Sr Director of Sales - DC

Relocations Assistance Provided

Plan 3

*** DC Based.

Responsible for DC Mayflower and Manor, Williamsburg VA Sales Operations.         

Up to 25% travel to VA required

Salary MRP $200,000 - $220,000     

JOB SUMMARY

Establishes and executes site-level sales strategy. Responsible for on-site coordination of sales and sales administration. Provides direction to the sales management team and supports the team with resources and conflict resolution. Coordinates sales efforts with Sr. Director of Marketing to ensure coordination of marketing and sales efforts. Participates in the performance management, coaching, recruiting, and selection of the sales workforce. Oversee the customer sales experience and proactively responds to customer concerns.

CANDIDATE PROFILE

Education and Experience

• College degree preferred
• Minimum 2 years experience in Sales Leadership Experience
• Minimum 5 years experience in sales with vacation ownership
• Ability to receive DC RE License required.

Required Qualifications

• Proficiency in reading and writing English (additional language required for certain positions)

Successful Candidates Will Be Willing To:

• Work in close contact with the general public in sales and 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

Developing and Executing Strategy

• Contributes to the development of long-term function and strategy of the project.
• Develops a culture of excellence in all facets of project operation.
• Develops and ensures sales management implements philosophy of tour efficiency, and is profit driven (rather than strictly volume driven), while building strong team values.

General Business Management

• Implements and manages daily administrative procedures in compliance with company policy and practical business process.
• Forecasts and budgets annual sales targets.
• Addresses personnel issues in compliance with company policy.
• Ensures proper communications are maintained with all staff personnel or others associated with project operations. Standard review process participation.
• Ensures Sales department works with Marketing department to achieve project goals.

Managing the Guest Experience

• Manages the sales floor to ensure guest tour flow experience is efficient and conducive to sales presentation discussions and purchase deliberations.
• Resolves any unresolved guest issues that have been escalated.
• Monitors guest experience survey data and follow up with department leaders as appropriate.
• Ensures Sales Gallery meets or exceeds all property standards.

Maintaining, Analyzing, & Communicating Key Reports

• Uses reports on individual and team production performance (e.g., Confirmations-Experiences per guest, volume-per-guest [VPG], close rate, employee satisfaction, Regional Customer Experience Report, Site Daily Flash) to evaluate overall project and team effectiveness.
• Uses market analyses (e.g., cost per tour, development plans, and marketing cost by channel and effort) to evaluate the effectiveness of various incentives and programs in order to determine which incentives and programs should be retained.
• Monitors Budget versus Actual Results (BUVARS) for sales department to evaluate department effectiveness.

Managing External Relationships

• Negotiates contracts and work with vendors.
• Works directly with local Marriott Hotel General Managers and Area Vice President.

Managing & Developing the Sales Workforce

• Develops future sales managers while implementing company directed self-development programs.
• Coaches, manages and leads direct reports
• Measures the performance of the sales departments against goals and holds them accountable.
• Rewards and recognizes manager performance (e.g., way-to-go letters, personal bests).
• Motivates managers to increase production and performance
• Observes and identifies direct report areas of strength and development opportunities (e.g., through ride-alongs, shadowing, monitoring).
• Oversees the development and/or update of sales training manuals and sales process enhancements (e.g., Eagle Flight Plans, Resource Guides).
• Conducts formal performance reviews and uses this information to create individual development plans, career paths, and promotion development plans.
• Manages associate performance, d