Frontline Sales - OW

Marriott Vacations Worldwide

About The Position

Contribute to the success of the organization and sales distribution site by using sales techniques and processes to convert prospective owners into purchasers and reload existing Owners. Develop relationships with prospective owners through referrals and leads, tailor each sales experience to individual needs and preferences, and complete sales contracts and legally required paperwork accurately and promptly. Maintain customer relationships after the sale to support continued owner satisfaction and future business opportunities, including reloads, referrals, and additional sales. The role involves building and maintaining a customer base; conducting consultative sales presentations and property tours; explaining product features, financing, and ownership options; managing sales transactions and contract documents; and responding to customer and Owner inquiries. The Sales Associate also attends meetings and training, improves sales presentation skills, supports colleagues when requested, and complies with applicable state and federal sales and marketing regulations.

Requirements

High school diploma or GED.
Proficiency in English.
Willingness to work weekends and holidays as required by business needs.
Ability to communicate convincingly and engagingly, solve problems, make decisions, and maintain a professional demeanor.
Ability to plan and organize work, build coworker and customer relationships, and apply feedback and learning to improve performance.
Job-specific computer skills; mathematical reasoning; reading comprehension; and effective writing.
Sales skills including devising sales approaches, facilitating sales calls, persuading prospects, supporting sales implementations, and analyzing sales opportunities.

Nice To Haves

One year of related experience.

Responsibilities

Answer Owner questions about property use and location amenities, and make recommendations based on information gathered about the Owner.
Follow up on referrals and leads from Owners.
Fulfill requests for pricing, property maps and descriptions, room locations, and portfolio or network information.
Contact Owners to monitor satisfaction, inform them of promotions, and develop business opportunities such as reloads and referrals.
Maintain customer-contact records to support effective follow-up.
Monitor contract processing to reduce rescissions, provide Owner assurance, and ensure timely closings.
Follow the Consultative Sales Process when presenting to Owners and guests, building trust and ongoing rapport throughout the process.
Discover prospective Owners’ and Owners’ needs and use that information to tailor presentations.
Provide Sales Gallery, property, and model tours appropriate to the sales distribution site.
Explain product features, advantages, and benefits, and recommend points to address current and future vacation needs.
Complete sales contracts and ensure required legal paperwork and documents are signed and notarized.
Practice and improve sales scripts and presentations; prepare for daily appointments by reviewing tour sheets, Owner history, and presentation details.
Follow up after face-to-face guest interactions by email, phone, or mail, and facilitate use of the Vacation Ownership Advisor.
Answer questions about products, servicing, construction, financing, maintenance, repairs, and appraisals.
Use, demonstrate, or coordinate virtual tour (eTour) software for guests.
Process sales documents accurately and review contract details with purchasers.
Review loan applications and financial documents with customers and ensure they are completed properly.
Work with Sales Management to minimize cancellations, provide Owner assurance, and ensure timely closings.
Analyze problems and formulate plans to complete work quickly and with high quality.
Complete a purchase summary worksheet at the end of each sale.
Encourage Legacy Owners and Every Other Year (EOY) Owners to enroll, upgrade, and pursue reload opportunities.
Respond to customer and Owner inquiries and monitor their resolution promptly and accurately.
Use available resources, such as Vacation Ownership Advisors, to serve guests and Owners effectively.
Manage time to attend team meetings, training, and guest or Owner appointments punctually.
Understand the organization’s culture and processes; improve sales presentations through self-critique, practice, and feedback.
Participate in formal training, daily huddles, and scheduled team and manager meetings.
Assist with developing and mentoring other Sales or Membership Executives when requested.
Maintain awareness of current events and site-location information to support customer relationship building.
Perform other duties as assigned.
Comply with state and federal regulations governing sales and marketing activity, including Do Not Call lists, state registrations, and exemptions.