POSITION SUMMARY

Contribute to the success of the organization and sales distribution site by effectively using sales techniques and processes to convert prospective owners into purchasers as well as 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, and follow through with the sales contract process to ensure that all required paperwork and legally required documents are completed accurately and in a timely manner efficiently. Maintain the customer relationship after the sale is complete to ensure continued owner satisfaction with the organization and to develop future business opportunities (i.e., reloads, referrals, additional sales).

CRITICAL TASKS

WORKING RELATIONSHIPS:   

Reports to:        Senior Sales Team Leader

Interfaces:        Customers, S&M associates, department heads and other MVW associates

OVERALL RESPONSIBILITIES:

• Provide appropriate information to all guests with accuracy, attention to detail and product knowledge.
• Perform sales presentation to potential owners generated through marketing programmes and self-generated leads.
• To maintain and exceed minimum performance standards as established by the Sales management on a period basis.
• Liaise with administration department / client to ensure payment schedules are delivered on time and meet future payment requirements.
• To obtain referrals from new and existing owners.
• Follow up on sales leads, self-generated or provided by Sales Management and amend accordingly to improve sales results.
• Review own performance with Sales Management and amend accordingly to improve sales results.

ESSENTIAL JOB FUNCTIONS:

• To properly learn and execute the endorsed sales process using the counselor sales person philosophy
• To maintain an attitude of customer service throughout your dealings with guests and owners.
• To assist your owners when necessary with bookings, queries etc.
• To commit to a personal on-going self-development programme
• To establish supportive and positive interaction with other Associates
• To strive for a personal sales volume 20% above your established target and to maintain a volume per guest as dictated by Sales Management
• To generate maximum amount of owner related business, through reloads and referrals. After first year a minimum of 25% total net volume is expected.
• Remain current on company and industry information.
• Through professional persuasion, generate qualified prospective purchasers to attend Marriott’s Club Son Antem sales presentation.
• Qualify clients according to the “details of participation” of any given programme. 
• Be able to explain promotion terms and conditions to guests that may qualify for a general information (GI) tour. 
• Co-ordinate appointments and the time of arrivals with the front desk at the Sales Centre.
• Responsible for contacting In House clients and Owner Referrals in order to generate tours following the company guidelines for In House and referral business.

OTHER:

• Perform all tasks in a timely and accurate manner ensuring all deadlines are met
• Have a professional and positive attitude
• Maintain a working knowledge of all MVC product lines
• Perform other related tasks as assigned by management.
• Comply with MVW policies and procedures.
• Manage time effectively to punctually attend daily team meetings, training sessions, and guest/owner appointments.
• Demonstrate total understanding of the culture and processes of the organization.
• 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 management team.
• Attend daily huddles and regularly scheduled team/manager meetings.
• Assist in the development and mentoring of other Sales/Membership Executives as requested.
• Maintain an awareness of current events (e.g., news, sports, pop-culture) and information on site locations to enable and promote customer relationship building.

JOB QUALIFICATIONS:

• Must speak fluent English, German and Spanish, preferably
• Excellent customer service and communication skills
• Good organizational skills

PHYSICAL JOB REQUIREMENTS:

• Move, lift, carry, push, pull, and place objects weighing less than or equal to 10 pounds without assistance.

COMPETENCIES, BASIC SKILLS, and PERSONAL CHARACTERISTICS

Leadership

• Adaptability - Maintaining performance level under pressure or when experiencing changes or challenges in the workplace.
• Communication - Conveying information and ideas to others in a convincing and engaging manner through a variety of methods.
• Professional Demeanour - Exhibiting behavioural styles that convey confidence and command respect from others; making a good first impression and representing the organization in alignment with its values.
• Problem Solving and Decision Making - Identifying and understanding issues, problems, and opportunities; obtaining and comparing information from different sources to draw conclusions, develop and evaluate alternatives and solutions, solve problems, and choose a course of action.
• Managing Execution
• Driving for Results - Planning and supporting the development of individuals' skills and abilities so that you can fulfill current or future job/role responsibilities more effectively.
• Planning and Organizing - Gathering information and resources required to set a plan of action for self and/or others; prioritizing and arranging work requirements to accomplish goals and ensure work is completed in a timely manner.

Building Relationships

• Coworker Relationships - Interacting with others in a way that builds openness, trust, and confidence in the pursuit of organizational goals and lasting relationships.
• Customer Relationships - Developing and sustaining relationships based on an understanding of customer needs and actions

Learning and Applying Personal Expertise

• Applied Learning - Seeking out and making the most of learning opportunities to improve performance of self and/or others. Actively seeks and participates in learning activities; gains knowledge, understanding, and skill; applies knowledge or skill; welcomes performance feedback.
• Applied Business Knowledge - Evaluating important aspects of the business to accurately diagnose strengths and weaknesses, anticipate opportunities and risks, identify issues, and develop strategies and plans. Aligning individual and team actions with strategies and plans to drive business results.

Basic Competencies

• Job Specific Computer Skills - Using computer hardware and software specific to your role.
• Mathematical Reasoning - The ability to add, subtract, multiply, or divide quickly, correctly, and in a way that allows one to solve work-related issues.
• Reading Comprehension - Understanding written sentences and paragraphs in work related documents.
• Writing - Communicating effectively in writing as appropriate for the needs of the audience

Functional Job Family Competencies

• Devising Sales Approaches and Solutions - Trying different and novel ways to deal with sales challenges and opportunities; taking courses of action or developing sales solutions that appropriately consider available facts, constraints, competitive circumstances, and probable consequences.
• Sales Call Facilitation - Ensuring that a call serves its sales objectives; maximizing the productiveness of interactions by monitoring and building on customers’ cues.
• Sales Ability: Persuasiveness - Using appropriate interpersonal styles and communication methods to gain acceptance of a product, service, or idea from prospects and clients.
• Sales Disposition - Demonstrating the traits, inclinations, and outlooks that characterize successful salespersons; exhibiting behaviour styles that facilitate adaptation to the demands of the sales role.
• Supporting Sales Implementations - Supporting customers during the implementation of sales contracts; seeking and taking appropriate actions on customer feedback; taking responsibility for customer satisfaction and loyalty.
• Sales Opportunity Analysis - Understanding and utilizing economic, financial, industry, and organizational data; accurately diagnosing customers’ business strengths, weaknesses, and key issue that can inform sales strategies and plans.

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Marriott Vacations Worldwide is an equal opportunity employer committed to hiring a diverse workforce and sustaining an inclusive culture.