What will I be doing?
The right candidate for Hilton Grand VacationsSales Coaching Specialist position must have a passion to develop not justsales competencies but to work on developing the individual as whole. They mustbelieve that coaching significantly improves the quality of the lives of thosethey work with.
This candidate must have an understanding of acceleratedlearning techniques; exude confidence in various sales strategies. The SalesCoaching Specialist should bring authenticity, interpersonal sensitivity and adynamic and engaging facilitator.
As a Sales Coaching Specialist at HGV, you willbe tasked with reinforcing HGV's Sales Strategy, Product Knowledge and Systemstraining to new hires and existing tenured sales agents. You will also beresponsible for developing new sales content to existing tenured sales agentsin order to maximize and deliver measurable results.
The Sales Coaching Specialist will drive sales performancethrough the development of the sales coaching strategies and programs for CallTransfer and Outbound Sales Agents by assisting them define goals andstrategies that will maximize sales results, minimize cancellations.
They will help Sales Agents self-discover strengths andopportunities and find their own solutions in accordance with HGV DM SalesStrategy.
As a Sales Coaching Specialist you would be responsible for executing your position's responsibilities in alignment with our Spirit of Service culture and driving company success through performing the following tasks to the highest standards:
SalesCoaching Program Development (40% of role)
1.Drives standardsof excellence by ensuring that all Coaching Sales Evaluations, Side by Sides,Desk Observations, and Campaign (CT or OB) Calibration Sessions, One on OneCoaching & Group Coaching Sessions are consistent with HGV Direct MarketingSales Strategy across teams, campaigns and departments.
2.Continuallyevaluates the effectiveness of the program, identifying needs and makingrecommendations for process improvements throughout the year, resulting inconsistent and fair sales coaching evaluation practices while mindfully closingthe training loop and generating increased sales.
3.Designs, develops,offers sound judgement and updates sales coaching tools for any new and orexisting DM campaign (OB, CT etc.) Ensures that the DM HGV sales strategy servesas a foundation upon which all sales coaching tools are created and maintained.
4.Meets alldeliverables within assigned timeframes, pro-actively anticipating potentialobstacles as applicable.
5.Coachassigned Sales Agents that are currently in or potentially heading into a performance plan by assessing skills gaps anddeveloping an intensive personalized development plan designed to help thesales agent contribute to the team with a higher level of sustained performance
6.Actively support under-performing sales agents throughcoaching in partnership with Sales Supervisors, Team Leads and or Managers(individual and or group coaching sessions).
7.Create and administer salescoaching plans with Sales Supervisors that reinforce proper coaching to salesagents during and immediately following their performance management period.
8.Create and manage anappropriate schedule to meet the needs of sales teams. Based on the needs ofthe business may also be assigned to provide additional support to new hiresthat have moved beyond ramp period.
SalesCoaching Program Delivery (40% of role)
1.Facilitates, ownsand drives Sales Calibration Sessions and Group Coaching Sessions for salesteams ensuring fair and consistent evaluation and coaching practices acrosssite. Dialogues during sessions with attendees about open items from previoussessions, transitioning into current session to identify trends, opportunitiesand actionable items that result in measured improvements.
2.Delivers authenticand engaging interactive coaching that is consistent and aligned with DM HGVSales Coaching Program, both via side-by-side and evaluations completed acrossall teams within the campaign, resulting in an increase of the quality of everycall, increased revenue to the organization and customer retention.
3.Reports on sitetrends, identified via evaluations, individual & group coaching sessions,side-by-sides, sales calibration sessions for program effectiveness as well asfor professional growth and development.
4.Meets monthlycoaching evaluation production goals (side-by-side, one on one, live or ICBM).Submits weekly status sheets reflecting completed goals and or tasks.
5.Effectivelycollaborates with Training Team to deliver and reinforce HGV Sales Strategy toNew Hires in accordance with DM, ensuring consistency across teams.
