Senior Sales Manager at Wan Chai with Marriott Vacations Worldwide - Career Site

Date Posted: 8/7/2018

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.

Position Overview:

Primary responsibilities include:

  • The attainment of Financial budgets related to the Northeast Asia sales area performance in terms of both revenue generation and cost efficient production of same.
  • While the primary responsibility will be to ensure sales excellence at the existing sales operations in Hong Kong and Japan, this role will also have the potential to lead the coordination of in market Sales efforts relating to China, South Korea and Taiwan.
  • Provide leadership and manage sales gallery management and associates to ensure highest of Associate engagement and Customer satisfaction balanced with positive community relationships.
  • Ensure Excellence in all aspects of the Sales Process through effective recruiting, training, developing and retaining the appropriate number of qualified Sales Executives at all Sales operations.
  • Insure that the appropriate information is given to all guests and new members by all Sales Associates to insure Marriott's good name and community standing is maintained through appropriate relationship selling techniques and accurate product information, complying with the company credo to "under promise and over deliver".

Key Responsibilities:

A) Financial, Fiscal and Strategic Management

  1. Ensure the profitability of the Sales Division by attaining budgeted sales targets at or below budgeted costs, with a focus on 'profitability', rather than just on a 'strictly volume driven' basis, with a key objective of achieving a minimum of 110% of the annualised sales budget,
  2. Monitor and supervise the sales performance at Sales Galleries to ensure they are meeting budgeted targets, ensure corrective action is taken when required to ensure sales gallery budgets are achieved through managing the individual and site Sales Associate performances,
  3. Monitor that Sales Galleries facilities, property and assets are maintained to a high standard at all times,

B) Compliance

  1. Develop, maintain and enhance the MVCI 'Culture of Excellence' in all facets of the Sales Division operation, while building strong team values,
  2. Monitor and ensure all Sales Division Associates adhere to all Company and any Governmental compliance requirements, general MVC AP policies and procedures and specifically all sales division related policies and best practises and that all Sales Gallery Associates act, at all times to ensure the 'Guest Experience' and the integrity of the 'Marriott' brand name are not compromised, and that they represent the company in an ethical, moral and professional manner at all times,
  3. Supervise and monitor adherence with MVC AP's 'Great Beginnings' sales training and presentation methodology, ensuring that there is no deviation or introduction of 'non-company' approved training or point of sale collateral,

C) Leadership and Supervision

  1. Assist the Senior Director of Sales in overall management of the Sales Gallery and regularly update to the Senior Director of Sales with any relevant information and ongoing feedback on performance and other related issues concerning the operation of the Sales Division
  2. Monitor and supervise that the appropriate number and quality of sales executives is maintained at all Sales Galleries to meet budgeted Guest tours. Monitor Sales Gallery recruitment activity and ensure performance measures are aligned to meet financial objectives,
  3. Coordinate and supervise the initial sales induction program with new Sales Executives to ensure a complete understanding of the sales process and MVC AP product offering.
  4. Supervise and manage the sales floor during sales presentation by ensuring all Senior Sales Managers, Sales Managers & Sales Team Leaders are available to assist Sales Executives and guest tour flow is smooth and efficient,
  5. Conduct and/or supervise the daily 'general' sales meeting of no less than thirty (30) minutes prior to the first presentation time, ensuring the content delivers a 'strong motivational message(s)' to ensure high energy, passion and enthusiasm are the key drivers of all Sales Executives as they commence their work day, practise the 'praise in public, chastise in private' principal in leading the sales team,
  6. Conduct and/or supervise regular weekly formal group training sessions to all Sales Executives on selected aspects of the sales presentation, or other motivational, instructional topics, with the objective of ensuring the delivery and integrity of the sales process is not compromised or deviated from. Ensure consistency with MVC AP approved training, development and motivational programs,
  7. Conduct regular performance reviews with Senior Sales Managers, Sales Managers, Sales Team Leaders and Sales Executives in relation to their individual and team performances including a review of the previous period reporting financials, and establish goals and strategies for the upcoming period's performance objectives,
  8. Ensure a cohesive and uniform system of sales operation commonality throughout all sales galleries is maintained in terms of systems, procedures etc, that ensure goals and methods of achievement are common throughout,
  9. Monitor and manage the performance of Sales Associates in accordance with agreed minimum performance standards and exercise disciplinary action within Company guidelines as necessary,
  10. Monitor use and validity of Sales related Associate 'Reward and Recognition Programs', sales competitions etc in conjunction with TRM,
  11. Assist the Senior Director of Sales in conducting regular sales management meetings including Member Relations Associates to review both the week and period to date performance of the team as a whole versus budget targets, and to strategically plan out action steps and goals to ensure peak performance and budget attainment,
  12. Lead by example by maintaining high standards and professional leadership, inspire, motivate and use creativity in maintaining a vibrant, enthusiastic and talented sales division,
  13. Monitor that any Guest concerns or complaints directed to the sales division are dealt with in a timely manner in conjunction with any relevant departments following the approved customer complaint protocol,
  14. Ensure an active 'Member and Non-Member Referral Harvesting Program' is maintained that meets defined Sales Gallery Lead Generation performance measures,

D) General

  1. Promote and maintain good working relationships between the Sales Division and all other divisions within MVCI AP, MVCI and all other Marriott entities ensuring clear lines of communication are maintained. In particular, ensure that all Gallery Associates are fully supportive of the companies marketing programs,
  2. Other duties requested by your supervisor,

Key Performance Indicators:

  • Meet all budgeted financial targets and efficiencies in terms of revenues, overhead expenses and profitability for the Sales Gallery,
    • Ensure a high level of internal and external customer satisfaction,
    • Develop Associates for 'career advancement' to future sales and/or other leadership positions within the MVC AP,
      • Sales Executive Retention percentages well within company guidelines

Required Skills and Attributes:

To perform this position successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or abilities required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions:

  • Strong leadership skills and ability to lead by example,
  • Ability to conduct effective meetings,
  • Excellent coaching and teaching skills,
  • Ability to effectively select personnel (recruiting-interviewing-hiring),
  • Ability to accurately evaluate Senior Sales Managers, Sales Managers, Sales Team Leaders & Sales Executive performance,
  • Knowledge and application of MVCI AP's sales methodology,
  • Problem solving and negotiating skills,
  • Positive and enthusiastic attitude,
  • Excellent communication and organisational skills,
  • Presents oneself as a professional role model,
  • Ability to travel freely, if required,
  • Ability to focus on the situation, issue, or behaviour rather than the person,
  • Ability to foresee & manage personnel professionally at all times,

Education &/or Experience

  1. Three to 5 years experience in sales, preferably in the timeshare industry with a multi-site company offering a Points-Based Product,
  2. Previous experience within the Asia-Pacific region is an advantage,
  3. No documented record of serious misconduct, misrepresentation, or breaching of sales and/or company policies,
  4. Tertiary or University education desirable, though not a requirement,

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


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