MELISSA MCKENZIE
Erskineville,NSW
Summary
A courageous and outcome-driven sales leader with 11 years of experience across Higher Education, Vocational, and ELICOS sectors. Passionate about leveraging data and insights to build and continually improve strategies. Equally passionate about solving problems through creativity and technology. A compassionate and supportive leader dedicated to fostering empowered teams characterized by camaraderie, commitment to excellence, and efficiency.
Overview
20
20
years of professional experience
Work History
Head of Sales
Technology and Design, Nexted Group
10.2019 - Current
- Accountable for all sales efforts across the Technology and Design division (Academy of Interactive Technology, Coder Academy and The International Schools of Colour and Design) with a key focus on brand strategy across domestic and international markets
- Coach and mentor a sales team of 11 direct reports based nationwide within Australia and abroad
- Built and oversaw the implementation of the Annual sales strategy for all 3 brands, for both International and domestic markets
- Delivered 36% YoY growth in Coder Academy new student enrolments across 2021 and 2022 intakes
- Working collaboratively with the senior management team, brand marketing teams and sales staff, lead the development and implementation of innovative sales programs to meet revenue and pipeline targets across all segments, products and markets
- Hire, train, manage and mentor the T&D sales teams to deliver sales strategies for both international and domestic markets
- Develop an integrated sales plan across T&D, analyse the ROI of integrated sales campaigns across all channels, implement changes to maximize efficiencies and ensure that projects are completed on time and budget
- Build partnerships with international tertiary institutions, businesses, governments and education agencies to develop a multi-channel student recruitment funnel
- Develop and oversee a channel partner management and incentive framework to stimulate ongoing flow of enrolments from key partners
- Established and mentored High School Engagement team based in Melbourne and Sydney to oversee the development and execution of outreach activities with Key partner schools, inclusive of delivering a suite of in-school and on campus high school workshops in the creative fields
- Orchestrated the planning and implementation of significant external and internal events, encompassing industry speakers, open days, high school workshops, and a series of online webinars.
International Recruitment Manager
Torrens University Language Centre
12.2017 - 06.2019
- Cultivated and broadened ELICOS and Higher Education recruitment partnerships with both onshore and offshore agents
- Provided coaching and mentorship to 4 direct reports, fostering development of high-performing teams located both onshore and offshore
- Explored and implemented pricing strategy for international markets, both offshore and onshore, aimed at achieving market diversification for all student cohorts
- Worked on expansion and consolidation interstate of Torrens University Language Centre
- Instituted and sustained comprehensive reporting and conversion metrics system to motivate sales team to meet key performance indicators (KPIs)
- Collaborated with internal departments such as sales, marketing, and customer experience (CX) to ensure that all ELICOS and TULC initiatives are prioritized among staff, emphasizing cost-effectiveness and revenue generation as integral components of the international selling proposition.
Enrolment and Sales Support Manager
Blue Mountains International Hotel Management School
- 12.2017
- Established enrolment targets and ensured the team was well-equipped to meet or exceed them
- Provide comprehensive, professional, and accurate communication to Students (prospective and incoming) Area managers, Agents and partner institutions
- Training and mentoring the sales team (Enrolment Support and Area Managers) to ensure they gain and develop the necessary knowledge to effectively promote and successfully recruit students into programs
- Ensured the team on site and in the field is trained to provide accurate information and advice about all admissions systems and processes
- Delivered weekly detailed sales reports for forecasting and strategy implementation
- Effectively supported field representatives with student recruitment, leads nurturing, student enquiries, student applications, student enrolments and cultivating relationships with education agents.
International Marketing Manager (Latin American & Europe)
MEGT Institute/Ability English - Sydney
08.2013 - 05.2017
- Identify, develop and evaluate marketing strategies-based company objectives and market trends
- Increased sales significantly in targeted markets such as Western Europe, Latin America
- Increased Saudi Arabian sales by 150% for set targets for four months consecutively
- Responsible for recruiting and maintaining of agents representing the college both onshore and offshore
- Preparation of support and promotional materials for use by overseas representatives and offshore marketing events and educational Expos
- Responsible for market analysis and monitoring of commercial opportunities and threats
- Counseled students to ensure they achieve their academic goals
- Evaluated return-on-investment and profit-loss projections
- Managed new product marketing and content releases.
English Language Teacher ABILITY English
Sydney
09.2007 - 07.2013
- Created engaging curriculum designs to address the academic, intellectual, and social requirements of students
- Devised and executed captivating and interactive learning methods to enhance students' comprehension of course materials
- Curriculum development on academic testing courses.
English Language Teacher
The English Centre - Madrid, Spain
01.2004 - 01.2007
- Instructed adult Academic and General classes, both within the Academy and corporate settings.
Education
Bachelor of Communications (Theatre and Media) -
Charles Sturt University
Bathurst, NSWAdvanced Diploma Acting -
Actors Centre Australia
New South Wales Higher School Certificate -
Danebank Anglican School For Girls
Skills
- Strategic planning
- Problem solving
- Sales coaching
- Sales presentations
- Sales forecasting
- Budget management
- Contract negotiation
- New Business Development
- Team leadership
- Performance monitoring
- Cross-functional collaboration
- Competitive intelligence
References
Available upon request.
Timeline
Head of Sales
Technology and Design, Nexted Group
10.2019 - Current
International Recruitment Manager
Torrens University Language Centre
12.2017 - 06.2019
International Marketing Manager (Latin American & Europe)
MEGT Institute/Ability English - Sydney
08.2013 - 05.2017
English Language Teacher ABILITY English
Sydney
09.2007 - 07.2013
English Language Teacher
The English Centre - Madrid, Spain
01.2004 - 01.2007
Enrolment and Sales Support Manager
Blue Mountains International Hotel Management School
- 12.2017
Bachelor of Communications (Theatre and Media) -
Charles Sturt University
Advanced Diploma Acting -
Actors Centre Australia
New South Wales Higher School Certificate -
Danebank Anglican School For Girls
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