Job Summary
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). $30.00 hourly rate plus
commission.
Candidate Profile
Education
and Experience
Required:
- 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
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. - Monitor 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.
Conducting and Managing 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.
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.
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. - 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.
Hyatt Vacation
Ownership is an equal opportunity employer committed to hiring a diverse
workforce and sustaining an inclusive culture.
This position
is at a location where Hyatt is not the employer. The employer of individuals
working at this hotel may be a third-party management company that
is responsible for all employment benefits and obligations at
this location.
