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.
The VP, Strategic Sales Operations (“VP”) contributes specialized knowledge and expertise to develop, execute, and continuously evolve MVO sales strategy across North America, including developing the sales strategy, maximizing performance and maintaining competitive advantage.
This position operates with a high degree of independence, setting strategic direction for the sales organization and collaborating closely with cross-functional leaders, including Marketing Operations, Inventory Revenue Management, Finance & Accounting, and Global Technology. The VP oversees the design and implementation of sales processes, tools, and productivity initiatives to ensure alignment with broader business objectives and the evolving needs of the customer base.
Expected Contributions
Strategic Sales Operations
The VP provides strategic support to MVO Sales Operations. The role:
- Identifies and maximizes strategic partnerships to enhance our sales products and services and to support the long-term sales growth of the company.
- Oversees the development and execution of innovative sales strategies with a heightened focus on First Time Buyer performance for Marriott Vacation Ownership (MVO) ensuring the company remains at the forefront of industry trends.
- Collaborates with field sales leadership to ensure strategies are actionable and drive year-over-year growth in key metrics (e.g., VPG, wEVPG, FTB closing rates).
- Monitors industry and customer behavior trends, partnering with Marketing Operations and Inventory Revenue Management to anticipate market shifts and adapt strategies accordingly.
- Champions the integration of sales strategy with training, technology, and marketing initiatives to drive holistic performance improvements, whilst ensuring alignment with data flows and reporting.
- Identifies strategic issues for additional consideration and analysis, and engage with regional teams to ensure understanding, partnership on solutions determined, and their active support of these strategies.
Sales Process & Productivity
- Oversee the continuous improvement of sales processes, ensuring efficiency and effectiveness at all levels of the organization.
- Identify strengths and development opportunities within MVO-specific business lines and geographical locations in North America.
- Lead the review and revision of development opportunities, with ongoing focus on performance standards, sales compensation strategies, and line rotation processes, incorporating data-driven insights and best practices from internal and external sources.
- Drive the adoption of technology-enabled tools and platforms to enhance sales force productivity and customer engagement.
- Partner with the Voice of the Customer and Customer Insights teams to ensure feedback is leveraged for ongoing process and tool enhancements.
- Be an active member of the Sales Advisory Board (a select group of Marriott Vacations Worldwide Sales Leaders that regularly interact year-round) with the purpose of:
- collectively discussing key issues affecting current sales performance
- strategically preparing the sales organization for future changes
- reviewing and sharing best practices
- creating new and improved solutions and processes that positively impact the overall culture and performance of Marriott Vacation Club sales.
Leadership & Collaboration
- Build and lead a high-performing team, providing coaching, feedback, and professional development opportunities.
- Foster a culture of innovation, accountability, and continuous improvement within the sales organization.
- Develop and maintain strong relationships with internal and external stakeholders, including senior leadership, field teams, and strategic partners.
- Represent the sales strategy function in cross-functional initiatives and leadership forums.
Measurement & Reporting
- Monitor key performance indicators (KPIs) including PowerBI dashboards to assess the effectiveness of sales strategies and initiatives.
- Analyze and communicate performance trends, providing actionable recommendations to address gaps and capitalize on opportunities.
- Ensure compliance with all relevant policies, procedures, and regulatory requirements.
Candidate Profile
Education
- Bachelor’s degree in Business Administration, Sales, Marketing, Business Consulting or related field required; advanced degree preferred.
Experience
- Minimum of 10 years of progressive sales leadership experience within the vacation ownership industry. Experience with onsite M&S leadership preferred.
- Demonstrated success in developing and executing sales strategies that drive measurable business results.
- Experience leading cross-functional teams and managing large-scale projects or initiatives.
Skills & Attributes
- Strategic thinker with strong analytical and problem-solving skills; proven ability to independently identify and analyze problems/issues, assess risk, evaluate alternative solutions and recommend a course of action.
- Proven ability to influence and collaborate across all levels of the organization.
- Excellent communication, presentation, and facilitation skills.
- Strong project management and organizational abilities.
- Exceptional data evaluation expertise with the ability to extract and interpret data from various sources.
- Ability to thrive in a fast-paced, dynamic environment and manage multiple priorities.
- High integrity, professionalism, and commitment to continuous learning and improvement.
- Willingness and ability to travel as required (up to 50%).
Marriott Vacations Worldwide is an equal opportunity employer committed to hiring a diverse workforce and sustaining an inclusive culture.
