Posted February 6, 2020

Job Description


JOB SUMMARY

Contribute to the success of the organization by reducing post-sale contract cancellations by reviewing and ensuring a positive post-sale owner experience. When needed, effectively uses sales techniques to encourage new purchasers to not cancel the sales contract within the rescission period. Reviews all sales documents prior to final closing to ensure all information is complete and accurate.

Ensures that all funding issues are addressed prior to closing. Completes follow-up calls with new owners after closing to ensure continued satisfaction with the organization.

CANDIDATE PROFILE

Education and Experience

  • Required:
    • Active CA Real Estate License
    • CA Notary (can be obtained after hire)
    • High school diploma or GED
    • Proficiency in English (additional language required for certain positions)
    • 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:
    • Work at night (occasionally)
    • Must be willing to work weekends and holidays as required by business needs

JOB SPECIFIC TASKS

Document Review and Preparation

  • Assure complete and accurate processing of documents pertaining to sales.
  • Review any paperwork discrepancies or deficiencies with the Sales Executive and/or Sales Manager.
  • If needed, obtain information from customer to properly complete sales forms.

Sales Closing Administration

  • Address customer questions and concerns.
  • Review details of contracts with customers.
  • Thoroughly review loan applications and financial documents with the customer and ensures proper completion.
  • If applicable, collect funds required for sale.
  • When needed, effectively use sales techniques to encourage customers to complete the sale transaction.
  • Finalize sales contracts and completes the sales closing process.

Post-Closing Activities

  • Monitor contract processing to ensure completion of the sales contract.
  • Contact new owners via phone to answer questions, address concerns, and ensure new owner is comfortable with purchase.
  • Respond to and monitor the resolution of customer and owner inquiries in a timely manner with accurate information.
  • When needed, effectively use sales techniques to discourage new owners from rescinding the sales contract.
  • Leverage resources for providing service to guests and owners (e.g., Vacation Ownership Advisors) in an effective manner.
  • Fulfill requests from owners regarding pricing, property maps, property descriptions, room locations, and portfolio/network information.

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 closing and 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.
  • Assist in the development and mentoring of other Quality Assurance Executives as requested.
  • 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.).
  • Perform other duties as assigned.

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.