JobTitle:

Sales Executive

Department:

Marketing andSales

JobFamily:

Marketing andSales

Reports to:

SalesManager

JOBSUMMARY

Contribute to the success of theorganization and sales distribution site by effectively using salestechniques and processes to convert prospective owners intopurchasers. Develop relationships with prospective owners bysoliciting and following up on referrals and leads. Cater the salesexperience to the individual needs and preferences of eachpotential owner and follow through with the sales contract processto ensure that all required paperwork and legally requireddocuments are completed accurately and in a timely manner. Maintainthe customer relationship after the sale is complete to ensurecontinued owner satisfaction with the organization and to developfuture business opportunities (i.e. referrals additionalsales).

CANDIDATEPROFILE

Education andExperience Required:

• Highschool diploma or GED
• Proficiency in Arabicand English (additional language required for certainpositions)

Preferred:

• Oneyear relatedexperience

SuccessfulCandidates Will Be WillingTo:

• Work occasionally inthe evenings
• Must be willing to work weekendsand holidays as required by businessneeds

JOB SPECIFIC TASKS

Buildingand Maintaining CustomerBase

• Answer ownerquestions regarding use of properties and location amenities; makerecommendations given the background information obtained on theowner through discovery.
• Follow up onreferrals/leads from owners.
• Fulfill requestsfrom owners or prospects regarding pricing property maps propertydescriptions room locations and portfolio/networkinformation.
• Contact owners to monitorsatisfaction make aware of upcoming promotions and develop businessopportunities (e.g. referrals).
• Develop andmaintain records on customer contacts and use that information tosupport effective followup opportunities.
• Monitor contract processing to minimize rescission decisionsprovide comprehensive owner assurance and ensure timeliness ofclosings.

Giving Sales Presentations

• Follow and adhere to the Consultative Sales Process when presentingto owners and guests.
• Establish trust with theprospective owner and Owners throughout the entire sales process tobuild ongoing rapport.
• Discover the needs ofprospective owners and Owners through a series of strategicallylayered questions/discussion and utilize the information tocustomize the sales presentation.
• Provideprospective owners and Owners a Sales Gallery Property and Modeltour specific to their sale distribution site.
• Explain the features advantages and benefits of the product andadvocate the appropriate amount of points to accommodate theprospective owners and Owners current and future vacationneeds.
• Complete and close the sales contractprocess by ensuring all required/legal paperwork and documents aresigned and notarized.
• Practice and continue todevelop and improve sales script andpresentation.
• Ensure clear understanding offinancing options and present as an approach toownership.
• Prepare for dailyappointments/tours (e.g. review tour sheet owner historypresentation details etc).
• Follow upfacetoface guest interaction with email phone or mailcorrespondence and facilitates use of Vacation OwnershipAdvisor.
• Answer Owner and customer questionsregarding product information servicing issues construction workfinancing maintenance repairs and appraisals.
• Use demonstrate and/or coordinate virtual tour (eTour) software forguests.

Conducting and Managing BusinessTransactions

• Assurecomplete and accurate processing of documents pertaining tosales.
• Review details of contracts withprospective owners and Owners once they decide onpurchase.
• Thoroughly review loan applicationsand financial documents with the customer and ensure completedproperly.
• Work with Sales Management tominimize cancellations provide comprehensive owner assurance andensure timeliness of closings.
• Analyzeproblems and formulate a strategy and plan to overcome challengesof getting work done quickly with a high degree ofquality.
• Complete purchase summary worksheetat end of each sale.
• Reach out to andinfluence Legacy Owners and Every Other Year (EOY) Owners to enrollupgrade and maximize all reloadopportunities.

Providing Service toOthers

• Respond to andmonitor the resolution of customer and Owner inquiries in a timelymanner with accurate information.
• Leverageresources for providing service to guests and Owners (e.g. VacationOwnership Advisors) in an effectivemanner.

