Sales Executive (Licensed)

Marriott Vacations Worldwide San Francisco , CA 94118

Posted 2 months ago

Job Description:

Are you ready to grow your dream career while making others' vacation dreams come true? Marriott Vacations Worldwide is a world premier organization for Vacation Ownership with resorts at destinations around the globe. Join our team and help deliver unforgettable experiences that make vacation dreams come true.

JOB 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).

CANDIDATE PROFILE

Education and Experience

Required:

  • High school diploma or GED
  • Proficiency in English (additional language required for certain positions)
  • CA Real Estate License. Incumbent is required to maintain an active and in-good standing professional Real Estate License where mandated by law

Preferred:

  • One-year previous Vacation/Timeshare Sales experience

Successful Candidates Will Be Willing To:

  • Work at night (occasionally)
  • Must be willing to work weekends and holidays as required by business needs

JOB SPECIFIC TASKS

Building and Maintaining Customer Base

  • Answer owner questions regarding 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 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.

  • Monitor contract processing to minimize rescission decisions, provide comprehensive owner assurance and ensure timeliness of closings.

Giving Sales Presentations

  • 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 on-going rapport.

  • Discover the needs of prospective owners and Owners through a series of strategically layered questions/discussion and utilize the information to customize the sales presentation.

  • Provide prospective owners and Owners a Sales Gallery, Property and Model tour specific to their sales distribution site.

  • Explain the features, advantages and benefits of the product and advocate the appropriate amount of points to accommodate the prospective owners and Owners current and future vacation needs.

  • Complete and close the sales contract process by ensuring all required/legal paperwork and documents are signed and notarized.

  • Practice and continue to develop and improve sales script and presentation.

  • Ensure clear understanding of finance options and present as an approach to ownership.

  • Prepare for daily appointments (e.g., review tour sheet, owner history, presentation details, etc).

  • Follow up face-to-face guest interaction with email, phone, or mail correspondence and facilitates 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.

Conducting and Managing Business Transactions

  • Assure complete and accurate processing of documents pertaining to sales.

  • Review details of contracts with prospective owners and Owners once they decide on purchase.

  • Thoroughly review loan applications and financial documents with the customer and ensure completed properly.

  • Work with Sales Management to minimize cancellations, 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 purchase summary worksheet at 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.

Providing Service to Others

  • 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.

Other

  • 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.

  • Perform other duties as assigned.

  • Understand and abide by state and federal regulation around all sales and/or marketing activity (i.e. Do Not Call Lists, State registrations, Exemptions, etc).

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


icon no score

See how you match
to the job

Find your dream job anywhere
with the LiveCareer app.
Mobile App Icon
Download the
LiveCareer app and find
your dream job anywhere
App Store Icon Google Play Icon
lc_ad

Boost your job search productivity with our
free Chrome Extension!

lc_apply_tool GET EXTENSION

Similar Jobs

Want to see jobs matched to your resume? Upload One Now! Remove
Sales Executive Technology Industry

Deloitte & Touche L.L.P.

