Summary
Overview
Work History
Education
Skills
Timeline
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Brian K Fraley

Elkton,MD

Summary

Strategic Executive Talent Acquisition Leader with 15+ years of experience driving talent strategy and acquisition at the executive level for Fortune 500 and high-growth organizations. Proven track record in partnering with C-suite leaders to understand critical business needs, delivering customized recruitment solutions, and leading full-cycle executive hiring processes. Skilled in developing and implementing robust talent pipelines, optimizing recruitment practices, and leveraging data-driven insights to make strategic hiring decisions. Recognized for exceptional relationship management, strong negotiation skills, and a commitment to attracting top-tier, diverse leadership talent to advance organizational goals and foster company culture. Dynamic Sales Leader and Trainer with a proven track record of driving revenue growth, building high-performing teams, and cultivating long-term client relationships. Skilled in developing and executing innovative sales strategies, coaching and mentoring professionals to exceed goals, and optimize sales processes while enhancing productivity.

Overview

23
23
years of professional experience

Work History

Director, Talent Acquisition

Kolmac Integrated Behavioral Health & Concerted Care Group, LLC
04.2024 - Current
  • Developed and implemented strategic hiring plans in alignment with the company’s goals and objectives
  • Oversaw the entire talent acquisition department of Human Resources for two organizational entities
  • Created new recruitment workflow processes companywide that included the management if all external job boards/aggregator site partnerships, contract vendor negotiations and management, ATS development, backend mapping, and improvements, recruitment methodology, recruitment funnel, hire ratios, etc.
  • Oversaw an annualized budget of 850,000
  • Responsible for all advertising spend on third party websites
  • Responsible for all HRIS backend development in iCIMS our applicant tracking system
  • Creating robust internal hiring manager dashboards, and reporting widgets for metrics
  • Created and worked collaboratively with executive leadership on creating a company compensation guide
  • Worked closely with Marketing on the redesign and development of our external career sites and internal job board platforms
  • Lead and oversaw the recruitment and hiring processes, including sourcing, interviewing, and selection
  • Worked closely with management and executive leadership to understand the company’s hiring needs and business objectives, and to create industry leading talent acquisition strategies.
  • Developed and maintained relationships with external recruitment agencies and other relevant organizations
  • Managed a team of senior level national recruiters
  • Oversaw the administration of onboarding and training for all new hires
  • In charge of specific selection of requisitions for corporate + leadership positions, building relationships with potential candidates, managing talent pipelines, and developing employer branding initiatives to make the company an attractive place to work
  • Created and maintained all legal job descriptions for the company
  • Played a crucial role in improving the candidate’s experience, ensuring a diverse and inclusive hiring process, and measuring and reporting on recruitment metrics to assess the effectiveness of the talent acquisition strategy
  • Established and tracked metrics to measure the effectiveness of talent acquisition initiatives
  • Developed and executed innovative recruitment marketing strategies to promote the organization as an employer of choice, leveraging both online and offline channels
  • Created and maintained our corporate college internship program partnering
  • Collaborated with marketing professionals to create compelling and targeted content that highlights the company culture, values, and career opportunities
  • Implemented innovative sourcing strategies to attract diverse, high-quality candidates

Manager, Talent Acquisition Operations

Progressive Leasing
02.2017 - 01.2024
  • Defined and lead the execution of recruiting strategies for major retail brand 3rd party launches for Lowes, Best Buy, Conns increasing our sales force by 80% over 2 quarters
  • Responsible for full cycle recruiting from entry level to VP & C-level executive titles
  • Worked closely with all outreach programs and employee resource groups to advance recruitment efforts of top-tier applicants through employer DEI initiatives
  • Spearheaded and revamped many of our recruiting workflow process documents and internal and external onboarding guides
  • Responsible for all operational aspects of recruiting for our recruiting team
  • Managed an annual budget of 1.2 million for all third-party vendors
  • Managed and oversaw all analytics and advertising spend for third-party vendor recruiter sites
  • Participate in vendor review and selection of new providers, HCM and ATS systems, providing detailed analytical feedback
  • Project managed the implementation from iCIMS ATS platform over to Workday
  • Responsible for identifying opportunities for process improvements that can be facilitated and automated by new system features and or changes to new systems
  • Create and maintain system training documentation
  • Create and maintain all legal job descriptions for the company
  • Collaborate with our People Team leadership and other departments to continually assess the effectiveness of recruiting tools and processes efficiently
  • Organize and lead regular ATS change control discussions collaboratively with talent acquisition
  • Worked closely on our branding and functionality with our third-party career site
  • Prepared recruiting metrics and reports for my Senior Director for quarterly and yearly business reviews
  • Manage the sourcing process using a variety of techniques to discover and attract the best talent from entry to C-level
  • Be a trusted advisor to various leadership and stakeholders by developing strong and effective partnerships to advance talent acquisition initiatives
  • Experience prioritizing and managing multiple assignments while maintaining and excelling at quota attainment recruiter metrics
  • Lowest attrition rates over 4 years compared to peers

