Vacation Club Closer — Existing-Member Specialist

Responsibilities

• Serve as the specialist TO/Closer for presentations where the primary objection is existing vacation club membership: routes from the sales floor's tag system that identify an existing-member room to this Closer's call schedule
• Develop and apply the existing-member resolution technique: the standard approach is to conduct a brief post-objection assessment of the prospect's current membership — usage, satisfaction, and product limits — before presenting the current product as complementary, superior, or as a direct upgrade rather than a redundant purchase
• Navigate the "we never use it" admission: a high proportion of existing-member objectors reveal that they don't use their current membership — this admission is the beginning of the real conversation, not a dead end, because it establishes the prospect as someone whose travel behavior hasn't been served well by their current product
• Coordinate with the sales management on upgrade and trade-in programs: PVR operations often have structured exchange programs for existing members of other vacation clubs — the Closer must know these programs precisely and when to introduce them
• Debrief Sales Executives on existing-member handling technique after each TO: junior executives who learn to identify and partially work the existing-member objection before calling the Closer will improve the quality of room the Closer enters
• Track existing-member TO close rate separately for quarterly reporting and program development

Requirements

• 3+ years vacation club sales experience including specific experience managing the existing-member objection
• Deep product knowledge of major Mexican vacation club programs — understanding what competing membership products offer and where they fall short is the foundation of the existing-member close
• Non-confrontational approach to a prospect's previous negative experience — dismissing or minimizing a bad prior experience triggers defensiveness and kills the TO
• English fluency; Spanish proficiency
• Emotional patience for a complex, multi-stage objection resolution process

Benefits

• IMSS, aguinaldo, paid vacation + premium
• Base + per-TO-close commission + existing-member conversion bonus
• Monthly TO volume incentive
• Meals during shift and senior team access
• Career track to Sales Manager or Product Development Specialist

Work environment

Closer specialist role on the Puerto Vallarta vacation club sales floor with dedicated routing of existing-member objection rooms. The most technically specialized TO role in the Mexican vacation club market.

About the role

The PVR Closer who sits down across from a couple who says "we already have a timeshare in Cancún that we've never used" and opens with "Tell me about it — what was the experience like?" has already made a better start than the TO who enters and tries to minimize that history. The existing-member objection is resolved by understanding it, not by defeating it. The prospect who feels heard about their previous experience is infinitely more open to a conversation about why this product might be different.