Dear RTF Fellow Members,
Paula Sweeley asked me on a
few occasions to share with the group a time-line that outlined my experience in transitioning from 30 years in public education to a nearly 15
year “second career” in Educational Textbook/Media Publishing. At first I
didn’t think people would really be interested; after all, everyone in the
group has already retired and not about to embark on a second career. However,
after discussing it with a few members of the group they felt people would be
interested so I decided to move forward with Paula’s original request. Going
through some very difficult times while on medical leave during the 1998-99
school year, I decided to put into place a serious and strategic job search
that would entail a major career change.
My education experience included teaching
business courses at the former AWHS (later FHS) which subsequently led to
my appointment of Business Dept.
Coordinator and then served as the district’s Director of Adult/Continuing and
Vocational Education with offices at the former Osborn Hill Administration Center.
I also served as an Adjunct Assistant Prof. at Sacred Heart University and
later at Hillsborough Community College, Tampa, FL where I taught courses in
office administration and accounting. My
education credentials included a B.S. Cum Laude, Business Education, University
of Bridgeport; MA, Psychological Testing (School Psychology), Fairfield University;
6th Year Diploma in Administration/Supervision, SCSU; and 30
additional credits beyond the 6th Year at UCONN and SCSU which
include the completion of the state certification credential in School Guidance
and Counseling. I also obtained credentials to teach ESOL, high school/GED and
alternative Adult High School Diploma Programs for adult learners. The major reason I listed these degrees,
certifications and credentials is because while they did mean something in
public education in terms of one’s salary level and position, they meant
absolutely nothing to hiring HR and Sales Managers in the publishing industry.
The ONLY credential that was required for an initial review was the BS Degree.
Also, my 30 years of educational experience had no effect on my initial salary
placement or position level. I was somewhat surprised when I soon realized that
my resume and credentials would be reviewed at the same level as an
inexperienced college graduate. Of course, I did have many advantages over the new
college graduate and for that matter even the highly experienced textbook sales
reps. and even managers that my years of school and administrative experience
had provided. Namely, I knew what teachers liked and didn’t like about various
instructional texts and materials and the criteria they used to compare and ultimately
select one set of instructional materials over another. This acquired knowledge was instrumental in
my eventual success in the industry.
I had no idea just how
difficult the transition from the public to the private sector would be. I
quickly learned how different the work environment, culture and attitudes were.
During several interviews, hiring managers told me about their hesitancy to
hire former teachers. Here are the reasons I was given: inflexibility,
inability to work as a team, rusty or non-existent technology skills, not
driven by revenue or profits, and usually not self-motivated. Of course, I
refuted these assumptions and was frustrated, discouraged and often resented
having to defend myself during these meetings. However, I was able to convince
a Pearson-Scott Foresman Director of Sales how my strong education (3 advanced
degrees), developed presentation skills along with my organizational and
leadership experiences had adequately equipped me to be able to drive sales and
increase revenue in the regional position that was currently available in the
NE. Following 4 interviews at both their regional and national corporate
offices along with a 60 minute “mock” product presentation I was offered the
position of NE Regional Literacy Specialist (Consultant) which encompassed 6 NE
states along with NY and NJ.
My duties were to pre-sell
and in-service their elementary basal readers along with the nationally
acclaimed Developmental Reading Assessment (DRA). My audience included
elementary teachers, reading specialists, and administrators at both the
building and district levels. I was on the road usually 4 days a week with one
“home office” day. Since I had no elementary
or reading teaching background the learning curve was intense! However, I did
receive phenomenal and supportive training from the authors, marketing teams as
well as my counterparts in the other 3 regions. I received a base salary
probably comparable to the “mid 6th year range” of Fairfield’s
teacher’s salary schedule. In addition, a bonus plan correlated to regional
sales was included which could be substantial and would significantly increase
the base salary. Also, a company car, home-office and presentation equipment
and an AMEX Corporate Card for business/travel and customer entertainment
expenses were also included. All travel reservations, etc., were handled by the
company’s travel dept. and I reported directly to the NE Regional Sales Manager
who was based in Boston. During my 5 years in this position my most memorable
and interesting assignment was when I was sent to train elementary staffs in
Saudi Arabia, Dubai, and the United Arab Emirates.
