Sales Executive - FTB

About the Role

Contribute to the success of the organization and sales distribution site by effectively using sales techniques and processes to convert prospective owners into purchasers as well as reload existing owners. Develop relationships with prospective owners by soliciting and following up on referrals and leads. Tailor the sales experience to the individual needs and preferences of each potential owner, and ensure all required paperwork and legally mandated documents are completed accurately and efficiently. Maintain customer relationships post-sale to ensure continued satisfaction and to develop future business opportunities, such as reloads, referrals, and additional sales.

Responsibilities

• Answer owner questions regarding property use and location amenities; make recommendations based on owner background information.
• Follow up on referrals and leads from owners.
• Fulfill requests from owners or prospects regarding pricing, property maps, descriptions, room locations, and portfolio/network information.
• Contact owners to monitor satisfaction, inform them of promotions, and develop business opportunities (e.g., reloads, referrals).
• Develop and maintain records on customer contacts to support effective follow-up.
• Monitor contract processing to minimize rescission decisions, provide owner assurance, and ensure timely closings.
• Adhere to the Consultative Sales Process when presenting to prospective and existing owners.
• Establish trust and build rapport with prospective owners throughout the sales process.
• Discover owner needs through strategic questioning and customize sales presentations accordingly.
• Provide Sales Gallery, property, and model tours specific to the sales distribution site.
• Explain features, advantages, and benefits of the product, advocating for appropriate points to meet vacation needs.
• Complete and close the sales contract process, ensuring all required legal paperwork is signed and notarized.
• Practice and refine sales scripts and presentations.
• Present financing options clearly to prospective owners.
• Prepare for daily appointments by reviewing tour sheets, owner history, and presentation details.
• Follow up on face-to-face interactions with email, phone, or mail correspondence.
• Answer owner and customer questions regarding product information, servicing, construction, financing, maintenance, repairs, and appraisals.
• Use and demonstrate virtual tour (eTour) software for guests.
• Ensure complete and accurate processing of sales documents.
• Review contract details with prospective owners once they decide to purchase.
• Thoroughly review loan applications and financial documents with customers to ensure completeness.
• Work with Sales Management to minimize cancellations and ensure timely closings.
• Analyze problems and formulate strategies to overcome challenges efficiently.
• Complete purchase summary worksheets at the end of each sale.
• Engage with Legacy Owners and Every Other Year (EOY) Owners to enroll, upgrade, and maximize reload opportunities.
• Respond to and monitor the resolution of customer and owner inquiries in a timely manner.
• Leverage resources (e.g., Vacation Ownership Advisors) to provide effective service to guests and owners.
• Manage time effectively to attend daily team meetings, training sessions, and guest/owner appointments.
• Demonstrate a thorough understanding of the organization’s culture and processes.
• Improve sales presentations through self-critique, practice, and feedback from others.
• Participate in formal training sessions and attend daily huddles and team meetings.
• Assist in the development and mentoring of other Sales/Membership Executives as requested.
• Maintain awareness of current events and site location information to build customer relationships.
• Perform other duties as assigned.
• Understand and comply with state and federal regulations related to sales and marketing activities (e.g., Do Not Call Lists, state registrations).

Requirements

• High school diploma or GED.
• Proficiency in English.
• Active and in-good-standing professional Real Estate License where mandated by law.
• Must be willing to work weekends and holidays as required by business needs.

Preferred Qualifications

• One year of related experience.

Skills

• Leadership & Adaptability: Maintain performance under pressure or when facing changes.
• Communication: Convey information and ideas convincingly and engagingly through various methods.
• Professional Demeanor: Exhibit behaviors that convey confidence and command respect; align with organizational values.
• Problem Solving & Decision Making: Identify issues, gather information, and develop solutions or alternatives.
• Driving for Results: Plan and support skill development to fulfill job responsibilities effectively.
• Planning and Organizing: Gather resources and prioritize work to accomplish goals.
• Building Relationships:
  • Coworker Relationships: Interact openly and build trust to achieve organizational goals.
  • Customer Relationships: Develop relationships based on understanding customer needs.
• Learning and Applying Expertise:
  • Applied Learning: Seek learning opportunities, apply knowledge, and welcome feedback.
  • Applied Business Knowledge: Evaluate market dynamics and align actions with business strategies.
• Job-Specific Competencies:
  • Computer Skills: Use job-specific software (e.g., MARSHA, PMS, SFA, NGS, Delphi, Point of Sale, HR technology).
  • Mathematical Reasoning: Perform calculations accurately for work-related issues.
  • Reading Comprehension: Understand written information in work-related documents.
  • Writing: Communicate effectively in writing for the intended audience.
  • Devising Sales Approaches: Develop novel solutions to sales challenges.
  • Sales Call Facilitation: Maximize productivity of sales interactions.
  • Persuasiveness: Use interpersonal styles to gain acceptance of products or ideas.
  • Sales Disposition: Exhibit traits and behaviors characteristic of successful salespersons.
  • Supporting Sales Implementations: Ensure customer satisfaction and loyalty during contract implementation.
  • Sales Opportunity Analysis: Utilize data to diagnose customer needs and inform sales strategies.