What are the responsibilities and job description for the Sales Manager – Department Lead, Term Product position at Capital Vacations?
Capital Vacations – Smoky Mountains
About The Role
Capital Vacations is seeking a high-impact Sales Manager – Department Lead (Term Product) to oversee sales performance across multiple action sites and drive results through strong closing, strategic staffing, and hands-on leadership. This role is designed for a high-energy operator who excels at T.O. work, rapid decision-making, and lifting team performance at the table.
This position does not require deep storytelling or traditional front-end presentation strengths. Instead, we are looking for a tactical, results-driven leader—someone who knows how to identify a good tour quickly, close effectively, and optimize every opportunity.
Key Responsibilities
About The Role
Capital Vacations is seeking a high-impact Sales Manager – Department Lead (Term Product) to oversee sales performance across multiple action sites and drive results through strong closing, strategic staffing, and hands-on leadership. This role is designed for a high-energy operator who excels at T.O. work, rapid decision-making, and lifting team performance at the table.
This position does not require deep storytelling or traditional front-end presentation strengths. Instead, we are looking for a tactical, results-driven leader—someone who knows how to identify a good tour quickly, close effectively, and optimize every opportunity.
Key Responsibilities
- Quickly evaluate tour quality and determine the most effective closing strategy.
- Actively close deals by moving from table to table, providing expert T.O. support to maximize conversions.
- Drive penetration and close percentages across all assigned sites, ensuring consistent and sustainable improvement.
- Ensure each site within the region is properly staffed, partnering with Recruiting and Site Leadership to maintain optimal coverage.
- Coach, mentor, and develop sales teams to elevate performance, improve objection handling, and drive stronger outcomes.
- Analyze sales metrics and daily performance reports, adjusting strategy to meet or exceed regional goals.
- Promote and uphold Capital Vacations’ high-performance sales culture, reinforcing accountability, urgency, and professionalism.
- Strong Vacation Ownership Closer / T.O. experience required; proven effectiveness in a fast-paced sales floor environment.
- Previous sales management or leadership experience strongly preferred.
- Ability to assess tour potential rapidly and pivot in real time.
- Strong understanding of penetration rate, close %, and other key performance drivers.
- Ability to influence, motivate, and coach sales representatives at all experience levels.
- Willingness and ability to travel within the region as needed.
- Have or willing to obtain TN Timeshare Real Estate License.
- A high-energy, decisive sales leader.
- Thrives on live-floor action and hands-on deal support.
- More tactical operator than storyteller.
- Often a top T.O. or Sales Manager ready to step into a regional impact role.
- Competitive compensation and performance incentives
- Clear opportunities for advancement within a growing organization
- Dynamic, supportive, and results-focused sales culture
- Travel perks and industry-leading training resources