Director of Sales Capability & Training

• Design and oversee comprehensive onboarding programs that reduce time-to-productivity and accelerate new hire contribution 

• Create and maintain advanced luxury sales curricula including value creation, consultative selling, needs discovery, objection handling, closing, upselling, guest psychology, and relationship-building appropriate to ultra-luxury travel 

• Develop product knowledge training ensuring sales teams understand our yacht collection, itineraries, guest amenities, and unique value proposition and can translate that knowledge into compelling guest conversations 

• Design competency-based, role-specific development for Reservations Agents, Sales Specialists, Team Leads, and Sales leaders 

• Develop the coaching capability of Sales leaders and Team Leads so that sales development is reinforced through consistent, effective day-to-day coaching rather than dependent solely upon formal training interventions 

• Incorporate behavioral coaching and emotional intelligence development aligned with our connection-driven culture 

• Evaluate and integrate emerging instructional design methodologies including blended learning, microlearning, experiential learning, and peer coaching approaches 

• Support the recruitment, development, and mentoring of a high-performing Sales Capability team 

• Establish a culture of continuous learning, accountability, and excellence within the Sales function, modeling our values of Candor, Care, Curiosity, and Connection 

• Lead and facilitate high-impact development sessions when appropriate, ensuring content is engaging, relevant, and aligned with adult learning principles 

• Serve as primary facilitator for key programs and conduct train-the-trainer sessions to scale program delivery and consistency 

• Analyze individual and team sales performance to identify trends, capability gaps, and opportunities for improvement; translate insights into targeted development plans and measurable performance interventions 

• Implement rigorous evaluation frameworks to assess learning impact, behavior change, and business outcomes 

• Collect, analyze, and present data on sales capability, employee engagement, and commercial outcomes to leadership 

• Conduct post-development assessments and skill validation; identify areas for reinforcement, coaching, or additional intervention 

• Conduct annual capability audits and program reviews; implement improvements based on performance data, feedback, and market best practices 

• Develop realistic budgets and demonstrate ROI of sales capability investments 

• Collaborate with Human Resources on leadership, culture, brand, and enterprise development programs 

• Work with Marketing and Communications to ensure brand consistency and alignment in all sales capability materials 

Other Duties 

Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee for this job. Functions, duties, responsibilities, and activities may change at any time with or without notice. 

Competency 

Education: 

Bachelor's degree in Human Resources, Organizational Development, Business Administration, Adult Education, or related field (or equivalent professional experience). Master's degree preferred. 

Experience: 

• 10+ years of professional experience with at least 5+ years in a sales capability, sales training, sales enablement, or related leadership role managing a team 

• Proven track record designing and implementing sales capability strategies in a high-volume contact center or direct sales environment 

• Demonstrated experience building sales capability within a luxury, premium, hospitality, travel, or other high-value consultative sales environment (required) 

• Proven experience developing and embedding sales methodologies focused on value creation, consultative selling, relationship building, and conversion rather than transactional or price-led selling 

• Demonstrated track record of improving measurable sales performance through capability development, coaching, leadership routines, and targeted performance interventions 

• Experience working in a role where success was measured against commercial KPIs and team sales performance, not solely training activity or learning outcomes 

• Demonstrated expertise in curriculum development, instructional design principles, adult learning methodologies, and sales coaching 

• Proficiency in learning management systems (LMS), training technology platforms, and training analytics tools 

• Experience with data analysis and ability to connect capability interventions to quantitative and qualitative business outcomes 

• Prior experience with Ritz-Carlton, Marriott, or similar luxury hospitality brands strongly preferred 

• Background in cruise line sales, luxury travel, or other high-touch luxury sales environments preferred 

• Experience designing and delivering leadership development and coaching programs preferred 

• Strong knowledge of consultative and value-based sales methodologies; familiarity with methodologies such as SPIN Selling, Consultative Selling, or Solution Selling preferred 

• Certification in training and development (CPTD, CTT, ATAP) preferred 

Skills: 

• Commercially minded sales capability leader who understands that the ultimate measure of effective development is improved individual and team performance 

• Strategic thinker who aligns sales capability strategy with business objectives and thinks systemically