Director of Sales, Japan in Tokyo Mktg and Sales Office at Marriott Vacations Worldwide

Date Posted: 8/4/2022

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

Shapes and executes an overall sales strategy. Communicates this strategy to the sales team and other business units. Coordinates with marketing management in order to ensure alignment of marketing and sales strategies. Responds to the needs of the sales force by providing necessary resources, offering incentives, and resolving conflicts. Participates in the performance management, coaching, recruiting, and selection of the sales workforce, and develops compensation plans that will maximize productivity. Oversees the customer sales experience and proactively responds to customer concerns.

CANDIDATE PROFILE

Preferred Education and Experience

  • Bachelor’s degree or 4 years of equivalent work experience; minimum 2 years’ experience in a similar position.

Required Qualifications

  • Proficiency in reading and writing Japanese and English (business level)

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

JOB SPECIFIC TASKS

Managing the Sales Experience

  • Manage the sales floor to ensure customer tour flow is efficient and conducive to sales presentation discussions and purchase deliberations.
  • Responsible for planning/staffing of sales force readiness by ensuring appropriate number of Sales Executives needed for marketing/tours.
  • Provide information to, and answer questions from, customers regarding specific topics related to vacation ownership, seasonal travel and financing options.
  • Close sales as appropriate, be the second face for the customer.
  • Review and approve documentation for a sale.
  • Monitor the pipeline of deals awaiting final confirmation/signature that are in the allowable time period for rescission.
  • Handle any overflow from tour waves.
  • Greet customers and make initial introductions to front desk and/or Sales Executives.
  • Support the presentation and ratification of contracts to new owners.

General Business Management

  • Supervise the daily operational aspects of the Sales Galleries.
  • Conduct and/or contribute to material for Daily Huddles/Line Ups.
  • 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.
  • 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.
  • Monitor weekly and period-to-date reports (e.g., VPG, Net Sales, Customer Satisfaction, SE/ME hot lead reports, channel reports, and P&Ls), and provide effective motivational messages to sales team based on performance.
  • Monitor the availability of product inventory and make sure Sales Managers have an accurate understanding of what can be sold from the portfolio as well as how it should be sold (e.g., to include financing).
  • Manage 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.
  • Determine when issue escalation is required.
  • Develop, maintain and enhance the 'Culture of Excellence' in all facets of the Sales Gallery/Center operation.
  • Interview new candidates for Sales Executive and Sales Manager positions.
  • Coordinate and prepare with Director of Marketing quarterly business objectives.

Providing Service to Others

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

Managing & Coaching the Sales Workforce

  • Provide real-time coaching and consultation regarding approach to closing sales (e.g., provision of a specific business case, offering an Encore opportunity).
  • Conduct one-on-one coaching meetings with individual Sales Managers to develop proficiency in management approach, execution of policies, coordination of sales teams, and delivering feedback/coaching to Sales Executives.
  • Conduct Performance Reviews with Sales Managers to review sales goals, progress against goals, and actions required to achieve personal and organizational goals.
  • Build team camaraderie and Sales Manager confidence to achieve sales goals.
  • Develop, conduct and supervise regular group training for Sales Managers to refresh on specific aspects of the sales management process as well as to develop Sales Managers in other personal/professional areas.
  • Diagnose issues with under-performing Sales Managers.
  • Plan, rollout, and monitor incentive programs (e.g., SPIFs) to motivate/drive Sales Executive performance.
  • Provide a clear understanding of what is expected of the Sales Managers.
  • Deliver training to sales workforce.
  • Facilitate regular training and feedback sessions with new hires.
  • Address issues related to employee concerns (e.g., work-place conflict, performance issues).
  • Maintain a presence on the sales floor(s) during selling sessions to serve as a resource for Sales Managers and Executives on an as needed basis.
  • Present, or be present at, in-house seminars.
  • Support the hiring process by participating in recruiting activities.
  • Interpret and coach Sales Managers based on results of feedback received through formal (e.g., surveys) and informal (e.g., customer conversations) channels.
  • Ensure appropriate expectations, focus and review of Key Result Areas (KRA’s) for sales management team.

Other

  • Understands and abides local regulation around all sales and/or marketing activity (i.e. Do Not Call Lists, State registrations, Exemptions, etc.).
  • Perform other duties as assigned.
  • Develop scripts for use by Sales/Membership Executives during phone nights or during the course of typical sales presentations. Constantly work with Sales Executives on their presentation.

COMPETENCIES, BASIC SKILLS, 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 Demeanor - Exhibiting behavioral 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.

Building and Contributing to Teams

  • Driving for Results - Planning and supporting the development of individuals' skills and abilities so that they 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.

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.
  • Fostering Inclusion - Supporting associates with diverse styles, abilities, motivations, and/or cultural perspectives; leveraging personal differences to achieve objectives; and promoting a work environment where all associates are given the opportunity to contribute to their full potential.

Generating Organizational Talent and Capability

  • Organizational Capability - Understanding and leveraging associate talent and capabilities to meet work needs; supporting the attraction, selection, and/or retention of associates in order to achieve department and business objectives. Diagnoses capability needs; recruits and evaluates potential employees; emphasizes retention; champions talent management.
  • Talent Management - Providing guidance and feedback to help individuals develop and strengthen skills and abilities needed to accomplish work objectives.

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.
  • Business Acumen - Understanding and utilizing business information (e.g., Associate, Guest/Customer Satisfaction, Financial Performance) to manage everyday operations and generate innovative solutions to approach business and administrative challenges.
  • Basic Competencies
  • Job Specific Computer Skills - Using computer hardware and software specific to job (e.g., MARSHA, PMS, SFA, NGS, Delphi, Point of Sale, HR technology).
  • 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
  • Sales Coaching - Providing timely coaching, guidance, and feedback to help others excel on the job and meet key accountabilities.
  • Sales and Marketing - Knowledge of sales and marketing concepts including principles and methods for showing, promoting and selling products or services as well as marketing strategies and tactics.
  • Sales and Marketing and Operations - Ability to understand the business needs and basic concepts of Sales and Marketing and Resort Operations in order to build a positive and collaborative working relationship.

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