Conversation with Massimo Rubini, VP of School Education

Massimo Rubini is Vice President of Sales and Marketing at Schoolwide, Inc., a leading education management company based in Huntington Station, NY, with a mission to bring about positive and sustainable change in learning and literacy and improve skills reading and writing of students. and learning by expanding the tools that teachers can use to teach effectively.

Massimo Roubini attended the College of Mercy, where he received a BA in International Business and Finance and an MA in Education from the University of Bridgeport.

After seven years of teaching, including five years as an adjunct professor at Westchester Community College, Massimo Rubini joined Pearson, a global learning company specializing in virtual learning, English language learning, higher education, staff skills, assessment and qualifications.

At Pearson, Roubini became Purchasing Editor, where he was responsible for the design, commissioning and contracting of new books, as well as revising existing titles based on market analysis and an assessment of publishing needs. Roubini was responsible for successfully managing the $ 12 million publishing revenue stream and helped the company maximize revenue and profitability through strategic P&L management.

In 2014, Roubini left Pearson to join Houghton Mifflin Harcourt as Northeast Sales Director. In 2019, Roubini was named VP of Sales and Area Manager where he was responsible for developing and implementing strategic sales plans for the HMH product verticals (Core, Complementary, Intervention, Services), including market penetration, market expansion and current retention. clients. Roubini led a 20-person sales team to success, generating $ 80 million in sales funnel and $ 42 million in sales revenue.

Massimo Roubini joins Schoolwide, Inc. in 2021 and looks forward to helping the company exceed revenue targets and achieve continued market growth and operational efficiencies. With experience in quota development, pipeline management, gap strategy development, forecasting, sales resource planning and budgeting to meet the company’s financial goals, Roubini is thrilled to realize this new professional opportunity and help Schoolwide realize its mission.

We recently had the opportunity to speak with Massimo Rubini and learn a little more about his personal and professional journey.

how did you get started?

After completing my Master’s Degree in Education, I taught in elementary classes for two years and then made the decision to transfer my studies to the world of English language learning for adults. The reason to become a teacher was to support positive change in education, and at that moment I couldn’t think of a better place than the world of English as a second language to make the greatest impact.

Along the way, the college I taught at suggested that I add business credit courses to my faculty portfolio. After all, I had a bachelor’s degree in international business and finance, so why not take advantage of this promising opportunity.

After seven years of successfully teaching thousands of students, I finally yielded to Pearson’s recruiting efforts and joined first their team of educational consultants, and two years later, the recruiting team.

Educational Resource Consulting has been my window into the true reality of primary and secondary education. My early years in class did not prepare me for the challenges faced by urban education, and how different it was from suburban and rural education. So this was another opportunity to expand your contribution to improving the education of young students.

As the new purchasing editor, I was tasked with assessing market needs and wants, anticipating educational trends, tracking funding flows and new potential allocations, and channeling all of this into a pedagogical proposal that would increase the company’s bottom line while closing educational gaps.

This position allowed me to delve deeper into the needs and concerns of classroom teachers and administrators and to propose solutions that would help address equity and academic gaps.

Long before the concept of Culturally Responsive teaching materials ranked among the top three billboards for educational reform, I was acutely aware of the importance of recognizing individual cultural values ​​and their critical importance of incorporating these values ​​into teaching materials and practice.

I have managed to come up with and create over four new episodes and have contributed to the revision of many others. After a long and fruitful seven years of working with Pearson, Houghton, Mifflin Harcourt has become my new professional home. Over the next six years, I successfully managed sales for their curriculum, additional materials, interventions and evaluations, first as Field Sales Manager, then as Director of Sales, and eventually as Vice President, North East Region. … Finally, at the end of 2020, I left my post at HMH and focused on advisory and consulting work, especially for companies looking to expand their presence in the US K-12 education market.

What inspired you to get involved in management consulting?

My inspiration to engage in educational sales and consulting came early in my teaching career when I realized the widespread lack of resources available to primary school students. At that moment, I realized that I could become an even greater multiplicative force if I provided these students with valuable resources.

How did you get your first client / customer?

I grew up in a vibrant Italian urban area. Street football was a daily activity for every kid in my area. We played in an abandoned lot with a tiered hold area, and often the balls got lost, usually ending our game, unless, of course, we could not raise money to run to the local corner store to buy a new ball. Once I climbed onto the terrace and pulled out about a dozen soccer balls. I sold them all to the local kids for half the price of a new ball and with the proceeds started my very first business, a soccer ball stand.

What marketing strategy (other than referrals) are you using really well for starting a new business?

Selling relationships. Educational selling is, in many ways, a marketplace with a strong focus on key areas (also known as lighthouse areas). By penetrating these areas and establishing a strong presence through pilot study / performance implementation or a guided focus group, a company can build a user base that can be used in its expansion strategies.

What’s the biggest decision you’ve had to make in the past few months?

The most difficult decision I have recently had to make is choosing which promising company to work with and stimulating their expansion. This is a new and growing area, and there are many promising organizations and start-ups that are ready to provide exactly what the market needs at the moment.

What is the biggest problem you are facing right now?

Design and provide a learning ecosystem that is culturally responsive and pedagogically viable. Incomplete and / or interrupted education worries young students more than ever. Technology infrastructure, access, and sustainability strategy will drive the recovery rate of the current generation of students.

What do you think makes you successful?

Empathy, problem-solving skills, and a strong desire to get the best out of people.

What was your most enjoyable moment in business?

I think the most rewarding moment in business is watching my strategies and coaching turn the underperforming participants into the most valuable players.

What book do you recommend everyone read and why?

Make Your Bed: Little Things That Could Change Your Life … and Possibly the World of Admiral William H. McRaven. Easy to read, it talks about the importance of resilience and perseverance in life and business. These are the qualities that truly form the foundation of a successful and balanced life.

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