Sales Marketing

Mary Ann Carrington

**** ******* ****, ***. ****

Plano, TX 75024

630-***-**** ***************@***.***

EXECUTIVE SUMMARY

Results oriented Sales, Marketing & Operations Leader in Financial Services, Banking, Technology,

Telecom and Health Care seeking inside Sales or Marketing role. Persuasive communicator using

consultative selling skills to identify opportunities, overcome objectives, build relationships and turn cold

canvassing into sales. Quota surpassing sales consultant possesses a unique blend of cross-functional

expertise in strategic business planning & development, coordinating operations, and establishing &

leveraging existing partnerships. Creative, Collaborative, Intuitive, Polished, Skilled, Proven.

More than 15 years of recognized success leading:

Business Development Sales Management

Entrepreneurship Key Client Development/Retention

Hunter Team Building

Change Agent Catalyst Recruiting/Staffing

Turn-Around Leadership Mentoring and Coaching

Partnerships Development Performance Management

Project Management Portfolio

eBusiness Development

Marketing

Marketing Technology Deployment

P&L/Budget

eCommerce Solutions, CRM/SFA

Collateral development

Portal & Web Marketing / Analytics

Strategic Business Plan

Database Development

Vendor Relations/Contract Negotiations

Process Performance Improvements

Brand/Product Marketing

Advertising

International Development Experience

PROFESSIONAL EXPERIENCE

NAVEX Global (thru Catapultworks) 2013- Present

Leading Provider of Ethics and Compliance Products

Sales Consultant, Lead Generation – 70% conversion rate, $1.3M quarterly sales opportunities,

$18,000 average deal size, 5.31 average appointments per week – largest sale to date $580,000

• Responsible for lead generation thru cold calling and past customers to set appointments for 15 outside

account executives utilizing Salesforce

• Market to all industries including government with Executives, VP’s and Directors throughout the

United States, Canada and some international. In a day I can have discussions with the Pentagon, and

later be talking to a senior executive in an African Gold mine.

• Products include very complicated concepts that cross multiple departments such as 3 rd Party Risk.

• Goal: To aggressively prospect, maximize sales, provide exemplary customer service and squash the

competition

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FINANCIAL SERVICES 2002 – 2013

#1 in the Nation at Bank of America in 203K

Opened 137 account in 23 Months with Washington Mutual

First Loan Officer to make President’s Gold Club their Second Year

Sr. Sales Executive - Revenue: $250M in Career Production

Recognition: Sales Rookie of the Year, President’s Gold Club

• Developed marketing plan, negotiated and secured senior management approval, and implemented plan

that included securing stakeholders buy-in. Increased lead generation that resulted in doubling sales

within 2 years and becoming number #1 in the nation.

• Wrote the State of Illinois course for 203K and marketed the training throughout all the associations’

trained 600 realtors for 3 credit hours each. Was #1 in production for Bank of America

• Developed trade show and outbound call center strategies to penetrate markets . Developed strategic

marketing plan that included McDonald’s restaurants, Lowes, Home Depot and other large venues to

inbound leads. Ran 50,000 outbound call center per month. Was ranked #1 in the nation for greatest

number of leads generated.

Account Executive - (Washington Mutual- Fortune 100 provider of residential loans to B2B customers)

New Business Development, Sales, Marketing, Sales Support, Strategic Planning . $50 million a year in

Closed Business. - Sales Rookie of the Year.

• Challenged with increasing revenue in a declining marketplace. Researched, analyzed, and evaluated

current competitive situation, formulated 3-tier sales strategy, and led implementation of program with

Customers. Increased sales by 30% and established long term relationships.

ACXIOM Chicago, IL 2001 - 2002

Leading Provider of Computer based Marketing Information and Direct Mail.

Sales Strategist, Lead Generation, and Direct Marketing

Sales Support, CRM design, Marketing, Operations Management and Lead Generation. 1 Direct Report,

Multiple Indirect Reports: (ran cross functional teams).

• Challenged with increasing market share. Within 30 days developed a successful marketing entrance

strategy to get sales team past the gatekeepers and to realign from mass marketing to 1to1 marketing.

Developed strategies, collateral by vertical market and CRM tool to eliminate duplicate sales effort.

Exceeded the revenue objective by 152%.

• Recognized the need and led the redesign of the company’s business processes to drive sales growth.

Led a cross functional technology team in the evaluation, purchase, and implementation of a new CRM

business system and personally redesigned the company’s business processes. Changes were

implemented under budget, maintained headcount, and led to a 22% increase in sales dollars

within the first year of implementation.

