Vice President of Sales Leadership, Management, Training, Call Center

Ted Kulawiak MBA

***** ******** ***** *****, ***** Fl. 33647 Cell: 331 – 454 - 6856

ac1xqq@r.postjobfree.com

VP of SALES MANAGEMENT

STRATEGIC BUSINESS DEVELOPMENT LEADER

I describe myself as an experienced diligent professional with a verifiable history of success in sales and business leadership roles. My most recent focus is in higher education recruitment management, inside sales and call center operations, corporate sales, and strategic planning. My major strengths are focused in leadership, employee development, sales training and business development. I possess additional skill sets in decision making based on solid data analysis. I am an organized individual seeking an advanced management opportunity in a team environment, which offers a challenging leadership role and continued career advancement.

Highlights:

Led the Bisk recruitment team with annual revenue contributions exceeding $150,000,000

30 + years’ experience in key account sales, B2B sales, training, management, and leadership positions segmented between advertising media sales and education recruitment

25 years’ experience in out of home media, newspaper advertising sales, television advertising sales, direct mail advertising sales

15 years’ experience in higher education enrollment, call center management

MBA educated, senior faculty at Keller Graduate School of Management of DeVry University – Taught Sales Management and Advertising Management courses

EXPERIENCE - QUALIFICATIONS

TJK Consulting

Vice President of Sales, Call Center, Customer Service, Leadership Training 6/17 - Current

Bisk Education

Vice President of Sales – Enrollment Services 10/12 to 6/17

Led the recruitment call center team of 400 representatives and supporting managers which represent major universities, including Villanova University, Michigan State University, The University of Notre Dame, Florida Tech University, and Jacksonville University recruiting students for online degree and certificate education programs.

Effectively restructured the enrollment management, student services, training, and data analysis teams, realigned priorities, and instituted a department student focused / results oriented platform

Accountable for the B2B outside corporate sales team, realigned priorities, developed and implemented a relationship selling strategy

Major stakeholder in the successful implementation of Salesforce CRM including Live Agent chat platform

Achieved enrollment results, reduced costs, reduced turnover by 75%, improved operational efficiencies via experience and execution of strategic business plan.

Strategic leader and stakeholder in 4DX process improvement implementation focused on mapping the customer experience

Trained in Six Sigma process improvement methodology

Experienced with several call center phone systems including Cisco, New Voice Media, Vici, and 5- 9 dialers

Designed and implemented data informed decision-making process with specific, measurable KPI’s that are foundational to driving results

Developed and Implemented a front-line manager Leadership Development program designed to invest in human capital and increase enrollment results

DeVry Education Group 6/2002 – 10/2012

Vice President Enrollment Management, Online / DeVry Online Services

Addison, IL. (09/08 to 10/12)

oSenior leader accountable for all undergraduate, graduate, RnBSN, and MSN online recruitment for DeVry University, Keller Graduate School of Management, Chamberlain College of Nursing, & Carrington College of California Online.

oP & L responsibility for $65,000,000 budget

oOwnership of Admissions Strategic Plan, Five Foundations Platform

oPartner in DeVry Online Strategic Plan

oLaunched successful implementation of E-signature enrollment platform

oParticipated in auto dialer pilot programs and partnered with operations team to effectively deliver key contact rate improvement results

oPlanned, created, and implemented admissions team performance metrics in response to new regulatory world direction.

oAccelerated DeVry University, Chamberlain, and Carrington admissions management training platform along with coaching plans to support new regulatory world platform

oLead team of 2 National Directors, 21 Directors of Admissions, 60 Assistant Directors and 700 admissions advisors, along with 50 support staff personnel in recruiting, counseling, and enrolling prospective students in DeVry University Online undergraduate, Keller Graduate School of Management online and onsite graduate programs, and Chamberlain College of Nursing RnBSN, and MSN online program.

oOversee new student call center recruitment offices in Naperville, Addison, and Chicago Illinois, Phoenix, Arizona and Orlando, Florida.

oConsistently over achieved new student recruitment goals for all areas of responsibility, 20 consecutive sessions Sept ’06 – July ’10, via focused, motivated, and ethical commitment to DeVry online students.

oInstituted professional career development emphasis via training seminars focused on improving employee skill set and overall team culture

National Director of Online Recruitment / Group Director of Admissions / DeVry Online

Naperville, IL (02/05 to 09/08)

oIncreased efficiencies of the recruitment environment via strategic planning and effective execution of the plan to deliver a cooperative productive business culture environment.

oConsistently directed team to 50%+ increase in new student starts in each class session of 2007 versus prior year.

oDirected team to a 55% increase in new student starts for November ’06 recruitment cycle and 40%+ increase in new student starts for July ’06, March ’06, November ’05 and July ’05 recruitment cycles versus prior year.

