Mary McGregor
Maitland,FL
Summary
Commercial Sales Representative in B2B sales and pipeline management. Competent industry leader in finding market opportunities through cold calls, networking events and profiling potential customers. Exhibits strong presentation, negotiation and time management skills. Self-motivated Commercial Sales Representative experienced in contract furniture and architectural walls and architectural products. Success in price negotiations, service area definition and marketing support. Solid background acquiring new business across wide range of territories and drafting proposals for potential customers. Trained to work in outside sales and direct inside environments. Motivated individual with experience in customer service and sales. Skilled in building customer relationships and understanding customer needs. Strong communication and interpersonal skills for providing superior customer service. Detail-oriented team player with strong organizational skills. Ability to handle multiple projects simultaneously with a high degree of accuracy. Organized and dependable candidate successful at managing multiple priorities with a positive attitude. Willingness to take on added responsibilities to meet team goals.
Overview
37
37
years of professional experience
Work History
Commercial Sales Representative
Commercial Design Services
05.2006 - Current
- Identified business prospects in target markets and developed defined tailored marketing plans to attract new clients.
- Maintained relationships with existing customers to optimize service quality, business growth and customer satisfaction.
- Prepared bids and contracts for potential clients- using bid smart tactics to drive specs.
- Demonstrated negotiation skills by closing $250,000 in sales monthly and increasing client retention rate by 80%.
- Aggressively generated new business by prospecting, networking, making follow-up calls and emails to customers and contacting referrals within the A&D and General Contractor industry.
- Worked with design team to select furniture and architectural wall products such as DIRTT, Tielen, Allsteel, Holoform and other custom wall systems based on customer needs, product specifications and budgets.
- Built relationships with customers and industry organizations such as AIA, ABC, NEWH to promote long term business growth.
- Met with customers to discuss and ascertain needs, tailor solutions and close deals.
- Contributed to event marketing, sales and brand promotion.
Commercial Sales Representative
Thomas Ruff
05.2001 - 05.2006
- Proficient with Hedberg, attended SWAT training with Steelcase.
- Performed sales prospecting through networking and cold calling to develop customer base and maintain accounts as well as maintaining relationships with the A&D community.
- Consistently averaged $250,000.00 per month in sales.
- Provided furniture and wall solutions within the Steelcase and Kimball brands for clients based on their design and budget requirements.
Commercial Sales Representative
Lason Information Management
02.2000 - 02.2001
- Identified business prospects in target markets and developed defined marketing plans to attract new clients.
- Attended training sessions on sales skills, product knowledge, technical information, as well as company policies and procedures.
- Aggressively generated new business by prospecting, making follow-up calls to customers and contacting referrals.
- Negotiated prices, terms of sales and service agreements.
- Met existing customers to review current services and expand sales opportunities.
- Increased sales 75% in one year with execution of full sales cycle processing from initial lead processing through conversion and closing.
- Performed effectively in self-directed work environment, managing day-to-day operations and decisions.
- Met with customers to discuss and ascertain needs, tailor solutions and communicated with service team to ensure that the service plan was carried out.
- Identified new business opportunities through cold calling, networking, marketing and prospective database leads.
Commercial Sales Representative
Lefort Group
03.1995 - 05.2000
- Identified clients needing workstations at a reduced cost and provided remanufactured solutions to fit their design and budget.
- Aggressively prospected through telemarketing to set meetings to discuss design and budget and present solutions and close proposals
- Worked with clients in Florida and nationwide as their preferred vendor for workstations.
- Sold Steelcase, Herman Miller and Haworth remanfactured and as is workstations.
- Sourced inventories from clients who need to liquidate workstation inventories.
Tradeshow Rental Sales
McGregor Specialty Furnishings
10.1987 - 02.1995
- Developed outside sales plan to identify critical accounts with growth opportunities.
- Wrote service agreements with General Contractors within the trade show industry to become their preferred rental furniture provider.
- Generated trade show and event leads for rental furniture through cold calls and referrals from exhibit houses, hotels and end users.
- Leveraged market knowledge and analysis to provide guidance for furniture selections for marketing materials and offering.
- Negotiated contracts with buyers and sellers to maximize customer savings and promote repeat business.
- Executed sales and marketing initiatives to increase revenue for company. Built the trade show division with 100% increase in business year over year for 8 years.
- Placed sales calls and handled sales for incoming customer calls.
- Resolved customer complaints to maintain positive relationships and increase customer base.
Education
Bachelor of Arts - Broadcast Journalism/Public Relations
University of Southern Mississippi
Hattiesburg, MS05.1987
Skills
- Furniture Sales
- Professional Relationships
- Team Goals
- Team Cooperation
- Adaptable and Flexible
- Client Needs Assessment
- Computer Proficiency and Microsoft Office
- Merchandise Recommendations
- Customer Buying Habits
- Goal-Driven
- Financing Options
- Sales Records Management
- Building Customer Loyalty
Timeline
Commercial Sales Representative
Commercial Design Services
05.2006 - Current
Commercial Sales Representative
Thomas Ruff
05.2001 - 05.2006
Commercial Sales Representative
Lason Information Management
02.2000 - 02.2001
Commercial Sales Representative
Lefort Group
03.1995 - 05.2000
Tradeshow Rental Sales
McGregor Specialty Furnishings
10.1987 - 02.1995
Bachelor of Arts - Broadcast Journalism/Public Relations
University of Southern Mississippi
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