Every so often we do some analytics within the firm just to level-set on where we are.  OK, in all honesty, we’re very metrics-driven so it’s probably more than “even so often,” and it’s also not a casual, anecdotal assemblage of loose stories and vignettes.

One of the topics we wanted to  give greater scrutiny was how much of our practice in the last 18 months or so was for portfolio companies of private equity firms.  And not only how much, but while we were at it, what geographies, and why not look at size of those private equity portfolio companies’ revenues, and the industries in which they clustered?

That set us off to “cypherin’” as they say.  Below are some of the results.  Given that our roots 15+ years ago were in earlier-stage, venture-backed companies, it’s an interesting diversification.  For some, this may be intuitive. For others, they may wonder about whether leadership talent for venture capital is completely different than those executives we recruit for our private equity clients.  The answer to that?  It is still apples to apples, and not apples to oranges.  Just a broader spectrum of apple varietals.   When thinking about venture capital portfolio leaders versus private equity portfolio leaders, at their core (couldn’t help the pun) they are still builder-leaders, which is the mantra for the type of talent we’ve specialized in a decade-and-a-half after founding the firm back in 1997.

While much has changed, this has remained a constant.

Stats below are based on some 40+ searches.

Enjoy.

***

Our sweet spot over the last few years has been in the growth equity segment of the private equity investing thesis.  That means more than half of all searches we’ve performed for private-equity backed clients have been for companies with revenues in the $25 million  to $250 million range.  The balance–about a third of private equity-backed company search work–was for companies with revenues about $250 million.   These were sprinkled evenly across the $250 million – $500 milllion, $500 million to $1 billion, and great-than-$1 billion slices.

When we looked at the executive levels we had executed on behalf of our private equity-backed clients, a third of searches were for CFOs, 40% were for CEOs and COOs, and the balance of our search work was at the VP level, across the functional spectrum (see next graph for more detail on the VP-level exploded pie analysis).

Search work for private equity-backed clients at the Vice President level distributed nicely over the organizational functional spectrum, including VP Sales, VP Manufacturing, VP Engineering, VP Marketing, VP Operations, VP Content (most in the education industry sector), and VP Human Resources.

Finally, we looked at what party of the country (or globe) these searches clustered within, and the above graph portrays the distribution.  Even we were surprised at this chart, as it shows an almost geographic-blind distribution–searches executed in all 7 regions in the U.S. (Northeast, MidAtlantic, Southeast, Midwest, Rocky Mountain, West & Northwest), along with an equal slice representing private equity-backed companies for whom we had done searches that were based in Europe (United Kingdom, France, and rest of West Europe).

A Leading Pioneer in reCommerce

Our client is a pioneer in what has been dubbed the re-commerce sector.  The Company fundamentally improves how people buy, use and dispose of their consumer electronics by providing a complete trade-in solution focused on value and convenience.

The Company addresses a global e-waste problem and simultaneously accelerates the extraction and monetization of a $185 billion secondary market in consumer electronics, video games and DVDs.   Over 2,200 retail locations in the United States are currently utilizing the the Company’s trade-in platform.  Gartner dubbed this industry the ITAD sector, or “Information technology Asset Disposition.”

THE POSITION

Detail of Responsibilities

The role gives an energetic and experienced business development professional in the mobile phone business an opportunity to join an industry leader in a relatively new, high growth and disruptive space and reports directly to the President & COO.

The ideal candidate will source national tier-one mobile industry players, including tier 1 wireless carriers, MVNO’s, VAR’s, OEMs and other potential partners for trade-in partnerships with the Company.  This is a strong hunter role and any account management responsibilities will be kept at a minimum using leveraged resources wherever possible.

