Sie sind auf Seite 1von 3

Senior Business Operations / Sales & Marketing Leadership / Staff Recruiting, De

velopment & Retention Internal & External Staff Leadership ... National, Regiona
l & Local Markets ... Direct & Indirect Sales Channels
Accomplished operations, sales, marketing and business manager with more than 13
years of experience in business strategy and execution in local, regional and n
ational markets. Diverse experience in P&L management, business development, nat
ional operations, marketing, client services and advertising. Proven abilities i
n securing and managing clients, as well as the design, development, launch and
evaluation of corporate marketing, public relations, advertising, multimedia and
sales programs, strategies and initiatives. Expert in business development, key
account management and building strong relationships with executives of key acc
ounts and partners.
Strategic Planning & Growth Brand Management Revenue/Market Growth & Profit Im
provement Value-Added Products & Client Service Business Development Solution
Selling/Proposal Development Event Planning/Event Sales Product Management M
arket, Competitor & Price Analysis Trade Show Management
EXPERIENCE: Start up sales, marketing communications and operationa
l consulting firm with a focus on leadership development and employee
President/Chief Consultant 2008 to 2010
Led high level consulting engagements partnering with executives, owners and man
agers. Managed engagement life cycles from sourcing and penetrating accounts, co
nducting initial sales, marketing and operational analyses, designing and propos
ing solutions and close through execution and evaluation. Provided strategic s
ales and marketing plan development and implementation; trained and coached exec
utives and line managers in sales staff training and coaching.
Accomplishments: Identified, proposed, negotiated contracts and led short and l
ong-term engagements with small to mid-size clients, including: sales & marketin
g program analyses, public relations, external communication strategies, brand b
uilding, media relations, database management, social network marketing, multi-m
edia advertising, SEO, etc.
Developed comprehensive marketing and media plans. Designed, wrote, edited and
distributed press releases, Web site copy, direct mail/email campaigns, literatu
re, sales tools, etc.
Orchestrated development and launch of a third-party guest experience/secret sh
opper division managed through independent contractors.
EQUITY RESIDENTIAL, Chicago, Illinois (1995-2008)
Largest real estate investment trust (REIT) in nation. Progressive career in
sales, marketing and
site leadership developing into national and regional sales leadership and senio
r manager roles.
Director, National Sales & Marketing (Condominium Div.) 2006 to 2008
Reported to president. Accountable for driving national revenue, brand, business
development and top line performance for condo conversion sales efforts nationa
lly with an average of 10 concurrent projects accounting for more than $400 mill
ion in assets (1200+ units in Florida, Arizona, Washington and California). Recr
uited, hired, trained and developed a core national leadership team, as well as
115 indirect reports across sales, project management, construction, property ma
nagement and third-party sales organizations/brokers leading inside and outside
sales. Directed market research, strategic direction, internal consulting and lo
ng-range planning.
Accomplishments: Full executive control for the design, execution and evaluatio
n of sales and marketing plans for new condo conversions in multiple states, as
well as staffing internal and external sales personnel, property managers and pr
oject managers.
Consistently exceeded key performance metrics at each property focused on incre
mental price increases to meet sales volume, as well as aggressive property sell
-out rates.
Developed strategic marketing and promotional events at each site to increas
e sales opportunities; evaluated markets and created site and market specific s
ales programs.
Recruited, hired, trained and developed a top performing sales and project lead
ership team, which consistently exceeding sell-out goals delivering a 38% closin
g ratio.
Continued on Second Page
Mary Torgerson
Page Two

Project Manager 2004 to 2006
Key member of senior leadership team to plan and execute companys rapid growth t
hrough expanding condo conversion business unit nationally. Full executive contr
ol for three condo conversion projects from concept to completion: Four Lakes, L
isle, IL: 942 units; Chantecleer, Naperville, IL: 304 units; Park Bloomingdate,
Bloomingdale, IL: 250 units.
Held direct P&L accountability for full cycle construction, sales and owner rela
tions for multi-million dollar condo conversion projects. Led all areas of proje
ct planning, budgeting, hiring and overseeing contractors, quality assurance, st
affing, financial and operating reporting, security, compliance and policy/proce
dure development, as well as all facets of maintaining positive, strong relation
s with owners, association board, general contractors, architects, engineers, un
ion executives/personnel and city officials.
Delivered two projects ahead of schedule and under budget, while exceeding all
sales goals.
Created and implemented standardized processes for all projects to improve bran
d consistency and create high performing sales teams with effective sales and ma
rketing tools. Established standardized tour routes, landscaping, signage, dres
s code and follow up procedures to maximize return and drive total performance.
Key member of senior leadership team to drive total revenue in condo conversion
division from $0 in 2000 to more than $50 million in annual sales in 2006: - Cr
eated processes, benchmarks and reports to create a high growth, standardized di
which consistently exceeded goals for all key performance metrics, including sal
es, market penetration, property close-out, staff retention and client satisfact

Sales Manager (Four Lakes Condo Conversion) 2002 to 2004
Transitioned to sales manager as part of a turnaround team to direct an aggressi
ve, rapid turnaround of struggling Four Lakes project. Partnered with Vice Presi
dent to acquire new sales talent, recreate sales and marketing programs, retrain
personnel and drive unit sales production.
Took over sales of mission critical, high-value, high profile project, which ha
d sold only 93 units throughout 2001: key member of new leadership team to close
all additional (849) units in less than three and a half years.
Exceeded property goal for a $94 million sell out within six years: - Delivered
$103 million sell-out within three and half years.
Increased unit prices 20% over life cycle, while maintaining highest closing ra
tio in portfolio.
Designed and implemented new sales tools, marketing strategies and IT systems t
o increase sales and customer relations, while improving closing ratio.
Regional Director, Leasing & Marketing (Leasing Division) 2001 to 2002
Rapidly promoted to a regional leadership position with accountability for the d
esign, execution and evaluation of marketing and sales programs throughout the M
idwest. Managed a team of up to 37; allocated a $500,000 marketing and advertisi
ng budget.
Launched new advertising programs reducing expenses by 51%, while maintaining s
ame coverage and achieving 96%+ occupancy rates for all properties from 2002 to
Direct accountability for increasing revenue growth and market share through de
sign and execution of branding, product development, Web site, public relations,
sales tools, marketing collateral, multi-media advertising and viral marketing.
1997 to 2001 1995 to 1997
Leasing Manager (Four Lakes Leasing)
Recreation Manager/Resident Relations (Four Lakes)
Licensed Real Estate Broker, State of Illinois.
Former Licensed Salesperson for the Office of Banks & Real Estate.
Certified Leasing Professional.