Sales Team Leader

4 months ago

Dubai, United Arab Emirates Marriott Vacations Worldwide Full time

**Job Title**: Sales Team Leader Business Unit: MORI (Dubai Branch)
**Department**: Sales JOB SUMMARY Contribute to the success of the organization and sales distribution site by effectively using sales techniques and processes to convert prospective guests into purchasers as well as reload Owners. Being available to support Sales Executives by performing sales closings as part of a Take-Over process or when the Sales Executive is not licensed to perform closings on their own and follow through with the sales contract process to ensure that all required paperwork and legally required documents are completed accurately. Being available to support Sales Executives by performing after-sale Button-up calls, contract signing follow up calls, collection calls and other follow up calls as directed by Sales Manager. Develop relationships with prospective owners by soliciting and following up on referrals and leads. Assists the Sales Management Team with the operation of the sales gallery, and supervise the performance and day-to-day operations of Sales executives operating at the site when directed by Sales Management and assist the Sales Manager with other duties as directed Cater the sales experience to the individual needs and preferences of each potential owner and follow through with the sales contract process to ensure that all required paperwork and legally required documents are completed accurately and in a timely manner. Maintain the customer relationship after the sale is complete to ensure continued owner satisfaction with the organization and to develop future business opportunities (i.e., reloads, referrals, additional sales). Provide mentoring, coaching, consultation and feedback to Sales Executives on a regular basis. May also be responsible for delivering specific training opportunities as required and directed by sales management both at working site and at any other MVCI location as directed. CANDIDATE PROFILE

**Education and Experience Required**:
High school diploma or GED.
3 Years related timeshare experience.
Proficiency in English (additional language required for certain positions). Preferred:
Work at night as required.
Must be willing to work weekends and holidays as required. JOB SPECIFIC TASKS Support Sales Executives/Managing the Sales Experience
Perform sales closings as part of a Take-Over process.
Perform sales closings for Sales Executives who are not licensed to perform a closing on their own.
Perform Contract closing process for the Sales Executives
Close deals with the signing of paperwork and notarizing contracts.
Review documentation for a sale and obtain Sales Management approval when needed.
Perform after-sale Button-up calls, contract signing follow up calls, collection calls and other follow up calls.
Aid the Sales Manager in managing the sales floor to ensure guest tour flow is efficient and conducive to sales presentation discussions and purchase deliberations.
Provide coaching and feedback to Sales Executives on a regular basis.
Work with less experienced Sales Executives to improve their sales process, strategy, script and presentation skills. This may include providing specific training opportunities on a one to one basis or in a group setting as required and directed by sales management.
May be required to conduct ride-a-longs to provide feedback on sales executive performance and report back to sales management. Building and Maintaining Customer Base
Answer owner questions regarding use of properties and location amenities; make recommendations given the background information obtained on the owner through discovery.
Follow up on referrals/leads from owners.
Fulfill requests from owners or prospects regarding pricing, property maps, property descriptions, room locations, and portfolio/network information.
Contact owners to monitor satisfaction, make aware of upcoming promotions, and develop business opportunities (e.g., reloads, referrals).
Develop and maintain records on customer contacts and use that information to support effective follow-up opportunities.
Monitor contract processing to minimize rescission decisions, provide comprehensive owner assurance and ensure timeliness of closings. Giving Sales Presentations/Individual Sales
Follow and adhere to the Consultative Sales Process when presenting to owners and guests.
Establish trust with the prospective owner and Owners throughout the entire sales process to build on-going rapport.
Discover the needs of prospective owners and Owners through a series of strategically layered questions/discussion and utilize the information to customize the sales presentation.
Provide prospective owners and Owners a Sales Gallery, Property and Model tour specific to their sale distribution site.
Explain the features, advantages and benefits of the product and advocate the appropriate amount of points to accommodate the prospective owners and Owners current and future vacation needs.
Complete and close the sales contract process

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