Posted 2 days ago

VIEW JOBS 8/20/2019 12:00:00 AM 2019-11-18T00:00 Sales Executive - Technology Services The Team Are you a Sales Executive (SE) that has an entrepreneurial spirit, with a successful track record of selling application management and technology transformation services? If so, Deloitte Services LP is looking for a top-performing client relationship and solutions Sales Executive to pursue clients within its Technology practice with a focus on the technology Industry. The Sales Center of Excellence (COE) supports Deloitte's businesses in uncovering, nurturing, and closing sales opportunities. Working hand-in-hand with Partners, Principals and Managing Directors, these sales executives focus their highly skilled efforts in securing relationships with qualified targets and decision makers to uncover opportunities, develop effective sales strategies, manage the pursuit process and act as a key advisor to the pursuit team throughout the sales process. What you'll do: The SE is responsible for selling Technology Staff Augmentation, Application Management, Technology Transformation services, etc. to clients in the Hospitality Industry. The role involves: Securing Relationships with Key Decision-Makers: * Play a leading role on the account by creating brand awareness, building relationships and serving as a liaison to key executives * Leverage network, and executive through manager level relationships to reinforce knowledge of IT services and capabilities through formal and informal "marketing" opportunities to secure a competitive edge, foster trust and drive the evolution of Deloitte's brand identity, helping to solidify our credibility in the technology arena * Build and maintain long-term relationships with IT Manager, VP- and C-suite-level influencers, IT business leaders and buyers, including existing clients and otherwise to identify selling opportunities * Leverage insights to help account leader evaluate opportunities, shape strategy on where to focus efforts and create a demand forecast for consulting services * Diplomatically address and course-correct partnership concerns with account executive team and stakeholders, as necessary Surfacing Leads to Drive Sales: * Work closely with the client's CXOs, direct reports and IT managers to understand near and long-term strategic initiatives, technology roadmap and business issues; translating them into feasible Deloitte solutions, making bold plays, as necessary * Understand and articulate compelling value propositions around product(s) and services to accelerate client sales and adoption appetite * Gain insight into opportunities before they are released as RFPs * Proactively pursue business development opportunities by working with prospective and existing clients on an account to build a pipeline and secure new technology contracts ranging from small staff augmentation deals, to large enterprise technology transformation projects * Keep a pulse on industry trends, market dynamics, competitive pressures and disruptive forces of the market ecosystem that drive transformation on the account to: * Anticipate the client's professional services needs * Influence key decision-makers early, ensuring that they understand the relevance of Deloitte's products and services * Articulate insights to clients, taking the opportunity to solidify Deloitte as a trusted partner and industry insider * Create strategic and tactical plans to identify greenfield opportunities Managing Sales Cycles for Aligned Accounts: * Collaborate with account leadership to interpret customer demand, develop sales plans and execute against account and teaming strategies for continual product sales and business development * Manage the sales cycle by overseeing the technology sales and proposal process, including pricing and resourcing at an account level * Leverage Deloitte sales platforms, collaborating with account and practice leaders to help develop a forecast and anticipate staffing requirements * Partner with the client's procurement organization to gain early insight into the technology request pipeline and understand the demand, key drivers, decision-criteria, etc. for IT projects, across the organization, to shape the solution and win themes for responses Coordination of Sales Activities and Deal Closure: * Independently drive the creation of sales collateral to support client meetings and articulate Deloitte's value proposition and market offering * Help determine if Deloitte can compete and the strategic value of winning when RFPs are released * Serve as key advisor to the pursuit team, help develop win themes, collaborate with managing directors and the response team to provide feedback; Ensuring the final deliverable is on time and meets client specifications with win themes reiterated throughout * Ensure internal teams are mobilized to meet staffing and project resourcing requirements, if the contract is won * Attend and participate in presentations, cognizant of potential issues, objections; understanding corporate and executive dynamics * Prepare PPMDs for any open items or issues by reviewing real or potential objections and responses tied to win themes * Consistently hit incremental sales benchmarks (e.g. drive 20-30M in accretive revenue) based on opportunities and account expectations Required Qualifications: * Experience selling high-end, project-based, professional consulting services, characterized by long sales cycles and both large and small dollar transactions * Successful track record of sales, selling application management and subscription-based service offerings within assigned industry segments and/or a geographic territory * Experience building relationships, networking and influencing CXOs and senior business decision-makers * An ability to gain access and influence decision-makers at the highest levels in client organizations * Outstanding written and oral communication skills; able to adapt communication style to multiple stakeholders and cultures * Experienced and adept at aligning teams to work toward a common goal; consistently demonstrates strong people management skills * Experience crafting and executing strategic and tactical plans to close large revenue projects * Good knowledge of Hospitality marketplace * Experience selling intangibles * Oriented towards solution-based thinking * Travel up to 70% * Possess a minimum of 10 years' experience managing complex clients and sales cycles * Undergraduate degree Preferred: * Advanced Degree * Prior experience inside a private partnership and/or a complex matrixed consulting organization How you'll grow At Deloitte, our professional development plan focuses on helping people at every level of their career to identify and use their strengths to do their best work every day. From entry-level employees to senior leaders, we believe there's always room to learn. We offer opportunities to help sharpen skills in addition to hands-on experience in the global, fast-changing business world. From on-the-job learning experiences to formal development programs, our professionals have a variety of opportunities to continue to grow throughout their career. Benefits At Deloitte, we know that great people make a great organization. We value our people and offer employees a broad range of benefits. Learn more about what working at Deloitte can mean for you. Deloitte's culture Our positive and supportive culture encourages our people to do their best work every day. We celebrate individuals by recognizing their uniqueness and offering them the flexibility to make daily choices that can help them to be healthy, centered, confident, and aware. We offer well-being programs and are continuously looking for new ways to maintain a culture where our people excel and lead healthy, happy lives. Learn more about Life at Deloitte. Corporate citizenship Deloitte is led by a purpose: to make an impact that matters. This purpose defines who we are and extends to relationships with our clients, our people and our communities. We believe that business has the power to inspire and transform. We focus on education, giving, skill-based volunteerism, and leadership to help drive positive social impact in our communities. Learn more about Deloitte's impact on the world. Recruiter tips We want job seekers exploring opportunities at Deloitte to feel prepared and confident. To help you with your interview, we suggest that you do your research: know some background about the organization and the business area you're applying to. Check out recruiting tips from Deloitte professionals. As used in this posting, "Deloitte" means Deloitte Services LP, a subsidiary of Deloitte LLP. Please see www.deloitte.com/us/about for a detailed description of the legal structure of Deloitte LLP and its subsidiaries. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability or protected veteran status, or any other legally protected basis, in accordance with applicable law. Deloitte will consider for employment qualified applicants with criminal histories in a manner consistent with the requirements of the San Francisco Fair Chance Ordinance where applicable. See notices of various ban-the-box laws where available. https://www2.deloitte.com/us/en/pages/careers/articles/ban-the-box-notices.html Requisition code: E20SFSSMGRJK007-CL6 * * * * * * Deloitte & Touche L.L.P. San Francisco CA

Sales Executive (Licensed)

Marriott Vacations Worldwide