The selected candidate will possess a combination of the following attributes:

• A minimum of 12 years’ experience in a business development role with tier one mobility companies, with retail-side experience a plus.
• A proven history of high level engagement at executive levels.
• A successful partnerships track record with both global 2000, industry-relevant companies, as well as fast-emerging smaller entities strategic to our client’s success.
• A comprehensive understanding of how the mobile phone industry works, including the points of differentiation among the top providers, as well as insights into each company’s strategies.
• Excellent presentation and communication skills.  The ability to create one’s own customized business development presentations on demand.
• Strong financial acuity and experience conceptualizing, presenting, and negotiating a win-win economics structure for both partner and Company.
• Solid “team playing” skills.  This role requires the contribution of many people in the organization to support the “selling effort” by the business development team.

For diagram of success attributes, team description, and compensation, clikc the “more” hyperlink below. 

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The Company

Global leader in broadcasting technology

Harris Broadcast Communications, Inc. (www.harrisbroadcast.com) is a pioneer in the broadcast technology industry.  Anywhere broadcasters are making media moments — from the family room to the road, over the air or over the web, on a television or a tablet — Harris Broadcast is there.  Harris Broadcast is delivering innovative, end-to-end solutions to customers in more than 150 countries, including the top broadcast facilities and the most technologically advanced sports and live-event venues. Harris is also investing deeply in the next generation of technologies to expand their leadership into even more markets, geographies and applications.

At its core, Harris Broadcast Communications offers solutions that support the digital delivery, automation, and management of audio, video, and data. It offers radio and television products, systems, and services for broadcasters. Harris has an integrated, high-performance technology solution that makes video production, transmission and distribution providers do it more easily, reliably and profitably.  The company was founded in 1922 and is based in Englewood, Colorado.

In February 2013, Harris Broadcast was purchased from Harris Corporation (NYSE: HRS) by Gores Group, a leading global private equity firm headquartered in Los Angeles.  Gores Group, LLC specializes in acquiring and partnering with businesses that can benefit from their operating experience and flexible capital base.  Gores Group has become a leading investor, having demonstrated a reliable track record of creating value in its portfolio companies alongside management.

Products, Platform & Technology

Media delivery isn’t a one-size-fits-all kind of business.  Neither is Harris Broadcast.  Flexible and future-ready, Harris solutions allow customers the ability to quickly add revenue-generating services today, and affordably move to wherever those customers are headed in the future.  To achieve this, Harris Broadcast has a rich intellectual property portfolio of 241 patents held, with more than 150 patents pending.

Harris is divided into three divisions.

Media Management Solutions

MMS products and services manage digital media workflow, including sales, traffic, billing, scheduling, video asset management, and play-out automation.

Transmission Systems

This division develops hardware, firmware, and software for over-the-air TV and radio station broadcasting

Workflow, Infrastructure & Networking

The WIN division develops products and services that include routing, master control, networking, test and measurement, multi-image processing, graphics, news editing and servers.

The Position

Detail of Responsibilities

The VP Engineering will carry primary responsibilities for the following:

