What are the responsibilities and job description for the Sales Manager – Yacht Brokerage position at Jeff Brown Yachts?
Job Summary:
Jeff Brown Yachts is the largest yacht dealer on the West Coast, representing some of the world’s most coveted yacht brands and delivering a truly bespoke, white-glove client experience. As our footprint and market influence continue to expand, we are seeking a seasoned brokerage leader to elevate and lead our brokerage division into its next phase of growth.
The Sales Manager – Yacht Brokerage is responsible for setting and executing brokerage strategy while driving performance across all brokerage sales activities. This role leads, mentors, and develops the brokerage team; establishes sales direction and standards; ensures deal quality and integrity; and oversees revenue growth across all transactions. Serving as both a hands-on leader and trusted senior advisor, the Sales Manager plays a critical role in complex, high-value negotiations while ensuring every client experience reflects the highest standards of service and professionalism.
The ideal candidate brings proven brokerage leadership, deep industry expertise, and a passion for excellence in a relationship-driven, luxury environment—helping shape the continued growth, performance, and reputation of Jeff Brown Yachts.
Responsibilities:
- Lead, manage, and support the brokerage sales team across all active listings and buyer engagements
- Set sales goals, performance expectations, and accountability metrics for brokers
- Coach, mentor, and develop brokers to improve negotiation skills, deal execution, and client management
- Review and approve deal structures, pricing strategies, and contract terms prior to execution
- Oversee all brokerage transactions from listing to closing to ensure accuracy, compliance, and professionalism
- Serve as escalation point for complex negotiations, client issues, or high-value transactions
- Ensure consistent use of brokerage best practices, contracts, and processes
- Monitor pipeline health, deal progress, and closing timelines across the team
- Guide pricing, positioning, and sales strategy for all brokerage listings
- Analyze market trends, comparables, and inventory to inform pricing and sales direction
- Ensure all clients receive professional and premium brokerage experience
- Uphold company reputation, ethics, and client confidentiality
- Represent Jeff Brown Yachts at major yacht shows, events, and industry functions
- Build and maintain relationships with captains, management companies, shipyards, and industry partners
- Support brokers in generating new business and expanding their professional networks
- Collaborate with marketing, operations, and management to support brokerage growth
- Ensure alignment between sales activity, marketing initiatives, and operational execution
- Provide reporting and insights on brokerage performance to leadership
Required Qualifications:
- Significant experience in luxury yacht brokerage or managing high-value sales teams
- Strong understanding of brokerage contracts, negotiations, surveys, sea trials, and closings
- Proven ability to lead, motivate, and hold a sales team accountable
- Exceptional communication, negotiation, and leadership skills
- Ability to manage multiple complex, high-value transactions simultaneously
- Strategic thinking and problem-solving abilities
- Ability to adapt to changing market conditions and customer behaviors
- Ability to build and maintain relationships with clients
- Experience with sales CRM software and sales analytics tools including Salesforce
- Ability to travel to JBY office locations, national and international boat shows and events
- Ethical and values-driven leadership
- Brokerage licensing where required by law
Benefits:
- Health, dental, and vision insurance
- Holiday and paid time off
- 401k plan
About Jeff Brown Yachts
Jeff Brown Yachts is a bespoke yacht brokerage and sales house, serving as the exclusive West Coast dealer for Axopar, BRABUS, Pershing, Riva, Sirena Yachts, and Wally. As one of the West Coast’s premier yacht dealerships, Jeff Brown Yachts operates seven offices and marinas nationwide, located in San Diego, Newport Beach, Sausalito, Seattle, Kailua-Kona, Wrightsville Beach, and Charleston. Our exceptional team brings together hundreds of years of collective experience across both new yacht sales and brokerage. This depth of expertise allows us to deliver unparalleled service, insight, and results, ensuring every client receives a truly first-class buying and selling experience.