By 2003 I decided I wanted
more control over my calendar, time and earnings and I was also looking to move
into management. I also had a strong desire to move out of the cold NE to sunny
FL. By this time my wife had retired
from Trumbull HS where she had been a teacher and dept. head and had secured a
position (for her second career) as a Flight Attendant for Southwest Airlines,
based in Orlando, FL. I was also able to obtain a new position as a Sales
Specialist with a small start-up high school science and math publisher based
in Armonk, NY. My territory included FL an AL. I really sharpened my sales
skills while in this position and in early 2009 I was approached by an
independent recruiter to interview for a new regional sales management position
at Macmillan’s Higher Education, high school AP division. The position was SE
Regional Sales and Adoption Manager which included overseeing 6 southern
states, 7 sales reps within these states and 2 sales assistants housed in the
NY office. I endured 3 brutal interviews by 3 different committees all in
different geographic locations with the “finalist” interviews held at the NYC
corporate office on Madison Avenue. All 3 finalists were asked to develop a
“Marketing Plan” for the SE Region that if hired would be implemented. I had
one week to complete this task and I definitely was at an advantage having
taught a Marketing course to my Fairfield HS students for several years. Also,
as a culminating activity in the course, students were required to develop a
marketing plan. A major obstacle I was definitely aware of but tried not to let
it affect me was my “age”. I was aware that the other 2 finalists were in their
early to mid-30’s (I could be their dad’s). However, I was ultimately offered the position
and was definitely up for the challenge.
The entire landscape of how
instructional materials were developed, packaged and implemented for
instruction was changing drastically. Portals, electronic test banks,
interactive videos and activities and E-books were becoming the norm.
Competition between publishing companies is stiff and often cut throat. Job
security is nonexistent. There is no such thing as tenure or for that matter
any type of employment contract. You can be terminated at will. Everyone within
the entire organization; sales, marketing and editorial are expected to reach
and hopefully exceed their individual revenue yearly sales goals. Those who do
not meet this requirement for 2 consecutive or definitely 3 years will be
terminated. While compensation in this industry can be substantial, your
ability to reach and hopefully exceed goal defines and controls your destiny.
The year 2012 I will describe
by referring to the Charles Dickens classic, A Tale of Two Cities, “It
was the best of times, it was the worst of times”… In March of 2012 I suffered
early stages of congestive heart failure caused by a genetic defective aortic
valve. I underwent an emergency 10 hour operation at Shands Hospital at the
University of FL. I suffered several complications following the surgery including
sepsis (blood poisoning), MRSA and renal failure. I was in the ICU for 2 weeks
and hospitalized for a total of 21 days. My at home recuperation exceeded 4
months but I made a full and complete recovery and was eventually able to
return to work. During this same year my long term marriage ended in divorce
and I moved from my home in Orlando to a townhouse in Hollywood, FL. On the
upside the SE revenue numbers for 2012 came in at 49% over goal; a rare and
unusual accomplishment. These numbers exceeded the goal numbers reached in
every other division within the Macmillan organization including their trade
book and college division.
By the winter of 2012-2013
retirement began to look more and more attractive. I had now been working 44+
years. I was starting to dread the airport delays, hotel and restaurant food,
sleepless nights away from home, endless product committee presentations, a
full calendar of state, regional and
national conferences, monthly management
meetings in the NY office, text revision launches and the almost never ending
learning curve to stay current and up-to-date with product and media changes. I decided that April 8th, 2013, the
day after I would reach what was considered my normal social security
retirement year would be my last day.
I am truly enjoying my life
here in Hollywood, FL. I am only one mile from the beach, 4 miles from the FT
Lauderdale International Airport, and 6 miles from Miami. The area is vibrant,
fast paced and diverse but what I love the most is the almost continuous
sunshine and warm weather. I am also fortunate to have met a very special
person with whom I am sharing my life, feel physically great and am relatively
happy. A trip is planned to visit my younger son Todd and his fiancée in San
Juan Capistrano, CA where he has lived and worked for the past 5 years. While there I will be looking at the dessert
communities of Palm Springs, Dessert Springs, La Quinta and Rancho Mirage as a
possible future relocation but their proximity to the ocean is a major
drawback.
On several occasions I have
been asked if I preferred one work environment over the other and I would
always say that they both had their own distinct advantages and disadvantages.
You are all aware of the advantages and disadvantages encountered in your
teaching careers and I hope the information I shared gave you a better
understanding of the advantages and disadvantages of working in the private
sector. I feel fortunate that I had the opportunity to work in both arenas.
Having had what I considered a solid college business education along with
several years teaching business courses I always had a “hidden” desire to
actually try my hand at and hopefully succeed in the business world which I
ultimately did and I definitely have no regrets.
Regards,
Len Bennett
lenben47@gmail.com
(I'd love to hear from my old friends and colleagues.)