• Manage multiple complex projects with an emphasis on providing quality products on schedule, at or below budget, and achieving stated financial objectives.
• Oversee the design, development, testing, and documentation of all products and solutions to meet product line requirements and product development roadmap strategy.
  • Serve as primary visionary for the development and deployment of hardware and software solutions that are secure, scalable, extensible and maintainable.
  • Lead research efforts for new architectural innovations, frameworks, and techniques with close collaboration with Product Management to optimally support and align with Harris Broadcast’s sales & marketing efforts.
  • Identify, evaluate and select new and emerging technologies that can be assimilated within the company and significantly improve competitiveness.
  • Author white papers, analysis of recent technology; contribute articles and presentations which position the company as a technology leader in the space. Present papers and support company speaking opportunities at tradeshows, customer events and other external facing events.
  • Drive technology for global execution of product, platform and customer solution initiatives.
  • Develop and manage a multi-year technology roadmap, working with the business leader to link market opportunities and industry trends to specific development efforts.
• Manage multiple complex projects with an emphasis on providing quality products on schedule, at or below budget, and achieving stated financial objectives.
• Manage, evaluate, assist in developing, and implementing technical processes, disciplines, policies, and procedures in support of established product and business strategies.
• Responsible for identifying and interpreting trends in technology. Participate in business planning and communicate technical knowledge and vision of both current and future technology related to company’s competitive position.
• Responsible for the development and implementation of engineering activities to create new and improved products and solutions.
• Mentor technical management and staff to ensure continual professional growth and improvement and ensure that technical development resources support the technology vision of the company.
• Monitor industry market trends and competitors and providing intelligence on the competitive landscape and key trends occurring in the industry.
• Know and identify all internal and external technology and resources to leverage and maximize product development capabilities.
• Collaborate with Product Management/Marketing, sales and other functional areas to ensure alignment.
• Develop, track, report, and manage R&D Metrics. Develop R&D Productivity measurement strategy to optimize cost per employee and determine best locale for R&D projects, e.g. North America or lower cost geography.
• Lead Quality efforts, including Companywide QA/Test strategy.  Lead Interoperability initiatives.
• Drive productivity improvements via:
  • IP sharing and reutilization
  • Eliminating redundancies and developing Centers of Excellence
  • Moving to lower cost geographies
• Support sales pursuits via customer engagement, proof-of-concept solution demonstrations.
• Align organization to support Service via escalation methodologies.

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BOSTON, MA, April 10, 2013– BSG Team Ventures (BSG) announced today the appointment of Susan Hawkins as Vice President. Susan brings twenty years of experience working with boards, CEOs, and private equity leaders in identifying, assessing, and recruiting executives. She has deep experience and a proven track record of recruiting C-Level executives across a broad spectrum of industry sectors and company stages, with a specialty in private equity, Fortune 1000 technology, and venture-backed start-ups.

Prior to joining BSG Team Ventures, Susan spent six years as Director of Recruiting for Sun Capital Partners and their portfolio companies across North America and Europe. In that role, Susan led over 100 board level searches, with a focus on portfolio company CFO roles. These mandates encompassed a number of different industry verticals, notably, manufacturing and consumer. In her last year there, Susan successfully recruited both CFOs and CEOs across a broad range of Sun’s eighty portfolio companies.

A PricewaterhouseCoopers alum, Susan’s background also includes retained executive search experience and human resources roles in information technology and cleantech. Susan has a BA in Economics from Lakehead University in Thunder Bay, Ontario and a Masters of Science from Nova Southeastern’s School of Psychological Studies in Fort Lauderdale, FL.

A Canadian native from Montreal, Susan is bilingual in English and French. In her spare time, she enjoys biking, tennis, and exploring the outdoors with her husband, Uri from their home base in the Boston area.

BSG Team Ventures Managing Director, Clark Waterfall, expressed excitement over Susan’s joining the firm, emphasizing that “BSG, over the last several years, has developed a strong track record of search execution across private equity-backed portfolio companies in the education and technology sectors. Susan’s addition brings both a deeper functional expertise in CFO recruitment, as well as a broader industry specialization of including sectors important to private equity, such as manufacturing and consumer.”

“I’m excited to be joining BSG,” Susan adds.  “Their boutique orientation and depth of experience combine to create the best possible outcome for the customer, in terms of delivery and results.” 

BOSTON, MA, April 10, 2013– BSG Team Ventures (BSG) today announced the appointment of Susan Hawkins as Vice President. Susan brings twenty years of experience working with boards, CEOs and private equity leaders in identifying, assessing and recruiting executives.  She has deep experience and a proven track record of recruiting C Level executives across a broad spectrum of industry sectors and company stages, with a specialty in private equity, Fortune 1000 technology, and venture-backed start-ups.

Prior to joining BSG Team Ventures, Susan spent six years as Director of Recruiting for Sun Capital and their portfolio companies across North America and Europe.  In this role, Susan led over 100 board level searches, with a focus on portfolio company CFO roles.  These mandates  encompassed a number of different industry verticals, notably manufacturing, consumer and retail. In her last year there, Susan successfully recruited more than 22 executives for Sun’s 35-plus portfolio companies in both the CFO and CEO functions.

