Building and Maintaining Customer Base

§  Answers owner questions regarding use of properties and location amenities; make recommendations given the background information obtained on the owner through discovery.

§  Fulfills requests from owners or prospective owner regarding pricing, property maps, property descriptions, room locations, and portfolio/network information.

§  Monitors contract processing to minimize rescission decisions, provide comprehensive owner assurance and ensure timeliness of closings.

§  Follows up on referrals from owners.

§  Develops and maintains records on customer contacts and use that information to support effective follow-up encounters.

§  Contacts owners to monitor satisfaction, makes aware of upcoming promotions, and develops business opportunities (e.g., reloads, referrals).

§  Uses available Customer Relationship Management systems (e.g., Seibel, Universe) to maintain accounts of interactions and follow up with customers with regard to purchases and contracting activity.

Giving Sales Presentations

·         Discovers the needs of prospective owners through a series of questions/discussion and utilize the information to customize the sales presentation.

·         Explain the features and benefits of the Marriott Vacation Club Destinations product.

·         Establishes trust during the warm up, discovery, and intent statement and build rapport with customer.

·         Closes sales using approved process.

·         Practices and continues to develop and improve sales presentation.

·         Presents financing options as an approach to ownership.

·         Presents to customers in a manner that effectively utilizes the elements of the sales process.

·         Finalizes deals by signing of paperwork and notarizing contacts.

·         Follows up customer interaction with email, phone, or mail correspondence and facilitate use of Vacation Ownership Advisor.

·         Answers customers' questions regarding construction work, financing, maintenance, repairs, and appraisals.

·         Uses, demonstrates, and/or coordinates virtual tour (eTour) software for guests.

·         Prepares for daily appointments (e.g., review tour sheet, owner history, presentation details, etc).

Conducting and Managing Business Transactions

·         Assures complete and accurate processing of documents pertaining to sales.

·         Reviews details of contracts with prospective owners once they decide on purchase.

·         Analyzes problems and formulates plans to overcome challenges of getting work done quickly with a high degree of quality.

·         Thoroughly reviews loan applications and financial documents with the customer and ensure completed properly.

·         Works with Sales Management to minimize cancellations, provides comprehensive owner assurance and ensures timeliness of closings.

·         Reaches out to and influence Every Other Year (EOY) owners to upgrade and maximize all reload opportunities.

·         Completes button-up sheet at end of each sale.

Providing Services to Others

·         Responds to and monitors the resolution of customer and owner inquiries in a timely manner with accurate information.

·         Leverages resources for providing service to customers and owners (e.g., Vacation Ownership Advisors) in an effective manner.

Other

·         Demonstrates total understanding of the culture and processes of the organization.

·         Manages time effectively to punctually attend daily team meetings, training sessions, and customer/owner appointments.

·         Improves sales presentation approach through self-critique, practice, and lessons from the feedback provided by others (e.g., Sales Manager Coaches, Customers, Owners).

·         Participates in formal training sessions offered by management team.

·         Maintains an awareness of current events (e.g., news, sports, pop-culture) and information on locations to enable customer relationship building.

·         Assists in the development and mentoring of other Telemarketers as requested.

·         Understands and abides by state and federal regulation around all sales and/or marketing activity (i.e. Do Not Call Lists, State registrations, Exemptions, etc).

·         Performs other duties as assigned

Marriott Vacations Worldwide is an equal opportunity employer committed to hiring a diverse workforce and sustaining an inclusive culture.