Sales Manager
2 weeks ago
JOB SUMMARY
Manages and executes sales strategy to meet and exceed sales budgets/targets. Manages, coaches and actively trains the sales executives, TOs, encore reps, and other relevant sales position in the respective gallery. This position also has a subsequent role as a full time TO to close sales for their respective team on a daily basis. Coordinates with marketing management in order to ensure alignment of marketing and sales strategies. Responds to the needs of the sales force by providing necessary resources, offering incentives, and resolving conflicts. Participates in the performance management, coaching, recruiting, and selection of the sales workforce, and develops associates to maximize productivity. Oversees the customer sales experience and proactively responds to customer concerns. Build and maintain a strong relationship with the landlord of the location the gallery is located.
CANDIDATE PROFILE
Preferred Education and Experience
Bachelor’s degree or 4 years of equivalent work experience; minimum 2 years’ experience in a similar position.
Required Qualifications
Proficiency in reading and writing Japanese and English (business level)
**Willing To**:
Work in contact with the general public using strong communication and customer service skills
Demonstrate openness to adapt to different cultural contexts based on location
Must be willing to be flexible across shifts as required by business needs
JOB SPECIFIC TASKS
Managing the Sales Experience
Manage the sales floor to ensure customer tour flow is efficient and conducive to sales presentation discussions and purchase deliberations.
Responsible for planning/staffing of sales force readiness by ensuring appropriate number of Sales Executives needed for marketing/tours.
Provide information to, and answer questions from, customers regarding specific topics related to vacation ownership, seasonal travel and financing options.
Close sales as a TO, be the second face for the customer.
Manage performance for all positions using appropriate reporting and 1 on 1 meetings regularly
Review and approve documentation for a sale.
Monitor the pipeline of deals awaiting final confirmation/signature that are in the allowable time period for rescission.
Handle any overflow from tour waves.
Greet customers and make initial introductions to front desk and/or Sales Executives.
Support the presentation and ratification of contracts to new owners.
General Business Management
Supervise the daily operational aspects of the Sales Gallery.
Conduct and/or contribute to material for Daily Huddles/Line Ups.
Conduct and/or participate in regular sales management meetings to review both the week and period performance and make action plans to ensure peak performance.
Mediate, counsel, and resolve in a timely manner any issues with or between subordinates and 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.
Monitor weekly and period-to-date reports (e.g., VPG, Net Sales, Customer Satisfaction, SE/ME hot lead reports, channel reports, and P&Ls), and provide effective motivational messages to sales team based on performance.
Monitor the availability of product inventory and make sure Sales Managers have an accurate understanding of what can be sold from the portfolio as well as how it should be sold (e.g., to include financing).
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 at all times.
Determine when issue escalation is required.
Develop, maintain and enhance the 'Culture of Excellence' in all facets of the Sales Gallery/Center operation.
Coordinate and prepare with Director of Marketing quarterly business objectives.
Providing Service to Others
Respond to customer questions, complaints, and/or concerns.
Develop plans to proactively deal with and mitigate common customer problems/complaints.
Communicate with customers when escalated issues arise.
Coordinate with Quality Assurance and Contracts to relay important information or issues down to the sales line.
Managing & Coaching the Sales Workforce
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 with individual Sales Managers to develop proficiency in management approach, execution of policies, coordination of sales teams, and delivering feedback/coaching to Sales Executives.
Conduct Performance Reviews with Sales Managers to review sales goals, progress against goals, and actions required to achieve personal and organizational goals.
Build team camaraderie and Sales Manager confidence to achieve sales goals.
Develop, conduct and supervise regular group training for Sales Managers to refresh on specifi
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