Business Operations Leader Position Overview The Head of Sales & Marketing Analytics will build and own the analytics roadmap for Capital Vacations• sales and marketing organization. This role will:
- Lead analysis of timeshare sales and marketing performance (tours, VPG, close rates, show rates, package performance, channel ROI, etc.).
- Build and maintain Power BI dashboards and self-service tools that give field and corporate leaders real-time visibility into performance.
- Partner closely with database and data engineering teams during our migration to Microsoft Fabric, helping shape data models that support reporting and advanced analytics.
- Translate data into clear, compelling insights and recommendations for executives and field leaders.
- Support Finance and Compensation on sales compensation design, incentive modeling, and forecasting.
Key Responsibilities Sales & Marketing Analytics - Own the analytics strategy and roadmap across core channels (tour generation, OPC/in-market marketing, digital and call center marketing, in-house marketing, etc.).
- Analyze the full funnel• lead ? tour ? show ? close ? upgrade• and identify drivers of VPG, take rate, net sales, and marketing ROI.
- Develop standardized KPIs, metric definitions, and scorecards for executives, regional leaders, and resort teams.
- Create and maintain advanced Power BI reports and semantic models (DAX measures, drill-downs, row-level security).
- Design and evaluate test-and-learn programs (A/B tests, pilots, control groups) for new offers, channels, and merchandising strategies.
Data Infrastructure & Fabric Migration - Collaborate with database and engineering teams to define business requirements for Microsoft Fabric data models and pipelines.
- Validate data integrity and reconcile data across CRM, marketing platforms, tour systems, and finance.
- Contribute to a future-state architecture that supports near-real-time reporting and advanced analytics (segmentation, propensity models, etc.).
Field & Stakeholder Partnership - Serve as a trusted analytical advisor to field sales and marketing leaders; participate in key performance reviews and regional calls.
- Convert analytical findings into simple, actionable narratives operators can execute ('three levers to improve VPG this quarter• ).
- Build training and documentation to drive adoption of dashboards and self-service reporting.
Compensation & Finance Support - Partner with Finance and Compensation to:
- Evaluate compensation plan effectiveness (SPIFs, bonuses, tiers, contests).
- Model • what-if• scenarios and incentive changes, including P&L impact.
- Support budgeting, forecasting, and target-setting for tours, sales, and marketing spend.
Leadership & Governance - Depending on level, lead a small team of analysts; set priorities, coach, and develop analytical talent.
- Establish governance for metrics, data definitions, and reporting cadences.
- Champion a data-driven culture across Sales & Marketing and the wider organization.
Qualifications Required - Must have: Proven ability to partner directly with field sales and marketing teams and translate insights for non-technical audiences.
- 2+ years of experience in marketing, sales, or commercial analytics, including at least 2 years supporting consumer-facing sales or marketing.
- Strong expertise with Power BI (data modeling, DAX, Power Query) and SQL; experience with Microsoft Fabric or modern cloud data platforms.
- Demonstrated success building dashboards and analytical products that drive measurable business impact.
Preferred - Experience in timeshare, vacation ownership, or related hospitality/travel industries (e.g., Travel + Leisure Co., Hilton Grand Vacations, Marriott Vacations Worldwide).
- Familiarity with CRM systems and marketing platforms common in timeshare (e.g., Salesforce, call center dialers, digital marketing tools).
- Experience supporting or designing sales compensation and incentive plans.
Core Competencies - Strong business acumen and ability to discuss trade-offs with senior leaders.
- Excellent communication and storytelling skills.
- High ownership mindset and bias toward action.
- Ability to navigate ambiguity and build structure in evolving environments.