A PwC alum, Susan’s background also includes retained executive search experience and human resources roles in information technology and cleantech.  Susan has a BA in Economics from Lakehead University in Thunder Bay, Ontario  and a Masters of Science  from Nova Southeastern’s School of Psychological Studies in Fort Lauderdale, FL.

A Canadian native from Montreal, Susan is bilingual in English and French.  In her spare time. she enjoys biking, tennis and exploring the outdoors with her husband Uri from their home base in the Boston area.

BSG Team Ventures Managing Director Clark Waterfall expressed excitement over Susan’s joining the firm, emphasizing that “BSG over the last several years has developed a strong track record of search execution across private equity-backed portfolio companies in the education and technology sectors.  Susan’s addition brings both a deeper functional expertise in CFO recruitment, as well as a broader industry specialization to include sectors important to private equity such as retail, manufacturing and consumer.”

POSITION OVERVIEW

Working from the company’s headquarters in Hunt Valley MD, just north of Baltimore, and reporting to the CEO, the Chief Learning Officer will lead the development and production of K-12 online curriculum, including core, elective, and enrichment courses, and will direct academic efficacy testing, analysis, reporting, improvement, teacher training, and sales support for these courses.  An important aspect of this role is its inclusion of the company’s special education curriculum.

THE COMPANY

Calvert Education Services began providing courses for home study in 1906 and has long had a reputation for high-quality curriculum development and support. In addition to its core home schooling products serving the pre-K through 8th grade market, CES offers distance learning programs to public, private and international schools. Through its joint venture with the Jemicy School, CES offers Verticy Learning, a complete curriculum for students who may have language based learning difficulties such as dyslexia, or who struggle to read for a variety of other reasons.

Calvert educates students in all 50 states and in over 60 countries, using a time-tested, accredited curriculum aligned to national standards and correlated to state standards. A pioneer in distance learning – in the late 1800s a student in Africa explained her lessons were late because the roaring of lions had distracted her – Calvert Education continually updates, refines, expands, and improves its curriculum based on the latest research and results.

The Calvert Curriculum provides—

•  A balance of subject matter that includes cultural literacy
•  Integration and application across content areas
•  Content mastery with balance of new and review
•  Strong foundation of basic skills and application of higher-order thinking
•  Oral and written expression
•  Clear expectations for highest quality
•  Development of character, curiosity and commitment
•  Specialized curriculum for students with dyslexia or other LLDs

A key strategic emphasis at Calvert is on providing everything a district school needs to run its own virtual school within a school (except for teachers and special education services).

Programs

→  The Calvert Homeschool Curriculum is the fundamental platform that supports homeschooling and serves as the educational foundation of Calvert Education. For over one hundred years, Calvert has helped families guide their children toward excellence and achievement through an integrated, classical homeschool curriculum developed by the company’s expert Curriculum staff and proven in class use.

The Calvert Pre-Kindergarten through Eighth Grade homeschool curriculum is built on a rich foundation of reading, writing, and arithmetic. That foundation is then layered with history, science, music, geography, and the arts to ensure no gaps in instruction.

Homeschool Curriculum Development Specialists, all former classroom teachers, work on behalf of parents to find the finest curriculum material for children. They research textbook offerings from major educational publishers to find material that is most effective for homeschooling parents. If they do not find material that meets the company’s high standards, they develop their own.

Each course combines the best classroom-tested materials, teacher-created Lesson Manuals, and proven educational methodologies all in one complete, meticulously planned curriculum that guides users through each day of homeschooling with easy-to-use lesson plans.

→  The Calvert Virtual Academy (CVA), a dynamic program for Sixth through Eighth Grades, uses the latest instructional tools to provide an online environment that prepares students for high school. This program offers flexibility and many tiers of instructional support. The child can work at his or her own pace accommodating both the family’s schedule and the child’s learning style.

