yacht sales manager

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How to be a successful Superyacht Sales Manager

What does it take to broker a Superyacht?

We caught up with West Nautical Sales Manager Pierre Badin  to discuss what it takes to become a successful yacht broker. Here’s what he had to say.

“I believe all Sales Managers should be very grateful to be evolving on a daily basis in such an exclusive and rewarding market. One of the main keys to success, no matter which field you work in, is to enjoy yourself and be passionate about what you do.”

You call yourself Sales Manager rather than broker. Can you explain this to us?

West Nautical have modelled themselves as a next generation professional services business for the superyacht sector. This refreshing alternative to traditional brokerage firms, opts to employ client and sales managers instead of traditional charter and sales brokers.

What are the 3 main qualities needed to become a successful Yacht sales manager?

• Dedication:  You must be prepared to give yourself 100% to your clients. Be available at all times to attend viewings, even at the last minute. Being a Yacht sales manager is the ultimate form of customised service.
• Integrity:  The quality that makes a Yacht sales manager last in this industry. There are many times in yacht sales where the broker’s personal interest (his commission perspective) takes a different direction from their client’s.
• Ethics and honesty: Remember what we are here for in the first place and whose interest should always be our priority.

Are there any qualifications needed to become a Yacht sales manager and if so, what are they?

There are no schools, special courses or diplomas to qualify a yacht sales manager. Ultimately the client is the only person who can judge you on your abilities.

However, you should have a good, eclectic knowledge of all aspects of a yacht. Therefore a background as a captain or marine engineer would definitely help.

What work experience is best suited to become a yacht sales manager?

You will find successful yacht sales manager come from different backgrounds.  Marketing and sales in other fields, services to UHNWI such as concierge or with a background in luxury real estate.

Many paths lead to the industry and it is often by accident and good fortune that one becomes a yacht sales manager.

It must be a tough industry to be in, very cutthroat at times. What percentage of success would you say comes from experience and what percentage comes from connections?

Connections and networks are key. Plus there is always an introducer between a broker and their client (buyer or seller).

The experience is what makes you different and valuable. What gives you the ability to move on from just an introduction to a fruitful relationship with a confident client.

What is the most challenging part of being a yacht Yacht sales manager and why?

It’s easy to always tell the clients what they want to hear, and it is challenging to be truthful to them.

You need to use a lot of diplomacy to give them a realistic estimate of the true value of their yacht (sellers) or to tell them not to buy the yacht they have fallen in love with, when you know it is not a good boat (buyers).

I have experienced challenges when my opinion as a knowledgeable yacht sales manager differs from my clients’. I have always told them the truth and not what they would like to hear… Ultimately, I think I gained their respect for this and eventually they were thankful for the honest comments.

Where do you think the sales market of Superyachts is heading in the next 5 – 10 years?

I believe we are in an ever-changing world with many possible paths that could be taken. Right now, the market has evolved from a buyer’s market to a seller’s market as so many yachts have been sold. Many new owners have taken the step towards selling or buying, so the proportion between the offer and demand has really changed.

I see it as a good thing for Sales Managers, as now I can really focus on selling the yachts I have been asked to sell and get the best price possible for my clients, rather than spending most of my time and energy looking for buyers.  

What advice would you give to a young Yacht Broker starting out in the industry?

Always keep in mind how lucky you are to work in the yachting industry. Enjoy what you are doing as much as you can. You will do a better job if you love what you do.

Never give up, even when it seems the battle is lost. Try to learn from your clients since they are some of the most successful people in the world.

To read more of our news please click here .

Or, if you have your own “life after yachting” story to tell please get in touch via hello@superyachtcontent.com

West Nautical

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How to Be Yacht Sales Manager - Job Description, Skills, and Interview Questions

• How to Become
• Job Descriptions
• Skill & Competencies
• Common Tools
• Professional Organizations

The success of any yacht sales manager is critical to the success of the yacht dealership. An effective yacht sales manager can create a positive impact on the dealership's bottom line through the efficient implementation of sales strategies and the successful management of customer relationships. They are responsible for generating leads, meeting sales goals, and building customer loyalty.

