Sales Management
Resume:
Steven G. Worthy
********@*****.***
Danvers, MA 01923
EDUCATION
Masters of Business Administration - Business Operations/Finance
August 2008
University of Maryland University College, Adelphi, Maryland
Bachelor of Science - Accounting December 1995
Plattsburgh State University, Plattsburgh, NY
EDUCATION MANAGEMENT EXPERIENCE
Regional Director - Operations (Metro Boston and Rhode Island)
Empire Education Group
June 2008 - November 2009
www.empire.edu
. Full Multi-unit financial and operational oversight for twelve (12)
schools - Metro Boston, Rhode Island, Maine - Annual Regional Revenue:
$27M, Region Student Population: 3,200
. Oversight of three (3) new campus launch
. Leveraged key revenue drivers - tuition (enrollments), retail sales
(foot traffic, up-selling), continuing education courses, while
mitigating downside risk (Loss Revenue)- student drops, variable
expenses
. Ability to prepare and interpret financial and operational reports,
schedules, analyze data and develop solutions to ensure operating
goals are achieved
. Complete Profit and Loss Oversight, to include generating sufficient
EBITDA results to ensure ongoing operations
. Decreased overall variable expenses by 20%, by enhancing processes and
personnel scheduling
. Oversight for all Salon Service and Retail Sales, ensuring sales goals
are achieved
. Oversight for all Inventory control methods
. Analyzed and identified gaps in regional operational performance and
address them to maximize performance outcomes for each school
. Development of staffing models for each school to be cross referenced
with school population models and budgetary constraints
. Lead the annual region planning process by aligning regional tactical
plans with corporate strategic objectives
. Led all compliance efforts which include school inspections, aligning
school operations with ensure all accrediting body standards are in
consistently implemented
Regional Director - Operations (Metro Atlanta)
Empire Education Group, Atlanta, GA April 2006 - June 2008
www.empire.edu
. Full Multi-unit financial and operational oversight for five (5) Metro
Atlanta schools
. Oversight for two new campus start-up
. Manage weekly, monthly revenue key drivers:
o Tuition and Retail operations
o Population management - focusing on enrollment budgets,
drops, graduates, reenters and correlated financial
performance for five (5) schools - Metro Atlanta - Region
Student Population: 1,500, Annual Regional Revenue: $9M
. Ability to prepare and interpret financial and operational reports,
schedules, analyze data and develop solutions to ensure operating
goals are achieved
. Oversight for Salon Service and Retail sales ($1.2M - annually);
achieved highest Salon Service and Retail sales out of 12 regions
. Establish Regional Operation plan related to Profit and Loss, Program
development and implementation, Staffing, and Compliance.
. Identified gaps in regional operational performance and established
action plans to maximize operational performance
. Development of staffing models for each school to be cross referenced
with budgetary population models and constraints
. Led all compliance efforts which include school inspections, aligning
school operations with ensure all accrediting body standards are in
consistently implemented
. Assisted in establishing Brand Awareness with the development and
execution of Region with marketing efforts by conducting community
involvement activities
Regional Director - Business Development Office, Southeast Region (GA,
FL, AL, SC, NC)
PQC International (Project Management Consultancy and Training)
Atlanta, GA
March 2003 - January 2006
www.pqcinternational.com
. Led team of nine (9) Business Development Managers who were
responsible for obtaining new business clients within the Southeast
Region (Georgia, Florida, South Carolina, North Carolina,
Tennessee, and Alabama) Annual Revenue Budget: $50M
. Managed full cycle human resources including hiring, development,
termination
. Responsible for developing and implementing Regional strategic
operational and financial objectives that aligned with corporate
goals
. Conducted quarterly sales training sessions with 25+ Regional
Business Development Managers, which correlated with monthly
informal and quarterly formal performance reviews with all nine
team members in region
. Facilitated internal marketing and sales division strategy and
integrations sessions, with the goal of enhancing marketing
activities to increase "sales-ready" leads
. Developed B2B relationships with the goal of assessing their
business pain and aligning capabilities as a solution
. Developed strategic sales and marketing objectives, established
sales territories and quotas, managed budgets and evaluated sales
performance with stage gate systems
. Communicated monthly revenue activities to Management team
including current and planned field activities to accomplish
strategic and tactical goals
District Manager
Family Christian Store, Atlanta, GA
April 1999 - February 2003
www.familychristian.com
. Responsible for complete operational and financial oversight for
thirteen (13) retail stores with combined revenue of $16.2 million
(annually)
. Facilitated monthly management meeting for thirteen (13) Store
Managers that included training sessions on Business Management
principles
. Conducted Regional Profit and Loss training program for new Store
Managers
. Reviewed and analyzed monthly profit and loss statements, daily
sales transactions and maintained performance metrics - conversion
rates, average sales, and identified strong product categories to
leverage and areas of opportunity
District Manager
Caribou Coffee, Charlotte, NC - Atlanta, GA
January 1996 - March 1999
www.cariboucoffee.com
. Complete operational and financial oversight for eight (8) gourmet
coffee retail stores with combined revenue of $12.5 million (annually)
. Conducted Quarterly C-level presentation on District performance
that included:
o Financial Performance and implementation/results of District
Marketing Plan
o Inventory and Supply Chain Management Best Practices
. Facilitated monthly management meeting for eight (8) Store Managers
that included training sessions on Business Management principles
. Created district - Business Plan - that highlighted best practices,
customer segmentation, district level marketing plan and financial
objectives and action plans for attainment
. Created community service programs that focused on at risk children
and sponsored area sport teams[pic][pic]
Contact this candidate