Sales Manager

Lynn Jackson

*** ****** *****, *******, ******** 64068 Phone: 816-***-****

LinkedIn: www.linkedin.com/in/LynnMarieJackson Email: *********@*****.***

OPERATIONS EXECUTIVE PROFILE

Business Development / Employee & Contractor Management & Training / Process Improvement

Marketing / Cost Center Management / Program Development / Presentations / Client Service

Global Reach / Acquisition Integration / Relationship Management / Cost Reductions

Profit Centers / Policy & Procedure Development / Reorganization & Restructuring

Competitive Research & Analysis / Strategic Planning / Full Cycle Recruitment

International Business / Corporate Financials

SUMMARY OF EXPERIENCE

Hillcrest Hope, Liberty, Missouri

Volunteer, May 2018 – Present

Coordinating volunteers and graduate events along with providing office assistance, for an organization offering transitional housing, rigorous education for a curated community for individuals and families in need.

SkillPath Seminars, Mission, Kansas

Vice President of Training Resources, August 2008 – April 2018

Director of Operations, November 2006 – August 2008

International Marketing Manager, January 1999 – November 2006

Scheduling and Invoicing, October 1997 – January 1999

Hotel Marketing Manager, March 1993 – June 1997

Marketing Assistant, October 1991 – March 1993

Managed up to 400, 1099 trainers concurrently, and 35-40 in-house employees, with 12-15 direct reports. Supervision included recruitment, interviewing, hiring, dismissal, discipline, performance reviews, Performance Improvement Plans (PIP’s), employee goals, scheduling, mentoring, coaching, and general oversight.

Controlled $50,000,000 in concurrent cost management (excluding sales) with oversight of numerous cost centers, including:

oSales Volume of up to $29,000,000 annually (operational support/ERFO management-Excess Revenue from Operations).

oProduct Sales (back of the room trainer sales) up to $9,000,000 annually.

oInternational Revenue up to $19,000,000 annually with $4,000,000 in costs (a major profit center at 79% profit margin for sales).

oHotel Costs up to $7,500,000 annually, encompassing hotel room rental, water and coffee, A/V, miscellaneous, and computer cost or rental for computer classes.

oTravel costs up to $6,500,000 annually, split $3,000,000 hotel, $3,000,000 travel, and $500,000 car.

oTrainer Fees of $6,000,000 annually and Program Manager Fees up to $1,000,000 annually.

oTrainer Conference Budget up to $100,000, including keynote and trainer fees, materials, marketing, food and beverage.

Reduced costs during economic downturn, saving company $2,000,000 a year through decreases in trainer fees, establishment of Trainer Savings Program (sharing savings program), reevaluating public seminar expenses, cutting numbers of trainers for conference programs, removing underperforming seminars, eliminating excess and redundant staff, and streamlining tasks.

Integral in acquisition strategy and integration of National Seminars staff and processes into SkillPath environment, eliminating duplicate jobs, analyzing and utilizing best practices from both systems.

Utilized direct mail to advertise programs in international marketing, including Australia, United Kingdom, New Zealand, and Germany, determining best cities and seminar topics, and managing delivery of marketing materials.

Launched employee engagement initiatives including Lunch and Learn’s, departmental team building exercises and public seminar steering committee.

Organized new webinar process, encompassing scheduling, selecting trainers, evaluating webinar platforms, and certifying trainers on various platforms.

Established protocol for training needs on nights and weekends, including rerouting travel, adjusting training schedule, and/or locating another trainer.

Supervised instructional design team for two-year period.

Developed improved processes for sales personnel, including:

oCreated multi-tiered program for selection of trainers based on program type, new client or debut program needs, including trainer experience, enhancing trainer travel and cost effectiveness and creating overall savings.

oCollaborated on transition from Sales Logix to Salesforce.

oIntegrated sales reporting and commissions reporting in Salesforce, Access and IBM AS400.

oEstablished product shipment timelines.

oEnsured correct materials shipped for each trainer and/or customer.

oInitiated confirmation call process before sending letters of agreement to customer.

oCollecting payments and ensuring 30/60/90 payments were made, decreasing bad debt.

Designed and implemented a travel savings program to offer trainers the option to earn more money, and increased variety of travel options.

Performed competitive analysis to determine best seminar selection, meeting spaces, travel, and trainer compensation.

Reorganized meeting planner territories, ensuring optimal negotiation of rates.

Analyzed numerous reports and reporting tools versus cost to make operational decisions, encompassing spreadsheets, trainer reports for evaluation, staffing requirements, letters of agreements, schedulers required, onsite needs, transaction numbers per travel agent, etc.

