Sales Executive - Licensed (Sign On Bonus Potential)

Marriott Vacations Worldwide•Kaanapali, HI

About The Position

The Sales Executive contributes to the organization’s success and sales distribution site by using sales techniques and processes to convert prospective owners into purchasers and encourage existing owners to reload. The role develops relationships with prospective owners through referrals and leads, tailors sales presentations to individual needs and preferences, and ensures sales contracts and required legal paperwork are completed accurately and promptly. After a sale, the Sales Executive maintains customer relationships to support owner satisfaction and future business, including reloads, referrals, and additional sales. The position includes building and maintaining a customer base, giving sales presentations and property tours, managing sales and financing documents, supporting contract closings, and responding to owner and customer inquiries. The Sales Executive participates in training and team meetings, improves sales presentations through practice and feedback, and follows applicable state and federal regulations governing sales and marketing.

Requirements

High school diploma or GED.
Proficiency in English.
Maintain an active, good-standing professional Real Estate License where required by law.
Willingness to work weekends and holidays as required by business needs.

Nice To Haves

One year of related experience; the posting also notes sign-on bonus potential with one year of timeshare 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 owner and prospect requests for pricing, property maps and descriptions, room locations, and portfolio or network information.
Contact owners to monitor satisfaction, inform them about promotions, and develop opportunities such as reloads and referrals.
Maintain customer contact records to support effective follow-up.
Monitor contract processing to help minimize rescissions, provide owner assurance, and ensure timely closings.
Follow the Consultative Sales Process when presenting to owners and guests.
Build trust and rapport with prospective owners and existing owners throughout the sales process.
Discover customer needs through strategic questions and use the information to customize presentations.
Provide sales gallery, property, and model tours specific to the sales distribution site.
Explain product features, advantages, and benefits, and recommend points appropriate to customers’ current and future vacation needs.
Complete and close sales contracts, ensuring required legal paperwork is signed and notarized.
Continue developing and improving sales scripts and presentations.
Explain financing options as an approach to ownership.
Prepare for daily appointments by reviewing tour sheets, owner history, and presentation details.
Follow up on face-to-face guest interactions through email, phone, or mail, and facilitate use of the Vacation Ownership Advisor.
Answer questions about product information, servicing issues, construction, financing, maintenance, repairs, and appraisals.
Use, demonstrate, or coordinate virtual tour (eTour) software for guests.
Process sales documents completely and accurately.
Review contract details with prospective and existing owners who decide to purchase.
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 develop plans to complete work quickly and with quality.
Complete a purchase summary worksheet after 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, providing accurate information in a timely manner.
Use resources such as Vacation Ownership Advisors to provide effective service to guests and owners.
Manage time to attend team meetings, training sessions, and appointments punctually.
Understand and follow the organization’s culture and processes.
Improve sales presentations through self-critique, practice, and feedback from coaches, guests, and owners.
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.
Understand and comply with state and federal regulations governing sales and marketing, including Do Not Call Lists, state registrations, and exemptions.