Bobby Pearson Email & Phone Number

• Create and execute new team member onboarding, training and development across the organization to ensure every rookie has a solid plan and foundation within their first week. • Drive national strategy for skills training on the basic fundamentals of the Learning Technology Representative (sales rep) position. • Oversee the Salesforce (CRM) and Rookie Leadership Council members by setting standards and clear expectations. • Collaborate with sales leaders (Regional Vice Presidents and District Managers) to analyze critical training needs. • Set sales rep standards and expectations for selling to customers both virtual and traveling to work with them face-to-face. • Analyze rookie gaps in knowledge and implementation throughout the year; revise and design training to address the gaps. • Identify and develop professional development opportunities for sales professionals from new hires to tenured reps. • Assist in the development and execution of virtual and live company meetings including sales meeting, new hire trainings and bootcamps.

• Continued all duties from previous senior marketing manager role and picked up marketing a new discipline, Business Communication, growing portfolio management and growth to over $32M• Managed and trained new marketing coordinator to help with team projects

• Promoted for performance, collaboration across teams and willingness to help train colleagues• Continued all duties from previous marketing manager role • Picked up marketing company audience response partnership with Poll Everywhere• Developed and grew two additional employees as part of the McGraw Hill mentoring program

• Created and executed strategic go-to-market plans to manage and grew a national, $25M Economics portfolio • Positioned unique market offers to achieve unit growth of 43% over 4 years• Grew digital awareness to develop renewable, long-term customer relationships resulting in 225% digital activation growth• Nominated for Marketing Manager of the Year (2019)• Developed and grew two employees as part of the McGraw Hill mentoring program • Partnered with stakeholders to write and develop portfolio positioning and messaging in alignment with corporate strategy, and ensured they were effectively communicated to all constituents • Provided superior sales support to internal and external customers• Traveled to work with reps and help them develop sales success strategies and product knowledge• Built relationships with key decision makers, current customers, and thought leaders in the Economics area• Conducted engaging customer and internal-facing presentations on a regular basis, both live and virtually• Developed internal and external sales and training resources to help the organization promote the Economics program, answer customer/rep inquiries, and troubleshoot special problems• Planned and executed live, annual customer symposium events to engage and convert nonusers to users• Analyzed market trends and potential market opportunities and participate in market research, market planning, and product development.

• Successfully managed and developed $2.2M territory consisting of 12 universities between Richmond and Virginia Beach, VA• Increased sales 6.1% the first year by moving customers to new products• Grew digital revenue 31% in 2016 and 77% in 2017 (YTD) by driving implementation and improving channel partner relationships• Secured 12 inclusive access agreements at new accounts in the first half of 2017 which tripled annual YOY renewable revenue • Served as the rookie rep trainer for the Atlantic region (Florida to Maine) to onboard new reps, coach and empower their success • Actively served as district trainer and Salesforce mentor• Selected to attend week-long product team think-tank at McGraw Hill corporate office

Virginia Beach, Va, Us

• Developed and implemented public relations and communications strategies that enhanced the brand• Managed complex crisis and issue communications using self taught techniques • Strategized, planned and executed integrated web, social and mobile marketing initiatives • Created and executed a system-wide health care reform communications plan for 30,000 employees• Led marketing and communications strategies to assist health systems setting up new health plans• Listened to customer’s communication needs and identified tactical steps to exceed their goals• Advised senior leadership on communication strategies to engage key stakeholders

• Managed and motivated 45 employees by creating a positive work environment • Maintained a balance between employee and customer satisfaction by addressing and resolving customer complaints and by motivating employees to complete tasks effectively and efficiently• Reached out to each customer to verify that they were happy with both their meal and service • Grew sales by generating new business through social media and by introducing new event promotions• Supported the owner in growing the business by cutting costs and boosting profits • Learned how to operate a business with annual sales exceeding $2.2 million• Held position 2001-2005, 2010-2011 and April 2012 - May 2013

Norfolk, Virginia, Us

• Provided clients with strategy, planning and hands on support for the development and management of integrated web, social and mobile marketing initiatives• Recommended and launched a social media marketing campaign to introduce a new product in the U.S. • Consulted for clients onsite across the U.S. to meet their marketing and communication objectives• Trained colleagues on the best practices for invoicing clients and maintaining accounting records • Learned to be self-motivated by working directly with boss and colleagues only a few days a month • Managed multiple projects in a startup environment and learned how to build a business

• Sold ministry vision and successfully solicited donations to cover all living expenses for an entire year• Mentored college students on a weekly basis by listening to their needs and offering solutions• Planned weekly staff meetings and organized new ways to engage students on their schedules • Created an approachable environment for students and faculty to raise their concerns

• Facilitated essential business office functions using Automatic Daily Processing (ADP) to stock new vehicle inventory, track the service department accounting records and title vehicles with the DMV • Learned how to manage and operate a regional car dealership • Company sold to Crossroads of Lynchburg then Berglund Luxury

Ba, Economics

Study Abroad, Spanish

Ged