Director of Sales Capability & Training

Join the Ritz-Carlton Yacht Collection: Where Every Voyage is a Symphony of Luxury

Embark on an extraordinary journey with the Ritz-Carlton Yacht Collection, an exquisite extension of the renowned Ritz-Carlton brand, dedicated to redefining ultra-luxury hospitality at sea. As a "Lady or Gentleman" of our esteemed team, you'll be entrusted with the art of delivering the impeccable "Gold Standards" that have made the Ritz-Carlton an epitome of excellence across the globe.

• The Essence of Excellence: The Gold Standards
• The Gold Standards are the bedrock of the Ritz-Carlton experience, setting us apart in the industry and establishing a legacy of unparalleled service. These standards embody the values and culture that define our brand, and serve as the compass guiding our every endeavor.

The Employee Promise

At The Ritz-Carlton, our Ladies & Gentlemen are the most important resource in our service commitment to each other and our guests.

By applying the principles of trust, honesty, respect, integrity, and commitment, we empower and nurture talent to the benefit of each individual and the company.

The Ritz-Carlton fosters a culture where all are valued, quality of life is enhanced, individual aspirations are fulfilled, and The Ritz-Carlton Mystique is strengthened.

Join us on a journey where every day is a testament to the highest standard of luxury and service. Apply now and be part of an unparalleled legacy in hospitality.

Job Summary

The Director of Sales Capability and Training is responsible for building and sustaining a high-performance sales organization across the Reservations and Contact Center teams. This role owns the strategy, capability-building, coaching frameworks, and performance interventions required to strengthen sales effectiveness, accelerate revenue growth, and consistently deliver an exceptional luxury guest experience.

Working in close partnership with Sales Leadership, the Director establishes and embeds a luxury sales methodology centered on value creation—equipping sales professionals to understand guest needs, articulate the distinctive value of The Ritz-Carlton Yacht Collection experience, confidently overcome objections, and convert interest into revenue. This is not solely a training delivery role.

The Director is accountable for translating learning and development into measurable sales performance and for building the systems, leadership capability, coaching disciplines, and culture required to maintain a high-performing sales team. Success will be measured through both capability development and commercial outcomes, with a portion of variable compensation tied to agreed team performance measures. The Director leads a team of Training Managers, Specialists and Instructional Designers and partners closely with Sales leaders to ensure sales professionals have the knowledge, skills, confidence, and performance mindset to deliver results while embodying our values of Candor, Care, Curiosity, and Connection.

Essential Functions

Develop and execute a comprehensive, multi-year sales capability and training strategy aligned with revenue objectives , business priorities, company values, and competitive positioning in the luxury travel market

Establish and embed a distinctive luxury sales methodology centered on value creation, consultative selling, emotional connection, and a deep understanding of guest needs, ensuring sales professionals can confidently communicate the value of The Ritz-Carlton Yacht Collection experience

Build and maintain the capability, coaching disciplines, performance standards, and leadership routines required to create a consistently high-performing sales organization

Share accountability with Sales Leadership for team performance, using sales results and performance data to identify capability gaps and implement targeted coaching, training, and performance interventions

Establish clear KPIs and measures of success that connect capability-building directly to commercial outcomes, including booking conversion, revenue generation, average booking value, sales productivity, time-to-productivity, quality measures, guest satisfaction, employee retention, and other agreed team performance indicators

Partner with Sales Leadership, Operations, Quality, Human Resources, Marketing, and other stakeholders to identify capability needs, performance gaps, and opportunities for competitive differentiation

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