Director of Sales I - First Time Buyer

Marriott Vacations Worldwide•Newport Beach, CA

12d

About The Position

The Director of Sales I at Marriott Vacations Worldwide (MVW) shapes and executes the overall sales strategy, communicates it to the sales team and other business units, and coordinates with marketing management to align marketing and sales strategies. The role supports the sales force with resources and incentives, resolves conflicts, and participates in performance management, coaching, recruiting, selection, and compensation planning to maximize productivity. It oversees the customer sales experience and responds proactively to customer concerns. The position supervises daily sales gallery or sales center operations, manages tour flow and sales-force readiness, monitors sales performance and product availability, and supports customer interactions throughout the sales and contract process. It coaches and develops Sales Managers and Sales Executives, supports hiring and training, addresses employee concerns, and helps maintain an ethical, professional, inclusive, and high-performing work environment. The role also coordinates with marketing, quality assurance, and contracts, and complies with applicable state and federal sales and marketing regulations.

Requirements

Bachelor’s degree or four years of equivalent work experience.
At least two years of experience in a similar position.
Maintain an active, in-good-standing professional Real Estate License where mandated by law.
Proficiency in reading, writing, and communicating verbally in English; an additional language may be required in certain locations.
Strong public presentation and communication skills.
Ability to work in contact with the public using strong communication and customer service skills.
Ability to perform physical tasks including moving, lifting, carrying, pushing, pulling, and placing objects weighing up to 10 pounds without assistance; reaching overhead and below the knees; bending, twisting, pulling, and stooping; and standing, sitting, or walking for extended periods or an entire work shift.
Availability to work a fluctuating schedule based on business needs, which may include days, nights, weekends, and holidays.
Competencies include leadership, professional demeanor, problem solving and decision making, communication, adaptability, planning and organizing, driving for results, teamwork, relationship building, fostering inclusion, talent management, applied learning, technical acumen, sales location operations, business acumen, applied business knowledge, administration and management, basic computer skills, mathematical reasoning, oral comprehension, reading comprehension, and writing.

Responsibilities

Shape, execute, and communicate the overall sales strategy; coordinate with marketing management to align sales and marketing strategies.
Provide resources and incentives to the sales force, resolve conflicts, and participate in performance management, coaching, recruiting, selection, and compensation planning.
Oversee the customer sales experience and proactively address customer concerns.
Manage the sales floor and customer tour flow to support sales presentations and purchase deliberations.
Plan and staff sales-force readiness to ensure appropriate Sales Executive coverage for marketing and tours.
Provide customers with information about vacation ownership, seasonal travel, and financing options; close sales as appropriate and serve as a second point of contact for customers.
Review and approve sale documentation, monitor deals awaiting final confirmation or signature during the rescission period, and support contract presentation and ratification.
Handle tour-wave overflow, greet customers, make introductions to front desk staff or Sales Executives, and make post-purchase calls to owners.
Supervise daily Sales Gallery Floor or Sales Center operations and contribute to daily huddles and regular sales management meetings.
Review weekly and period performance, reports, and results; develop action plans and motivational communications to support performance.
Monitor product inventory and ensure Sales Managers understand what products can be sold and how they should be sold, including financing.
Maintain guest experience and brand integrity by ensuring associates act ethically, morally, and professionally; escalate issues when appropriate.
Develop and maintain a positive work environment and a Culture of Excellence; mediate and resolve issues among subordinates and colleagues.
Interview candidates for Sales Executive and Sales Manager positions and coordinate quarterly business objectives with the Director of Marketing.
Respond to customer questions, complaints, and concerns; develop plans to mitigate recurring problems and communicate with customers about escalated issues.
Coordinate with Quality Assurance and Contracts to relay relevant information and issues to the sales line; respond to cancellations with customer callbacks.
Coach Sales Managers and Sales Executives on sales approaches, closing, policies, team coordination, feedback, and performance.
Conduct one-on-one coaching, performance reviews, group training, new-hire training, and feedback sessions for Sales Managers and the wider sales workforce.
Diagnose underperformance, build team camaraderie and Sales Manager confidence, and clarify expectations and key result areas.
Plan, launch, and monitor incentive programs to motivate Sales Executive performance.
Address employee concerns, including workplace conflict and performance issues, and maintain a presence on the sales floor during selling sessions as a resource.
Participate in recruiting activities and present or attend in-house seminars.
Interpret and coach Sales Managers using formal and informal feedback, including surveys and customer conversations.
Understand and comply with state and federal regulations governing sales and marketing activities, including Do Not Call Lists, state registrations, and exemptions.
Develop scripts for Sales or Membership Executives for phone nights and sales presentations, and work with Sales Executives on their presentations.
Perform other duties as assigned.