A dynamic and pragmatic executive with 11 years of demonstrated success in sales, business development, customer service, operations, recruiting/training/management, and marketing. An engaging leader who brings out the best in direct reports and colleagues. A lifelong learner who has acquired a wide variety of competencies through a tireless devotion to self-improvement. *Improves the top line by optimizing sales, business development, and marketing approaches. *Improves the bottom line by aggressively eliminating operational inefficiencies. *Elevates employee performance and morale by simultaneously raising performance standards and increasing management support. *Increases client satisfaction and loyalty with a relentless focus on the customer experience. *Improves executive decision-making with a rare combination of hard analysis and intuitive insight. *Invigorates company culture with a transparent, enthusiastic, collaborative approach. *Well-regarded by clients for an unwavering commitment to the highest ethical standards.
Regional Director and Principal
Compass Education Group
Compass is California's elite provider of in-home test preparation services for college admission tests (SAT, ACT, SAT Subject Tests) and high school admission tests (ISEE, HSPT, SSAT). Reporting to co-founders, served as general manager of southern CA office (full P&L responsibility) and member of the executive brain trust. Headed sales, customer service, and administrative teams. Led business development efforts for southern CA territory and directed marketing efforts company-wide. *Double-digit annual revenue growth in the midst of the Great Recession. *Significantly increased profitability by lowering overhead vis-a-vis top line revenue. *Expanded southern CA office's referral network and achieved significant market penetration in previously untapped sub-regions. *Improved conversion and LTV by implementing proactive sales and customer service follow-up processes. *Standardized tutor recruiting, management, and performance review processes, leading to increased tutor satisfaction. Aggressively weeded out poor performers and aggressively compensated top performers to bolster Compass's reputation as the best of the best. *Sought-after speaker at 20+ top independent and public schools in southern California. *Modernized and streamlined direct mail campaigns, working directly with vendors to dramatically lower costs. Directed overhaul of company website and managed annual publication of Compass's well-regarded College Admission Testing Guide.
Director of Sales and Operations
Ivy West Education Services
Ivy West, predecessor to Compass Education Group, was the premier provider of in-home SAT/ACT tutoring in California for 15 years. Reporting to President, oversaw all aspects of business operations in southern and northern CA offices. Headed sales, customer service, and administrative teams, optimizing each unit to create a seamless customer experience. * Increased aggregate conversion rate from 61% to 65% and revenue per program from $1650 to $1970. * Implemented proactive sales and customer service follow- up processes that led to greater customer satisfaction, higher repurchasing rates, and lower refund rates. * Directed comprehensive restructuring of the company, building a new sales department from the ground up. * Implemented management policies that significantly improved the professionalism of the tutor corps.
Vice President of Sales
Revolution Prep is the world's first fully-online private tutoring company with full-time, professional instructors. Reporting to co-founders, headed a department of 25+ inside and outside salespeople and served as member of the executive brain trust. *Implemented new sales and customer service protocols that led to all-time high conversion and repurchasing rates. *Introduced new reporting and a metrics-based approach to evaluating sales performance. *Streamlined CRM to increase employee efficiency. *Restructured sales department from the ground up, creating clearer roles and reassigning employees to teams better-suited to their skill-sets. *Reconceived the outside sales role, creating a new job description, compensation structure, and training plan. Recruited, trained, and managed two new teams of outside salespeople. *Implemented weekly interdepartmental meetings to improve communication among managers. *Generated new business via speaking engagements in California, D.C., and New Jersey.