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Work History

July 2013Present

Senior Consultant

Partners In Leadership

A field based position with a focus on sales, while providing facilitative training and leadership consulting to clients in the area of accountability and culture change. Incorporate facilitation at all levels of an organization, from the organizational leader and senior executive team, to entry-level employees. Coordinates client development, generates sales, and consult with business professionals, up to and including C-Suite leadership. Sales development in key industries with revenue targets in the seven-figure range. Engage and influences C-suite leadership toward committing to long term engagements.

Jan 2007June 2013

Director of Training and Sales Effectiveness

Cengage Learning

Cengage Learning is a leading provider of innovative teaching, learning and research solutions for the academic, professional and library markets worldwide.

Key Results:

  • Developed, presented and facilitated over 500+ face to face and web based training sessions for groups of up to 1500 people.
  • Spear-headed a global roll-out of defined sales process and sales coaching program by partnering with outside vendors as well as worldwide internal sales, marketing and manufacturing teams.
  • Prepared/trained international team of facilitators to deliver on-going sales, coaching and leadership programs
  • Established business specific mentor and career development tracks by partnering with HR, marketing and sales teams resulting in 27% increase in retention
  • Created on-line corporate university for 5000+ employees (over 300 course offerings).
  • Established on-boarding process for new hires, included documentation and training for 400+ field based employees -subsequently program was adopted organization wide
  • Created Virtual National Sales Meeting utilizing various multimedia and online tools resulting in $1.7 million dollar savings per yearand over 19,400 attendee hours logged in a single week
  • Launched industry first customer care and training program providing support for over $88 million in revenue the first year in existence
  • Built Regional Rep Training program to further enhance learning transfer across 37 districts and 7 regions
  • Facilitated programs in selling, coaching, leadership, time and territory management as well as presentation skills and recruiting and retention.
  • Supervised and mentored a team of 18
Oct 2004Jan 2007

Director of Training and Sales Systems

Thomson/Cengage Learning
THOMSON/CENGAGE Learning

Publishers of print and digital products for the Higher Education market.

January 2006 to January 2007 Key Results:
  • Collaborated with IT, Marketing, Editorial and Management on new$2.5 million CRM rollout
  • Created company-wide documentation, videos and share point integration of all CRM and new hire related training materials.
  • Cross-functional project management on development of corporate training portal delivering 75 custom created webinars and e-learning interactions within 2 month time frame
  • Facilitated 40+ user focus groups and usability testing sessions to determine priorities for sales system and tools development
THOMSON LEARNING

Publisher of print and digital products for the Higher Education market.

Technology Solutions Consultant, October 2004 to January 2006

Key Results:
  • Achieved 119% of goal 2004 ($10.6 million base)
  • Reached 106% of 9 month 2005 sales goal
  • Developed and delivered technology trainings for field-based sales representatives
  • Partnered with college faculty for the development and delivery of customized training programs for on-going staff development
  • Delivered professional sales presentations to college faculty and administrators
  • Collaborated with Marketing, Editorial and Management on new technology product creation, development and implementation
  • Assessed training needs across organization and actively participated in development of new sales representative technology/product training
Jan 2002Oct 2004

Sales Director

Pearson Education

World’s leading learning company, providing effective, accessible and personal learning from early literacy, college and career readiness to professional education through data informed instruction and inventive applications for mobile and digital learning

Key Results:
  • Top Science Sales Consultant 2003 at $433,100 over goal (10.7% increase)
  • Exceeded 2002 goal by 17.3% on $9.5 million territory
  • Prepared and delivered professional sales presentations
  • Actively participated in new product research and development
  • Managed internal sales team of 14 representatives
Nov 1999Jan 2002

Sales Representative

Harcourt College Publishing

Develops, publishes, and markets exemplary textbooks and related instructional materials for school and home use by students in Pre-K through Professional Education.

Key Results:
  • Achieved 137 % of goal for 1999-2000
  • Finished at 149 % of goal for 2000-2001
  • Finished quarter 4 (2001) at 179% of goal
  • Participated in Customer Relations Management (CRM) development pilot
Aug 1990Oct 1999

Elementary/Middle and High School Music Teacher

Oceanside Unified School District

Public K-12 School District serving 21,000 students

Key Results:
  • Designed and instituted innovative district wide curriculum
  • Conducted staff development and team-building workshops
  • Developed discipline specific assessments
  • Conducted/Instructed students in band, orchestra, choral and guitar performance

Additional Professional Experience
  • Inside Sales Representative for Construction and Manufacturing firm
  • Multiple years of Retail Management and Sales experience