It is essential for a yacht sales manager to have a thorough understanding of the yacht industry, as well as excellent interpersonal and communication skills to effectively interact with customers. they must also have a keen eye for detail to ensure that the paperwork is correctly completed and the purchase process is smooth and efficient. The positive impact these attributes have on the dealership's bottom line is evident in increased sales, improved customer satisfaction, and higher profits.

Steps How to Become

• Earn a Bachelor’s Degree. A bachelors degree is typically the minimum educational requirement for becoming a yacht sales manager. Coursework in business management, marketing, finance, and economics can provide a solid foundation for a career in yacht sales.
• Acquire Experience in Yacht Sales. Most yacht sales managers have experience in the industry prior to their promotion. Entry-level positions can include working as a sales associate, customer service representative, or yacht broker.
• Obtain Professional Certification. Professional certifications, such as the Certified Professional Yacht Broker (CPYB) designation, demonstrate an individual’s knowledge and commitment to ethical practices in the industry.
• Become Familiar with Yacht Models and Prices. A yacht sales manager should be familiar with the different models and types of yachts available, as well as their prices. This knowledge will help them to advise customers and negotiate deals.
• Develop Sales and Negotiation Skills. Yacht sales managers need excellent sales and negotiation skills to close deals. They should have a thorough understanding of the sales process and be able to handle difficult customer questions.
• Familiarize Yourself with the Local Market. It is important for a yacht sales manager to be familiar with the local market and know what types of yachts are popular in the area. They should also be able to determine which yacht models are in demand and at what price points.
• Network. Networking can be beneficial for a yacht sales manager, as it provides an opportunity to meet potential customers and stay informed about the industry.

The success of a Yacht Sales Manager is largely dependent on their ability to be reliable and efficient. A reliable Yacht Sales Manager must consistently provide accurate and timely information to both customers and colleagues. Efficiency is also key; a Yacht Sales Manager must stay focused and organized, ensuring that tasks are completed as quickly and effectively as possible.

Having good communication skills also helps; being able to clearly explain the details of a product or service to a potential buyer can be crucial in closing a successful sale. Finally, staying up-to-date on the latest industry trends, products, and services is essential for a Yacht Sales Manager to remain competitive. By following these guidelines, a Yacht Sales Manager will be well-equipped to provide an exceptional customer experience and achieve success in their role.

You may want to check Yacht Interior Designer , Yacht Painter , and Yacht Service Technician for alternative.

Job Description

• Develop and maintain relationships with yacht buyers, brokers, and other industry contacts.
• Develop and execute sales strategies and campaigns to maximize sales opportunities.
• Manage the sales process from initial contact to closing the deal.
• Provide leadership and guidance to sales staff.
• Monitor and analyze market trends and develop pricing strategies to maximize profits.
• Provide ongoing support and training to sales team members.
• Attend industry events and trade shows to promote yacht sales.
• Negotiate contracts with buyers.
• Track customer orders and maintain customer records.
• Coordinate with other departments to ensure customer satisfaction.

Skills and Competencies to Have

• Knowledge of marine industry regulations and safety standards
• Excellent interpersonal, communication and organizational skills
• Proven ability to develop relationships with clients and build customer loyalty
• Ability to work with a wide range of people from all walks of life
• In-depth knowledge of different types of yachts and the yacht sales process
• Ability to negotiate and close sales
• Highly developed problem-solving and decision-making skills
• Proficiency in using computer software applications such as Microsoft Office
• Ability to analyze data and create reports
• Strong marketing skills and experience
• Good understanding of financials and budgeting
• Knowledge of boat maintenance and repair

The ability to effectively manage yacht sales requires a unique combination of skills. A strong knowledge of the industry, excellent customer service, and the ability to negotiate and close deals are all essential for success. An experienced sales manager should also possess good communication and interpersonal skills, as well as a keen understanding of market trends.

In addition, effective marketing and advertising strategies are key for generating interest in potential buyers. Without strong leadership and the ability to accurately forecast demand and adjust inventory levels, yacht sales will suffer. Consequently, it is essential for yacht sales managers to possess a comprehensive set of skills in order to maximize their success.

