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Sales Management

Phoenix, AZ
June 30, 2016

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***** ***** **** *****, *******, Arizona 85083 623-***-****

Executive Management

Sales Team Leadership Strategic Account Management Business Development

Planning and Execution Leader Generation Contract Negotiations

Accomplished Executive with over 20 years proven track record of achieving corporate goals. MBA level senior leader with exceptional skills in developing highly successful business teams, driving increased corporate revenues. Decisive leader, identifying and reaching new market segments and developing creative business opportunities. Proven mastery of navigating bureaucracy and creating new government and military accounts. Sought after mentor responsible for producing many corporate leaders.

Areas of Expertise

Multi-location Team Leadership Recruiting Management Marketing Strategies

Business objective/Goal Attainment Training and Development B2B Development

Ethics & Compliance Leader Strategic Needs Analysis Senior Sales Leader

Leadership Skill Development Adult Learning Strategies Turn Around Sales

Budgeting and Expense Control Market Evaluation Project Management

Achieve Global Sales Trainer Relationship Building Consultative Sales Process

Professional Experience

DEVRY UNIVERSITY, Chicago, Illinois - (NYSE:DV) 2015 - Present

Vice President Military Affairs – (VP Sales and Business Development)

Selected by CEO to restructure operations management, sales, and B2B sector of the University Military Department. Lead team of four senior managers and 24 military affairs account executives. Designed and executed a strategic program with community leaders opening seven new markets. Created the Military Center of Excellence increasing overall graduation rates of veteran students and accounting for more than a million dollars in student persistence.

Grew overall revenue from Department of Defense/Veteran Administration funding sources by 27%.

Exceeded student partnership in all three streams – new, persistence, and B2B.

Initiated partnership with the Defense Logistics Agency to deliver consistent stream of accounting management students.

Negotiated agreement to exclusively provide IT Certifications through a national apprenticeship program. Revenues from first year certifications expected to exceed 2M.

Hired and trained five new regional business development specialists.

Secured grant and scholarship funding from participating corporate sponsors to the University Military Support Centers in excess of $300,000.

DEVRY UNIVERSITY, Chicago, Illinois - (NYSE:DV) 2006 - 2015

Vice President Admissions – (VP Sales and Marketing)

Accomplished award winning senior leader (PRIDE) recognition. Experienced overall growth as a result of consistent team success. Chosen to oversee the largest regions (Mountain and West Coast) within the company, during the most challenging period. Lead the recruitment efforts of 24 campus and online recruitment teams in nine states and Canada. Number one region in percentage of new student growth, exceeding year over year plans by 13%.

Managed, trained and coached in excess of 400 sales/admissions professionals and 25 Directors.

Increased new student growth in region 6% by implementing personally developed inquiry generating program, which was adopted university wide.

Hand selected by University President as a member of the “Blue Ocean” team of executives to strategize and evaluate future organizational design.

Worked with management consulting group to design hiring profiles and leadership onboard training.

Provided marketing guidance and effective local marketing initiatives. Achieved marketing results while eliminating 1M in waste from budget through vendor evaluation.

Mentored six managers that received coveted national PRIDE recognition.

Managed regional admissions budgets.

ART INSTITUTES INT’L, Minneapolis, MN - (OTCMKTS:EDMC) 2002 - 2006

Senior Director of Admissions – (Sales Management and Marketing)

Trained, motivated and lead a staff of 22 sales/admissions and support personnel to exceed quarterly new student objectives. Coordinated marketing and advertising initiatives and materials to produce quality inquiries.

Number one Director of Admissions for FY04 and 05, selected as Platinum Level President’s Club.

Exceeded new student goals for four straight years with the last two yearly starts by 108% and 115% respectively.

Spearheaded the marketing and sales efforts to achieve “Fastest Growing Campus” in 2004 and 2005.

Managed a yearly budget in excess of 2.3 million dollars.

Sliced wasteful marketing spend, decreasing unit costs – CPI, CPA by more than 18%, delivering a lower cost per start (CAC).

Assisted corporate training team as the Subject Matter Expert for admissions leader training.

ITT TECHNICAL INSTITUTE, Indianapolis, IN - (NYSE:ESI) 2001 - 2002

Director of Recruitment

Earned national recognition as Midwest DOR of the Year (2002) in first full FY. Lead local turn-around effort in a market that was being considered for closing. Two straight years of successful growth removed the campus from closing list.

Hired and trained 50% new admissions staff.

Coordinated and piloted the creation of a successful High School Recruiting model, which was adopted system wide.

Introduced lead generation system that increased lead flow to sales team by 28%.


Regional Sales Manager

Progressively increasing leadership roles in Navy Recruiting Command. Achieved 132% of cumulative goal attainment while managing three large Navy Recruiting regions. Evaluated Market penetration, territory development, and B2B/B2C outreach to increase market share. Trained, managed, and mentored over 375 Navy sales professionals. Train the trainer on consultative sales cycle - PSS Professional Selling Skills through Achieve Global.

Received the Navy Commendation Medal, and two Navy Achievement Medals.

32 Navy Recruiting Gold Wreath awards for recruiting excellence.

Given nickname of GINO due to string of regional recruiting success (Goal Is No Option)

Navy - Quality Assurance Inspector

Top one percent selected to the Inspector General’s Staff, United States Navy, Recruit Quality Assurance Team. Utilized persuasive communications and sales techniques to conduct final background interview and investigations of every new recruit for the Navy. Conducted over 20,000 interviews with the highest level of compliance on IG staff as well as 137 rejected investigations – saving the tax payers over 3 million dollars.

Navy - Human Resource/Personnel Officer

Leading Personnel Officer onboard U.S. Submarines.


Master’s in Business Administration

Keller Graduate School of Management – (With Distinction)

Bachelor of Science, Workforce Education and Development

Southern Illinois University at Carbondale

Doctoral-level work Higher Education (EdD classes not completed)

Capella University


Journeyman Recruiter/Career Counselor

Department of Labor

Private Pilot

Federal Aviation Administration

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