AVP, Sales Training in Marriott's Newport Coast Villas at MVW call center

Job Description

* Must reside within geographical region of position. (East, Florida/Caribbean, West, Hawaii)

Position Summary

As a member of the professional staff, contributes a high level of specialized knowledge and skill in a discipline (e.g., Accounting, Finance, Human Resources, Global Technology, Resort Operations, Sales & Marketing etc.) area to support department and/or function objectives. Generally, works with considerable independence, developing operating plans and related operational processes for own department in alignment with broader business objectives. Responsible for selection, supervision, and development of staff in accordance with company policies and procedures.

Reporting to the Vice President, M&S Talent Development (VP), the Assistant Vice President, Sales Training (AVP), is an integral part of the team responsible for developing the talent of our salesforce. The AVP will lead the deployment of impactful learning programs, lead assigned facilitator(s), and be a thought leader in formulating our talent development strategies. The AVP will be expected to excel in the delivery of engaging and transformative training sessions, fostering a culture of continuous learning and development with majority of focus on the success of new hire SE’s onboarding.  Additionally, this position is expected to expand and nurture internal partnerships with both regional-based senior leadership and corporate-based M&S training department, ensuring alignment and synergy across all sales training efforts.  As a key stakeholder in the design, development and measurement of learning effectiveness, the AVP will leverage their expertise to drive excellence, innovation and measurable impact of each learning initiative.

Primary areas of focus include leading training professional(s) facilitating and delivering a multitude of training platforms within our sales operations which will primarily be delivered in-person at various locations in addition to virtual delivery. This position will have oversight of the Sales Training delivery for their assigned business entities and/or operations:

• The assessment, recommendations, and ongoing management for training materials and programs to support the following sales offerings as assigned:
• Ongoing collaboration with Sales leadership on the strategy to build and execute assigned MVO / HVO Sales Training program to ensure ongoing alignment of the MVW Sales Training program.
• New M&S Training & Development initiatives for new developments / acquisitions etc. based on business needs.

The AVP is also responsible for the direct execution of this strategy, and is expected to lead assigned Director, Sales Training.  In addition, the AVP will actively facilitate a blended learning approach while also delivering on all Learning Objectives of any given course, and is therefore responsible for knowing, teaching, coaching, and assessing required skill sets of both the training team members and to all participants.

This position is responsible for building and maintaining relationships with Regional and Site Sales leadership to understand and execute against current trends in the marketplace.  The AVP will communicate regularly with the appropriate Sales leaders on new hire class requirements, Sales Executive performance, and other site-supported training initiatives. 

The AVP works in partnership with the MVW M&S learning experience team to maximize the effectiveness of delivery content and to contribute towards the development of new and innovative content within marketing and sales.

This position will have the following responsibilities:

Talent & Development Operations Strategy

• Liaise with the VP, Sales and Marketing Talent Development on the training and development operations strategy to assigned brands / regions to ensure training deliveries and timelines meet the departments objectives.
• Understand the sales business objectives of assigned brands and utilize accurate and relevant data to design adaptable curriculum and development programs that meet short, medium and long-term goals.
• Identify new and/or enhanced methodologies to drive the efficient delivery of sales training and development to meet evolving business demands.
• Continually monitor/assess market trends and sales associate demographics and make recommendations to sales training leadership to ensure the efficacy of training materials, eLearning and virtual training.
• Lead and participate in planning and executing communication strategies to ensure all senior stakeholders are appropriately informed of progress and outcomes.

Sales Performance

Positively impact MVW sales performance as a dedicated senior leader building and developing the sales force through multiple efforts including:

• Influence performance-based culture throughout MVW sales through effective key partnerships especially with field leaders and corporate M&S operations partners.
• Actively be a key dedicated advocate of the MVW disciplined sales and marketing consultative processes with daily reinforcement of the processes being taught, strengthened, and coached.
• Identify and prioritize highest ROI training delivery solutions to drive greater volume, closing efficiencies, VPG’s, and capture rate through year-round training plans.
• Conduct onsite assessments of implemented sales processes to ensure field sales operations are consistently executed and best practices are identified to be shared at other sites.
• Identify targeted areas of opportunity for training solutions through active monitoring of sales performance reports including financial and customer metrics.

