Director of Sales - Sheraton Vistana Resort

JOB SUMMARY

Shapes and executes an overall sales strategy. Communicates this strategy to the sales team and other business units. Coordinates with marketing management 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 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

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 English (additional language required for certain positions)
2+ years of Progressive Leadership experience in Timeshare Sales.
Successful Candidates Will Be Willing To:

Work in close contact with the general public in sales and marketing situations that require strong communication and customer service skills
Openness to adapt to different cultural contexts based on location
Must be willing to work weekends and holidays 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.
Plan and staff the sales force readiness by ensuring the appropriate number of sales executives are available for marketing and tours.
Provide information to, and answer questions from, customers regarding vacation ownership, seasonal travel, and financing options.
Close sales as appropriate, acting as the second face for the customer.
Review and approve documentation for a sale.
Monitor the pipeline of deals awaiting final confirmation/signature within the allowable rescission period.
Handle any overflow from tour waves.
Greet customers and make initial introductions to the front desk and/or sales executives.
Support the presentation and ratification of contracts to new owners.
Make Post Purchase Calls (PPCs) to owners.
General Business Management

Supervise the daily operational aspects of the sales gallery floor and sales center.
Contribute material for daily huddles/line ups.
Participate in regular sales management meetings to review performance and formulate action plans.
Mediate, counsel, and resolve issues among subordinates and colleagues in a timely manner.
Encourage and support a positive work environment that recognizes individual and team accomplishments and provides a safe space for open communication.
Monitor weekly and period‑to‑date reports (e.g., VPG, net sales, customer satisfaction, hot lead reports, channel reports, and P‑Ls) and provide motivational messages to the sales team.
Monitor product inventory availability to ensure sales managers understand what can be sold and how it should be sold, including financing options.
Protect the guest experience and brand integrity by ensuring all associates act ethically and professionally.
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 quarterly business objectives with the director of marketing.
Providing Service to Others

Respond to customer questions, complaints, and concerns.
Develop plans to proactively address common customer problems and complaints.
Communicate with customers when escalated issues arise.
Coordinate with quality assurance and contracts to relay important information or issues to the sales line.
Respond to cancellations with a callback to the customer.
Managing - Coaching the Sales Workforce

Provide real‑time coaching and consultation regarding closing sales approaches (e.g., business case development, offering Encore opportunities).
Conduct one‑on‑one coaching meetings with individual sales managers to develop management proficiency and deliver feedback.
Conduct performance reviews with sales managers to assess progress toward goals and determine required actions.
Build team camaraderie and sales manager confidence to achieve sales goals.
Develop, conduct, and supervise regular group training for sales managers on specific aspects of the sales management process and leadership development.

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