Yacht Broker , Yacht Fabrication Technician , and Yacht Commissioning Technician are related jobs you may like.

Frequent Interview Questions

• How would you describe your experience in yacht sales?
• How do you stay up to date on industry trends?
• What strategies have you used to successfully increase sales?
• How have you built relationships with customers in the past?
• Describe a difficult situation you encountered in yacht sales and how you overcame it.
• What steps do you take to ensure customer satisfaction?
• What techniques do you use to close a sale?
• What strategies do you employ to generate new leads?
• How do you handle customer complaints or objections?
• What qualities do you possess that make you an effective yacht sales manager?

Common Tools in Industry

• Customer Relationship Management (CRM) Software. A software program used to track customer and prospect information, interactions, and sales opportunities. (eg: Salesforce)
• Digital Marketing Tools. A set of strategies, tools, and tactics used to reach potential customers and build relationships with them. (eg: Hootsuite)
• Email Automation Software. Software that automates the process of sending emails to prospects and customers. (eg: MailChimp)
• Yacht Market Research Tools. Software that provides a comprehensive analysis of the yacht market, including product trends, competitive intelligence, customer segmentation, and pricing data. (eg: YachtBrokerIQ)
• Yacht Inventory Management System. An online system that allows sales managers to track and manage their yacht inventory. (eg: YachtCloud)
• Yacht Showroom Management System. An online system that allows sales managers to manage their yacht showroom and optimize their sales process. (eg: YachtShowroom)

Professional Organizations to Know

• American Boat and Yacht Council (ABYC)
• National Marine Manufacturers Association (NMMA)
• Marine Retailers Association of America (MRAA)
• International Yacht Brokers Association (IYBA)
• Yacht Brokers Association of America (YBAA)
• United States Power Squadrons (USPS)
• British Marine Federation (BMF)
• Canadian Yacht Brokers Association (CYBA)
• International Yacht Brokers Certification Program (IYBCP)
• European Boating Industry (EBI)

We also have Yacht Cleaner , Yacht Diversification Manager , and Yacht Provisioner jobs reports.

Common Important Terms

• Brokerage. A brokerage is a company or individual that helps facilitate the sale of a yacht by connecting buyers and sellers.
• Closing. The final step in a yacht sale, closing involves exchanging all the paperwork and funds necessary to complete the sale.
• Escrow. An escrow account is a third-party account used in the purchase of a yacht to ensure the funds are transferred safely and securely.
• Financing. Financing is the process of obtaining a loan to purchase a yacht.
• Listings. A listing is a document used to describe a yacht and its features and specifications in order to facilitate its sale.
• Negotiation. Negotiation is the process of bargaining between buyers and sellers to reach an agreement on the terms of the sale.
• Survey. A survey is an inspection of a yacht by a qualified professional to assess its condition and value.

Frequently Asked Questions

What qualifications are needed for a yacht sales manager.

A Yacht Sales Manager should have a minimum of 5 years of sales experience in the marine industry, as well as a working knowledge of yacht design and construction. Additionally, they should possess strong leadership, customer service and negotiation skills.

What is the average salary for a Yacht Sales Manager?

The average salary for a Yacht Sales Manager is around $65,000 - $75,000 per year.

What are the main duties of a Yacht Sales Manager?

The main duties of a Yacht Sales Manager include overseeing the sales team, developing and implementing sales strategies, and managing customer relationships. They are also responsible for marketing campaigns and events, and maintaining accurate records of sales activities.

What types of products does a Yacht Sales Manager typically sell?

A Yacht Sales Manager typically sells a variety of types of yachts, including motor yachts, sailing yachts, and luxury yachts. They may also sell related products such as brokerage services and marine accessories.

What is the job outlook for Yacht Sales Managers?

The job outlook for Yacht Sales Managers is expected to grow 4% from 2019 to 2029, which is about as fast as the average for all occupations. This growth is mainly due to an increase in recreational boating activities and demand for luxury yachts.

What are jobs related with Yacht Sales Manager?