Strategic Talent Development Planning

• Leads strategic planning of sales force talent development including:

• New hire formalized onboarding curriculum programs.
• Onboarding support of new hires within their initial year through hybrid delivery and resources.
• Ongoing career development resources to grow production targeted for front-line production sales and marketing roles.
• Development and preparation for associates transitioning between individual contributor and team leadership positions.
• Dedicated focus on top-performers within sales executive, marketing executive and team leader positions typically including identified top talent as identified within MVW.
• Leads implementation of corporate sales developed programs requiring corporate-based (Talent Excellence Center), regional and site deployment including:
• Facilitating “Educating Sales Excellence” (or equivalent) monthly onboarding curriculum programs comprising both in-person and virtual delivery.
• Assessing, coaching, and creating individualized developmental plans based upon the assessments for each new hire’s onboarding experience.
• Delivering advanced brand, product, and skill curriculum both in-person and virtually 
• Works with M&S leaders to understand any process-specific initiatives or requirements.
• Drives the implementation of opening team and transition plans as identified.
• Provide systemic approach to ensure compliance to HR policies as required by federal, state and MVW regulations (audits, tracking systems, data review, etc.).

Business Partnership

• Translate and present complex concepts to business representatives and Senior Leaders in a manner that is easy to interpret and digest.
• Collaborate with business partners to:
• determine the most effective and efficient approaches to the implementation of learning interventions.
• identify and develop facilitators for curricula - including instructor-led training.
• Partners with in-house M&S Learning Design & Experience team during analysis, design and development of any given project to help maximize the effectiveness of training offerings and curricula.
• Partner with senior leaders, sales stakeholders, Human Resources leaders, and key Vendors to identify, prioritize, plan for ongoing training and development needs – and lead efforts to satisfy those needs.
• Work along with business partners to ensure training meets the needs of the individual stakeholders and audience members.
• Develop, maintain, and leverage relationships with internal and external stakeholders, across brands, channels, and geographic regions.
• Develop strong, credible relationships with the M&S Learning Design Experience team, Sales Center Technology team, Sales Operations, M&S Talent Acquisition, and with all existing internal partners and vendors.
• Lead the organization and utilization of Subject Matter Expert groups as required when designing and developing deliverables.
• Develop a deep understanding of the sales organization and the roles of the associates within that organization.

Lead Delivery Team

• Manage and lead highly engaged sales training professional(s)
• Provide 1-on-1 coaching to team members to support their professional development and performance improvement.
• Assess team members’ needs and tailor coaching approaches to help them achieve their goals.
• Develop and implement coaching plans, monitor progress, and provide ongoing support to ensure continuous improvement and skill development creating a ‘best-in-industry’ training team.

Deliver and Facilitate

• Leads and facilitates hybrid (virtual and in-person) training curriculum in partnership with colleagues as assigned ensuring the delivery of engaging and impactful learning experiences.
• Serve as an engaging and creative facilitator, bringing energy and enthusiasm to each session to create a world-class learning environment.
• In-person onsite delivery of training sessions is expected daily. This will include various assigned sales operations and designated training facility (i.e.: the Talent Excellence Center in Orlando, or the San Marcos Executive Building). Frequent travel is expected.  

Subject Matter Expertise

• Be a subject matter expert of timeshare sales and the MVW disciplined consultative sales process.
• Actively engage in current sales daily work experiences to stay current of evolving practices at various types of sites and brands within MVW.
• Participate in various internal advisory boards and task forces both gaining and sharing subject matter expertise within the Company.

Data-Driven Improvement

• Utilize learning analytics to gather insights into learning outcomes, engagement levels, and overall effectiveness of training programs.
• Analyze data to identify trends and areas for improvement and make data-driven adjustments to enhance learning delivery.
• Apply Kirkpatrick evaluation methodology to measure and report effectiveness of training delivery to key stakeholders.

Continuous Improvement

• Actively seek feedback to enhance your own leadership, facilitation and coaching skills.
• Stay current with learning, training, and development trends and best practices for both in-person and virtual delivery.
• Participate in professional development opportunities to continually improve your skills and effectiveness as a facilitator and coach.
• Contribute feedback to enhance our training programs overall, ensuring they remain relevant and effective.
• Contribute to the design and continuous improvement of training programs by providing insights and feedback based on facilitation experience.

General Operations

• Develop, manage, communicate project plan, operating plans and workable business processes for own department in alignment with function strategy.
• Manages larger business processes and/or projects, setting priorities and measurable objectives, monitoring and reporting on the process, progress and results. Typically influences work of cross-functional or extended teams.
• Responds to, solves and makes decisions on business requests that have broader department impact and/or moderate risk.  Presents alternative solutions to business issues by leveraging the broader organization. 
• Works to enhance the organization’s capabilities through effective staffing and development of others by:
• anticipating staffing requirements by comparing business needs with strengths and weaknesses of existing staff.
• using appropriate MVW interviewing tools to hire the best professionals available from inside or outside.
• setting and maintaining high standards for team and individual performance.
• providing timely coaching and feedback.
• making and rewarding distinctions in performance.
• Achieves results against budget within scope of responsibility including:
• taking calculated risks to move the department or team forward.
• developing and using systems to organize and keep track of information.
• balancing the interests of own group with the interests of the organization.
• working with others to identify and remove barriers to success.
• Readily critiques own behavior to acknowledge mistakes and improve future leadership performance and acts independently to improve and increase skills and knowledge.
• Ensures legal compliance / approval and proper use rights on all developed content.
• Performs other duties as appropriate.

