MVCI
Company: Marriott Vacation Club International, Orlando, Florida
Company Description: Marriott Vacation Club International (MVCI), a subsidiary of Marriott International, employs more than 10,000 Associates as the recognized global leader in development, operations and sales of Vacation Ownership resorts. Marriott Vacation Club resorts set the stage for our more than 250,000 Owners to enjoy a lifetime of awesome vacation experiences.
Nomination Category: Organization Awards Categories
Nomination Sub Category: Best Sales Organization
Nomination Title: Marriott Vacation Club International ... Maximizing Sales Performance
1. Tell the story about what this nominated organization/department achieved in the past year (up to 500 words). Focus on specific accomplishments, and relate these accomplishments to past performance or industry norms. Be sure to mention obstacles overcome, innovations or discoveries made, and outcomes:
A recognized industry leader and inaugural recipient of the American Business Award in 2003, Marriott Vacation Club International (MVCI) has built a successful business by being keenly aware of the needs and desires of our Customers and our Associates. To that end, we introduced a number of new processes and capabilities in 2005 in addition to achieving a number of significant benchmarks.
Associate-Focused AchievementsBased upon our learnings from what The Gallup Organization called their “most in-depth human performance analysis,” our sales team now performs in the 90th percentile of engagement in Gallup’s database of 4 million employees. These performance improvements have been correlated to specific proprietary training solutions including “Great Beginnings”, “Peak Personal Performance” and StrengthsFinder tools that create one-to-one relationships to maximize Associate performance.
To accelerate the human performance development deployment, MVCI opened a dedicated 15,000-square-foot Talent Experience Center where Associates participate in learning labs and dissect the science of selling. So far, more than 1,600 participants have benefited from training there including more than 500 managers in 2005.
To proactively build a strengths-based culture, MVCI gave 2,185 Associates the opportunity to complete StrengthsFinder® training, including correlated e-learning and one-on-one mentoring with a certified StrengthsCoach®. As a result, 6,000 Associates have completed the StrengthsFinder® tool and MVCI has 935 trained and certified StrengthsCoaches—more than any other company in the world.
Realizing the essential role that recognition plays in performance, we revised and strengthened our Sales Career Path program, including annual goals, awards and rewards and long-term incentives. We also launched a new points-based Talent Rewards program—similar to a Customer loyalty program—that allows Associates to redeem points for merchandise. Last year, more than 4 million points were issued to 7,700 participants. Additionally, we introduced two accolades: the “Award for Leadership Excellence” in Marketing and Sales; and “Coach of the Year” that celebrates great mentors throughout MVCI.
MVCI also held a special Sales Professional Conference to bring together top Sales Executives to share best practices.
Achievements in InnovationIn the past, on-site sales teams were dedicated to selling a single property. Now our Portfolio Sales Team has the ability to sell all inventory directly to Customers site-unseen via phone and e-mail.
We’ve also expanded our product line to include multibranded resorts with different quality-tiered properties at a single resort location, along with resort communities that include single-family homes and condos. These diverse new ventures have opened up a whole new market for both our sales team and Owners.
Performance AchievementsAside from averaging 20+ % growth for the 10th consecutive year, 2005 was a banner year in sales and profitability. For the first time, we exceeded the $1.5 billion contract sales mark, with profits improving 35% over 2004. This reflects profits of $271 million which is $18 million more than budget.
This exceptional success enables us to continue our record-breaking expansion plans, which include nine approved new projects and expansion into Asia.
2. List hyperlinks to any online news stories, press releases, or other documents that support the claims made in the section above. IMPORTANT: Begin each link with http://, and enclose each link in square brackets; for example, [http://www.youraddress.com]:
Marriott Vacation Club Homepage
http://www.vacationclub.com
MVCI Receives Inaugural Stevie Award for “Best Sales Organization”
/aba/marriott-vacation-ownership
Marriott Vacation Club Honored for Sales Excellence – Orlando Business Journal
http://www.bizjournals.com/orlando/stories/2003/05/12/daily22.html
How Marriott Vacation Club International Engages Talent
http://gmj.gallup.com/content/default.asp?ci=13960&pg=2
Marriott’s Gamble Keeps Paying Off
http://gmj.gallup.com/content/default.asp?ci=979
3. Provide a brief (up to 100 words) biography about the leader(s) of the nominated organization/department:
Peter J. Watzka, Chief Customer Officer & Senior Vice President Marketing, Sales, Service, Operations, is responsible for all Customer contact processes for the company’s four brands—Horizons by Marriott Vacation Club, Marriott Vacation Club, Marriott Grand Residence Club and The Ritz-Carlton Club. Several of his responsibilities include strategic planning, new-product development, brand management, partner alliances, database marketing, advertising and communications, e-strategy, sales training, vacation services, financial services and operations. Since joining MVCI in 1990, Mr. Watzka has been instrumental in helping grow sales from $50 million to its current $1.5 billion level.