Position Summary
As a professional team member, the Senior Manager, Sales Training will contribute specialized knowledge and skills in areas such as Sales, Sales Training, Sales Leadership, Global Technology, and Human Resources to support team and department objectives. You work under limited supervision within established guidelines, producing and analyzing complex business information to aid decision-making.
Reporting to the Talent Development , Sales Training in the US, the Senior Manager is integral to facilitating and delivering various training platforms within our Sales operations. These sessions are conducted in-person at assigned regional or site-based locations, and via virtual delivery where appropriate for the curriculum. The Senior Manager is responsible for teaching, coaching, and assessing required skillsets for all participants, facilitating a blended learning approach, and achieving all course learning objectives. This role requires an engaging and agile facilitator with deep expertise in the complexities of timeshare sales operations to provide a best-in-industry learning experience.
The Senior Manager is also responsible for building and maintaining relationships with Senior Regional and Site Sales leadership to understand and address current market trends. As a valued Corporate Liaison, the Senior Manager communicates regularly with their regional/sales site leadership regarding new hire classes, field Sales Team members’ (e.g., Sales Executives, Team Leaders etc.) performance, and all training initiatives.
Additionally, the Senior Manager collaborates with the MVW M&S Learning Design & Experience team to enhance the effectiveness of delivery content and contribute to the development of innovative content in support of evolving Sales and Marketing operations.
Expected Contributions
Strategic Sales Training & Performance
- Impact Sales Performance: Positively impact MVW sales performance as a dedicated Regional Sales Trainer. The Key Performance Index (KPI) is to increase sales performance measured by EVPG and successful retention of newly hired sales executives through their first year.
- Product Knowledge Certification: Conduct product knowledge certification training and support for new hires.
- Sales Certifications: Collaborate with site leadership to certify new hires ready to start on the line. Deliver the “Sales Essential 201” and “Sales Mastery 301” certification programs in person or virtually.
- Re-Certification/Refresher Courses: Provide re-certification and refresher courses for newly hired and tenured Sales Executives who are underperforming to increase closing percentages and EVPG.
- Ride Evaluations: Schedule, perform, demonstrate, and assess ride evaluations with Sales Executives, providing coaching as needed.
- Identify Opportunities: Identify opportunities within the training department, sales lines, and sales processes and communicate recommendations to regional sites and corporate leadership.
Coaching and Training
- Daily Coaching and Training: Consistently conduct daily coaching and training with new hires.
- Follow-Up Coaching and Training: Conduct follow-up training, coaching sessions, brand-specific trainings, corporate and field based topical training regularly.
- Monthly Reporting/Performance Monitoring: Monitor and improve retention of new hires by delivering mandatory checkpoints for Develop and Grow. Report out on all training actions, including refresher or certification activities, to AVP and RVPs on a regular basis.
Training Delivery and Compliance
- Engaging Facilitation: Serve as an engaging and creative facilitator, bringing energy and enthusiasm to each session to create a world-class learning environment.
- Onsite Training Delivery: Deliver onsite training sessions at designated regional sites and travel to the training facility as needed.
- New Hire Onboarding: Set up new hires for success in their first month with the Corporate/Talent Excellence Center’s “Educating Sales Excellence” Curriculum, including Welcome Day 1, planning, and leader connectivity.
- Program Implementation: Support the implementation of corporate M&S developed programs requiring regional and market deployment.
- Compliance Support: Ensure compliance with sales programs and HR policies as required by federal, state, and MVW regulations through audits, tracking systems, and data review.
- New Technology Initiatives: Become a Subject Matter Expert (SME) for Sales Center Technology rollouts and train sales executives and site leaders to ensure the latest updates are understood, adopted, and utilized.
Strategic Collaboration and Professional Development
- Collaborative Project Development: Partner with the in-house M&S Learning Design & Experience team during the analysis, design, and development phases of projects to maximize the effectiveness of training offerings and curricula.
- Strategic Alignment with Leadership: Work closely with senior leaders, Sales stakeholders, Human Resources leaders, and fellow Directors of Training to prioritize and plan for ongoing training and development needs, leading efforts to address these needs.
- Building Credible Relationships: Develop and maintain strong, credible relationships with the M&S Learning Design Experience team, Sales Center Technology team, and all internal partners to drive successful training initiatives.
- Commitment to Professional Growth: Actively pursue your own professional development and performance improvement while encouraging growth and talent development within your team, leading by example and participating in self-development plans to create a ‘best-in-industry’ training team.
- Pursue Continuous Improvement: Actively seek and embrace feedback to enhance your leadership, training, facilitation, and coaching skills. Strive for continuous improvement to elevate your effectiveness and impact.
Candidate Profile
Education
- A Bachelor's degree in Business Administration or Human Resources Management is highly desirable OR
- Minimum of five 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 five years’ experience within Vacation Ownership sales - with a strong working knowledge of a disciplined sales approach would be highly advantageous.
- Proven record of accomplishment as a highly effective trainer / coach / presentation delivery in person and virtual, in both group and individual settings required.
- On property timeshare experience would be an advantage.
Skills/Attributes
- Ability to travel up to 75% of the work schedule as assigned.
- Ability to work a flexible schedule to include weekends and holidays based on business needs.
- Ability to work flexible times to cover EME or AP time zones as assigned (scheduled or project-based).
- Exceptional facilitation and presentation skills, engaging adult audiences in-person and virtually with clear content using examples and analogies.
- Proficient in applying various instructional techniques (role playing, simulations, team exercises, group discussions, videos, lectures) to real-world situations, achieving learning outcomes.
- Strong time management, organizational, and multi-tasking skills to manage learning events and achieve objectives.
- Excellent written and verbal communication skills, active listening, questioning, and providing feedback effectively in group and one-on-one settings.
- Proven ability to build rapport and trust quickly, maintain a positive attitude, and address difficult issues to guide others toward goals.
- Knowledgeable in adult learning theory, instructional design principles, using various software programs and technologies for tailored program delivery.
- Possesses leadership presence and professional demeanor.
- Proven ability to function as a collaborative team player who works with a high degree of independence and credibility.
- Proven ability to quickly build rapport and trust.
- Proven ability to collaborate and resolve issues and influence without position authority.
- Possesses high degree of integrity in dealing with sensitive information and situations.
- Excellent administrative skills.
Marriott Vacations Worldwide is an equal opportunity employer committed to hiring a diverse workforce and sustaining an inclusive culture.
