and customers with dignity and respect.
- Develop and maintain positive and productive working relationships with other employees and departments, promoting an environment of teamwork.
- Handle sensitive issues with employees and/or guests with tact, respect, diplomacy, and confidentiality.
Candidate Profile
Education
- A four-year college degree is preferred, ideally in business or hospitality management.
- High school diploma/G.E.D. equivalent minimum requirement.
Experience
- Minimum two years’ related work experience is required, preferably within IRM/Revenue Management or Front Office experience at MVW or Marriott International.
Skills and Attributes
- Analyze market trends, sales data, and customer feedback to improve strategies.
- Excellent listening, communication, presentation, and organizational skills.
- Skilled at engaging with diverse groups in person and over the phone.
- Goal-oriented, self-motivated, with a professional demeanor and appearance.
- Uses problem-solving methodology for decision-making and follow-up.
- Ability to work in a team environment and interact at various company levels.
- Proficient in Microsoft 365 applications (Outlook, Word, Excel, and PowerPoint).
- Excellent time management skills for handling multiple tasks and deadlines.
- Flexible to adapt to changing market conditions and customer preferences.
- Keen attention to detail for accuracy in contracts, communications, and sales processes.
- Collaborate and support cross-functional initiatives and sales strategies.
- Strong ability to qualify group sales leads and identify high-potential opportunities.
- Detail-oriented with a focus on accurate lead tracking, reporting, and database management.
- Proactive in researching new lead opportunities through internal referrals and external industry connections.
Marriott Vacations Worldwide is an equal opportunity employer committed to hiring a diverse workforce and sustaining an inclusive culture.
