MELISSA MCKENZIE
Erskineville,NSW
Summary
A brave and outcome-driven sales & operations leader with 12+ years of experience. 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
21
21
years of professional experience
Work History
Sales & Operations Manager
Repairify Australia
02.2024 - Current
- Overseeing management of CRM, including improvements and training for sales staff
- Developing and implementing sales processes and ensuring their smooth operation
- Generating sales reports, advising on KPIs, and coordinating inquiries and Sales through the CRM
- Managing sales calendar, including demo events and exhibitions
- Facilitating communication and collaboration between internal teams and external partners
- Updating FAQ's and knowledge base for both sales team and customers
- Developing training materials and managing customer communication channels
- Implementing and maintaining robust administrative processes and policies
- Managing procurement, storage, and inventory control of all imported stock
- Supervising the recruitment and onboarding process for technicians and sales staff
- Prepared and processed monthly scans and invoices for clients.
Head of Sales
Technology and Design, NextEd Group
10.2019 - 02.2024
- 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
- Coached and mentored 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
- Worked collaboratively with the senior management team, brand marketing teams and sales staff to lead the development and implementation of innovative sales programs to meet revenue and pipeline targets across all segments, products, and markets
- Hired, trained, managed, and mentored the T&D sales teams to deliver sales strategies for both international and domestic markets
- Developed integrated sales plan across T&D, analyzed the ROI of integrated sales campaigns across all channels, implemented changes to maximize efficiencies and ensure that projects were completed on time and budget
- Built partnerships with international tertiary institutions, businesses, governments, and education agencies to develop a multi-channel student recruitment funnel
- Developed and oversaw 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
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 the expansion and consolidation interstate of Torrens University Language Centres
- Instituted and sustained comprehensive reporting and conversion metrics system to motivate sales team to meet key performance indicators
- Collaborated with internal departments such as sales, marketing, and customer experience (CX) to ensure that all ELICOS and Higher Education 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
05.2017 - 12.2017
- Established enrolment targets and ensured the team was well-equipped to meet or exceed them
- Provided comprehensive, professional, and accurate communication to Students (prospective and incoming) Area managers, Agents, and partner institutions
- Trained and mentored 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.
International Marketing Manager (Latin American & Europe)
MEGT Institute/Ability English - Sydney
08.2013 - 05.2017
- Identified, developed, and evaluated marketing strategies-based on market trends
- Increased sales significantly in targeted markets such as Western Europe and Latin America
- Increased Saudi Arabian sales by 150% for set targets for four months consecutively
- Responsible for recruiting and maintaining agents representing the college both onshore and offshore
- Prepared 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
- Managed new product marketing and content releases.
English Language Teacher
Sydney - English Language Teacher ABILITY English
09.2007 - 07.2013
- Created engaging curriculum designed 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
References available upon request.
Timeline
Sales & Operations Manager
Repairify Australia
02.2024 - Current
Head of Sales
Technology and Design, NextEd Group
10.2019 - 02.2024
International Recruitment Manager
Torrens University
12.2017 - 06.2019
Enrolment and Sales Support Manager
Blue Mountains International Hotel Management School
05.2017 - 12.2017
International Marketing Manager (Latin American & Europe)
MEGT Institute/Ability English - Sydney
08.2013 - 05.2017
English Language Teacher
Sydney - English Language Teacher ABILITY English
09.2007 - 07.2013
English Language Teacher
The English Centre - Madrid, Spain
01.2004 - 01.2007
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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