Mary Cox Email & Phone Number

Eugene, Or, Us

Western Oregon

Pacific Northwest

Pacific Northwest/N Cal

- Recruited, hired and lead on boarding of new salespersons.- Coached the sales organization on the effective use of Salesforce.com to manage customer relationships, execute on territory plans and ensure pipeline quality and accuracy. - Coached and trained on product knowledge, persuasive selling techniques, time management, project management, customer communications, industry knowledge, and partnering with operations. - Actively managed outside salespersons to promote prospecting, business development, quotation, and conversion; driving follow-up and customer service across the Pacific Northwest and Northern California area.- Collaborated with General Manager and the Regional Commercial Director to ensure all critical sales priorities and messaging were in place to provide timely cost effective and efficient delivery of sales activities.- Analyzed and monitored key sales process metrics to drive improvements in sales productivity; opportunity creation and close-won ratios to ensure the performance of sales team met sales targets. - Performed consistently scheduled customer visits with sales team.

-Managed 7 salespersons located in the Western United States growing revenue to more than $25M annually.-Developed and executed CRM integrated account management plans with the sales team to deliver customer value, increased share of market, profitable revenue growth, and desirable utilization.-Recruited, built, and energized high performing sales team to achieve growth & revenue goals.-Coached and trained sales team in all products/services and consultative selling techniques.-Analyzed and monitored key sales process metrics to drive improvements in sales productivity; opportunity creation and close-won ratios to ensure the performance of sales team met sales targets.-Direct ownership of National Accounts calling on corporate stake holders growing portfolios to over $8M in annual revenue.-Developed yearly budgets along with leadership team, provided monthly forecasts, performed monthly P&L reviews with Executive Team, strategized with Marketing on developing product campaigns.-Recognized for Team One award in 2014, and Circle of Excellence in 2017.

-Coached, developed, and managed both inside and outside sales team in Southern California.-Assisted the team with proposal generation, deal structure, overcoming objections, and closing business.-Analyzed and monitored KPIs to drive improvements in sales productivity, opportunity creation, and close-won ratios to ensure the team met sales targets.-Advocate for customer and driver of customer satisfaction (NPS).-Achieved Team One award in 2010.

-Developed content for call planning, discovery, active listening, and negotiating.-Accompanied sales team members on sales calls to reinforce training techniques.-Created training manual for CRM that was used in training sessions.-Organized, planned, and facilitated 15 sales technique training sessions in which participant scores averaged 4.9/5.0

West Coast

-Developed and executed programs for achieving asset utilization targets.-Created policies and drove follow up on branch asset plans.-Managed sales channels, including resellers, for used equipment.-Procured new equipment, reviewed blueprints for accuracy, developed lease pricing for the field sales team, and managed deployment to customers and branches.-Accountable for capital expenditure budgets.-Awarded Circle of Excellence in 2005

West Coast

-Recruited, trained, and built high performing inside sale team.-Optimized sales process activities to negotiate and close viable leads.-Analyzed and monitored KPIs to ensure the team met their sales targets.

-Managed customer relationships and cultivated new business to drive revenue growth and market share in Oregon.-Reviewed solicitations, interpreted blueprints, conducted site visits, and developed estimates.-Created and presented proposals for commercial modular building solutions; articulated technical clarifications and schedule.-Recognized as outstanding achiever in 1997 and 2001 for overall performance against goals.