• Yacht Navigation Systems Technician
• Yacht Interior Outfitter
• Yacht Equipment Manager
• Yacht Outfitting Manager
• Yacht Surveyor
• Yacht Refrigeration Technician
• Yacht Captain Instructor
• Yacht Deckhand
• Yacht Delivery Captain
• Yacht Carpet Installer

Web Resources

• Yacht Chartering Marketing Manager | Massachusetts Maritime … www.maritime.edu
• Association of Yacht Sales Professionals (YBAA) www.edumaritime.net
• What Does a Sales Manager Do? - Western Governors University www.wgu.edu

Sales And Brokerage Division Manager

Job description:.

Merrill-Stevens Yachts  is experiencing rapid growth and needs an  Experienced Yacht Sales & Brokerage Division Manager  to join our team.  Our shipyard is under Major Renovation and provides work of the highest international standards to meet Classification Society Requirements of ABS, Lloyds and the US Coast Guard.

We are recruiting a  Yacht Sales & Brokerage Division Manager  to manage all aspects of our New Yacht and Brokerage Sales operations including business and sales team performance, brokerage marketing and promotion, and new boat floor planning.  We seek a strong team player driven to grow and develop lasting relationship with our sales team and their customers.  We offer strong back-office sales support, print, digital and social media marketing, and participate in the major regional boat shows.

Yacht Brokers at MS Yachts are professional and knowledgeable in the yacht sales cycle and require a skilled manager to support their efforts.  Strong follow-up, problem solving and negotiation skills are necessary to guarantee our brokers are providing the level of customer service expected from Merrill-Stevens Yachts.

If you hold a FL State Yacht Sales Managing Brokers License with a minimum of ten (10) years’ actively managing a high-quality yacht sales operation, then we want to talk to you.

For best results, submit your resume via our

RMK MS  Fast-Track Application Process

Or contact Mercedes Alfonso, Trades Recruiting Specialist, 305-324-5211 ext. 131

To support our Major Renovation, we are hiring  EXPERIENCED Marine Professionals  in All Departments including  Marine Trades, Project Management, Shipyard Services and Facility Maintenance.  

Merrill-Stevens Yachts is a Division of  RMK  Merrill-Stevens  and is an Equal Opportunity Employer

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The sales manager job is similar to that of a yacht broker. Whilst most yacht broker work as self-employed, sales managers tend to be employed by a business. They work with a team of sales executives whereby the look after their development, training and oversee deals. They are responsible for setting sales targets and ensuring KPI's are met.

Salary range

EUR 2000 to EUR 3000 Per Month

Qualifications, training and skills required

• Previous managerial experience
• Experience in a selling environment

Extra desired training

• Knowledge of the yachting industry

Specialists in luxury yacht sales, yacht charter & superyacht management built on 30+ years of yachting experience

Yachting services, we have all your yachting needs covered, buy a yacht.

By understanding your specific requirements, we hand-pick the best boats from the global sales fleet to find your perfect yacht.  

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LUXURY YACHT SALES

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With an enviable reach among trusted industry professionals, we remain globally informed to provide comprehensive luxury yacht market intelligence. Advising on pricing and necessary improvements to make your yacht stand out from the competition. 

TAILORED TO YOU

Every owner and every luxury yacht is unique and should be treated as such. Recognising each yacht owner’s individual needs, we tailor a sales and marketing campaign specifically suited to you.

THE RIGHT BUYER AT THE BEST PRICE

Deciding when and at what price to sell your yacht is a substantial decision and should be supported by market analysis. We ensure you find the right buyer at the best possible price in the shortest time. 

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As seasoned navigators of the world’s oceans ourselves, we have the know-how to guide your yachting journey. Acting in your best interest, we guarantee trusted expertise delivered with passion, going the extra mile for a solution-driven approach.

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OFF MARKET LUXURY YACHT OPTIONS

Access to an extraordinary fleet of superyachts and off-market opportunities, we scrutinise the global fleet to handpick the best new and pre-owned luxury yachts. Our team only ever delivers yachts that meet your purchase criteria and highest expectations.

