Job Description
ROLE OF A PARK MODEL SALES ADVISORPark Model Sales Advisor Position Overview
The Park Model Sales Advisor role with Great Blue Resorts is key to accomplishing the sales targets of the resort. The first point of contact with new owners is normally through our Sales Advisors in the earlier stages when the potential cottage owner is still a prospect.
From start to finish, the Park Model Sales Advisor should be the key point of contact which, when professionally handled, will ensure the customer becomes a satisfied owner for many years to follow and the Sales Advisor’s best source of referrals. The Park Model Sales Advisor is a seasoned sales expert responsible for the overall support of the local Sales Advisor team under their leadership while maintaining overall resort park model sales activity.
Skills
A Park Model Sales Advisor requires above average relationship building skills and commitment to take a customer through the GBR sales process from beginning to end. A strong financial understanding of associated sales costs and desired margins is required and the ability to plan to achieve sales personal quotas and targets. Dedication to consistent weekly contacts through strong telephone work with new customers and owners. Door knocking with existing cottage owners and telephone work is required to maintain an acceptable weekly sales funnel. Communication with prospects, leads and owner requests are followed up within a 24-hour period.
Responsibilities/Accountabilities
The Park Model Sales Advisor is responsible for the Sales Strategy Management execution of park model sales for the resort.
Sales Responsibilities
- Work independently and with the resort team to execute resort sales targets.
- Perform all day-to-day Sales Activity - Effectively executing day-to-day sales operations activities and ensure that performance is on track to achieve profit and growth objectives including:
b. Makes 10 appointments weekly/
c. Performs ____ Discover tours per month
- Accountability - accountable for profitable Resort Cottage sales growth by achieving targeted weekly, monthly and annual goals as set by Sales Director and managed by General Manager.
- Sales Support – Provide sales support to fellow Sales Advisors in Great Blue Resorts to keep motivation high amongst sales team and resort team.
- Enforce Sales Processes including the sales steps, Social media and Earn the Right.
- Support Script skills practices
- Sales Tours – perform a weekly sales tour with General Manager to demonstrate consistent Discovery tour process
- Abide by organizational policies and procedures in relation to sales.
- Support strategic planning related to new product lines.
- Ensure the deal documents are complete and accurate prior to handover to Sales Administrator or General Manager. Inaccurate or incomplete paperwork will result in non-performance,
- Follow the 10-working day PIF process unless signed off by Sales Director and General Manager.
- Ensure all sales activity performed on resort is under the Great Blue processes and procedures and does not promote, discuss, manage or perform any sales activity on personal behalf under any circumstances including private park model cottage sales.
- Performs all sales activities of park model cottage sales exclusively for Great Blue Resorts while under contract.
- Protects and maintains Great Blue Resort proprietary information, does not communicate, share proprietary information, contacts, activities, processes with anyone outside of the Great Blue Resorts current employee team.
- Build positive and professional relationships with potential and existing cottage owners and manage negotiations of sales contracts.
- Promote propriety of the company with team members, current and potential customers, vendors and the community suppliers.
- Work with the Sales Director and General Manager to understand and communicate marketing messages to the resort team and potential park model cottage customers.
- Execute effective Resort Cottage marketing strategies as directed by Sales Director and supported by General Manager.
- Self-Generation marketing management – Perform self-generated energy sales and weekly sales funnel activities.
- Maintain GBR Facebook page as instructed by Sales Director.
- Organize, manage and execute resort sales operations and activities.
- Pricing Policies - The Park Model Sales Advisor role is to maintain the pricing policies of the resort cottage sale while ensuring customer satisfaction through high standards of service and consistency.
- 3-5 years of experience in holiday home and/or park model sales is required.
- Proven track record driving sales, achieving quotas and building a successful sale team.
- Dedication to consistent weekly meetings, training and performance reviews to monitor and maintain acceptable weekly sales funnels.
- Wilson Learning, Smilies Earn the Right Training is considered an asset.
- Effective time management skills
- Attention to detail.
- Strong organizational skills
- Self-motivated
- Positive leader
- Ability to work weekends, evenings and holidays.
- Willingness to relocate as required.
