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 provider-facing programming for dermatology, plastic surgery, and medical aesthetics practices across multiple SaaS environments.

• Architected and deployed a sales enablement platform (Highspot) for aesthetics field teams 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 aesthetics sales, sales leadership, and executives — sales process (SPIN methodology), unconsidered needs, objection handling with providers, 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 provider and practice 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 provider workshops, seminars, in-office trainings, and virtual series: 75+ live and virtual trainings reaching ~1,000 practice 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 and skin science knowledge, selling skills to aesthetic practices, 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 practice 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 aesthetics sales teams and sales leaders, integrating promotions, incentives, and rewards to foster talent growth and retention.

• Built a high-achieving regional aesthetics sales 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 in the aesthetics market to anticipate shifts and capture opportunity — Top Regional Growth (2016, 2017).

• Built long-term partnerships with healthcare provider practices in medical aesthetics, delivering double-digit annual growth and +247% total market volume.
• Built and maintained a new-practice pipeline against monthly, quarterly, and annual goals, developing sales proposals tied to each practice's 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 professional salon 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 — an early foundation in the professional salon and spa channel.

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