2014 Nominee: Liz McClellan, PGi
20114 Nominee: Patty Foley-Reid, Veracode

2014 Nominee: Jacqueline Gay, Quincy Compressor

Company: Quincy Compressor

Years in Business: 15

Nominee's Achievements:

Jacqueline Gay is a versatile marketing leader. She applies her broad skills—ranging from branding to product management, from CRM to website development, from market research to SEO—to helping her organization, and its network of distributors, drive revenue. As Marketing Services Manager for Bay Minette, Al.-based Quincy Compressor, Jacqueline is focused on directing all the company’s marketing efforts toward generating awareness of the company’s quality products and reliable service—and subsequently generating the high quality sales leads that contribute to the company’s growth. Thanks to the sales lead management efforts of Jacqueline and her team, Quincy, a 96-year old industry leader, has achieved record revenue in recent years.
Jacqueline Gay’s achievements in the field of Sales Lead Management

  • Close to 15 years marketing and sales lead management experience, with expertise in multi-media marketing campaigns that drive acquisition, and customer experience evaluation programs that drive penetration and retention.
  • Close to 10 years of tenure at Quincy Compressor, a privately held designer and manufacturer of reciprocating and rotary screw air compressors, based in Bay Minette, Ala. and employing 350 people.
  • Has held multiple positions with increasing responsibility, and currently serves as Marketing Services Manager for the compression-industry stalwart, Quincy, with primary responsibility for the front of the funnel.
  • Supports the efforts of 30 external sales representatives, 25 inside sales people and 100 distributor locations, 98% of which are single-brand houses (selling only Quincy products).
  • Jacqueline, working closely with a 10-person marketing team, manages marketing and sales lead management for multiple channels, including a network of distributors, commercial retailers, and online and company-owned stores. Results of sales lead management programs include:
    • Generating $1 million in quoting activity and $500,000 in sales
    • Increased brand awareness in targeted geographic markets
    • Market share growth in a greenfield territory with no historical Quincy presence
  • Jacqueline is known for her ability to align knowledge of various market segment behavior gained through ongoing market research with relevant content to create awareness and advance prospects through the funnel.
  • She and her team are passionate about increasing their understanding of sales’ and prospects’ pain points, working diligently to address their challenges throughout the buying process.
    • An example: Jacqueline and her team initiated a “door opener” campaign to address the unique needs/time constraints of facilities’ managers while providing face-to-face opportunities to meet directly with Quincy sales representatives. Program accounted for a significant uptick in overall sales within the first three months of roll-out.
  • Jacqueline is known for her ability to align knowledge of various market segment behavior gained through ongoing market research with relevant content to create awareness and advance prospects through the funnel.
  • She and her team are passionate about increasing their understanding of sales’ and prospects’ pain points, working diligently to address their challenges throughout the buying process.
  • Jacqueline has been instrumental in implementing the processes and technology for tracking geographic penetration by industry, determining market share, allocating resources accordingly, identifying opportunities for direct and distributor sales, and implementing the supporting campaigns that capitalize on them.
  • An example: Jacqueline and her team initiated a “door opener” campaign to address the unique needs/time constraints of facilities’ managers while providing face-to-face opportunities to meet directly with Quincy sales representatives. Program accounted for a significant uptick in overall sales within the first three months of roll-out.
  • Crafted “performance,” “reliability” and “trusted advisor” positioning and messaging platform based on company strengths, competitive gaps and audience values.
  • Led the company’s CRM implementation and change management training and development needed to assure its continued success. Ongoing training includes dissemination of information on how to maximize use of the system, as well as the importance of a current, complete and accessible database to the enterprise. Jacqueline continually communicates to sales’ reps that their market intelligence is vital to the success of the company as a whole.
  • Jacqueline is committed to breaking down the barriers between sales and marketing. She has long focused on reaching out to sales, formally and informally, in an effort to open the lines of communications and facilitate the deals that benefit the entire company.
  • She joined a burgeoning Quincy marketing department in 2004 as a graphic designer and member of a team intent upon promoting the company’s line of reliable products and industry-leading warranties to a market not entirely familiar with this important value proposition.
  • Quickly rose through the ranks, adding distributor support to the marketing organization’s charter. Jacqueline was instrumental in developing the collateral, online tools and lead generation programs the company’s more than 100 distributor organizations needed to meet their sales goals.
  • Jacqueline and her team’s focus for the next five years is to take the message forward—to internal audiences, to distributors and inside sales teams, and to the buyers and end users of the company’s compressors—and grow in a strong way.
  • Prior to joining Quincy, Jacqueline served as Managing Editor at Brantwood Publications where she honed management, communications and direct marketing skills.
  • Jacqueline is a graduate of the University of Florida with a degree in Journalism and Education.

Professional Boards:

  • Active in professional organizations that give her the opportunity to network, learn, teach and inspire others business women and industry peers.

Charitable Boards:

  • Jacqueline is active with Quincy’s foundation efforts, playing a key role in organizing and managing community service events and programs.


Authorship (articles or books):

  • Jacqueline authors many of the marketing materials generated by the Quincy marketing organization, including case studies, website content, press releases, product data sheets, industry briefs, video scripts, and collateral.

Jacqueline is nominated by Karla Blalock

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