Summary: Effective leader and coach skilled in consultative sales and passionate about people development with over a decade of training, management and enablement experience. Training and developing top performers and bringing structure to improve process efficiency and effectiveness. Reviewed as a thought leader and highly valued senior mentor, coach and colleague.
Sacramento, CA, 04/2016 - Current
- Objectives: Partnering with Fortune 1000 companies utilizing consultative sales approach and developing strategic business partnerships in an effort to impact workforce development, recruitment and retention through grant tuition programs.
- Promotion to Education Partnership Development III- Assistant manager and liaison between individual contributors and senior leadership.
- Leadership: Led diverse GTM team in delivery of corporate education programs, resulting in highest performing region and $2 million in revenue annually.
- Enabled internal client facing teams in consultative sales philosophies throughout the sales cycle (prospecting to customer success)
- Process Development: Pioneer cross role communication and processes between business development and account management functions for high level account success; increased account values 200%.
- Institution and ongoing refinement of sales process to lessen sales cycle, initiate OKRs/KPIs through conversion rate and skill gap analysis.
- Sales Enablement/Training: Track quota carrying metrics to optimize skills and identify performance gaps
- Design and execute mulit-day new hire training curriculum with training manual and artifacts; Deliver semi-annual department wide, cross functional sales training.
- New hire classes up to 10 individual contributors, conducted 3 classes and continuously mentored 10 ramping contributors on a rotating basis.
- Department wide seminars: classes of 10-30 or all group training at 150 people.
- Developed top new hire in 2018 to 150% of goal in 8 months
- Sale Acumen: Exceed ramp up time by 50% and annual business development metrics year after year by 250%.
- Record setting (250%) performance for partnership development and revenue generating accounts.
- Top performer in year over year since 2016
City, STATE, 04/2015 - 04/2016
- Objectives: Creating positive and productive working cultures amongst Fortune 500 companies by facilitating proprietary assessment tools and developing topic and goal specific professional development presentations, courses, seminars and eLearning modules around assessment results and client driven improvement benchmarks.
- Sales Acumen: Accomplished $150,000 in new business development during first 8 months against a goal of $100,000.
- Account Management: Maintained a $500,000 pipeline of residual business; account management.
- Renegotiated contracts with expiring accounts to continue relationships.
- Leveraged new and existing relationships to establish and cultivate federal market organically without GSA or other contract support
- Sales Enablement/Management: Initiated pipeline analysis, prospecting cadence and account management professional development amongst team members
City, STATE, 06/2014 - 04/2015
- Objectives: Evaluating workflow and document management improvement strategies for local and regional companies by conceptualizing solutions packages, merging hardware and software tools.
- Promotion to Northern Montgomery County Account Executive- Formerly Washington County.
- Sales Acumen: Identified new business opportunities through cold calling, networking, marketing and prospective database leads.
- 146% of revenue plan first month/105% of Gross Profit plan after 3 months/110% Gross Profit Plan after 6 months.
- Increased sales by 25% with execution of full sales cycle processing from initial lead processing through conversion and closing.
- Proposal Development: Solution based proposal development based on client needs assessment.
- Training: Successfully completed intensive sales success training (cold calling, solution selling, metrics and data development, ROI, proposal and closing techniques).
City, STATE, 08/2007 - 06/2014
- Objectives: Implement innovative techniques for leading U.S.
- History and NSL Government classes to successful proficiency on county and state level standardized testing; team approach to developing materials and curriculum to meet the needs of diverse learners.
- Managed classrooms of 35 adolescent learners from diverse backgrounds with a range of learning needs and challenges.
- MSDE Environmental Literacy (MELP) Curriculum Development- Montgomery County Social Studies Team Member/Developer
- Student Government Sponsor for Clarksburg High School- Mentored and developed the 2014-2015 Student member of the board, fundraised and managed $50,000 budget
Zovio
ā¦ Recipient of four quarterly awards: Dedication, Teamwork and Collaboration
ā¦ Hero of the Year Recipient for Bridgepoint Education (now Zovio); 2016 and 2017
Emergenetics International
ā¦ Certification: Emergenetics Facilitator and Emergenetics Selection Program (ESP)
o ESP- Proprietary tool for organization to hire based on cognitive diversity needs within an established team and specific aptitude and motivations for lasting tenure and value-added hiring
Centric
ā¦ November 2014- Most transaction in one month for Hagerstown team
ā¦ January 2015- Leading representative revenue and gross profit percentage
Montgomery County Public School
ā¦ Small Grants Award Winner- $1000 BrainPOP Web 2.0
ā¦ SGA Sponsor of the year MCPS 2013/2014
ā¦ Scored top 10% in teaching pedagogy across the country
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School Attended
- University of Maryland
- Vanderbilt University
Job Titles Held:
- Education Partnership Development III
- Regional Account Manager
- Account Executive and Consultant
- Lead Tenured Teacher- Social Studies
Degrees
- Masters of Education
- Bachelors of Science
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