Mark J. Shank, Ed.D.

Holly Springs, NC • linkedin.com/in/mark-shank-ed-d-67140b1a • 919-***-**** • acz36v@r.postjobfree.com

Designing & Delivering World-Class Training Solutions

Engaging Stakeholders n Inspiring High-Impact Performance n Achieving Targeted Results

Dynamic & Innovative sales and Leadership Development Expert focused on optimizing individual and organizational impact by tailoring customized ‘real world’ solution-centered programs that empower senior managers and individual team members to consistently achieve at peak performance levels, effectively outpace competition, drive amazing productivity gains, surpass aggressive targets, delight customers, and deliver a spectacular ROI.

DRIVING TARGETED MEASURABLE RESULTS: Develops customized programs to meet specific objectives from supporting new product launches to optimizing overall servicing and leadership competencies. Skillfully identifies performance gaps, establishes quantifiable objectives, builds & delivers mission-focused learning content, and monitors progress to assure attainment of desired outcomes.

PARTNERING WITH INDUSTRY LEADERS: Serves to strengthen overall company performance, instill high-impact leadership principles, leverage ‘best in class’ practices, and improve global market positioning for major players including Nortel Networks, GlaxoSmithKline, Lenovo, and Cisco Systems.

DELIVERING EFFICIENT TRAINING SOLUTIONS: Expert in collaboratively designing effective and engaging adult learning models; assessed client’s existing training program, redesigned based on unmet stakeholder needs, and implemented globally, saving hundreds of thousands of dollars in vendor fees while achieving significantly greater success.

GLOBAL EXPERIENCE WITH DIVERSE CULTURES: Consistently receives high client satisfaction ratings in multiple industries (healthcare to high-tech) leading workshops on four continents; conducted inclusive training sessions in the U.S., Italy, China, Brazil, Costa Rica, Canada, England, the Netherlands, Mexico, and India.

Expertise to Empower Market-Leading Performance & Team Impact

Performance Assessment Programs

Influencing & Motivating

Micromessages & Workplace Diversity

Negotiation & Conflict Resolution

Customer Engagement

Decision-Making & Problem-Solving

Communication & Presentation

Practical Team Building

Emotional & Social Intelligence

Sales & Management Training

StrengthFinder 2.0

Coaching & Leadership

Productivity Enhancement

Instructional Design

Resource Optimization

Game-Changing Strategies for Effectively Unleashing Leadership Potential

ENCORE COMMUNICATION, INC., HOLLY SPRINGS, NC 1996 – Present

Provider of training & development services designed to assist organizations in maximizing human performance.

Managing Partner

Develop & deliver leadership and sales seminars to Fortune 500 companies (domestic and international). Design programs to meet company-specific performance objectives. Integral part of assessment process utilized to determine management potential. Create ROI evaluation tools. Deliver keynote speeches on leadership, sales and management topics.

CHALLENGE: CREATE, PRESENT AND IMPLEMENT PROGRESSIVE CUSTOMIZED SOLUTIONS LINKED TO CLIENT NEEDS FOCUSED ON OPTIMIZING TEAM EFFECTIVENESS BY ELIMINATING PERFORMANCE GAPS IN AREAS OF LEADERSHIP, SALES AND COMMUNICATION.

Facilitate professional development courses to organizations in multiple industries ranging from large Fortune 500 companies to entrepreneurial start-ups.

Generate business, write proposals, manage budgets and sub-contractors.

Extensive experience with diverse audiences – both domesic and international.

Inspirational keynote speaker and subject matter expert on leadership and communication.

Awarded Cisco Learning Partner designation.

-- ENCORE COMMUNICATIONS Experience continued --

PARTIAL CLIENT LIST

GlaxoSmithKline (US, Europe); Sanofi-Aventis; Nortel Networks (US, Canada); EPA; Cisco Systems (US, Europe, China, India, South & Central America); Mysis Healthcare; Rotary District 7710; Town of Apex; First Citizens Bank; Billy Casper Golf.

LENOVO, MORRISVILLE, NC 2014 – 2015

$46B global supplier of laptops, tablets & desktop computers, workstations, servers and networking service.

