Project Director

About the role

As a Project Director Marketing & Sales II at Marriott Vacations Worldwide (MVW), you will be responsible for making meaningful moments for Owners, members, and guests. You will be responsible for the execution of sales and marketing strategies and tactics to achieve budgeted sales volume and cost as well as achieve customer and associate satisfaction. Ensure effective and efficient on-site coordination between sales and marketing groups. Work with multiple stakeholders as needed to assist in the development and implementation of regional marketing strategies.

Responsibilities

• Contribute to the development of long-term function and strategy of the project
• Develop culture of excellence in all facets of project operation
• Develop and ensure sales and marketing management implements philosophy of tour efficiency and is profit driven (rather than strictly volume driven), while building strong team values
• Work with marketing and management team to develop strategies for increasing qualified traffic for sales presentations
• Support development of self-generated business by working existing customer base and local community
• Evaluate and analyze the book of business for site/sales team to generate more sales, referrals, track escrows, etc.
• Create and monitor the process of assigning Sales Executives to prospective owners/members
• Close sales as appropriate; be the second face for the customer
• Manage the sales floor to ensure guest tour flow is efficient and conducive to sales presentation discussions and purchase deliberations
• Provide information and answer questions for guests regarding specific topics related to vacation ownership, seasonal travel and financing options
• Review and approve documentation for a sale
• Close deals with the signing of paperwork and notarizing contracts
• Handle any overflow from tour waves
• Support the presentation and ratification of contracts to new owners
• Greet guests and make initial introductions to front desk and/or Sales Executives
• Make sure all necessary materials are provided for sales executives so they can effectively perform their daily activities (e.g., brochures, vacation planners, and computers)
• Implement and manage daily administrative procedures in compliance with company policy and practical business processes
• Forecast and budget annual sales targets
• Address personnel issues in compliance with company policy
• Ensure proper communications are maintained with all staff personnel or others associated with project operations
• Participate in standard review process
• Ensure Marketing and Sales departments work together to achieve project goals
• Responsible for a positive guest tour experience
• Resolve any unresolved guest issues that have been escalated
• Monitor guest experience survey data and follow up with department leaders as appropriate
• Ensure Sales Gallery meets or exceeds all property standards
• Use 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
• Use 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
• Monitor Budget versus Actual Results (BUVARS) across all departments (e.g., site, regional, and sales and marketing leadership) to evaluate department effectiveness
• Negotiate contracts and work with vendors
• May work directly with local Marriott Hotel General Managers and Area Vice President
• Develop future managers while implementing company directed self-development programs
• Coach, manage and lead direct reports
• Measure the performance of the marketing and sales departments against goals and hold them accountable
• Reward and recognize manager performance (e.g., way-to-go letters, personal bests)
• Motivate managers to increase production and performance
• Observe and identify direct report areas of strength and development opportunities (e.g., through ride-along, shadowing, monitoring)
• Oversee the development and/or update of sales training manuals and sales process enhancements (e.g., Eagle Flight Plans, Resource Guides)
• Conduct formal performance reviews and use this information to create individual development plans, career paths, and promotion development plans
• Manage associate performance, developing performance plans for associates below expectation (progressive discipline)
• Identify and respond to the needs/questions/issues (both work and non-work related) brought forth by team associates
• Mediate conflict between teams (e.g., within marketing or sales teams, between marketing and sales teams)
• Provide guidelines for empowering associates to make decisions regarding guest experience and service issues
• Review various training programs prior to implementation
• Review and approve policies and procedures pertaining to workflow, lead distribution, reward, recognition, and discipline
• Participate in recruiting (e.g., make internal announcements to managers to generate referrals, monitor online and print ads, intervene in personnel selection matters if needed)
• Ensure hiring managers follow personnel selection protocols
• Develop compensation plans for marketing and sales teams that maximize production
• Understand and abide by applicable local regulations around sales and marketing activity
• Update plans and actions to prepare for management meetings
• Perform other duties as assigned

Requirements

• Bachelor's degree or 4 years of equivalent work experience
• Minimum 2 years' experience in a similar position
• Incumbent is required to maintain an active and in-good standing professional Real Estate License, where mandated by law
• Proficiency in reading, writing, and communicating verbally in English (additional language may be required in certain locations)

Competencies

• Leadership Professional Demeanor: Exhibiting behavioral styles that convey confidence; 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 choosing a course of action
• Communication: Conveying information and ideas to others in a convincing and engaging manner through a variety of methods. Strong public presentation skills
• Adaptability: Maintaining performance level under pressure or when experiencing changes or challenges in the workplace
• 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
• Driving for Results: Setting high standards of performance for self and/or others; assuming responsibility for work objectives; initiating, focusing, and monitoring the efforts of self and/or others toward the accomplishment goals; proactively acting and going beyond what is required
• Building and Contributing to Teams: Leading and participating as a member of a team to move toward the completion of common goals while fostering cohesion and collaboration among team members
• 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
• Fostering Inclusion: Supporting associates with diverse styles, abilities, motivations, and/or cultural perspectives; leveraging personal differences to achieve objectives; and promoting a work environment where all associates are given the opportunity to contribute to their full potential
• Talent Management: Providing guidance and feedback to help individuals develop and strengthen skills and abilities needed to accomplish work objectives
• Organizational Capability: Understanding and leveraging associate talent and capabilities to meet work needs; supporting the attraction, selection, and/or retention of associates in order to achieve department and business objectives
• Applied Learning: Seeking and making the most of learning opportunities to improve performance of self and/or others
• Technical Acumen: Understanding and utilizing professional skills and knowledge in a specific functional area to conduct and manage everyday business operations and generate innovative solutions to approach function-specific work challenges
• General Sales Location Operations: Knowledge of the operating principles and practices of sales locations including tour flow management, sales presentation, sales closings, and general operating procedures
• Business Acumen: Understanding and utilizing business information to manage everyday operations and generate innovative solutions to approach business and administrative challenges
• Applied Business Knowledge: Evaluates market conditions, organizational objectives, and important aspects of the business to accurately diagnose market opportunities and threats; anticipates opportunities and threats, identify issues, and develop strategies and plans. Aligning individual and team actions with strategies and plans to drive business results
• Administration and Management: Understands and applies the business and management information involved in strategic planning, resource allocation, human resources modeling, leadership techniques, sales methods, and coordination of people and resources
• Basic Computer Skills: Using basic computer hardware and software (e.g., personal computers, word processing software, Internet browsers, etc.)
• Mathematical Reasoning: The ability to add, subtract, multiply, or divide quickly, correctly, and in a way that allows one to solve work-related issues
• Oral Comprehension: The ability to listen to and understand information and ideas presented through spoken words and sentences
• Reading Comprehension: Understanding written sentences and paragraphs in work related documents
• Writing: Communicating effectively in writing as appropriate for the needs of the audience
• Work in contact with the general public using strong communication and customer service skills

Physical requirements

• Perform physical tasks such as moving, lifting, carrying, pushing, pulling, and placing objects weighing up to 10 pounds without assistance
• Reach overhead and below the knees, perform bending, twisting, pulling, and stooping
• Be able to stand, sit, or walk for an extended period of time or for an entire work shift

Schedule

• Maintain availability to work a fluctuating schedule, based on business needs, which may include days, nights, weekends, and holidays

Safety & security

• Report work-related accidents, or other work-related injuries/illnesses immediately upon occurrence to manager/supervisor or lead
• Identify and correct unsafe work procedures or conditions and/or report them to management and security/safety personnel
• Follow company and department safety procedures