Licensed Sales Executive (Japanese-Speaking) – Waikiki

Job Summary

$32.50/hr + commission (Training Pay)

CANDIDATE PROFILE

• Education and Experience Required:
  • High school diploma or GED
  • Proficiency in English & Japanese
  • Incumbent is required to maintain an active and in-good standing professional Hawaii Real Estate License where mandated by law
• PREFERRED:
  • One-year related experience
• Successful Candidates Will Be Willing To:
  • Must be willing to work weekends and holidays as required by business needs

JOB SPECIFIC TASKS

• 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
  • Maintain contract processing to minimize rescission decisions, provide comprehensive owner assurance and ensure timeliness of closings
• Giving Sales Presentations:
  • 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 sales 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 by ensuring all required/legal paperwork and documents are signed and notarized
  • Practice and continue to develop and improve sales script and presentation
  • Ensure clear understanding of finance options and present as an approach to ownership
  • Prepare for daily appointments (e.g., review tour sheet, owner history, presentation details, etc)
  • Follow up face-to-face guest interaction with email, phone, or mail correspondence and facilitates use of Vacation Ownership Advisor
  • Answer Owner and customer questions regarding product information, servicing issues, construction work, financing, maintenance, repairs, and appraisals
  • Use, demonstrate, and/or coordinate virtual tour (eTour) software for guests
  • Conduct and manage business transactions:
    • Assure complete and accurate processing of documents pertaining to sales
    • Review details of contracts with prospective owners and Owners once they decide on purchase
    • Thoroughly review loan applications and financial documents with the customer and ensure completed properly
    • Work with Sales Management to minimize cancellations, provide comprehensive owner assurance and ensure timeliness of closings
    • Analyze problems and formulate a strategy and plan to overcome challenges of getting work done quickly with a high degree of quality
    • Complete purchase summary worksheet at end of each sale
    • Reach out to and influence Legacy Owners and Every Other Year (EOY) Owners to enroll, upgrade and maximize all reload opportunities
  • Providing Service To Others:
    • Respond to and monitor the resolution of customer and Owner inquiries in a timely manner with accurate information
    • Leverage resources for providing service to guests and Owners (e.g., Vacation Ownership Advisors) in an effective manner
  • Other:
    • Manage time effectively to punctually attend daily team meetings, training sessions, and guest/owner appointments
    • Demonstrate total understanding of the culture and processes of the organization
    • Improve sales presentation approach through self-critique, practice, and lessons from the feedback provided by others (e.g., Sales Manager Coaches, Guests, Owners)
    • Participate in formal training sessions offered by management team
    • Attend daily huddles and regularly scheduled team/manager meetings
    • Assist in the development and mentoring of other Sales/Membership Executives as requested
    • Maintain an awareness of current events (e.g., news, sports, pop-culture) and information on site locations to enable and promote customer relationship building
    • Perform other duties as assigned
    • Understand and abide by state and federal regulation around all sales and/or marketing activity (i.e. Do Not Call Lists, State registrations, Exemptions, etc)

  COMPETENCIES, BASIC SKILLS, AND PERSONAL CHARACTERISTICS

  • Leadership
    • Adaptability - Maintaining performance level under pressure or when experiencing changes or challenges in the workplace
    • Communication - Conveying information and ideas to others in a convincing and engaging manner through a variety of methods
    • Professional Demeanor - Exhibiting behavioral styles that convey confidence and command respect from others; making a good first impression and representing the organization in alignment with its values
    • Problem Solving and Decision Making - Identifying and understanding issues, problems, and opportunities; obtaining and comparing information from different sources to draw conclusions, develop and evaluate alternatives and solutions, solve problems, and choose a course of action
  • Managing Execution
    • Driving for Results - Planning and supporting the development of individuals' skills and abilities so that they can fulfill current or future job/role responsibilities more effectively
    • Planning and Organizing - Gathering information and resources required to set a plan of action for self and/or others; prioritizing and arranging work requirements to accomplish goals and ensure work is completed
  • Building Relationships
    • Coworker Relationships - Interacting with others in a way that builds openness, trust, and confidence in the pursuit of organizational goals and lasting relationships
    • Customer Relationships - Developing and sustaining relationships based on an understanding of customer needs and actions
  • Learning and Applying Personal Expertise
    • Applied Learning - Seeking out and making the most of learning opportunities to improve performance of self and/or others
    • Applied Business Knowledge - Evaluating market dynamics, enterprise level objectives, and important aspects of the business to accurately diagnose strengths and weaknesses, anticipate opportunities and risks, identify issues, and develop strategies and plans
    • Aligning individual and team actions with strategies and plans to drive business results

  Basic Competencies

  • Job Specific Computer Skills - Using computer hardware and software specific to job (e.g., MARSHA, PMS, SFA, NGS, Delphi, Point of Sale, HR technology)
  • Mathematical Reasoning - The ability to add, subtract, multiply, or divide quickly, correctly, and in a way that allows one to solve work-related issues
  • Reading Comprehension - Understanding written sentences and paragraphs in work related documents
  • Writing - Communicating effectively in writing as appropriate for the needs of the audience

  Functional Job Family Competencies

  • Devising Sales Approaches and Solutions - Trying different and novel ways to deal with sales challenges and opportunities; taking courses of action or developing sales solutions that appropriately consider available facts, constraints, competitive circumstances, and probable consequences
  • Sales Call Facilitation - Ensuring that a call serves its sales objectives; maximizing the productiveness of interactions by monitoring and building on customers' cues
  • Sales Ability: Persuasiveness - Using appropriate interpersonal styles and communication methods to gain acceptance of a product, service, or idea from prospects and clients
  • Sales Disposition - Demonstrating the traits, inclinations, and outlooks that characterize successful salespersons; exhibiting behavior styles that facilitate adaptation to the demands of the sales role
  • Sales Implementing - Supporting customers during the implementation of sales contracts; seeking and taking appropriate actions on customer feedback; taking responsibility for customer satisfaction and loyalty
  • Sales Opportunity Analysis - Understanding and utilizing economic, financial, industry, and organizational data; accurately diagnosing customers' business strengths, weaknesses, and key issues that can inform sales strategies and plans

  Marriott Vacations Worldwide is an equal opportunity employer committed to hiring a diverse workforce and sustaining an inclusive culture.