Mary J. Email & Phone Number

Denver, Co, Us

Denver, Colorado, United States

Led both the Market Development and Inside Sales teams. Developed processes and best practices related to sales, marketing, and strategic initiatives leading to sales-qualified leads for both Inside Sales and other zyBooks sales units. In 2019, Requested small, non-target, non-revenue accounts be added to Market Development as a tertiary focus. In three years, total revenue grew $800,000+. Due to this success, Inside Sales was established on my team in 2022 to further grow these accounts.FA19/SP20 - $234,789.00FA20/SP21 - $342,126.52FA21/SP22 - $409,401.10FA22/SP23 - $565,018.09FA23/SP24 - $990,440.55Created a strategic restructuring of Inside Sales accounts in Spring 2022, which has led to hundreds of new courses being added to the zyBooks platform in the last two years and substantial YOY growth.Inside Sales is consistently in the top three for new business across all reps. These accounts have an average class size of 10 students, meaning Inside Sales has to close close to 5X courses to equal what a rep in territory with Tier 1 and 2 schools needs to close.Created detailed webinar outreach and follow-up process, which increased webinar attendance by 50%.Worked with editorial and marketing teams to launch new products, including market seeding, post-webinar data compilation, and targeted research, as well as creative and analytical brainstorming.Collaborated with Marketing to provide talking points and tools to Market Development Associates to generate marketing qualified leads through webinars and phone calls. Used Salesforce and other tools, identify gaps in market research and data mine to better understand how our products fit the market.

Greater Minneapolis-St. Paul Area

• Develop new business opportunities for field reps and SaaS product specialists by monitoring 25+ daily newsfeeds and alerts to identify prospects; qualifying leads by calling on wide range of prospects, including C-suite, analysts, corporate development, and IT; setting meetings for both reps and product specialists; and coordinating targeted events. Work with both reps and product specialists to develop and implement strategic sales and marketing plans to increase market share.• Work with marketing, sales operations, and other internal business units to maximize Salesforce.com integration and help identify best practices for business development team, field reps, and product specialists via dynamic gap analysis document. Direct interaction with Salesforce.com account executives.• Served as advocate and liaison between the business development team and other related units, performing training and cascading internal updates to the team. Was the business development lead on several special projects, including: DemandGen lead funnel integration, Salesforce.com best practices (especially reporting and email campaigns), Cirrus Insight integration, and ZoomInfo integration.

Greater Minneapolis-St. Paul Area

• Uncovered over $5 million in new leads in two years. • 2015 sales had a YOY increase of over 200%. • 2016 sales increased another 50% percent. • 2017 sales were on track to see a YOY increase of at least 30%.Building market position by researching, developing, and defining new sales opportunities in the two-year and four-year post-secondary science market. Identifying prospects, qualifying leads, and responding to internal and external inquiries related to existing sales opportunities. Closing sales opportunities in markets not served by sales representative. Performing ongoing analysis of Salesforce data to track sales volume, potential sales, and targets to maximize nationwide market penetration. Developing and implementing strategic sales plans to meet and exceed corporate goals. Accurately adding and tracking all required information in Salesforce. Driving data cleanliness, including validating, deduplicating, merging, and updating on several levels including Account, Contact, and Opportunity. Responsible for handling Salesforce support requests from sales team.Monitoring competitor activities and other developments within the industry as necessary to recommend an effective long term growth strategy. Serving as an effective liaison between the sales department and other related units, performing training and cascading internal updates to the sales team.

Eagan, Mn

Scored the New Jersey Alternate Proficiency Assessment (APA), a portfolio assessment designed to measure progress toward achieving state educational standards for those students with severe disabilities who are unable to participate in traditional testing. Worked with the Inclusive Large Scale Standards and Assessment group (ILSSA) and content specialists from the NJ DOE to ensure portfolio evidence met the required standards. Wrote feedback for the test administrators to use the following year and assisted co-workers with understanding and applying the standards used to score the tests.

Eagan, Mn

• Hit 100% of goal 14 out of 19 months.• Increased year-over-year territory sales nearly 50% from 2012 to 2013Sold print and digital legal reference materials to C-level decision makers at corporations, non-profits, associations, accounting firms, and other business entities. Responsible for researching organizational structures in an effort to maintain and grow new business in the Midwest.

Burnsville, Mn

Spearheaded partnerships with non-profits and corporations that added over $400,000 in new revenue for the company.Strategically aligned sales territories to improve collaboration and team engagement between home office and outside K-12 sales reps. Worked with marketing and varied sales channels to optimize opportunities for outside sales reps by tracking federal, national, and independent funding sources. Developed protocols to develop, track, and close opportunities.Collaborated with national level library, media, and education experts to create strategic plans to meet evolving challenges in the industry. Designed and implemented a literacy advisory council to anticipate and proactively move with changes in the marketplace. Worked with marketing and classroom solutions to develop a sustainable model for summer reading programs.

Contracted sales and marketing consultant for higher education publishers to help market and launch new print and digital editions of textbooks to the post-secondary market.Position required cold calling to qualify and promote educational SaaS via remote demos. Strong business development skills through research and data collection for under-performing segments, so a stronger sales pipeline could be built for new or recompiled products.

Lakeville, Mn

West Coast English and Education Sales Specialist for individual choice adoptions. Worked to uncover opportunities, develop new business, and secure sales. Devised sampling campaigns for low-priority titles to maximize profit beyond A-list titles.