Heather Robinson
Gorham,ME
Summary
Accomplished Sales Enablement Leader: Rapidly progressive career and 12+ years of sales experience. Specialize in ensuring sales reps perform to full potential by optimizing new hire onboarding and managing ongoing sales training programs. Background in sales, training, sales enablement, and project management for high-growth environments.
Overview
14
14
years of professional experience
Work History
Revenue Enablement Manager
Lively
03.2022 - Current
- Utilized metrics to modify low-performing sales and marketing programs and plans to increase effectiveness.
- Tracked pipeline data, won vs. lost opportunities and lead response times with Salesforce CRM.
- Promoted continuing education opportunities for sales team to bolster skills and add value to department.
- Coached and counseled sales personnel, assisting with individual selling efforts and helping sales representatives reach targets.
- Evaluated performance against goals and implemented appropriate development plans.
- Delivered new employee onboarding and training sessions via Lessonly.
Sales Enablement Manager
Red River Technology
06.2021 - 03.2022
- Coordinated staff sales meetings to discuss developmental strategy, best practices and process improvements.
- Developed compelling presentation decks to gain approval for ideas and communicate results.
- Held one-on-one meetings with sales team members to identify selling hurdles and offered insight into best remedy.
- Communicated progress of monthly and quarterly initiatives to internal and external sales teams.
- Collaborated with upper management to implement continuous improvements and exceed team goals.
Sales Enablement Learning & Delivery Manager
Marriott International, Inc.
01.2014 - 10.2020
- Supported revenue growth by managing learning and development for 500 sales professionals
- Oversaw $800K budget
- Taught portfolio of sales courses both in-person and virtually and led projects across Northeast Region
- Fostered sales team development by establishing individual training plans and managing learning budget
- Facilitated onboarding courses and webinar leadership development topics of the month: - Delivered onboarding classes to new hires twice weekly for up to 40 learners: Sales 101, negotiation skills, systems skills, performance management training, and sales acumen
- Taught “Training Topic of Month” webinars by discipline for up to 1,000 participants
- Conducted needs assessments with senior directors and customized webinars to address performance gaps
- Delivered sales leadership training: contracts, negotiations, reporting, team evaluation, sales catering strategies, staff development, career coaching
- Ensured corporate curriculum for sales associates was completed per annual curriculum roadmap
- Established and maintained strong business partnerships with senior directors to proactively meet training plans and budget
- Guaranteed completion of corporate compliance requirements, tracking compliance using learning management system
- Increased response rates by managing 500 employee transcripts using personalized infographics
- Enhanced sales curricula and student engagement in the classroom by integrating creative role-playing exercises and building tool kit for career coaching
- Turned around performance for struggling sales associates by delivering performance coaching and customizing training to support development gaps
- Enabled faster response to close deals, analyzed process and tool gaps, and built web pages for each hotel
- Co-led integration of Starwood into Marriott for Northeast Region
- Created immersion events in New York, onboarded 50 new hires, and built and executed IT system cross-training program.
Sales Specialist
Marriott International, Inc.
01.2012 - 01.2014
- Provided sales operations support for 200 sales associates in Northeast Region
- Drove quarterly revenue goals averaging $1.5M
- Challenged to turn around low morale caused by integrating regional offices into one site
- Increased sales performance by 15% and improved sales representative's quota performance by creating sales incentive programs
- Transferred best practices to Florida and Maryland offices
- Drove individual sales quotas, collaborating with group sales leaders to pull through business by completing open contracts
- Improved sales team product knowledge, designing and project managing immersion trip for managers to advance business knowledge by spending time in-market to understand hotels and surroundings
- Sold diverse hotel portfolio in six states, including limited-service hotel, conference center, and luxury hotels
Senior Regional Sales Manager
Marriott International, Inc.
01.2010 - 01.2012
- Accountable for $1.2M annual quota
- Evaluated and negotiated business opportunities for select-service hotels and full-service hotels in New Jersey, New England, New York, Pennsylvania, and Delaware
- Excelled working in fast- paced, high-volume environment
- Managed Corporate group sales >peak room nights and 150 attendee programs
- Won “Top Booker,” New England Region, 2012
- Book 150% of goal
- Earned “Top Booker,” New Jersey Region, 2010 - Achieved 137% yearly goal 2010; Exceeded quota for three quarters, 2011
- Ensured office met sales quotas, analyzing sales reports, sharing performance data, and driving closure by motivating team members through team challenges.
Education
Certifications -
Linkedin Learnings
Associate of Arts - Business Administration Management Information System
Schoolcraft College
Livonia, MI09.2006
Skills
- Collaborate with sales reps to identify performance gaps and recommend development
- Solutions to improve bottom-line revenue, increase productivity and staff retention
- Creative Digital Marketer: Success launching business through writing blogs, selling ad space, and connecting with customers through community engagement
- Innovate Team Leader: Creative, Transparent, Approachable, Energizing, Engaging Communication & Presentation Skills, Fanatic Attention to Details, Life-Long Learner, Sales Training and Development Needs Assessment Leadership Development
- Compliance Training Delivery Project Management Event Planning
- New Hire Onboarding Curriculum Content Revisions Sales Enablement
- Business Process Improvement Digital Marketing Social Media Marketing
- Savvy Technical Proficiencies: Microsoft Office 365, Microsoft Excel, Word, PowerPoint, Outlook, Microsoft Teams, WebEx, Adobe Connect, Salesforce, CRM Tools, Gong, Chorus, Confluence, Lessonly, Allego, Google Suite
Timeline
Revenue Enablement Manager
Lively
03.2022 - Current
Sales Enablement Manager
Red River Technology
06.2021 - 03.2022
Sales Enablement Learning & Delivery Manager
Marriott International, Inc.
01.2014 - 10.2020
Sales Specialist
Marriott International, Inc.
01.2012 - 01.2014
Senior Regional Sales Manager
Marriott International, Inc.
01.2010 - 01.2012
Certifications -
Linkedin Learnings
Associate of Arts - Business Administration Management Information System
Schoolcraft College
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