Dean of Admissions, Undergraduate Online / DeVry Online

Oak Brook Terrace, IL (11/04 to 02/05)

oIncreased new student starts by 63% comparing March ’05 vs. prior year for DVUO undergraduate admissions via increased coaching and communications standards

oImproved new student starts by 37.1% comparing January ’05 vs. prior year for DVUO undergraduate admissions via team realignment and lead management

oEffectively directed resource management and showed fiscal responsibility regarding office budget, forecast, and key financial measurements.

Director of Admissions, / DeVry University – DuPage Campus

Addison, IL (6/02-11/04)

oDirect staff of 11 admissions advisors and 4 support staff in recruiting, counseling, and enrolling prospective students to DeVry University

oSuccessfully revitalized admissions personnel via appropriate leadership and motivational guidance that produced increased activity in DeVry University enrollment measurements:

Top 5 in DeVry University in start rate, forecast accuracy, conversion rate, and achieved superstar accountabilities in 7 most recent classes, Fall’02-Fall’04.

#1 in DeVry University in lead to start ratio in 4 most recent classes.

#1 in DeVry University in start rate, 86.5%, for the Spring ’04 class.

oCo-Chair DuPage Campus Student Retention Committee, Dean of Academic Affairs selection Committee, Addison Trail High School Mentor Program.

oAppropriately managed office budget, forecasting, and financial reporting as required.

University of Notre Dame WNDU – TV (NBC Channel 16) 11/01 to 6/02

Director of Sales/Advertising Business Development, South Bend, IN

oIncreased website enhancements and additional television opportunities via focused direct marketing business plan yielding $250,000 in incremental revenue.

oInstituted reorganization of 22 associates in video and website sales, production, and technical staff by implementing strategic management directives.

ADVO Inc., industry leader Direct Mail Advertising 1/98 to 11/01

Vice President of Sales, Central Region, Chicago, IL 7/00 to 11/01

Directed staff of 13 sales managers and 102 sales associates,

responsible for 31 sales markets in 10 Midwest states.

Guided sales organization to attain Central Region revenue budget of $232,000,000.

Structured key account management and new business development.

Formulated top ten client and prospect strategies for each market,

resulting in targeted action plans and significant revenue growth.

Instituted Sales Manager Financial Reporting package.

District Sales Manager, Burr Ridge, IL 1/98 to 7/00

Motivated staff of 12 sales associates and 2 sales administrators

focused on delivering $13,000,000 in sales revenue.

Designed, developed and implemented FY’00 Chicago Business Plan in order to continue profitable revenue increase and deliver market growth.

114% of sales quota, #4 ranking out of 60 nation-wide when promoted to VP.

Exceeded sales revenue goals by 6% and 18% respectively in 1998 and 1999 via focused client strategies and executing actionable targeted plans.

Instrumental in negotiating and securing multi-year $5,800,000 contract with ALDI Foods and multi-year $3,000,000 contract with Factory Card Outlet.

3M Company - Media Division, industry leader Out of Home Advertising 10/81 to 12/97

Held a variety of continuing career development and positions of increasing responsibility during a 16-year career with 3M Company, including Sales Representative, Training Manager, Market Manager, and Advertising Manager

EDUCATION

Master of Business Administration with Distinction, 3.8 GPA

DeVry University, Keller Graduate School of Management

Bachelor of Science

Northern Illinois University

Major: Journalism / Advertising Minor: History

Professional Certificate in Management

Executive Certificate in Leadership

University of Notre Dame

Senior Faculty Professor / Keller Graduate School of Management

oMM 577 Sales Management 9/06 – 10/12

oMM 575 Advertising Management 9/08 – 10/12

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