Regional Senior Sales Manager - West

Marriott Vacations Worldwide•Las Vegas, NV

About The Position

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.

Requirements

High school diploma or GED; minimum 2 years’ experience in a similar position
5+ year’s Timeshare Sales Experience as a top producer
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

Responsibilities

Provide real-time coaching and consultation regarding approach to closing sales
Build team camaraderie and Sales Executive confidence to achieve sales goals
Conduct one-on-one coaching meetings with individual Sales Executives and Team Leaders / ASM Closers to develop proficiency in sales approach
Prepare Sales Executives and Team Leaders /ASM Closers with multiple strategies for overcoming a broad range of objections
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
Maintain 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
Perform other duties as assigned
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
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
Monitor weekly and period-to-date reports
Assist Sales Manager in developing, maintaining and enhancing the 'Culture of Excellence' in all aspects of the Sales Gallery/Center operation
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