1999 -

ROCKWELL ELECTRONIC COMMERCE Chicago, IL

2000

Subsidiary of Rockwell International and first to market call center technology.

Developer of new Sales Channel, E-commerce, Leads Database, Sales Management, Brand and

Product Marketing, B2B Direct Mail Campaign, Call Center Manager

Direct Reports: 2 Indirect Reports: Cross functional teams including engineering and outsourced vendors.

• Faced with supporting the establishment of a new sales channel to drive incremental revenue. Within 90

days conducted research into best practices, determined customer needs, developed the operational

infrastructure for the delivery of products, developed all the content for the web site, formulated all

sales / marketing support materials, and re-defined roles and responsibilities of the sales force.

Mary Ann Carrington Page 3

• Developed and ran lead generation call center for internal sales and vendor leads. Through research

determined the key word triggers by target industry to increase sales success by industry.

• Exceeded first 6 months goal by 150%.

NEC TECHNOLOGIES Itasca, IL 1997 - 1999

$1Billion manufacturer and marketer of computers, multimedia displays and imaging products.

Director, Market Research, Databases, and E-Commerce

• Effected market research and strategic market planning for all corporate product lines. Responsible for

refining product features over a $1 billion base of products including new product roll-out.

• Worked with ad agencies and outside market research firms, taking core initiatives and developing

marketing and advertising campaigns.

• Designed first monthly senior management marketing plan including economic forecast, product

lifecycles and new product forecast rollouts for effective sales forecast, resources for NEC Japan and

the U.S. to tie together disconnected data in a commoditizing market place for profit improvement

• Developed data collection programs, designed research database, and created marketing models at

product and country levels.

• Identified key product features and marketing infrastructure to net best ROI.

• Armed all levels of personnel from engineering to Board of Directors with actionable information

including specific product feature enhancement, new product development.

• Reviewed and implemented a plan that monitored all advertising mediums to monitor effectiveness.

• Established benchmark research to document current status and where organization needed to be to

achieve maximum sales. Impacted a 2-3% market share per quarter on a $1 billion base while

keeping costs in check.

ADVENTIST HEALTH SYSTEMS United States 1993 - 1996

Large network of hospitals, clinics, urgent care facilities.

Executive Director / Chief Operating Officer Direct Reports: 15 Indirect

Reports: 150

• Responsible for management of five operating entities (Private Duty, Health Care at Home, Hospice,

High Tech Home Infusion, and Durable Medical Equipment) including strategic and operational

planning and budgeting, sales, marketing, administration, human resources, operations, information

systems, cost control, public relations and regulatory compliance. Major management directive

assigned by President and Board of Directors to re-engineer two loss units and revitalize three stagnant

units.

• Tasked to turn around an unprofitable business. Served as a ‘change agent’ to completely revitalize

5 financially failing organizations and mentor 150 employees to embrace change. Re-engineered/

restructured the companies. Made a 200% profit improvement in 6 months.

Marketing Director - Hinsdale Hospital ( IL ) Urgent Care Facility

• Responsible for development of organization’s first strategic marketing plan, and establishment and

management of professional marketing function to promote Bolingbrook Medical Center, Workmen’s

Compensation, and physicians.

• Recognized marketplace opportunity to increase sales and brand identify.

• Developed comprehensive strategic plan that encompassed analyzing needs and locations of all

customers and referring channels.

• Reassessed product content and realigned to market needs and built the sales team and methodology to

grow the volume. Developed advertising mediums and sales support that were consistent with the

channels which impacted a 10% annual growth year over year.

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AMERITECH SERVICES Hoffman Estates, IL 1984 – 1993

Mgr-Cust Service/Sales Call Center, Mgr-Mktg Liaison / IT, Mgr-

Small/Medium Business

Channel, Mgr.-Info Systems, Mgr.-Forecasting, Mgr.-Market Research, Product Manager, Sales

Manager, CRM Manager, Project Management of Online Residential System. Worked on design

and implementation team for the first Direct Order Entry system for phone number assignment,

installation and billing.

EDUCATION

BS Degree, Marketing & Economics, Elmhurst College ( IL )

AAS Degree, Marketing, College of DuPage ( IL )

Professional Medical Coding and Billing Program – Graduation June 2015-AHIMA Approved

CERTIFICATIONS

Professional Certification, Management Information Systems, DePaul University

Anthony Robbins Trained Certified Facilitator

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