Students’ academic success is achieved through unparalleled support and a diversity of online resources. In the Calvert Virtual Academy, children receive the dedicated support and oversight of the Homeroom Teacher and Online Instructors, who each remain with the child all year long. They assist parents and students by reviewing checkpoints, assessment grades, and overall pacing.

→  For children who are dyslexic or who struggle with reading, writing or spelling, Verticy Learning is the solution. Verticy offers a comprehensive academic program in the home or classroom designed for struggling readers.

Verticy has two educational options: The first is a complete homeschool curriculum that includes all subjects. Don’t need a full curriculum? Verticy also offers intervention programs (supplemental curriculum) for reading, writing or math. Verticy improves academic confidence in children and rekindles a love of learning.

Calvert’s curriculum is based on both national and state’s standards, to better align with in-school programs.

Calvert Education Services is accredited by the Middle States Association Commission on Elementary and Secondary School.

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POSITION OVERVIEW

Reporting directly to the Board of Directors, this Managing Director will run day to day operations of the College Measures JV. He or she will work closely with founder Mark Schneider to provide overall strategic direction for the company, including creating and implementing a business plan for exploiting various markets for the company’s premier research, data management, and consulting services, including government, institutional, and consumer markets.

Important considerations—

•  This Managing Director will report to the board comprising AIR and Matrix representatives. He or she will be working closely with Mark Schneider, the founder and President of the joint venture. Mark splits his time between his position at College Measures and his retained position as Senior Vice President at AIR. In addition to his vision and ideas for the future direction of the College Measures product suite, Mark has extensive connections to states and other public markets. The working relationship between Mark and the MD will be a critical factor in this appointment, and the board of College Measures is looking for the MD to complement and enhance the strengths of Mark by assuming day to day leadership of the business.
•  The position requires an entrepreneur—someone who is not looking to others for guidance but can build a business plan that takes College Measures from $1M to $20M and more. This is a prototypic builder/leader role.
Growth of the company will depend on leveraging the data that College Measures has generated or collated about public colleges. This is a Bloomberg/Zillow model—they are not in the business of generating data but in curating and displaying it for a variety of audiences, including states and agencies, vendors to colleges and universities, the colleges and universities themselves, and consumers (parents and students). The investor also sees a substantial revenue stream in providing wider advisory services to the higher education market, based on the company’s data and software platform.
•  Most likely, the individual hired will know the higher education market well. This might or might not come from having worked for a research and/or consulting firm. Brilliant thinking outweighs specific industry knowledge.
AIR brings research expertise; Matrix Knowledge brings its software platform and consulting expertise to the JV.
•  THERE ARE NO STAFF AT PRESENT – all support is provided by either Matrix or AIR. How quickly the company grows depends on how successful Mark and the MD are at (1) adding additional states to their list of customers and (2) leveraging these relationships and research data to sell to new markets.
•  The position can be based anywhere on the East Cast or in Chicago. The MD will need to be in DC for a few days weekly, however, for some period of time.
Compensation will be heavily weighted equity and bonus. This is not a salary-heavy role. Candidates who for very real reasons are not in a position to trade salary for equity and (attractive) bonus will probably not be satisfied.

ABOUT COLLEGE MEASURES

College Measures is a for-profit joint venture between the American Institutes for Research, one of the pre-eminent educational research organizations in the U.S., and TMKG Ltd (“Matrix”) a private equity-backed, U.K. based global software and advisory business focused on the health, education and justice sectors. This joint venture was created out of a pressing need to informing basis of the enormous human and financial capital investments made in higher education in the United States. At the core of the founding vision is the belief that important underlying data is underexposed and underutilized by students, parents, policymakers, and even by institutions themselves.

The founder and visionary behind the business is Mark Schneider, former U.S. Commissioner of Education Statistics in the US Department of Education.

