Sales Manager

About the role

Supervise the daily operational aspects of the Sales Gallery Floor/Sales Center.

Determine when issue escalation is required.

Maintain a presence on the sales floor during selling sessions to serve as a resource for Sales Executives on an as needed basis.

Manage associate performances, developing performance plans for associates below expectation (progressive discipline).

Responsibilities

• 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.
• 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).
• Mediate, counsel, and resolve in a timely manner any issues with/or between subordinates and/or with colleagues.
• Encourage and support the establishment of a positive work environment that recognizes both individual and team accomplishments and provides a safe haven for open and honest communication.
• Manage the Guest Experience and the integrity of the brand name by making sure that all associates represent the company in an ethical, moral and professional manner always.
• Develop, maintain and enhance a Culture of Excellence in all facets of the Sales Gallery/Center operation.
• Respond to customer questions, complaints, and/or concerns.
• Communicate with customers when escalated issues arise.
• Cookpilot with Quality Assurance and New Owner Admin/Contracts to relay important information or issues down to the sales line.
• Respond to cancellations with call back to customer.
• Manage the onboarding of new Sales Executives and ensure proficiency in the sales process before a Sales Executive is put into the rotation.
• Provide real-time coaching and consultation regarding approach to closing sales (e.g., provision of a specific business case, offering an Encore opportunity).
• Conduct one-on-one coaching meetings and deliver feedback to Sales Executives.
• Conduct performance reviews with Sales Executives to review sales goals, progress against goals, and actions required to achieve personal and organizational goals.
• Plan, rollout, and monitor incentive programs (e.g., SPIFs) to motivate/drive Sales Executive performance.
• Facilitate regular training and feedback sessions with new hires.
• Address issues related to employee concerns (e.g., work-place conflict, performance issues).
• Manage the Guest Experience and the integrity of the brand name by making sure that all associates represent the company in an ethical, moral and professional manner always.
• Understand and abide by state and federal regulations around all sales and/or marketing activity (i.e. Do Not Call Lists, State registrations, Exemptions, etc.).
• Develop scripts for use by Sales Executives during typical sales presentations.
• Constantly work with Sales Executives on their presentations.
• Perform other duties as assigned.

Requirements

• Physical Ability — Perform physical tasks such as moving, lifting, carrying, pushing, pulling, and placing objects weighing up to 10 pounds without assistance.
• Work Schedules — Maintain availability to work a fluctuating schedule, based on business needs, which may include days, nights, weekends, and holidays.

Qualifications

• Education, Certification, or Licenses Preferred/Required – High school diploma or GED; 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.

Skills

• Leadership
• Professional Demeanor
• Problem Solving and Decision Making
• Communication
• Adaptability
• Planning and Organizing
• Driving for Results
• Building and Contributing to Teams
• Coworker Relationships
• Customer Relationships
• Fostering Inclusion
• Learning and Applying Personal Expertise
• Applied Learning
• Technical Acumen
• Business Acumen
• General Sales Location Operations
• Mathematical Reasoning
• Oral Comprehension
• Reading Comprehension
• Writing
• Oral Communication
• Writing
• Customer Service
• Managing Execution
• Managing People
• Managing Execution
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