Laura Velasquez
Spring
Summary
Hardworking and driven sales management professional equipped to revitalize sales operations and align procedures to maximize profits and client acquisition. Successful at improving sales procedures to streamline and strengthen processes. Multifaceted leader with analytical and diligent approach to building and leading strong teams.
Overview
16
16
years of professional experience
Work History
Campus President
ICT
2023.07 - Current
- Identified operational concerns and coordinated efforts to resolve open issues.
- Led and directed process safety, reliability and operational disciplines.
- Worked closely with campus leadership team.
- Drove results, accountability and profitable performance and executed operational activities.
- Mentor and coach admissions advisors to meeting campus goals.
- Listen to sales calls for training and quality improvement
- Devised programs to promote diversity and inclusion among staff, faculty and students.
- Developed and implemented student success initiatives to recognize and encourage achievement.
- Managed sales team and monitored KPI's
- Monitor P&L
- Developed and oversaw campus budget to support annual planning and goal achievement.
- Managed admissions efforts and drove marketing initiatives for new enrollment.
- Oversaw student retention efforts and to maintain university goals and objectives.
- Implemented strategies to increase student recruiting, engagement and retention.
- Directed daily academic administration, faculty support, and admissions efforts.
Director of Sales and Admission
Charter College
2020.09 - 2023.06
- Oversee entire region of online and on ground representatives
- Sets goals for sales team
- Manages lead flow and distribution
- Provides campus and corporate office with detailed and well thought- out forecasts
- Documented processes and drafted SOPs to comply with regulations and company policies.
- Achieved dramatic sales increase by skillfully managing relationships and proactive sales approaches.
- Coordinated staff sales meetings to discuss developmental strategy, best practices and process improvements.
- Held one-on-one meetings with sales team members to identify selling hurdles and offered insight into best remedy.
- Hired, supervised and coached 25 employees on sales strategies to optimize performance.
- Oversight of enrollment process: inquiries, phone screens, interviews & enrollment process
- Monitor daily/weekly activities of admissions staff to ensure that performance and start goals are met
- Conducts second interviewing of prospective enrollments to secure close.
- Monitored metrics and marketing investments to assess performance and implement continuous improvements.
- Achieved established KPI for company, regional team and individual performance through teamwork and focus on customers.
- Forecasted sales and established processes to achieve sales objectives and related metrics.
- Formulated and presented innovative strategies to team members, executives and customers to build foundation for successful sales plans.
Director of Admissions
Southern Careers Institute
2019.10 - 2020.09
- Oversight of enrollment process: inquiries, phone screens, interviews & enrollment process
- Staffs, trains and manages aggressive, goal-oriented admissions sales team of 15 representatives
- Sets goals for admissions department and representatives
- Partners with corporate marketing and provides feedback to ensure steady lead flow
- Manages lead flow and distribution
- Provides campus and corporate office with detailed and well thought- out student forecasts
- Oversees student projections, no shows and first day to start drop rates
- Monitor daily/weekly activities of admissions staff to ensure that performance and start goals are met
- Motivates admissions staff to meet and or exceed campus targets and standards on-going basis
- Conducts second interviewing of prospective enrollments to secure close
- Consistent follow-ups with all enrollments to assure successful completion and placement
- Participate in appropriate recruitment and enrollment activities including open houses, training sessions, orientation programs, career days, etc
- Department budget preparation and management
- Works with admissions representatives on student applicant issues
- Train all new admissions reps on Velocify/Shape software
- Served as primary contact for coordination of application screening and tracking, visit and interview arrangement and marketing communications.
- Designed effective and user-friendly processes for both admissions and applicant review.
Director of Admissions
Florida Technical College
2013.01 - 2019.09
- Recruit, hire, train, motivate and evaluate sales managers and staff
- Recommend personnel actions based on evaluations and outcomes
- Collect and analyze data, and trends to forecast enrollment patterns and marketing change needs
- Collaborated in developing, standardizing and rolling out new admissions training and process manuals in anticipation of company going public.
- Increased school registrations over 106% with improved promotional approaches, outreach strategies and parent engagement plans
High School Director of Admissions
CAMBRIDGE INSTITUTE OF ALLIED HEALTH
2011.05 - 2013.01
- Establish team responsibility and performance metrics for high school Admissions department
- Provide ongoing hiring, training, and professional development for Admissions staff
- Interact effectively with financial aid and other departments
- Sourced High schools
- Planned events as well as presentations
- Exceed personal and team enrollment goals
- Promoted Academic programs to potential high school students through extensive telemarketing, referrals, and sales activities
- Review of student's files and transcripts
- Supervise orientation and enrollment activities
- Direct and manage campus' admissions goals
- Provide leadership in achieving campus' lead generation strategies
- Build and maintain fully functioning high school outreach admissions team
- Train and develop admissions staff to support overall campus objectives
- Assist in budget preparation.
- Increased school registrations over 86% with improved promotional approaches, outreach strategies and parent engagement plans
Senior Admissions Representative
FLORIDA TECHNICAL COLLEGE
2008.01 - 2011.04
- Track and handle all administrative documents for new students; and stringent follow up, assuring new starts
- Generate average of 20% to 30% referral leads and enrollments to overall conversions
- Over sat budgeted goals by 20%, starting 150 students in 2010.
- Completed outbound calls to generate referrals and connect with interested individuals
- Set appointments for individuals to visit campus and conducted facility tours
- Supported students through admissions process by answering questions and assisting with forms
- Reviewed admissions applications to check students' eligibility for acceptance
- Explained admissions procedures and courses offered to potential students
Education
BA - Business Management
Grand Canyon University
Phoenix, AZ02.2008
Skills
- Profit and Loss Accountability
- Pipeline Development
- Social Media Marketing
- P&L Responsibility
- KPI Analysis
- Sales Strategy Development
- Profit Optimization
- Corrective Actions
- Strategic Selling
- Networking Events
- Advertising Campaigns
- Profitability Assessments
- Team Recruiting and Onboarding
- Salesforce Software
- Consultative Selling Techniques
- Closing Techniques
- Operating Procedures and Policies
- Revenue Forecasting
- Customer Consultations
- Providing Feedback
- Customer Relationship Management
- Interviewing and Hiring
- Active Listening
- Sales Staff Training
- Territory Management
- Sales Tracking
- Exceptional Negotiation Skills
- Sales Team Leadership
- Operational Standards
Languages
Spanish
Native or Bilingual
Timeline
Campus President
ICT
2023.07 - Current
Director of Sales and Admission
Charter College
2020.09 - 2023.06
Director of Admissions
Southern Careers Institute
2019.10 - 2020.09
Director of Admissions
Florida Technical College
2013.01 - 2019.09
High School Director of Admissions
CAMBRIDGE INSTITUTE OF ALLIED HEALTH
2011.05 - 2013.01
Senior Admissions Representative
FLORIDA TECHNICAL COLLEGE
2008.01 - 2011.04
BA - Business Management
Grand Canyon University
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