Other

• Manage timeeffectively to punctually attend daily team meetings trainingsessions and guest/owner appointments.
• Demonstrate total understanding of the culture and processes of theorganization.
• Improve sales presentationapproach through selfcritique practice and lessons from thefeedback provided by others (e.g. Sales Manager Coaches GuestsOwners).
• Participate in formal trainingsessions offered by management team.
• Attenddaily huddles and regularly scheduled team/managermeetings.
• Maintain an awareness of currentevents (e.g. news sports popculture) and information on sitelocations to enable and promote customer relationshipbuilding.
• Perform other duties asassigned.
• Understand and abide by state andfederal regulation around all sales and/or marketing activity (i.e.Do Not Call Lists State registrations Exemptionsetc.).

COMPETENCIES BASIC SKILLS and PERSONALCHARACTERISTICS

Leadership

• Adaptability Maintaining performance level underpressure or when experiencing changes or challenges in theworkplace.
• Communication Conveying information and ideas to others in a convincing andengaging manner through a variety ofmethods.
• Professional Demeanor Exhibiting behavioral styles that convey confidence andcommand respect from others; making a good first impression andrepresenting the organization in alignment with itsvalues.
• Problem Solving and DecisionMaking Identifying and understanding issues problems andopportunities; obtaining and comparing information from differentsources to draw conclusions develop and evaluate alternatives andsolutions solve problems and choose a course ofaction.

Managing Execution

• Driving for Results Planning and supporting thedevelopment of individuals skills and abilities so that they canfulfill current or future job/role responsibilities moreeffectively.
• Planning and Organizing Gathering information and resources required to set aplan of action for self and/or others; prioritizing and arrangingwork requirements to accomplish goals and ensure work iscompleted.

BuildingRelationships

• Coworker Relationships Interacting with others in a waythat builds openness trust and confidence in the pursuit oforganizational goals and lastingrelationships.
• Customer Relationships Developing and sustaining relationships based on anunderstanding of customer needs andactions.

Learning and Applying PersonalExpertise

• AppliedLearning Seeking out and making the most of learningopportunities to improve performance of self and/or others.Actively seeks and participates in learning activities; gainsknowledge understanding and skill; applies knowledge or skill;welcomes performance feedback.
• Applied Business Knowledge Evaluating market dynamicsenterprise level objectives and important aspects of the businessto accurately diagnose strengths and weaknesses anticipateopportunities and risks identify issues and develop strategies andplans. Aligning individual and team actions with strategies andplans to drive business results.
• Basic Competencies
  • JobSpecific Computer Skills Using computer hardware andsoftware specific to job (e.g. MARSHA PMS SFA NGS Delphi Point ofSale HR technology).
  • MathematicalReasoning The ability to add subtract multiply or dividequickly correctly and in a way that allows one to solve workrelatedissues.
  • Reading Comprehension Understanding written sentences and paragraphs in workrelated documents.
  • Writing Communicating effectively in writing as appropriate for the needsof theaudience.
• Functional Job FamilyCompetencies
  • Devising SalesApproaches and Solutions Trying different and novel waysto deal with sales challenges and opportunities; taking courses ofaction or developing sales solutions that appropriately consideravailable facts constraints competitive circumstances and probableconsequences.
  • Sales Call Facilitation Ensuring that a call serves its sales objectives;maximizing the productiveness of interactions by monitoring andbuilding on customers cues.
  • SalesAbility: Persuasiveness Using appropriate interpersonalstyles and communication methods to gain acceptance of a productservice or idea from prospects andclients.
  • Sales Disposition Demonstrating the traits inclinations and outlooks thatcharacterize successful salespersons; exhibiting behavior stylesthat facilitate adaptation to the demands of the salesrole.
  • Supporting SalesImplementations Supporting customers during theimplementation of sales contracts; seeking and taking appropriateactions on customer feedback; taking responsibility for customersatisfaction and loyalty.
  • SalesOpportunity Analysis Understanding and utilizingeconomic financial industry and organizational data; accuratelydiagnosing customers business strengths weaknesses and key issuesthat can inform sales strategies andplans.