Senior Director, Sales Planning & Performance
Apply NowCompany: Kensington
Location: Toronto, ON M4E 3Y1
Description:
Kensington delivers the world's most personal travel experiences. We bring to life each client's desire to travel in a way that's tailored specifically for them, in the company of local private guides who ensure that they enjoy the authentic best of their destination. The result is a unique journey rich in memories that last a lifetime.
We achieve this because of our extraordinary people, experts with deep knowledge of their destinations. For over 120 countries worldwide, and across each of our brands - Tours, Cruises, Villas, Yachts, Jets, and Air - their expertise powers our steadfast promise: See the world, differently.
To learn more about Kensington, visit kensingtontours.com
Position Overview: As the Senior Director of Sales Planning & Enablement, you will lead the design, implementation, and optimization of a performance management framework to drive excellence across the sales organization. This strategic role balances an exceptional client experience with operational resilience as the organization scales and enhances its sales operations. Reporting to the Vice President, Sales Optimization, you will oversee the development of key performance metrics, enable data-driven decision-making, and execute transformative strategies that align talent, processes, and tools to achieve organizational objectives.
Key Responsibilities:
Sales Performance Strategy & Leadership Sales Process Optimization & Data Analytics Lead Management & Pipeline Optimization Variable Compensation & Incentive Programs
Qualifications:
This role is critical to ensuring the sales organization operates at peak efficiency while fostering a culture of continuous improvement, innovation, and customer-centricity.
We are committed to providing employment accommodation in accordance with the Ontario Human Rights Code and the Accessibility for Ontarians with Disabilities Act. If you require accommodation due to a disability at any stage of our hiring process, please advise us when completing your application.
We thank all candidates for their interest however only those selected for an interview will be contacted.
We achieve this because of our extraordinary people, experts with deep knowledge of their destinations. For over 120 countries worldwide, and across each of our brands - Tours, Cruises, Villas, Yachts, Jets, and Air - their expertise powers our steadfast promise: See the world, differently.
To learn more about Kensington, visit kensingtontours.com
Position Overview: As the Senior Director of Sales Planning & Enablement, you will lead the design, implementation, and optimization of a performance management framework to drive excellence across the sales organization. This strategic role balances an exceptional client experience with operational resilience as the organization scales and enhances its sales operations. Reporting to the Vice President, Sales Optimization, you will oversee the development of key performance metrics, enable data-driven decision-making, and execute transformative strategies that align talent, processes, and tools to achieve organizational objectives.
Key Responsibilities:
- Develop and implement an industry-leading performance management strategy that aligns with organizational goals.
- Assess the current state of sales performance management, identify improvement opportunities, and create a roadmap to achieve target outcomes.
- Establish and measure Key Performance Indicators (KPIs) to drive productivity, efficiency, and business value.
- Create a Sales Leadership routine to guide regional teams in improving performance, prioritizing initiatives, and tracking value realization.
- Oversee and continuously refine the end-to-end sales process, including CRM integration and the development of dashboards for enhanced visibility.
- Drive data and analytics initiatives to uncover actionable insights and enable informed decision-making.
- Expand forecasting capabilities to enhance planning and proactive operational decisions.
- Correlate disparate data sets to identify trends and opportunities for sales growth.
- Manage lead allocation, pipeline data, and queue logic to ensure efficient lead utilization and improved conversion rates.
- Monitor pipeline performance, identify bottlenecks, and recommend adjustments to maximize results.
- Design, implement, and manage variable compensation models that align with desired sales behaviors and organizational goals.
- Continuously assess and refine incentive programs to drive ROI and sustain motivation within the sales team.
Qualifications:
- Proven experience in sales enablement, performance management, or sales operations leadership roles.
- Expertise in data analytics, dashboard creation, and leveraging insights to drive decision-making.
- Strong background in change management, cross-functional collaboration, and strategic planning.
- Demonstrated ability to develop and implement talent management strategies that align with organizational objectives.
- Exceptional communication and leadership skills to influence and guide diverse teams.
This role is critical to ensuring the sales organization operates at peak efficiency while fostering a culture of continuous improvement, innovation, and customer-centricity.
We are committed to providing employment accommodation in accordance with the Ontario Human Rights Code and the Accessibility for Ontarians with Disabilities Act. If you require accommodation due to a disability at any stage of our hiring process, please advise us when completing your application.
We thank all candidates for their interest however only those selected for an interview will be contacted.