Company: Hyatt Residence Club
Posted on: January 15, 2022
Are you ready to grow your dream career while making others'
vacation dreams come true? Marriott Vacations Worldwide is a world
premier organization for Vacation Ownership with resorts at
destinations around the globe. Join our team and help deliver
unforgettable experiences that make vacation dreams come true.
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 Owners. Develop relationships with prospective owners by
soliciting and following up on referrals and leads. Cater the sales
experience to the individual needs and preferences of each
potential owner, and follow through with the sales contract process
to ensure that all required paperwork and legally required
documents are completed accurately and in a timely manner
efficiently. Maintain the customer relationship after the sale is
complete to ensure continued owner satisfaction with the
organization and to develop future business opportunities (i.e.,
reloads, referrals, additional sales).
Education and Experience
High school diploma or GED
Proficiency in English
Incumbent is required to maintain an active and in-good standing
professional Real Estate License where mandated by law
One-year related experience
Successful Candidates Will Be Willing To:
Must be willing to work weekends and holidays as required by
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
Contact owners to monitor satisfaction, make aware of upcoming
promotions, and develop business opportunities (e.g., reloads,
Develop and maintain records on customer contacts and use that
information to support effective follow-up opportunities.
Monitor contract processing to minimize rescission decisions,
provide comprehensive owner assurance and ensure timeliness of
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
Complete and close the sales contract process by ensuring all
required/legal paperwork and documents are signed and
Practice and continue to develop and improve sales script and
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
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
Conducting and Managing Business Transactions
Assure complete and accurate processing of documents pertaining to
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
Analyze problems and formulate a strategy and plan to overcome
challenges of getting work done quickly with a high degree of
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
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.
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
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
Attend daily huddles and regularly scheduled team/manager
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
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
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.
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.
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.
Actively seeks and participates in learning activities; gains
knowledge, understanding, and skill; applies knowledge or skill;
welcomes performance feedback.
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.
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
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
Supporting Sales Implementations - 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
Keywords: Hyatt Residence Club, Maui , Sales Executive, Sales , Lahaina, Hawaii
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