GARY MASELLIS
Los Angeles,CA
Summary
Accomplished sales executive, recognized for leveraging strong team leadership and business development to drive forward progress. Highly organized, detail-oriented, and data-driven leader skilled in building relationships, developing high-performing teams and exceeding sales goals. Change agent experienced in the development of organizational and sales strategy and cultivating strong, mission-oriented cultures. Demonstrated ability to move quickly and adapt in a rapidly changing environment.
Overview
28
28
years of professional experience
Work History
EXECUTIVE DIRECTOR OF SALES, WEST
U.S. Legal Support
10.2021 - 01.2024
- Leading provider of nationwide litigation support, including Court Reporting, Record Retrieval, Interpreting, Transcription and Translation, Process Serving, and Trial services.
- Hired in Q4 2021 to provide leadership and support to West-South sales team, improve sales process, and create culture of accountability.
- In Q4 2022, assumed responsibility for entire West region, more than doubling my territory, sales team, and annual revenue budget.
- Recruited, trained, and developed field-based sales team of 13 sales directors.
- Managed annual legal services budget of more than $35M.
- Maintained pipeline of more than $25M in new law firm and case-related business - increase of more than 25% during my tenure.
- Collaborated with organizational leadership on sales strategy and initiatives, new sales processes, KPIs, core sales metrics and best practices, revenue and expense budgets, reporting, and sales team incentives.
- Drove CRM adoption and monitored team engagement.
- Provided regular feedback loop to sales team to foster continuous improvement.
- Analyzed market trends, competitor activities, customer needs, and sales performance data to identify opportunities, increase new business, drive customer retention, and grow topline revenue.
REGIONAL VICE PRESIDENT OF SALES, WEST
BARBRI, Inc.
07.2011 - 07.2021
- Global provider of technology-enabled legal education and digital solutions for legal exam preparation.
- Hired as sales account executive in 1996, promoted to Director of Sales for Southern California in 2009 and Regional Vice President of Sales for Western U.S. in 2011.
- Recruited, trained, developed, and supported field-based sales team of 12 account executives and more than 700 student representatives throughout 70 law schools.
- Collaborated with organizational leadership to establish core sales metrics, KPIs and best practices, streamline existing sales processes, and optimize sales messaging, tactics, and training, and develop and implement strategic sales initiatives to educate and build trust in marketplace, and drive market penetration.
- Exceeded goal of enrolling over 6K students and bringing in more than $15M in related revenues.
- Lead institutional business development and customer retention efforts by establishing active pipeline of B2B leads, closing 12 new strategic partnerships and increasing annual enrollment by more than 400 students from 2012 to 2017.
- Implemented team-building initiatives to drive engagement and increase YOY new enrollments by 14% from 2017 to 2021, securing 87% market penetration.
- Drove CRM adoption and monitored engagement.
- Assisted sales team with series of live sales training webinars for more than 2K student representatives.
- Encouraged and led cross business unit sales to differentiate BARBRI within core market and strengthen overall company performance.
- Collaborated with Executive Team to establish company core values and mission statement, shaping company culture and building customer-centric sales team.
- Engaged with Finance team on data-driven revenue and enrollment targets, sales team incentives, expense budgets, and revenue forecasting.
DIRECTOR OF SALES, SOUTHERN CALIFORNIA
BARBRI, Inc.
07.2009 - 07.2011
- Hired, trained, developed, and supported daily activities of 7 Account Executives and more than 150 student representatives in 22 law schools.
- Collaborated with organizational leadership on value propositions and training.
- Implemented professional development and assessment initiatives to improve sales presentation skills and increase lead-to-close ratio.
- Exceeded goal YOY, securing more than 85% market penetration.
ACCOUNT EXECUTIVE
BARBRI, Inc.
06.1996 - 07.2009
- Led sales and marketing initiatives in 6 law schools in Northern California.
- Hired, trained, developed and supported team of 65 student representatives.
- Established performance goals and sales metrics.
- Exceeded goal YOY, securing more than 87% market penetration.
Education
BACHELOR OF ARTS -
University of California
Santa Barbara, CAJURIS DOCTOR -
Golden Gate University School of Law
San Francisco, CASkills
- Sales Leadership
- Relationship Building
- Strategic Planning & Execution
- Business Process Improvement
- New Business Development
- Customer Retention
- Project Management
- Revenue Growth
- Sales & Company Alignment
- Culture of Accountability
- Talent Recruitment & Development
- Public Speaking
Websites
License
STATE BAR OF CALIFORNIA
No. 183223
Continued Education
INTERPERSONAL DYNAMICS FOR HIGH PERFORMING EXECUTIVES, Stanford Graduate School of Business, Stanford, CA
Timeline
EXECUTIVE DIRECTOR OF SALES, WEST
U.S. Legal Support
10.2021 - 01.2024
REGIONAL VICE PRESIDENT OF SALES, WEST
BARBRI, Inc.
07.2011 - 07.2021
DIRECTOR OF SALES, SOUTHERN CALIFORNIA
BARBRI, Inc.
07.2009 - 07.2011
ACCOUNT EXECUTIVE
BARBRI, Inc.
06.1996 - 07.2009
BACHELOR OF ARTS -
University of California
JURIS DOCTOR -
Golden Gate University School of Law
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