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Director, Sales Planning
2 months ago
Kensington Tours is an award-winning luxury tour operator offering tailor-made, private-guided experiences to the world’s most extraordinary destinations. Our brand promise is ‘to create the experience that changes the life’, and with our growth plans, we are looking for passionate and highly motivated sales professionals with travel experiences to be part of our fun, collaborative, and engaging team.
As Director, Sales Planning + Performance, you will help to establish a leading Performance Management framework and routine for Kensington’s Sales organization.
This critical new role will work to balance an exceptional client experience while driving resilience for the organization as we mobilize on our vision to scale, optimize and enhance our operations.
This role will define and measure Key Performance Indicators (KPIs) and enable management routines to ensure we achieve our strategic ambitions. This includes creating data-driven insights and enabling decision making to maximize business value, efficiency, productivity, client service, and talent. Creating a Sales Leadership routine to help advise the Regions on their opportunities to improve performance, create and prioritize initiatives, and track value realization while managing their sales team to perform at the top of their abilities.
Reporting to the Vice President, Sales Optimization, you will develop the strategy and target states for our performance management function, develop the plans to achieve those desired outcomes, and execute through program and change management with our operational pillars.
Primary Scope:
- Bring thought leadership and industry-leading practices to develop Kensington Sales performance management strategy
- Assess the current state of performance management, identify opportunities for improvement, and create a target state with roadmap and program plan to implement
- Ideate and direct team efforts on data and analytics to help develop new insights and dashboards
- Drive continuous improvement and innovation, helping to define and implement new measurements and management routines, such as:
- Correlation of disparate data sets to identify new opportunities to investigate
- Expand our forecasting capability to improve our planning and proactive decisioning across our operations
- Develop performance management strategies, programs, and processes to align individual goals with organizational objectives and to consistently assess our talent bench strength
- Align strategic talent processes, systems, and conversations across regions to ensure consistency of approach and a holistic view of strategic talent
- Lead relevant projects and change management connected to talent management, including communication, training, tools, and overall deployment
- Develop and lead industry-leading performance management strategies, programs, and processes to identify and assess talent consistently within the Sales organization
- Collect and analyze talent data to identify trends for strategy and decision-making. Take a holistic view of data, correlating trends against People, Product, and Profit to demonstrate the impact of talent on Sales goals
- Proactively determine talent needs across geographies and lines of business to identify trends and opportunities in our talent pipeline
- Ensure talent management processes, including talent review, 9-box, and succession planning provide visibility and ongoing focus on high potential leaders to support accelerated growth for future pipeline.
- Partner with Learning & Development and Operational leadership to create bespoke career pathing to accelerate pipeline.
Skills Required:
- Expertise in data and analysis including strong understanding of holistic KPI development.
- Track record of designing, managing and scaling Talent Management programs such as performance management
- HRIS experience preferred
- Strong collaboration skills with the ability to co-create solutions across functions and levels.
- Excellent interpersonal and communication skills.
- Ability to plan and prioritize work, balancing multiple activities and changing priorities.
- Lead with a global and inclusive mindset to shape people practices that support a diverse workforce.
- Organization Design
- Analytical mindset
- Change Management designation or extensive experience driving transformational change through strategy development and initiative execution
- Proven ability to create data-driven approaches that enable teams to continuously improve their performance and achieve bold ambition
- Value and outcome-oriented, with in-depth financial management and business case acumen
- Experience with stakeholder management, facilitation, and collaboration across large organizations
- Proven ability to lead and influence across multiple teams with competing priorities, through demonstrated experience in large and complex enterprise initiatives
- Proven ability to influence senior leadership through effective presentation skills and participation in cross-functional group settings
- Excellent PowerPoint, Excel, and data/analytics literacy skills
- Demonstrated leadership skills and experience in fostering an inclusive environment for your teams and colleagues
- 5+ years of experience in talent management within a mid- to large-size organization
- 3+ years of experience in performance and planning roles
- Advanced excel skills with the ability to synthesize large swaths of data and identify trends
- Project Management experience as an asset