JV Rationale

Troubling Outcomes

Far too many students enroll in college but never complete their education. On average, less than 60% of students seeking four-year bachelor degrees graduate within six years. Graduation rates for black and Hispanic students are far lower. Among students seeking associate degrees at community colleges, less than one-fourth earn these degrees within three years – with only about 14% of black students and 18% of Hispanic students doing so.

The human side of this failure is significant. The student who drops out after a year or two of college will benefit only slightly – at least economically – from having attended college but not having earned a degree. They will earn, on average, only 5% to 10% more than peers who never attended college. Many of these students will take on thousands of dollars of student loan debt which will be a significant financial burden for years to come. In addition to these personal costs, taxpayers spend billions of dollars each year subsidizing the education of students who fail to graduate and who, too often, don’t even make it through their first year of college.

Performance Measurement and Management

Stakeholders in the US higher education system – from students to administrators to legislators to employers – need to be able to accurately measure performance, understand what that performance means to them, and act upon the information presented. However, measuring and managing performance for colleges is not straight-forward. Important questions have to be addressed. What are the appropriate measures of performance? What data exist to support those measures? For any particular college, what are appropriate performance targets? Who should be held accountable for achieving those targets, by whom, and how?

Out of the Warehouse, into the Storefront

Hundreds of millions of dollars have been spent creating data warehouses that contain the information needed to assess the performance of our higher education system. These warehouses exist at the school, state and national levels, and hold a powerful amount of information that needs to be presented in ways that are compelling to users. The goal of College Measures is to move the information out of these data warehouses and into “data storefronts” in which performance metrics will be placed into the public square, allowing students, their families, and policy makers to get much better measures of the rate of return on their investment in higher education programs and institutions.

Company Mission

The mission of College Measures is to inform and improve the decision making process for students, parents, and policy makers. This is being achieved through the sale of software products and consultancy services that link together the economic benefits (including actual and projected earnings) and costs of higher education down to the major field and college level. College Measures provides stakeholders with tools they can use to analyze the performance of their college or system, and serves as the basis for productive discussions about outcomes relative to the dollars being spent to achieve those outcomes.

The business has achieved significant early traction and has rolled out its Economic Success Metrics Tool in a number of states, including Tennessee, Virginia and Arkansas. This tool will be rolled out in Texas, Colorado and Nevada in the new year. This tool, which for the first time makes available, in a usable form, detailed earnings data at the major field of study and campus level has created significant interest across the US and a number of significant sell-on and partnership opportunities. There is also a pipeline of future products include a Return on Investment calculator.

The business model of the company is evolving but at its heart is built around leveraging software and substantive expertise within the field of educational earnings and performance data. To date the business has been managed by staff on secondment from its two shareholders, both of which also provide significant logistical support. With the fundamentals of the business model now largely proven the board has decided to appoint a managing director to take ownership of day-to-day management of the business. This is a very hands-on business development led role. A significant proportion of the ultimate remuneration, which will include equity participation, will be results driven. It must be stressed that College Measures is an early stage business and the successful candidate must be comfortable with, and motivated by, such an environment.

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POSITION OVERVIEW

Reporting to the CEO, the new CFO will be responsible for managing all finance, accounting and reporting functions for this industry leader in training for the aviation industry.

He or she will (1) work closely with the CEO and others to gather and leverage financial and other data to make critical decisions around programs, enrollment, expansion,  financial aid, technology,  partnerships, and other aspects of the school’s operations; (2) provide leadership and coordination of all company financial practices, including accounting, budgeting, financial reports, taxes, and audit functions; (3) assure compliance with all regulatory agencies, including working with outside auditors in preparation of annual financial and compliance audits; and (4) work with the VP of Administration and head of Financial Aid to oversee financial aid programs and all associated transfers of funds between the company and the federal government’s Title IV and other programs.

THE COMPANY

Spartan College of Aeronautics and Technology is a for-profit postsecondary education institution that provides certificates, associate degrees and bachelor degrees in Aviation Maintenance Technology (“AMT”), Avionics, Professional Pilot Training and Quality Control / Non-destructive Testing (“QC” and “NDT”).  The Company also has contracts in place with the United States Air Force and private companies to provide aviation technician and pilot training.  Spartan is located in Tulsa, Oklahoma where its campus footprint spans 247,000 square feet of physical space.

