Sales Manager - Department Lead, Term Product

Sales Manager – Department Lead, Term Product

Capital Vacations – Smoky Mountains

About the Role

Capital Vacations is seeking a high-impact Sales Manager – Department Lead (Term Product) to oversee sales performance across multiple action sites and drive results through strong closing, strategic staffing, and hands-on leadership. This role is designed for a high-energy operator who excels at T.O. work, rapid decision-making, and lifting team performance at the table.

This position does not require deep storytelling or traditional front-end presentation strengths. Instead, we are looking for a tactical, results-driven leader—someone who knows how to identify a good tour quickly, close effectively, and optimize every opportunity.

Key Responsibilities

• Quickly evaluate tour quality and determine the most effective closing strategy.
• Actively close deals by moving from table to table, providing expert T.O. support to maximize conversions.
• Drive penetration and close percentages across all assigned sites, ensuring consistent and sustainable improvement.
• Ensure each site within the region is properly staffed, partnering with Recruiting and Site Leadership to maintain optimal coverage.
• Coach, mentor, and develop sales teams to elevate performance, improve objection handling, and drive stronger outcomes.
• Analyze sales metrics and daily performance reports, adjusting strategy to meet or exceed regional goals.
• Promote and uphold Capital Vacations’ high-performance sales culture, reinforcing accountability, urgency, and professionalism.

Qualifications

• Strong Vacation Ownership Closer / T.O. experience required; proven effectiveness in a fast-paced sales floor environment.
• Previous sales management or leadership experience strongly preferred.
• Ability to assess tour potential rapidly and pivot in real time.
• Strong understanding of penetration rate, close %, and other key performance drivers.
• Ability to influence, motivate, and coach sales representatives at all experience levels.
• Willingness and ability to travel within the region as needed.
• Have or willing to obtain TN Timeshare Real Estate License.

Ideal Candidate Profile

• A high-energy, decisive sales leader.
• Thrives on live-floor action and hands-on deal support.
• More tactical operator than storyteller.
• Often a top T.O. or Sales Manager ready to step into a regional impact role.

Why Capital Vacations

• Competitive compensation and performance incentives
• Clear opportunities for advancement within a growing organization
• Dynamic, supportive, and results-focused sales culture
• Travel perks and industry-leading training resources