Director – Sales Learning & Development

Drove curriculum management for sales skills, interfacing with Sales Leaders from VP to first-line managers on training needs & development plans. Managed diverse team of professionals. Implemented sales skills curriculum for inside, outside and retail sales interaction.

CHALLENGE: COORDINATE TRAINING ACTIVITIES, ORGANIZE CONFERENCES, AND SET STRATEGY TO MEET PERFORMANCE GOALS.

Developed and implemented New Hire Sales Training Program for sales professionals.

Established and managed budget including vendor management for North American sales training.

Created, monitored and reported on key performance initiatives.

CISCO SYSTEMS, RESEARCH TRIANGLE PARK, NC 1998 – Present

$12B global software & technology solutions provider.

Leadership Development Consultant

Instrumental in setting strategic performance goals, developing content and facilitating programs in the areas of sales, leadership and management.

CHALLENGE: REDESIGN SALES TECHNICAL LEADERSHIP DEVELOPMENT PROGRAM (STLDP) TO IMPROVE EFFECTIVENESS.

Consulted with stakeholders on skill gaps & performance issues to be addressed; designed new workshops on leadership, executive presence, emotional intelligence & influencing; program was rated by participents as “best training experienced at Cisco”.

Successfully reengineered STLDP transforming from classroom to webinar format adding new workshop modules to address relevant topics in line with stakeholder needs, market changes and corporate objectives.

RED HAT, INC., RALEIGH, NC 2011 – 2014

$2B open source software & IT solutions provider.

Sales Training Director

Developed and managed international flagship sales methodology training. Created sales-based curriculum for field sales and inside sales teams. Coordinated and evaluated global instructor team.

CHALLENGE: COMPANY HAD INVESTED OVER $1M ON AN OUTSOURCED SALES PROCESS METHODOLOGY THAT FELL SHORT OF PRODUCING DESIRED RESULTS IN THE FIELD.

Performed needs analysis to evaluate workshops and determine key problems; interviewed sales managers and reps; decided to let vendor go and redesign workshops based on stakeholder needs.

Influenced key stakeholders for institution of new sales training curriculum.

Saved hundreds of thousands of dollars in vendor fees and repurposed material for greater success.

Revised & revitalized program, developed multiple delivery options (e-learning, mobile learning, simuations & classroom), and implemented reinvigorated program on a global basis.

Negotiated vendor contracted services; facilitated training courses for field & inside sales and sales architects.

Managed development of on-line sales training simulations.

Presenter at annual national Sales Kick-off Convention.

GLAXOSMITHKLINE, RESEARCH TRIANGLE PARK, NC 2002 – 2010

Multi-billion-dollar science-led global healthcare company that researches, develops & manufactures pharmaceuticals.

Leadership Facilitator/Consultant

Developed content and facilitated all three phases of the Emerging Leadership Development Program (ELD). Consulted with sales managers to increase leadership and sales skills for their team members. Assessed top sales people for their ability to become sales managers through the Manager Assessment Program (MAP).

ADDITIONAL CAREER EXPERIENCE:

Adjunct Faculty – Learning Institute, Nortel Networks

Medical Sales Account Representative, Circadian Corporation

Sales Representative, Xerox Corporation

w President’s Award for Excellent Performance

Education

Doctorate of Adult Education, North Carolina State University, Raleigh, NC

Dissertation: The Impact of Moral Reasoning on the Performance of Sales People

Masters in Training and Development, North Carolina State University, Raleigh, NC

Bachelor of Science – Business Administration, East Carolina University, Greenville, NC

ECU Baseball Team, Marketing Major

Certifications

Emotional Intelligence, 360 Facilitation & Coaching – The Hay Group

DDI Certified Facilitator – Coaching & Conflict Management

Myers Briggs Type Indicator w Principles of Persuasion (Cialdini)

DiSC for Sales w 7 Habits of Highly Effective People

Professional & Community Involvement

Past President – Holly Springs Rotary Club

Rotary Youth Leadership Committee & University Scholarship Committee – District 7710

Town of Apex Planning Board w Town of Holly Springs Planning Board

HOA Past President & Board Member

Volunteer with Meals on Wheels & Buddy Walk for Down Syndrome

Youth Coach for Football, Basketball & Baseball

Delivering Dynamic Training Solutions that Maximize Organizational Impact & Empower Employee Success

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