Instituted an Applicant Tracking System/Process (ATS) for search of trainer resumes regarding specific programs and skill-sets.

Maintained client satisfaction rate of 98-99%.

Worked closely with large clients, providing specialized program development and trainer needs.

COMMITTEES/TEAMS

Salesforce Integration Committee

Public Seminar Steering Committee

Lunch and Learn Committee (led initiative for Training Resources)

Trainer Conference Committee (led committee and conference development)

Travel Vendor Committee

Trainer Evaluation Committee

Trainer Evaluation Team

Trainer Recruitment Team

Special Client Strategy Committee

Commission Planning Team

Strategy Planning Committee, SWAT Analysis

Branding Committee

Trainer Policy and Procedures Team

Scheduling Team

INTERNAL PUBLISHED OR SUPERVISED DOCUMENTATION

Trainer Resource Binder (includes travel policies, evaluations, booking of seminars, access of information, invoicing SkillPath, general policies, overall about 40 pages with constant updates.

Intellectual Property Rights for utilization of content outside of SkillPath.

Led development team to create a four-day Trainer Certification Process through SkillPath, including curriculum, handouts, documentation, and policies.

Reviewed employee “job duty” manuals ensuring cross functional substitution during employee absences.

Co-created Content Database Tool to track content, workbooks, facilitators guides, brochures, and adjunct resources.

Responsible for creating the Trainer Database, detailing trainer topics of expertise, and as a repository of information required to provide each training session.

Tracking spreadsheets, encompassing trainer scores, travel costs, scheduling costs, hotel costs, break-even analysis on public seminars, commission, sales reporting, leads, etc.

Trainer Newsletters, authoring articles on policies and procedures.

Contributed to SkillPath Corporate Newsletter, including departmental submissions.

Job Descriptions in collaboration with Recruitment.

Employee evaluations

Trainer Recruitment communications.

Trainer Contracts in collaboration with attorneys on interpretation/litigation.

Policy/procedure documentation for trainers/staff.

Respond/review vendor and customer contracts/negotiation rate, with adjustments and edits.

Managed trainer website and posted content: forms, templates, newsletters, best practices, event dates.

SPEAKING

Facilitated numerous meetings, creating agenda/handouts, detailing status, delegation of tasks, and issues.

Emcee for Trainers’ Conferences and Trainer Meetings, approving materials/content.

SkillPath’s Annual Conferences, 2007-2018, organized/coordinated conference and put speakers together) typically about 125 people at a conference, including providing presentations:

oBest Practices for Trainer Product Sales and Best Practices for Onsite Trainings

oHow to Manage Your Own Business

TECHNICAL PROFILE

Operating Systems: Windows 7/8/10, Mac 10.13, IBM AS400

Programs: Microsoft Word, Excel, PowerPoint, Access, OneNote, Outlook, Adobe Acrobat, Magic xpi (database), Salesforce.com, Sales Logix, IBM OS-CRM, IBM Faculty, IBM Content Database, Concur (travel), DocSTAR, DocuSign, Moodle, Google Docs, Dragon Naturally Speaking, Poll Everywhere

PROFESSIONAL & CIVIC INVOLVEMENT

American Management Association: Member: 2018 – Present

HR.com: Member: 2018 – Present

Human Capital Institute: Member: 2018 – Present

Association for Talent Development: Corporate Member: 2006 – 2018

Direct Marketing Association: Corporate Member: 1996 – 2006

Hillcrest Hope: Volunteer for re-education of families within a transitional housing living environment: 2018 - present

Ability KC: Rehabilitation Center: 2018 – Present

SkillPath: Corporate Challenge: Volunteer: 1998 – 2008

SkillPath: Flips for Firefighters, American Heart Association, American Cancer Society and Susan G. Komen: Corporate Volunteer: various years

Liberty School District/Liberty North High School: Fundraising Volunteer: 2011 – Present

EDUCATION & PROFESSIONAL DEVELOPMENT

Northwest Missouri State University, Maryville, Missouri: B.S. International Business

Association of Talent Development Conference, October 2017

Entrepreneurs and Small Business Owners - Coffee Connect: HR in the “Me Too” Era – May 9, 2018

Life Safe Services/American Trauma Event Management: Adult CPR/AED Certified, through October 2018

American Management Association (AMA) Podcasts

Stephen Denning: Age of Agile (operational agility, existing systems to strategic agility, future or new brands), 2018

Dr. Leah Weiss: Working with Compassion, 2018

Direct Marketing Association Annual Event (Conference), 1999 – 2005

Direct Media Annual Conference, 1999 – 2005

Direct Marketing Association Conference United Kingdom, 1999

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