Candidate Profile

Education

• A four-year bachelor's degree in Business Administration or Human Resources Management is highly desirable.
• Minimum of twelve years of work experience in a related field or Timeshare organization is preferred.
• Real Estate License desired where possible.

Experience

• Demonstratable experience of achieving sales and / or customer impact targets with MVW or an industry competitor.
• Minimum of ten years functional experience within Vacation Ownership sales - with a strong working knowledge of a disciplined sales approach would be highly advantageous.
• Proven track record as a highly effective trainer / coach / presentation delivery professional in both group and individual settings.
• Minimum of five years in a management/leadership role, preferably within Timeshare industry would be an advantage.
• Minimum of five years’ experience managing direct reports or supervising associates responsible for sales production and/or learning deliverables is preferred
• On property timeshare experience would be an advantage.

Skills/Attributes

• Ability to travel up to 75% as required.
• Ability to work a flexible schedule to include weekends and holidays based on business needs.
• Ability to work flexible times to cover either East or West/Hawaii coast US, EME or AP time zones.
• Exceptional facilitation skills with the ability to engage an adult audience and present content clearly using examples and analogies in virtual and in-person settings.
• Strong presentation skills; ability to present articulately and confidently under all circumstances to drive engagement and results.
• Demonstratable knowledge of adult learning theory and instructional design principles preferred.  Ability to apply a variety of instructional techniques such as role playing, simulations, team exercises, group discussions, videos, or lectures to real-world situations and debrief activities to arrive at learning outcomes.
• Ability to apply current industry knowledge to select program delivery options best tailored for mixed groups, using a variety of software programs and technologies.
• Excellent time management, organizational skills, and multi-tasking skills to manage the learning event and achieve the learning objectives. Integrates and balances priorities, work activities and resources for the benefit of multiple key stakeholders.
• Proven ability to apply excellent written and verbal communication skills, with the ability to listen actively, question, and respond appropriately to all participant questions and provide feedback. Must be highly effective in group and one on one training / presenting / coaching.
• Possesses leadership presence and professional demeanor.
• Demonstrated ability to direct several distinctly different projects simultaneously, involving various operational units, systems, cultures, and balancing teams composed of a wide variety of skill sets.
• Proven ability to function as a collaborative team player who works with a high degree of independence and credibility.
• Demonstrated ability to develop and maintain effective relationships with a broad group of stakeholders to foster trust and influence key decisions.
• Proven ability to quickly build rapport and trust.
• Proven ability to collaborate and resolve issues and influence without position authority.
• Proven ability to always maintain a positive attitude, especially if strategy and process improvement recommendations are met with resistance and disagreement; effective at addressing difficult issues and guiding others toward the accomplishment of identified goals.
• Ability to remain current with Learning, Training, Development trends and best practices for both in-person and virtual delivery.
• Possesses high degree of integrity in dealing with sensitive information.
• Ability to be an active learner enhancing professional and business growth through the acquisition of knowledge and experiences; proven ability to challenge organizational norms and accepted thinking to improve effectiveness.
• Excellent administrative skills.
• Ability to work with a diverse group of associates, be open to the ideas of others, and change directions quickly if necessary for project success; highly conceptual, out-of-box thinking.
• Excellent interpersonal and highly developed and effective verbal and written communications skills.
• Ability to represent MVW in a professional manner.
• Ability to explain complex ideas clearly and concisely in a manner appropriate to the audience.
• Conceptual thinker.
• Proven ability to gather the required information to analyze trends and surface possible solutions. 
• Demonstrated ability to influence vertically and horizontally.
• Proven ability to consistently meet deadlines through effective multi-tasking and reprioritization of tasks.
• Willingness and ability to meet aggressive schedules.
• An engaging and agile facilitator with strong expertise with the complex job realities of timeshare sales, and proven ability to enable a best-in-industry onboarding experience.

Marriott Vacations Worldwide is an equal opportunity employer committed to hiring a diverse workforce and sustaining an inclusive culture.