Tracy Roach

Spearheaded and scaled a high-performing, diverse team of 20 education professionals for the SkinCeuticals brand, overseeing internal training, sales enablement, digital learning, and customer-facing programming across multiple SaaS environments.

• Architected and deployed a sales enablement platform (Highspot) using AI-powered learning technology and data-driven insights: 93% user adoption (200+ users), +326% buyer pitches sent, +121% external view rates, and 12k+ digital sales room views.
• Designed buyer-centric training and professional development curricula for sales, sales leadership, and executives — sales process (SPIN methodology), unconsidered needs, objection handling, and coaching skills for leaders. 4.8/5 quality rating, 96% completion, ~250 attendees.
• Led development and launch of U.S. certification programs for healthcare providers (HCPs) across dermatology, plastic surgery, and medical aesthetics, aligned with industry trends and patient expectations: ~20% account base enrollment (4,000+ HCPs) in 3 years, +21% YoY sales growth, +10% YoY applicant growth.
• Directed LMS (Docebo) content strategy for B2B learning, using consumer purchasing data and advanced technologies (AI, analytics, engagement genomics) to optimize and personalize learning pathways: +86% new users YoY, +18% YoY course completions, 4.6/5 quality rating.
• Aligned global and US teams around go-to-market campaigns for all brand animations and product launches, connecting training, tools and assets, and train-the-trainer modules to commercial priorities — sales plays reached 90%+ engagement.
• Oversaw field education team initiatives — content, cadence, and budget — for workshops, seminars, in-office trainings, and virtual series: 75+ live and virtual trainings reaching ~1,000 accounts annually, generating incremental revenue while managing a $3M+ budget.

• Engineered and launched a comprehensive, multi-phase hybrid onboarding program for all new employees, covering brand knowledge, selling skills, CRM platform management, and technical proficiencies across diverse roles, with tracking and assessment models to measure adoption, efficacy, and results: ~30% reduction in new-hire ramp-up time, 30+ online and offline modules, ~30 new hires onboarded annually.
• Led a strategic sales training program that lifted sales performance, accelerated new business acquisition, and boosted customer satisfaction — helping secure the brand's #1 position for 8 consecutive years, double-digit sales growth, and a record number of new accounts year over year.
• Designed, in close collaboration with cross-functional teams, a data-driven, competency-based career advancement program for sales teams and sales leaders, integrating promotions, incentives, and rewards to foster talent growth and retention.

• Built a high-achieving regional team through clear expectations, coaching, and mentorship — Top Region of the Year (2014, 2016, 2017).
• Delivered ongoing performance feedback and accountability coaching — Regional Director of the Year (2014, 2017).
• Analyzed competitor activity to anticipate market shifts and capture opportunity — Top Regional Growth (2016, 2017).

• Built long-term partnerships with healthcare provider practices, delivering double-digit annual growth and +247% total market volume.
• Built and maintained a new-business pipeline against monthly, quarterly, and annual goals, developing sales proposals tied to client needs.

Rookie of the Year (2007) · Account Executive of the Year (2008) · Regional AE of the Year (2009) · Regional Field Trainer (2011, 2012) · Elite Winner (2008, 2009, 2010)

• Pioneered brand presence across a multi-state region, consistently placing in the top 5% of team and delivering 100%+ of all sales goals — comp sales, new business, and product launches.
• Created training templates for go-to-market campaigns; wrote and designed training materials for product and brand; implemented train-the-trainer modules for the sales team; facilitated live sessions during onboarding of new staff.
• Contributed to curriculum development for Bb.University, serving as Business Instructor (2003–2005) and Retail Business Advisor (2004–2006).

Wholesale distributor of Aveda lifestyle products, Etopa salon/spa equipment, and SalonBiz/SpaBiz software, and producer of SeriousBusiness.

• Positions held: Regional Vice President (May 1997 – Sep 2001); Account Executive Mentor (Jan 1995 – May 1997); Account Executive (Aug 1992 – Jan 1995).