Director of Sales

Marriott Vacations Worldwide•Park City, UT

About The Position

The Director of Sales I at Marriott Vacations Worldwide is responsible for shaping and executing the overall sales strategy and communicating it to the sales team and other business units. The role coordinates with marketing management to align sales and marketing strategies, provides resources and incentives to the sales force, resolves conflicts, participates in performance management, coaching, recruiting, and selection, and develops compensation plans to maximize productivity. The Director oversees the customer sales experience and proactively responds to customer concerns. The position contributes to long-term project strategy and develops a culture of excellence across sales operations. It oversees the sales gallery or center floor, sales processes, customer experience, business performance, and regulatory compliance. The Director coaches and develops sales managers and executives, supports hiring and training, addresses employee and customer concerns, and works with marketing and other departments to achieve business objectives. The job requires availability for a fluctuating schedule that may include days, nights, weekends, and holidays, as well as work indoors and outdoors and frequent use of computers, telephones, and other office equipment. The role is at will and includes other reasonable duties as assigned.

Requirements

Bachelor’s degree or four years of equivalent work experience.
At least two years of experience in a similar position.
Maintain an active, good-standing professional Real Estate License where mandated by law.
Proficiency in reading, writing, and verbally communicating in English; an additional language may be required in certain locations.
Strong public presentation skills and the ability to communicate information and ideas convincingly and engagingly.
Ability to work a fluctuating schedule based on business needs, potentially including days, nights, weekends, and holidays.
Ability to perform physical tasks including moving, lifting, carrying, pushing, pulling, and placing items weighing up to 10 pounds without assistance; reach overhead and below the knees; bend, twist, pull, stoop, and stand, sit, or walk for extended periods or an entire work shift.
Ability to work in contact with the public using strong communication and customer service skills.
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 overall sales strategy to the sales team and other business units; coordinate with marketing management to align sales and marketing strategies.
Contribute to long-term function and project strategy and develop a culture of excellence in project and sales center operations.
Promote tour efficiency and profitable sales practices while fostering strong team values.
Work with marketing and management to increase qualified traffic for sales presentations and support self-generated business through existing customers and the local community.
Evaluate the sales team's book of business to generate sales and referrals and track escrows; create and monitor the assignment of Sales Executives to prospective owners or members.
Manage the sales floor and guest tour flow, support customer presentations and purchase deliberations, and handle overflow from tour waves.
Provide guests with information about vacation ownership, seasonal travel, and financing options; review and approve sale documentation; close sales and complete paperwork, including notarizing contracts when applicable.
Support the presentation and ratification of contracts to new owners, greet guests, and ensure Sales Executives have materials needed for daily work.
Supervise daily sales gallery or sales center operations; contribute to daily huddles and participate in sales management meetings, review performance, and create action plans.
Mediate, counsel, and resolve issues with subordinates and colleagues; foster a positive work environment, open communication, and recognition of individual and team accomplishments.
Monitor weekly and period-to-date performance reports, including VPG, net sales, customer satisfaction, lead reports, channel reports, and P&Ls, and motivate the team based on results.
Ensure Sales Managers and Sales Executives understand the products available for sale and how to sell them, including financing; maintain ethical and professional conduct and protect the guest experience and brand integrity.
Determine when issues require escalation and maintain a culture of excellence in sales operations.
Participate in recruiting and interviewing candidates for Sales Manager and Sales Executive roles; coordinate quarterly business objectives with the Director of Marketing.
Respond to customer questions, complaints, and concerns; develop plans to mitigate common customer issues, communicate on escalated matters, coordinate with Quality Assurance and New Owner Admin or Contracts, and call customers regarding cancellations.
Provide real-time coaching on sales closing approaches; coach Sales Managers in management practices, policy execution, team coordination, and feedback to Sales Executives.
Conduct performance reviews with Sales Managers, assess progress against goals, diagnose underperformance, and establish actions to achieve individual and organizational objectives.
Develop team camaraderie and manager confidence; conduct group training, deliver workforce training, facilitate training and feedback for new hires, and present or attend in-house seminars.
Plan, launch, and monitor incentive programs; clarify expectations for Sales Managers and ensure appropriate focus and review of their key result areas.
Address employee concerns, workplace conflict, and performance issues; maintain a presence on the sales floor as a resource during selling sessions.
Interpret formal and informal feedback and coach Sales Managers based on customer and other feedback.
Comply with state and federal regulations governing sales and marketing activity, including applicable Do Not Call lists, registrations, and exemptions.
Develop sales presentation scripts and continually work with Sales Executives on their presentations.
Report work-related accidents and injuries promptly; identify, correct, or report unsafe conditions and follow company, department, and property safety and security procedures, including emergency procedures and required training.
Perform other duties as assigned to meet guest, owner, or business needs.