Training Specialists as well as Sales Supervisors and Managers to formallyidentify gaps in assimilation associates, in particular with new hires. Ensuresnew hires transition effectively while prioritizing time for the new hiresduring their first week out of training and on the phone. Makes sure each newhire has the ability to listen to calls through ICBM.
7.In addition tosupporting recent new hires, the Sales Coaching Specialist will be responsiblefor a variety of presentations to increase learning across teams, identifyingand reinforcing critical sales concepts. They will share best practices andserve as a resource for product knowledge as needed. Presentations included butare not limited to, department team meetings, new hire transition week, teammeetings etc.
Business Contributions (10% of role)
1.Exhibits positivework habits as related to interaction with business clients (sales agents,Supervisors & Managers).
2.Leads by example
3.Adheres to anddrive adherence to HGV polices related to workplace; including but not limitedto business ethics, team member relations, etc.
4.Consistent exercise ofindependent judgment and discretion in matters ofsignificance.
5.Attends regularlyrequired meetings and adds value by participating in these meetings.
6.Executes onbusiness needs as required and consistently supports HGV and DM initiatives.
7.Understands thattheir contributions and the impact of their role affect not only them but HGV'sbusiness unit as a whole.
8.Actively workstowards minimizing attrition ad maximizing employee retention thru the use ofthe Emotional Intelligence competencies.
9.Regular, consistent andpunctual attendance.
10. Must be flexible and able towork nights, holidays and potentially weekends,variable schedule(s) as necessary.
Personal Contributions (10% of role)
1.Activelyparticipates in their own development by executing on action items agreed uponwith his/her manager throughout the year.
2.Works to develophis or her skills related to Coaching & Sales by participating and applyingconcepts on a daily basis.
3.Serves as anexpert in HGV practices, Coaching methodologies & salesmanship. Applies theknowledge acquired in these areas and effectively demonstrates thecompetencies.
4.Aims to make eachinteraction with others professional
5.Makesrecommendations as appropriate to further promote a culture of coaching andprofessionalism at HGV.
6.Participates in aminimum of two development activities throughout the year, outside of what isassigned to them by their manager. Examples include courses on UFirst, readingfrom a recommended reading list and applying skills learned or attending othermanager approved development opportunities throughout the year.
What are we looking for?
Hilton Grand Vacations is a leader in the vacation ownership industry, operating with an unwavering commitment to innovation, quality, and continued growth. At the core of our company's success are our Team Members. To fulfill this role successfully, you must possess the following minimum qualifications and experience:
Analytical Experiencein identifying trends
Time Managementexperience in multi-tasking and prioritization in a fast environment.
Experience dealing withteam members sensitive information.
AdultLearning & Coaching Methodologies:
Sales (B2Cand or B2B):
It would be advantageous in this position for you to demonstrate the following capabilities and distinctions:
What will it be like to be a Team Member with Hilton Grand Vacations?
At Hilton Grand Vacations, the foundation of our culture is about putting people first, beginning with our customer. By allowing the power of our customers to inspire the best in us, we empower our Team Members to become proud owners of accountability, we solidify our leadership position in the industry, and we help our customers get the most out of their vacation ownership journey through the world-class properties and unparalleled experiences we offer them.
Through inspired ownership, continual evolution, and a commitment to uphold the highest standards, our Team Members feel proud, our customers feel valued, and every encounter feels simply grand. And that comes with grand opportunities for growth.
Hilton Grand Vacations Inc. (NYSE:HGV) is recognized as a leading global timeshare company. With headquarters in Orlando, Fla., Hilton Grand Vacations develops, markets and operates a system of brand-name, high-quality vacation ownership resorts in select vacation destinations.
The Company also manages and operates two innovative club membership programs: Hilton Grand Vacations Club and The Hilton Club, providing exclusive exchange, leisure travel and reservation services for more than 285,000 Club Members. For more information, visit www.hgv.com and www.hiltongrandvacations.com.
Hilton Grand Vacations