Manager, Recruiting & Sales Enablement Training

The Local Pages, Inc
09.2012 - 06.2015
  • Develop and execute effective recruitment strategies to attract top talent aligned with organizational goals
  • Analyze market trends to create competitive sourcing plans and ensure a robust talent pipeline
  • Lead, mentor, and manage a team of recruiters, fostering their professional growth and enhancing team productivity
  • Collaborate with department heads to identify workforce needs and create customized hiring plans
  • Oversee candidate screening, interviewing, and selection processes to ensure quality hires
  • Partner with hiring managers to develop competency-based evaluation criteria
  • Track and analyze recruitment KPIs, such as time-to-hire, quality-of-hire, and cost-per-hire, to optimize processes
  • Provide data-driven insights to executive leadership on recruitment trends and outcomes
  • Design and implement employer branding initiatives to enhance the organization's reputation in the job market
  • Ensure a seamless and positive experience for candidates throughout the hiring process
  • Ensure all recruitment practices comply with local, state, and federal employment laws
  • Update and maintain internal recruitment policies and procedures
  • Sales Enablement Training:
  • Design, implement, and manage sales training programs to enhance team performance and revenue growth
  • Create onboarding and continuous learning initiatives for sales representatives and managers
  • Develop training materials, presentations, and sales toolkits aligned with organizational objectives
  • Deliver engaging and interactive training sessions through in-person and virtual platforms
  • Conduct skills gap analyses to identify training needs across sales teams
  • Provide tailored coaching to improve individual and team performance
  • Monitor and measure the effectiveness of training programs using key performance indicators (KPIs)
  • Utilize data-driven insights to refine training strategies and enhance outcomes
  • Partner with sales leadership to align training objectives with business goals
  • Collaborate with marketing and product teams to incorporate product knowledge into sales training
  • Integrate sales enablement tools and CRM systems into training programs to boost efficiency
  • Stay updated on industry best practices and incorporate innovative training technologies
  • Mentor and develop junior trainers and sales enablement specialists
  • Act as a subject matter expert and resource for sales professionals at all levels

Inside Sales Executive

The Local Pages, Inc
09.2008 - 09.2012
  • Maintained and nurtured relationships with existing clients to identify opportunities for upselling and contract upgrades
  • Presented tailored solutions to clients, negotiating terms and conditions to successfully secure upgraded contracts while ensuring customer satisfaction
  • Consistently met or exceeded monthly and quarterly sales quotas for contract upgrades
  • Conducted in-depth assessments of customer needs and usage patterns to recommend relevant service enhancements or additional products
  • Used CRM tools (e.g., Salesforce, HubSpot) to track leads, manage opportunities, and maintain detailed records of client interactions
  • Partnered with account managers and technical teams to provide comprehensive solutions and address client concerns effectively
  • Leveraged knowledge of company offerings to promote complementary products or services as part of upgrade strategies
  • Collected client feedback to identify trends and inform product development or sales strategy adjustments
  • Educated clients on product benefits, upgrades, and how enhanced features align with their business objectives
  • Prepared and presented sales reports to management, highlighting progress, challenges, and opportunities for improvement
  • Top Inside Sales Executive for 2008, 2009, 2010 and 2011