Spartan is accredited by Accrediting Commission of Career Schools and Colleges (“ACCSC”) and is eligible for Title IV funding. The Company was founded in 1929, has graduated 90,000 aviation technicians and pilots, is the oldest school of its kind in the country and is one of the best recognized brands in the sector known for its quality of instruction and positive outcomes for its students.

The mission of Spartan College of Aeronautics and Technology is to provide a supportive educational environment for students to actively participate in learning and to provide quality career-oriented higher education programs to a diverse student population.

Key differentiated aspects of the institution include:

• Strong Student Value Proposition: Best in class student outcomes
• Academic Rigor: Employer recognized unique, rigorous and hands-on programs.
• Unique Non-Destructive Testing Program: Despite rapid growth of the NDT industry, Spartan is the largest and one of the only postsecondary institutions offering training for non-destructive technicians
• Outstanding Regulatory Compliance: Spartan has maintained strong regulatory compliance historically and is well positioned in light of recent changes in regulation
• Strong Brand and Large Alumni Base: Longest running aviation program in the U.S. with over 90,000 alumni

Spartan provides hands-on training in aviation maintenance, avionics, nondestructive testing and quality control. Students can graduate from Spartan’s programs in anywhere from 12 to 23 months with high-demand skills. They also gain the professional training and credentials necessary to work in some of the most exciting industries and in many parts of the world.

History

More than 80 years ago, Spartan College of Aeronautics and Technology began as a place for individuals to learn how to take their passion for aviation and turn it into a career they loved. Founder W.G. Skelly was convinced that air transportation would come of age and bring with it a need for skilled aircraft technicians and pilots. He was right, and as a result, the Spartan aviation school, with its learn-by-doing teaching philosophy, quickly became a leader in aviation education, standing out from other aviation schools and programs.

The school motto, “Knowledge and Skill Overcome Superstition and Luck,” is exemplified by the Spartan Black Cat and the number 13. This insignia dates back to 1929 and the beginning of the Dawn Patrol. The Dawn Patrol name came about as a result of Spartan flight schedules that began at the crack of dawn. It was during these early morning flights that members of the aviation programs performed precision formation flying. Students knew that relying on superstition and luck was not an option and that the skill and knowledge gained at Spartan was paramount to their success.

Not only do Spartan College of Aeronautics graduates have the skills and knowledge necessary to pursue a career in their chosen field of study, they have a respected worldwide reputation, a rich history that has helped shape the field of aviation and the success of thousands of its aviation school alumni who came before them. As the torch is passed on, it is the alumni of the school’s aeronautical school who can continue to influence the aviation industry and aviation colleges and help contribute to the success of Spartan’s future graduates. There is only one Spartan and its history truly lives on in the success of its alumni.

Programs

Spartan offers programs at its Tulsa campus in the following areas—

• Aviation Maintenance
• Avionics Technology
• Nondestructive Testing / Quality Control
• Aviation Management Technology
• Pilot Training
• Continuing Education

Spartan also offers select Associate Degree courses on-line.

Completion and Placement Rates

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Our client is a leading innovator of data center infrastructure  management software for large enterprises, government agencies, and managed service providers. Their  solutions provide visibility, intelligence, analytics and automation to help CIOs manage and optimize up-time within and across data centers.

