Assistant Sales Manager in Tokyo Mktg and Sales Office at Marriott Vacations Worldwide

Date Posted: 9/9/2022

Job Snapshot

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

***Work location is a new Sales Gallery located at the Sheraton Grande Tokyo Bay Hotel***

Assists the Director of Sales with the operation of the sales gallery, which includes scheduling Sales Executives in order to meet customer flow, reviewing weekly reports and disseminating this information to the sales team, and being available to assist sales executives with closing sales. Helps generate new business and attracts potential owners by reviewing the current book of business and coordinating with the marketing department. As directed by the Director of Sales, provides necessary resources, coaching and training on sales techniques to the sales staff. Works with Director of Sales to resolve conflicts and manage team performance. Helps monitor the guest experience and proactively responds to customer concerns. Assists the Director of Sales with other duties as directed.

CANDIDATE PROFILE

Preferred Education and Experience

  • High school completion; minimum 2 years’ experience in a similar position

Required Qualifications

  • Proficiency in reading and writing English (additional language required for certain positions)  

Willing To:

  • Work in contact with the general public using strong communication and customer service skills
  • Demonstrate openness to adapt to different cultural contexts based on location
  • Must be willing to be flexible across shifts as required by business needs
  • Be reachable during off-hours

JOB SPECIFIC TASKS

Building Customer Base

  • As directed by Director of Sales, work with marketing and management team to develop strategies for increasing qualified traffic for sales presentations.
  • Support development of self-generated business by working existing customer base and local community.
  • Help the Director of Sales evaluate and analyze the book of business for site/sales team to generate more sales, referrals, track escrows, etc.
  • Assist Director of Sales in creating and monitoring the process to assign Sales Executives to prospective owners/members.

Managing the Sales Experience

  • Close sales as appropriate; be the second face for the customer.
  • Aid the Director of Sales in managing the sales floor to ensure guest tour flow is efficient and conducive to sales presentation discussions and purchase deliberations
  • Provide information to, and answer questions from, guests regarding specific topics related to vacation ownership, seasonal travel and financing options.
  • Review and approve documentation for a sale.
  • Close deals with the signing of paperwork and notarizing contracts.
  • Handle any overflow from tour waves.
  • Support the presentation and ratification of contracts to new owners.
  • Greet guests and make initial introductions to front desk and/or Sales Executives.
  • As directed by Director of Sales, make sure all necessary materials are provided for sales executives so they can effectively perform their daily activities (e.g., brochures, vacation planners, and computers).

General Business Management

  • Encourage and support the establishment of a positive work environment that recognizes both individual and team accomplishments, and provides a safe haven for open and honest communication.
  • Assist Director of Sales in managing the Guest Experience and the integrity of the brand name by making sure that all associates represent the company in an ethical, moral and professional manner at all times.
  • Conduct and/or participate in regular sales management meetings to review both the week and period performance and make action plans to ensure peak performance.
  • Mediate, counsel, and resolve in a timely manner any issues with or between subordinates and with colleagues.
  • As directed by Director of Sales, schedule Sales Team to ensure adequate coverage of sales tours based on anticipated guest flow.
  • Conduct and/or contribute to material for Daily Huddles/Line Ups.
  • As directed by Director of Sales, monitor weekly and period-to-date reports (e.g., volume-per-guest [VPG], Net Sales, Customer Satisfaction, Sales Executives hot lead reports, channel reports, and Profit and Loss reports [P&Ls]), and provide effective motivational messages to sales team based on performance.
  • Assist Director of Sales in managing the Daily Sales Executive Tour Rotation to ensure that it is accurate.
  • Assist Director of Sales in supervising the daily operational aspects of the Sales Gallery Floor/Sales Center.
  • Determine when issue escalation is required.
  • Assist Director of Sales in Developing, maintaining and enhancing the 'Culture of Excellence' in all facets of the Sales Gallery/Center operation.
  • Interview new candidates for Sales Executive positions.

Providing Services to Others

  • Respond to customer questions, complaints, and/or concerns.
  • Communicate with customers when escalated issues arise.
  • Respond to cancellations with call back to customer.
  • Coordinate with Quality Assurance and Contracts to relay important information or issues down to the sales line.
  • Assist Director of Sales develop plans to proactively deal with and mitigate common customer problems/complaints.

Managing and Coaching the Sales Force

  • At direction of Director of Sales, provide real-time coaching and consultation regarding approach to closing sales (e.g., provision of a specific business case, offering an Encore opportunity).
  • Maintain a presence on the sales floor during selling sessions to serve as a resource for Sales Executive on an as needed basis.
  • Build team camaraderie and Sales Executive confidence to achieve sales goals.
  • At direction of Director of Sales, conduct Performance Reviews with Sales Executives to review sales goals, progress against goals, and actions required to achieve personal and organizational goals.
  • Assist Director of Sales in managing the on-boarding of new Sales Executives and ensuring proficiency in the sales process before a Sales Executive is put on the rotation.
  • At direction of Director of Sales, conduct one on one coaching meetings with individual Sales Executives to develop proficiency in sales approach, execution of process (i.e., discovery, intent, close), ability to close, cope with and respond to rejection, etc.
  • Deliver training to sales workforce.
  • Assist Director of Sales in addressing issues related to employee concerns (e.g., work-place conflict, performance issues).
  • Prepare Sales Executives with multiple strategies for overcoming a broad range of sales objections.
  • At direction of Director of Sales, develop, conduct and supervise regular group training for Sales Executives to refresh on specific aspects of the sales presentation process as well as to develop Sales Executives in other personal/professional areas.
  • Help Director of Sales facilitate regular training and feedback sessions with new hires.
  • Supervise and monitor sales presentations to ensure effective conformity with standards in terms of content and collateral.
  • Accompany Sales Executives on ride-alongs as a means of identifying areas to provide feedback on performance.
  • Diagnose issues with under-performing Sales Executives.
  • Support the hiring process by participating in recruiting activities.
  • Interpret and coach Sales Executives based on results of feedback received through formal (e.g., surveys) and informal (e.g., customer conversations) channels.
  • Monitor and provide coaching on Sales Executive customer communication skills (e.g., phone behavior and emailing).

Other

  • 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.).
  • Perform other duties as assigned.

Job Requirements

 

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