Retail Store Manager, District Sales Trainer

Comfort Shoes
09.2004 - 05.2008
  • Ensure daily operations run smoothly, including inventory management, store cleanliness, and adherence to company policies
  • Monitor sales and performance metrics, aiming to meet or exceed sales targets
  • Manage the cash register and financial transactions, ensuring accuracy and security
  • Provide exceptional customer service by addressing complaints, answering questions, and resolving issues promptly
  • Train team members in customer engagement, upselling, and product knowledge
  • Recruit, hire, and onboard new employees
  • Schedule staff to ensure adequate coverage during peak hours
  • Conduct performance reviews and provide coaching for team members
  • Maintain inventory levels and ensure accurate stock counts
  • Oversee merchandising efforts, ensuring displays are attractive and products are presented effectively
  • Coordinate with vendors and suppliers for restocking and special orders
  • District Sales Trainer:
  • Develop and deliver training programs for store managers and staff within the district of DC, MD & VA
  • Create training materials, such as guides, videos, and hands-on workshops
  • Stay updated on company policies, sales techniques, and product offerings to ensure relevant training content
  • Conduct one-on-one coaching sessions to improve skills in sales, leadership, and operations
  • Observe employees on the job and provide constructive feedback
  • Develop personalized growth plans for employees showing potential
  • Lead onboarding for new hires across the district, ensuring they understand company culture and expectations
  • Train managers on effective leadership techniques and employee management
  • Track training effectiveness by measuring improvements in sales, customer satisfaction, and operational efficiency
  • Provide district leadership with regular reports on training progress and outcomes
  • Recommend changes to training programs based on performance data and employee feedback
  • Overlap and Collaboration
  • Work closely with district managers to align training goals with business objectives
  • Identify gaps in store performance and propose solutions through both operational adjustments and training interventions
  • Travel between stores within the DMV to ensure all locations meet corporate standards for service and operations
  • This combined role demands excellent leadership, multitasking, and communication skills, as well as a deep understanding of both retail operations and talent development

Retail Store Manager, Store Training Lead

The Walking Company
02.2002 - 08.2004
  • Ensure daily operations run smoothly, including inventory management, store cleanliness, and adherence to company policies
  • Monitor sales and performance metrics, aiming to meet or exceed sales targets
  • Manage the cash register and financial transactions, ensuring accuracy and security
  • Provide exceptional customer service by addressing complaints, answering questions, and resolving issues promptly
  • Train team members in customer engagement, upselling, and product knowledge
  • Recruit, hire, and onboard new employees
  • Schedule staff to ensure adequate coverage during peak hours
  • Conduct performance reviews and provide coaching for team members
  • Maintain inventory levels and ensure accurate stock counts
  • Oversee merchandising efforts, ensuring displays are attractive and products are presented effectively
  • Coordinate with vendors and suppliers for restocking and special orders
  • Store Training Lead:
  • Design, implement, and oversee training programs for new store managers within my district, including onboarding, product knowledge, and sales techniques specific to footwear
  • Educate new managers on customer service best practices, including handling sizing, fitting, and addressing common footwear concerns
  • Stay updated on industry trends and brand developments to update training materials accordingly
  • Organize periodic workshops or refresher courses to reinforce learning for all store management within the district

Education

A.A. -

CCBC Catonsville
Catonsville, MD

Skills

  • Relationship Management
  • Data-Driven Decision Making
  • Contract Negotiation and offer Management
  • HRIS management
  • ICIMS, Workday experience
  • Legal Job Description Creation
  • Compensation leveling
  • Microsoft Office
  • Slack
  • Teams
  • Canva
  • Adobe Editor
  • Service Now
  • ADP
  • Lucid Chart
  • Salesforce
  • HireVue

Timeline

Director, Talent Acquisition

Kolmac Integrated Behavioral Health & Concerted Care Group, LLC
04.2024 - Current

Manager, Talent Acquisition Operations

Progressive Leasing
02.2017 - 01.2024

Manager, Recruiting & Sales Enablement Training

The Local Pages, Inc
09.2012 - 06.2015

Inside Sales Executive

The Local Pages, Inc
09.2008 - 09.2012

Retail Store Manager, District Sales Trainer

Comfort Shoes
09.2004 - 05.2008

Retail Store Manager, Store Training Lead

The Walking Company
02.2002 - 08.2004

A.A. -

CCBC Catonsville

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Brian K Fraley