Skills

Relevant Skills
Highly motivated and inspirational self-starter Proven project management skills Extensive knowledge of educational pedagogy and curriculum Excellent speaking, facilitation and communication skills Technology proficient with strong organizational skills New Hire On-boarding and Competency based recruiting Highly proficient in Camtasia, Captivate, Office Suite and various LMS and training delivery and assessment platforms Extensive experience in collaborating with cross-functional teams across large global organizations

Education

Sep 2008Present

Masters

National University
Aug 1986Jun 1990

Bachelor of Arts

Berklee College of Music

Certifications

Affiliations/Designations

-

Portfolio Item

Portfolio Samples

Portfolio

Portfolio

Summary

Corporate Trainer/Sales Professional

Proven record of sales, leadership and training success working collaboratively with individuals from a variety of different levels across international organizations

Exceptional facilitation, consultative selling, coaching and needs assessments skills

20 + years in training and development roles leading, facilitating  and developing training programs for global organizations

Accomplished Corporate Trainer/Sales professional with demonstrated ability to deliver mission-critical results and manage defined sales processes in complex environments

Master Certified Trainer in Richardson's Consultative Selling, Negotiations and Developmental Coaching

Diversified experience in corporate reorganization and restructuring

Extensive knowledge, background and aptitude in learning/training concepts, e-learning, technology and social media, sales management and consulting as well as facilitated delivery.

Demonstrated proficiency in project management, instructional design, training and development, budgeting and sales efficiency

Dynamic, High Energy, passionate speaker/facilitator/coach with a proven record of motivating and inspiring individuals from frontline roles to C -level executives.

Sales Seminar Attendee

"I wanted to drop you a quick note of thanks for taking time out of your busy schedule (once again) to inspire my colleagues and I at the National Sales Meeting.In my old age, I find it occurring less frequently for me to interact with someone that encourages me to think differently therefore causing growth. "

-- Lorenzo Hill-- Sales Representative

Coaching Follow-up

"I just wanted to reach out and let you know just how much I appreciated your efforts at our Check-In meeting.  Your interjections and re-directs were spot on, and your energy played a big role in keeping the group engaged.  Tim really did build you up, and you were as good as advertised.  I look forward to integrating you into our world again." 

-- Brian Risse -- VP, National Sales Manager

Consultative Selling Skills

"Vince did a superb job of customizing our Consultative Selling Skills class to a group of experienced sales representatives. I did not expect to get as much out of his class as I did, and I thought he did an exceptional job of reading the group and assessing our needs, and then delivering a training session that was aimed squarely at our needs and learning styles. I honestly felt like I got much more than "1%" out of the class, and I would jump at the chance to take another class offered by Vince."

--Eric Shotwell--  Regional Sales Specialist

Webinar Attendee

"I just wanted to say Thank you again for an excellent session yesterday.  As complicated as our jobs have become, it’s amazing how valuable a session as that one can be.

Your session truly made a positive change on my life in less than 24 hours!    I was so excited last night and first thing this morning to start putting all the tips into place." 

-- Stephen Perry-- DIstrict Sales Manager

Sales Skills Reinforcement

Just wanted to let you know that Vince was seriously on his game this week and did a fantastic job with our Library reps.  He helped us set the right tone and really dug into their technique in a way that the reps enjoyed and hopefully learned a ton from.  My informal poll of many of the reps suggests this was the best training session they have experienced. Thanks to you for making Vince available!

--Tim Baldwin-- VP of Operations

Presentation Skills Training

"Your enthusiasm was contagious as it made us all excited to venture out into our jobs with more knowledge and confidence.” 

--Seminar evaluation comments--

Management Training

"I wanted to let you know how amazing our training with Vince was last week. Anytime you invite an “outsider” into your little world and let them observe the reps in their natural habitat you open the doors for all kinds of possibilities and even constructive criticism.  What me and my management team thought were our issues were not. Vince was able to uncover what was really going on and help us and the reps realize, recognize and begin to tweak a few problems."

-- Trisha Holbein-- Regional Manager - Healtcare

Faculty Development Seminar

"Your presentaition was the best I have ever attended and that is after over 20 years of teaching"

-- Faculty member--  Mt San Antonio College

Technology Training

"I just want to reiterate what so many of us were saying at the NSM - you are a WONDERFUL trainer!!

Most of us have been to a lot of these sorts of technology trainings and you stand out as the model of what I would want every trainer to be: enthusiastic, super-knowledgable, patient, thorough, and engaging."

--Cindy Graff Cohen-- Field Sales Specialist