The Position

Highlights of the new CEO’s track record and experience will include the following:

• Strong commercialization stage leadership experience, with a focus on establishment of both direct and channel sales distribution and post-sales service support

• Experience with oversight of manufacturing “whole solution” electromechanical systems

• Executive team-building, with particular emphasis on the sales, marketing & business development side

• Corporate Development expertise in developing key strategic partnerships across the targeted Harvest customer ecosystem

• Success taking new products “cross-chasm” into new markets

• Experience taking companies from pre-revenue to $50M+

• Experience with global expansion, customer identification and development

• Equity capital-raising

Ideal Candidate Profile

The following diagram illustrates the intersection of competencies critical in the Chief Executive Officer position:

About the Company

Approximately thirty-five million Americans are covered by a flexible spending account (FSA) and each year, our client estimates that consumers collectively forfeit over $400 million back to employers because they don’t deplete their flexible spending accounts (FSAs).  The client operates an online shopping website for FSAs which are employer-based programs that allow consumers to set aside tax-free dollars to purchase medical products and services – from band-aids to smoking cessation programs and tens of thousands of products and services in between.

Our client is the only one-stop-shop stocked exclusively with FSA-eligible products and services so there are no guessing games as to what is and is not reimbursable, a dilemma consumers face every time they walk into a drugstore. In addition to more than four thousand FSA-eligible products, the site offers a national provider database of FSA-eligible services and an FSA Learning Center. The biggest challenge to the consumer in capitalizing on the tax benefits of the FSA is sorting through the arcane rules of what is eligible and what is not.  Given how difficult this can be for the consumer to do, many FSA account balances simply languish until year’s end, and then revert back to the employer.

The company was founded on the idea that it should be easy and convenient for a consumer to use their FSA and recently launched site enhancements, even in the face of recent eligibility changes, which require consumers to obtain a physician’s prescription for many products in order to be reimbursed by their FSA.

The Company has unequalled expertise in flexible spending account eligible products & services. FSA’s offerings include the following:

PRODUCTS: Baby care products, cold and allergy, diabetes care, digestive health, elastics/athletic treatments, eye/ear care, family planning, feminine care, first aid, foot care, home health care, oral care, pain relief products, skin care, smoking deterrents, and vitamins/dietary supplements.

SERVICES: The Company also provides services in the areas of primary care, cancer, heart health, radiology, mental and behavioral health, surgery, pathology, orthopedics and sports medicine, and women’s health services, as well as ear, nose, and throat.

The company was founded in 2010 and is based in New York, New York.

About the Position

Reporting directly to the Founder & President, the Chief Revenue Officer will play a senior leadership role overseeing all revenue generation for the company, holding leadership responsibility for a team of three to seven (plus), covering both online and offline marketing, merchandising, business development, and partner sales.

Responsible for the overall topline, the CRO will recommend appropriate strategies, tactics, and operational initiatives to continuously build measure and enhance revenue opportunities for the Company. The CRO will provide vision and leadership for each of the three major revenue legs— online acquisition, offline channel partnerships, and marketing/public relations initiatives–  specifically driving the Company’s consumer brand awareness and ubiquity.

This role will also work closely with Operations to close, onboard, and drive partner program effectiveness.  The CRO will also work in concert with Engineering to optimize UI, UX, merchandising, and retention.

Reporting directly to the President, the Chief Revenue Officer shall:

•  Successfully lead and manage a sales and e-commerce team of three to seven staff
•  Be responsible for hiring, training, measuring, and motivating the team
•  Building new and expanding existing partnerships with third-party administrators and other channel partners to drive program adoption and execution
•  Drive online marketing excellence in search engine optimization, search engine marketing, affiliate marketing, online social awareness (e.g., Twitter, blogs, Facebook) with single-minded goal of revenue growth and optimization
•  Travel when needed to meet key partners and partner prospects to establish, develop, and maintain those relationships, including the management, expansion, and renewal of multi-year partner contracts
•  Manage short- and long-term staff planning, recruitment, performance management, work assignments, training, mentoring, career development, and recognition or disciplinary actions
•  Set up processes for project team selection, resource loading, KPIs, etc.
•  Own and drive overall budgeting, forecasting, and performance measurement against goals
•  Be responsible for business planning and proposals, operating budgets, and financial terms/ conditions of contracts for all revenue channel partners.

The successful candidate must also have the ability and experience to lead a multi-disciplined organization.

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