Educational Sales Manager in San Francisco CA Resume Scott Griego by ScottGriego


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									                                        SCOTT A. GRIEGO
                         Vacaville, CA 95688  Home: 707-446-0504  Cell: 707-689-8901

   Top producer with steady track record of advancement through positions of increased responsibility based on
    consistently exceeding company targets and sales objectives.
   Over 10 years of experience with requests for proposals, managing state contracts and selling to K-12 districts.
   Motivational supervisor with experience in directing sales teams while increasing revenues and market share.
   Masters degree in Organizational Development understanding the psychology of influencing cultural change
    and improving organizational efficiencies.
   Proficient with MS Office software, Sales Force Automation/Custer Relationship Management Technology.
   Excellent verbal/written communications, presentation skills, willing to travel and flawless driving record.
Educational Measurement Consultant in Northern California & Nevada  7/08 – 3/10
Served as (Sales) Consultant responsible for fostering relationships with customers, and selling technology,
academic and diagnostic assessment solutions to K-12 districts. Scheduled and followed up on appointments with
customers, preparing and delivering technology sales presentations and software demonstrations – both live and
thru webinars. Other responsibilities included: understanding various types of assessment and measurement, e.g
standards based or norm reference tests, K-12 content related to state and national standards, and interpreting
score results for customers and/or parents.
       Built strong rapport with customers and earned total revenues of $2.5M while in this position.
       Conducted market analysis and made recommendations to management.
       Built and maintained pipeline reports using Sales Force Automation software (Sales Logix).

Director, Western Region in CA, CO, NM, NV, UT, & WY  6/06 – 7/08
Directed a team of Clinical and Educational Measurement Sales Consultants on building relationships with
customers, selling technology, and academic assessment solutions to K-12 school districts. Directed team in
strategic and tactical planning for winning new business and complex sales, while maintaining current business.
Reviewed their business plans and provided coaching, and helped them with goal setting. Traveled with consultants
on customer calls, observed, and provided feedback. Other responsibilities included: managing my own territory of
K-12 school districts and served as the Account Manager for multi-million dollar contract with the California
Department of Education (CDE). Recommended strategies to management for responding to district and state
Request For Proposals (RFPs) and positioned Harcourt for winning new contracts.
       Led the proposal team on the CA-Designated Primary Language Test, resulted in winning a $2.7M contract.
       Managed my own territory quota of $1.3M in revenue in 2006 and 2007, while overseeing team of consultants.
       Met team quota of $9M in 2006 to 2007 and achieved 10% growth for 2007 to 2008.

Sales Educational Measurement Consultant – Western Region  7/00 – 6/06
As Consultant for Northern CA, OR, and NV, primary role included winning new business through the sales of
traditional assessments and technology solutions. Monitored state agency contract activity, kept our internal
proposal writing team briefed on critical matters at the local level, served as Account Manager for the state
contracts and assisted Program Management with the pre and post-test (professional development) meetings.
       Achieved revenues targets each year ranging from 100% of quota to 117%
       Successfully negotiated contract penalty with the Nevada Department of Education, savings of $500K
       Western Regional Consultant of the Year „01, Innovations Award „02 & „03, Passion for Winning Award „03
       Served as Interim Regional Vice President from 6/04 thru 12/04 and ensured region met $11.5 million quota
Scott A. Griego                                                                                          Page Two

Experience Continued...

Program Director II- Contractual Services  11/97 – 7/00
Successfully managed and executed all contractual requirements for the Arizona Student Achievement Program and
the Hawaii Content & Performance Standards State Assessment Program including: facilitating customer planning
meetings, overseeing internal groups responsible for test question development, printing, and materials
distribution, scoring and reporting. Other responsibilities included: building and maintaining a master schedule to
track major milestones and overall program progress. Authored monthly reports and served as liaison to team
members, subcontractors, and clients throughout the life of the contract. Also served as an assistant program
manager for the Virginia Standards of Learning and the Florida Comprehensive Assessment Testing programs.
Directed staff of 2 as part of the program management team and 12 indirect reports from internal departments.
       Led the proposal effort for the Hawaii State Assessment Program and won the contract - $3.2M deal.
       Successfully planned and managed the Bias & Sensitivity Committee Review for the Hawaii Contract.
       Successfully planned, managed, and facilitated planning meeting with top 20 largest Arizona districts and the
        Department of Education to discuss program improvements.
       Successfully facilitated a “Testing 101” course for Arizona State Legislatures in an effort to expand their
        understanding of the test publishing arena.
       Met challenges of maintaining clarity in the communication needed to ensue all the deliverables were met within
        budget, and overcoming various obstacles that could have altered the project‟s schedule.

Operations Manager - Educational Scoring Services  11/95 – 11/97
Managed teams responsible for fulfilling scoring services for state and K-12 district customers, which included the
processing of answer documents from receipt through scanning, scoring, reporting, shipping, and billing. This
included training, team building, and coaching 4 direct reports, 24 indirect reports and 300 seasonal employees.
Other responsibilities included: represented scoring operations at program specifications and internal team
meetings, provided input regarding operational processes, status, potential problems, and compliance with
scheduling. Summarized meeting outcomes and communicated to operations staff. Also monitored contract
schedules and made necessary adjustments to personnel and equipment resources based on growth and overall
processing volume. Workload included the execution of detailed operational processes for 5.2 million answer
documents annually that entailed 30-plus contract programs and general customers nationwide.
       Billed an excess of $50M for scoring services for each year.
       Instilled a team philosophy that emphasized the importance that every answer document was the work of an
        individual student.
       Managed nation-wide scoring hotline call center; oversaw all incoming calls and monitored accuracy and validity
        of information conveyed to callers.

Supervisor Assembly & Packaging, HARCOURT ASSESSMENT/ PSYCHOLOGICAL CORPORATION  1986–1989


          Master of Science - Organizational Development (MSOD), University of San Francisco
     Bachelor of Science -Business Management, Our Lady Of The Lake University/University of Phoenix

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