RVP Marketing & Sales Southeast

Marriott Vacations Worldwide•Hilton Head, SC

About The Position

Establishes and executes site-level sales strategy. Responsible for on-site coordination of sales and sales administration. Provides direction to the sales management team and supports the team with resources and conflict resolution. Coordinates sales efforts with Vice President of Marketing to ensure coordination of marketing and sales efforts. Participates in the performance management, coaching, recruiting, and selection of the sales workforce. Oversee the customer sales experience and proactively responds to customer concerns.

Requirements

College degree preferred
Minimum 10 years’ experience in management of sales, marketing or administration
Minimum 10 years’ experience in vacation ownership
Proficiency in reading and writing English.
Work in close contact with the general public in sales and situations that require strong communication and customer service skills
Openness to adapt to different cultural contexts based on location
Must be willing to work weekends and holidays as required by business needs

Responsibilities

Developing and Executing Strategy Contributes to the development of long-term function and strategy of the project.
Develops a culture of excellence in all facets of project operation.
Develops and ensures sales management implements philosophy of tour efficiency and is profit driven (rather than strictly volume driven), while building strong team values.
General Business Management Implements and manages daily administrative procedures in compliance with company policy and practical business process.
Forecasts and budgets annual sales targets.
Addresses personnel issues in compliance with company policy.
Ensures proper communications are maintained with all staff personnel or others associated with project operations.
Standard review process participation.
Ensures Sales department works with Marketing department to achieve project goals.
Managing the Guest Experience Manages the sales floor to ensure guest tour flow experience is efficient and conducive to sales presentation discussions and purchase deliberations.
Resolves any unresolved guest issues that have been escalated.
Monitors guest experience survey data and follow up with department leaders as appropriate.
Ensures Sales Gallery meets or exceeds all property standards.
Maintaining, Analyzing, & Communicating Key Reports Uses reports on individual and team production performance (e.g., Confirmations-Experiences per guest, volume-per-guest [VPG], close rate, employee satisfaction, Regional Customer Experience Report, Site Daily Flash) to evaluate overall project and team effectiveness.
Uses market analyses (e.g., cost per tour, development plans, and marketing cost by channel and effort) to evaluate the effectiveness of various incentives and programs in order to determine which incentives and programs should be retained.
Monitors Budget versus Actual Results (BUVARS) for sales department to evaluate department effectiveness.
Managing External Relationships Negotiates contracts and work with vendors.
Works directly with local Marriott Hotel General Managers and Area Vice President.
Managing & Developing the Sales Workforce Develops future sales managers while implementing company directed self-development programs.
Coaches, manages and leads direct reports
Measures the performance of the sales departments against goals and holds them accountable.
Rewards and recognizes manager performance (e.g., way-to-go letters, personal bests).
Motivates managers to increase production and performance
Observes and identifies direct report areas of strength and development opportunities (e.g., through ride-alongs, shadowing, monitoring).
Oversees the development and/or update of sales training manuals and sales process enhancements (e.g., Eagle Flight Plans, Resource Guides).
Conducts formal performance reviews and uses this information to create individual development plans, career paths, and promotion development plans.
Manages associate performance, developing performance plans for associates below expectation (progressive discipline).
Identifies and responds to the needs/questions/issues (both work and non-work related) brought forth by team associates.
Mediates conflict in and between teams (e.g., within marketing or sales teams, between marketing and sales teams).
Provides guidelines for empowering associates to make decisions regarding guest experience and service issues.
Reviews various training programs prior to implementation.
Reviews and approves policies and procedures pertaining to work flow, lead distribution, reward, recognition, and discipline.
Creates an awareness and understanding of policies and procedures for conducting business (e.g., Flight Plans, Local Standard Operating Procedures).
Participates in recruiting (e.g., make internal announcements to managers in order to generate referrals, monitor online and print ads, intervene in personnel selection matters if needed).
Ensures hiring managers follow personnel selection protocols.
Develops compensation plans for sales teams that maximize production.
Contributing to the Management of the Enterprise Understands and abides by state and federal regulations around sales activity.
If in a non-U.S. location, understands and abides by applicable local regulations around sales activity.
Updates plans and actions to prepare for management meetings.
Performs other duties as assigned.