The Park Model Sales Advisors success will be measured by the following key performance indicators:
Typical Weekly Funnel:
1. 100 actionable speaks
2. 5 appointments made
3. 5 appointments scheduled for the week
4. 60% show rate for appointments = 3 shows
5. Conversion rate to sale of 33% = 1 sale
Annual KPIs:
1. Cancellation rate under 15%
2. Achieve “Club 30” status
3. Provide a minimum of 1 trade-up quotation for every owner on resort by end-of-season
a. Ensure each discussion and quote is recorded in the owner notes section of EliteParks
4. Mystery Shopper/Audit: Score of 90% or greater
5. Achieve 50% completion of rental guest surveys
6. 3 on-resort rental guest conversions per year
7. New Owner survey average of 90% or greater
8. Overall deposit average of 20% on the day
9. Score 100% on Earn the Right Exams
Week in the Life of a Park Model Sales Advisor
Each day below is based on a start time of between 9:30am and 10:00am (subject to the needs of the business and you are expected to arrive 15 mins prior to your agreed start time) and a finishing time of 6:00PM – 7:00PM (subject to change and business needs).
MONDAY
1. 10:00AM – 11:00AM:
a. Prep for Sales Meeting - including a review of the sales funnel/KPIs and a plan for how to improve/continue activities and results for this week.
b. Follow up with Resort Administrator and review deals from the weekend and closings
2. 11:00AM – end of Sales Meeting:
c. Meeting with General Manager/Sales Manager and team to review:
i. Last week’s KPIs
ii. Outstanding sales and future closes
iii. This week’s sales, activities, target and action plan
iv. Earn the Right (ETR) skill practice
3. End of Sales Meeting - 6:00PM/7:00PM:
d. Commence discussed sales action plan
e. Structure the week’s activities
f. EP calls with the team
g. Confirm DVs for the week
h. Update social media outlet
i. Complete non-negotiables (see below)
TUESDAY to FRIDAY (Depending on your scheduled days off)
- Complete non-negotiables
1. 9:30am -11:00am
- Have a 15-minute meeting with your Manager/Senior Park Model Sales Advisor to structure the day.
- Confirm targets & goals for the day
- Proceed with Sales Action Plan as discussed on Monday
- Complete deal handovers
- Complete non-negotiables
- End of day sales meeting to see if goals have been achieved
1. To be completed daily:
a. Check show yard to ensure stock is “show ready”
b. Check Discovery Visit route to ensure it is customer-ready
c. Golf carts cleaned, fueled, charged and ‘customer ready’
d. Office propriety (office is clean, coffee is available, water is in fridge, TV is on, etc.)
e. Check Elite Parks for new leads and take appropriate action
f. Achieve 30 actionable speaks
g. Call 5 owners per day based on your sales action plan & record discussions in notes
h. Update all lead/DV statuses in EliteParks
i. Confirm next days’ appointments (by phone/email)
j. Call daily leads in EP based on Monday Sales meeting/Action Plan
k. Conduct all Discovery Visits utilizing the Earn the Right process
l. Door knock vacation rental guests, host coffee chat or group presentations / BBQ
m. Refresh and update self-generated marketing activity - social media, Kijiji, online adverts
n. Update all social media outlets
o. Leads from your social media activity are entered into EliteParks by end-of-day
p. Continue tasks discussed in Monday Sales meeting/Action Plan
q. Complete end-of-day report
2. To be completed weekly:
a. 100 new customer speaks per week
b. Record all new customer speaks in EP
c. Speak to a minimum of 10 owners regarding Trade-Ups (each discussion/quote is added to the owner’s notes in EliteParks)
d. Speak to a minimum of 10 vacation rental guests
e. Call 10 owners per week to gain referrals
f. Record owner discussions in EP
g. Manage & attend owner events, open houses, BBQs
h. Ensure closing cottages are cleaned, any issues are addressed, and the cottage is handover ready
i. Complete handovers for the week, ensuring that everything agreed upon in the sale is completed to the customer’s satisfaction
j. Follow-up all DVs the following day
k. Enter all DVs in Office 365 booking calendar
a. Confirm all DVs 3 days prior to visit
l. One activity per week is to be organized for rental guests (ex. coffee morning & rental BBQ)
m. Door knock and provide survey to every rental guest staying at resort
n. Keep record of your weekly sales funnel
Additional Non-Negotiables:
a. Prepare for and attend meetings with General Manager to review your previous month activity
b. Attend sales training seminars which may be held on one of our resorts, elsewhere in the region or at Head Office
c. Achieve, retain and practice a competent understanding of our Elite Parks software system
d. Attend trade shows, exhibitions and events to promote Great Blue Resorts
e. Follow Great Blue Resorts’ Standard Operating Procedures (SOP’s)
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