Sales Executive - Waikoloa

Marriott Vacations Worldwide•Waikoloa, HI

1d•Onsite

About The Position

As a Sales Executive (Timeshare Experience), you will be responsible for creating meaningful moments for Owners, members, and guests. This role involves contributing to the success of the organization and sales distribution site by effectively utilizing sales techniques and processes to convert prospective owners into purchasers and to encourage existing Owners to reload. You will develop relationships with prospective owners by soliciting and following up on referrals and leads, tailoring the sales experience to their individual needs and preferences. A key part of the role is to meticulously follow through with the sales contract process, ensuring all required paperwork and legally mandated documents are completed accurately and promptly. You will also maintain high standards and provide excellent service, contributing to the team's success. The position requires a flexible schedule, clear communication with coworkers and guests, and adherence to company rules. Post-sale, you will continue to maintain customer relationships to ensure ongoing owner satisfaction and to cultivate future business opportunities such as reloads, referrals, and additional sales. This position may require a background check and/or drug screen based on company policy and local requirements, and specific duties may vary by property, team size, or facility.

Requirements

Proficiency in English
Minimum one-year of timeshare sales experience within last 2 years required
Incumbent is required to maintain an active and in-good standing professional Real Estate License where mandated by law
Flexible schedule
Ability to communicate clearly with coworkers and guests
Ability to follow the company's rules in all situations
Dependability
Strong Presentation skills
Positive Demeanor
Adaptability/ Flexibility
Stress Tolerance
Integrity
Customer Service Orientation
Diversity Relations skills
Teamwork ability
Influence skills
Listening skills
Applied Reading skills
Learning ability
Bold persuasion skills
Excellent phone communication skills and/or interpersonal skills in interacting with guests
Total understanding of the culture and processes of the organization
Willingness to work at night (occasionally)
Willingness to work weekends and holidays as required by business needs

Nice To Haves

High School Diploma or G.E.D. equivalent
Proficiency in computer skills, specifically in Microsoft programs including Outlook, Excel and Teams

Responsibilities

Make meaningful moments for Owners, members, and guests.
Effectively use sales techniques and processes to convert prospective owners into purchasers and reload Owners.
Develop relationships with prospective owners by soliciting and following up on referrals and leads.
Cater the sales experience to the individual needs and preferences of each potential owner.
Follow through with the sales contract process to ensure all required paperwork and legally required documents are completed accurately and in a timely manner.
Maintain high standards and provide the best service.
Maintain the customer relationship after the sale is complete to ensure continued owner satisfaction and to develop future business opportunities (i.e., reloads, referrals, additional sales).
Follow and adhere to the Consultative Sales Process when presenting to Owners and guests.
Establish trust with the prospective owner and Owners throughout the entire sales process to build ongoing rapport.
Discover the needs of prospective owners and Owners through a series of strategically layered questions/discussions and utilize the information to customize the sales presentation.
Provide prospective owners and Owners a Sales Gallery, Property, and Model tour specific to their sale distribution site.
Explain the features, advantages, and benefits of the product and advocate the appropriate number of points to accommodate the prospective owners and Owner’s current and future vacation needs.
Practice and continue to develop and improve sales script and presentation.
Ensure a clear understanding of financing options and present as an approach to ownership.
Prepare for daily appointments/tours (e.g., review tour sheet, owner history, presentation details, etc.).
Follow up face-to-face guest interaction with email, phone, or mail correspondence and facilitate the use of Vacation Ownership Advisor.
Answer Owner and customer questions regarding product information, servicing issues, construction work, financing, maintenance, repairs, and appraisals.
Use, demonstrate, and/or coordinate virtual tour (eTour) software for guests.
Answer questions regarding the use of properties and location amenities; make recommendations given the background information obtained on the owner through discovery.
Follow up on referrals/leads from Owners.
Fulfill requests from Owners or prospects regarding pricing, property maps, property descriptions, room locations, and portfolio/network information.
Contact Owners to monitor satisfaction, make them aware of upcoming promotions, and develop business opportunities (e.g., reloads, referrals).
Develop and maintain records on customer contacts and use that information to support effective follow-up opportunities.
Assure complete and accurate processing of documents pertaining to sales.
Review details of contracts with prospective owners and Owners once they decide on a purchase.
Thoroughly review loan applications and financial documents with the customer and ensure completed properly.
Monitor contract processing to minimize rescission decisions, provide comprehensive owner assurance, and ensure timeliness of closings.
Analyze problems and formulate a strategy and plan to overcome challenges of getting work done quickly with a high degree of quality.
Complete the purchase summary worksheet at the end of each sale.
Reach out to and influence Legacy Owners and Every Other Year (EOY) Owners to enroll, upgrade, and maximize all reload opportunities.
Respond to and monitor the resolution of customer and Owner inquiries in a timely manner with accurate information.
Leverage resources for providing service to guests and Owners (e.g., Vacation Ownership Advisors) in an effective manner.
Manage time effectively to punctually attend daily team meetings, training sessions, and guest/Owner appointments.
Improve sales presentation approach through self-critique, practice, and lessons from the feedback provided by others (e.g., Sales Manager Coaches, Guests, Owners).
Participate in formal training sessions offered by the management team.
Maintain an awareness of current events (e.g., news, sports, pop culture) and information on site locations to enable and promote customer relationship building.
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.).