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Cruising the Moskva River: A short guide to boat trips in Russia’s capital

There’s hardly a better way to absorb Moscow’s atmosphere than on a ship sailing up and down the Moskva River. While complicated ticketing, loud music and chilling winds might dampen the anticipated fun, this checklist will help you to enjoy the scenic views and not fall into common tourist traps.

How to find the right boat?

There are plenty of boats and selecting the right one might be challenging. The size of the boat should be your main criteria.

Plenty of small boats cruise the Moskva River, and the most vivid one is this yellow Lay’s-branded boat. Everyone who has ever visited Moscow probably has seen it.

This option might leave a passenger disembarking partially deaf as the merciless Russian pop music blasts onboard. A free spirit, however, will find partying on such a vessel to be an unforgettable and authentic experience that’s almost a metaphor for life in modern Russia: too loud, and sometimes too welcoming. Tickets start at $13 (800 rubles) per person.

Bigger boats offer smoother sailing and tend to attract foreign visitors because of their distinct Soviet aura. Indeed, many of the older vessels must have seen better days. They are still afloat, however, and getting aboard is a unique ‘cultural’ experience. Sometimes the crew might offer lunch or dinner to passengers, but this option must be purchased with the ticket. Here is one such  option  offering dinner for $24 (1,490 rubles).

If you want to travel in style, consider Flotilla Radisson. These large, modern vessels are quite posh, with a cozy restaurant and an attentive crew at your service. Even though the selection of wines and food is modest, these vessels are still much better than other boats.

Surprisingly, the luxurious boats are priced rather modestly, and a single ticket goes for $17-$32 (1,100-2,000 rubles); also expect a reasonable restaurant bill on top.

How to buy tickets?

Women holding photos of ships promise huge discounts to “the young and beautiful,” and give personal invitations for river tours. They sound and look nice, but there’s a small catch: their ticket prices are usually more than those purchased online.

“We bought tickets from street hawkers for 900 rubles each, only to later discover that the other passengers bought their tickets twice as cheap!”  wrote  (in Russian) a disappointed Rostislav on a travel company website.

Nevertheless, buying from street hawkers has one considerable advantage: they personally escort you to the vessel so that you don’t waste time looking for the boat on your own.

Prices start at $13 (800 rubles) for one ride, and for an additional $6.5 (400 rubles) you can purchase an unlimited number of tours on the same boat on any given day.

Flotilla Radisson has official ticket offices at Gorky Park and Hotel Ukraine, but they’re often sold out.

Buying online is an option that might save some cash. Websites such as  this   offer considerable discounts for tickets sold online. On a busy Friday night an online purchase might be the only chance to get a ticket on a Flotilla Radisson boat.

This  website  (in Russian) offers multiple options for short river cruises in and around the city center, including offbeat options such as ‘disco cruises’ and ‘children cruises.’ This other  website  sells tickets online, but doesn’t have an English version. The interface is intuitive, however.

Buying tickets online has its bad points, however. The most common is confusing which pier you should go to and missing your river tour.

“I once bought tickets online to save with the discount that the website offered,” said Igor Shvarkin from Moscow. “The pier was initially marked as ‘Park Kultury,’ but when I arrived it wasn’t easy to find my boat because there were too many there. My guests had to walk a considerable distance before I finally found the vessel that accepted my tickets purchased online,” said the man.

There are two main boarding piers in the city center:  Hotel Ukraine  and  Park Kultury . Always take note of your particular berth when buying tickets online.

Where to sit onboard?

Even on a warm day, the headwind might be chilly for passengers on deck. Make sure you have warm clothes, or that the crew has blankets ready upon request.

The glass-encased hold makes the tour much more comfortable, but not at the expense of having an enjoyable experience.

Getting off the boat requires preparation as well. Ideally, you should be able to disembark on any pier along the way. In reality, passengers never know where the boat’s captain will make the next stop. Street hawkers often tell passengers in advance where they’ll be able to disembark. If you buy tickets online then you’ll have to research it yourself.

There’s a chance that the captain won’t make any stops at all and will take you back to where the tour began, which is the case with Flotilla Radisson. The safest option is to automatically expect that you’ll return to the pier where you started.

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