Aarti K. Surtani
Flowery Branch,Georgia, GA
Summary
Goal-oriented manager with distinguished experience in education industries and proven leadership abilities. Expert in increasing productivity and customer satisfaction while driving revenue and sales. Committed to streamlining procedures while optimizing employee talent.
Overview
26
26
years of professional experience
Work History
Southeast Territory Director
Kaplan, INC
01.2020 - 07.2023
- Managed the bar review sales team for the Eastern United States including Georgia, North and South Carolina, Florida, Alabama, Mississippi, Kentucky, and Tennessee.
- Managed, Trained and Led 6 full-time Regional Directors and additional part-time Sales Coordinators. In addition, I have developed Regional Directors nationally while leveraging their talents to grow the company as well as themselves
- Renewed the Largest Multi-million dollar Institutional Contract for Kaplan Bar Review. 4 contract renewals for a total of 14 years.
- Held the highest penetration of students in the country since the launch of bar review in Georgia 2010- present.
- Managed a Budget of half a million dollars each year. In addition, training Regional Directors on how to best utilize their budgets to drive revenue growth year after year.
- Identified risks and opportunities to the business and recommend strategies to achieve financial goals.
- Built key relationships with law school Deans and Administrators in 60 Law Schools.
- Experienced in communicating and presenting to large groups
- Created National Marketing ideas that helped drive business and sales nationally.
- Innovated and Managed the National Retention team to create a process to make sure we retain our customers.
Executive Regional Director of Sales
Kaplan, INC
01.2012 - 01.2020
- Managed the bar review sales team for the Eastern United States including Maryland/DC, Virginia, North and South Carolina, Georgia and Florida. Accounting for about $6.6 million in sales annually .
- Achieved double digit growth over the company plan and prior year for 8 consecutive years .
- Managed, Trained and Lead full time Regional Directors and part-time Sales Coordinators.
- Secured and Managed the first Multi-million dollar Institutional contract in the country .
- Collaborated with Marketing and Operating for the delivery of our product in upwards of 37 cities in the SE while servicing 41 Law schools.
- Recipient of 65 sales awards for my territory over 5 years
Senior Regional Director
Kaplan, INC
07.2010 - 01.2012
- After year over year double-digit growth
- Managing and launching Kaplan’s course in North Carolina region while continuing to promote in Georgia and South Carolina
- Launching the Georgia course in 2010, achieved the highest penetration in the country in 2 years
- Hired, Managed and Trained Regional Director for North Carolina
- North Carolina, Georgia/SC region awarded the highest growth rate in the country
Regional Director
Kaplan, INC
10.2006 - 07.2010
- In 2006, Kaplan acquired PMBR multistate legal studies
- I led sales efforts in 7 states in the Southeast region
- Achieving double- digit growth in 2006 and 2007 with Kaplan PMBR
- Chosen in 2008 to help launch one of the first states for full bar review in Florida
- Consistently beat sales goals year over year and won the President’s Award and Best Performance reward in 2010
- Managed and trained over 400 sales representatives, while marketing, presenting and cultivating administrative relationships
- Oversaw operations to deliver our products to students in 7 states
Southeast Director
PMBR Multistate Legal Studies
09.1997 - 10.2006
- Managed supplemental bar review sales, marketing, operations, academics and delivery for 7 states
- Delivered workshops and seminars for thousands of law students.
Education
Juris Doctor -
John Marshall Law School
Atlanta, GA12.1994
Bachelor of Arts - English/History, Science and Accounting
University of Texas At Austin
Austin, TX05.1991
Skills
- Complex Problem-Solving
- Discount Planning
- Territory Management
- Revenue Target Achievement
- Goals and Performance
- Product Promotion
- Plan Sales
- Interdepartmental Collaboration
- Multitasking and Organization
- Marketing Support
- Customer Acquisition
- Business To Business Sales
Travel, Foodie, Renovations, Tennis, Swimmer
I am well traveled and regard myself as a foodie that loves to cook. I enjoy doing renovation
projects, avid tennis player and swimmer but someone who also likes to watch movies and go
to concerts in unique places. I am proficient in Excel, Word, and PowerPoint.
Timeline
Southeast Territory Director
Kaplan, INC
01.2020 - 07.2023
Executive Regional Director of Sales
Kaplan, INC
01.2012 - 01.2020
Senior Regional Director
Kaplan, INC
07.2010 - 01.2012
Regional Director
Kaplan, INC
10.2006 - 07.2010
Southeast Director
PMBR Multistate Legal Studies
09.1997 - 10.2006
Juris Doctor -
John Marshall Law School
Bachelor of Arts - English/History, Science and Accounting
University of Texas At Austin