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Work experience

Oct 2014Present

Vice President of Sales

Revolution Prep

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 (Salesforce) 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.
Mar 2008Sep 2014

Regional Director and Principal

Compass Education Group

Reporting to co-founders, served as general manager of southern CA office (full P&L responsibility) and member of the executive brain trust.

  • 10 full-time direct reports and 160+ part-time tutors.
  • 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.
  • Achieved all-time high conversion and LTV by implementing proactive sales and customer service follow-up processes.
  • Standardized tutor recruiting, management, and performance review processes. Aggressively weeded out poor performers and aggressively compensated top performers.
  • Sought-after speaker at 20+ top independent and public schools in southern California.
  • Modernized and streamlined direct mail and email campaigns, working directly with vendors to dramatically lower costs. Directed overhaul of company website.
Nov 2004Feb 2008

Director of Sales and Operations

Ivy West Education Services

Reporting to President, oversaw all aspects of business operations in southern and northern CA offices.

  • Increased aggregate conversion rate from 61% to 65% and revenue per program from $1650 to $1970, both all-time highs.
  • 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.

Education

2003

B.S., Political Science (summa cum laude)

UNIVERSITY OF OREGON
  • Twice received Yih Prize for Excellence in Undergraduate Writing
  • Columnist and member of editorial board, Oregon Daily Emerald