Sales Manager

Christopher Allen White

Mobile: 678-***-**** **30 Greenside Court Telephone: 678-***-****

linkedin.com/pub/chris-whi Dacula, GA 30019

te/2/9a3/b91 ***************@*****.***

Sales Leader and Business Development Executive

Dynamic, results-oriented sales executive with exceptional track record for

achieving sustainable bottom-line results and profit gains within highly

competitive U.S. industrial and healthcare markets. Outstanding motivator

and communicator noted for innovative ideas that dramatically increase

sales volume. Aggressively identifies opportunities, develops focus, and

provides tactical business solutions. Proficient in building winning sales

teams while establishing brand leadership in the marketplace.

- Strategic & Tactical - P & L / Financial - Business Integration

Planning Responsibility Strategy

- Sales Team Development - Competitive Sales - Creative Ideas &

Analysis Solutions

- Mergers & Acquisitions - Budget Creation & - Sales Presentations /

Management Closing

- Target Marketing & - Sales Training & - Contract Negotiations

Penetration Supervision

Professional Experience

LINDE GAS NORTH AMERICA LLC - Atlanta, GA (1999 - Present)

Linde Therapeutic Solutions, Business Development & Sales (2008-Present)

< New Device Launch for Procedural Sedation Therapy

< Focus on device promotion and launch calling on Anesthesiologists and

ED Physicians and Nurses

< Manage project launch plan including FDA 510(k) submission, launch

sites, sales forecasting, client feedback

< Responsible for Key Opinion Leadership (KOL) identification &

development

< Direct responsibility for Ventilator Solutions education and

implementation

o Developed and led training course instructing DME providers on

how to enter into the lucrative ventilator market with Linde's

support acting as a third-party

o Key differentiator for the DME marketplace as the commodity

(gases) industry comes under intense competitive pricing

pressure

o Program allows Linde to be the market leader in this segment

where the focus moves away from a commodity (gases) and becomes

more service focused

LifeGas Director, Business Development (2006-2008)

< Responsible for new market (geographic) expansion and coordinating

acquisition efforts throughout the U.S.

o Focus on synergies created with each acquisition

o Coordinated acquisition and Greenfield market expansion efforts

in over 20 new markets across the US

< Transaction strategy development and target selection

< Develop and present acquisition presentations to board for review

< Lead post-merger integration team

< Six-Sigma project development team

LifeGas Director, Sales and Marketing; New Product Development; National

Accounts Manager (2002-2006)

Sales Management Achievements

< Increased sales from $24MM to $65MM to $87MM in successive three-year

period (2002-2004)

o Market & Geographic expansion

o New program sales (outsourcing)

< Management of all sales-related activities (including acquisition

management and development)

< Focus direct & continual training of sales professionals and

consultative support of their sales activities

Marketing Achievements

< Managed corporate marketing department, including P&L responsibility

< Website redesign and improvement to become more client-friendly and

attract more "hits" from prospects

New Product Development Achievements

< Focus on new product and service development to create a unique and

sustainable competitive advantage

o Created NPD team to develop and implement new products and

services (idea generation)

< Knowledge and understanding of Medicare / Medicaid reimbursement rates

as new programs fit within our clients (hospital, home health, and

long-term care) reimbursement window

< Created financial model showing DME providers how to calculate

distribution costs and why it made financial sense to outsource

deliveries to their patient's homes

o Invited speaker at national trade show (MEDTRADE) to present

financial model for oxygen distribution costs to the patient's

home

o This program played a direct impact (roughly 30%) in the sales

increases for LifeGas.

o Companies would partner with LifeGas and would pull LifeGas into

new markets acting as the base load client for new geographic

expansion

National Accounts Management Achievements

< Increased sales among "key" accounts from $6.3MM in 2003 to $17.9MM in

2004

< Developed healthcare sales platforms to increase revenues, margins,

and "switching costs" with key accounts

LifeGas Region Manager, South Texas and Louisiana (1999-2002)

< P&L responsibility (sales, operations, and profitability) of a

medical, biotech, and specialty gas company; managed 14 employees

. Turned region that was operating at a net loss into the most

profitable region for LifeGas through elimination of all non-

profitable customers, creation of an efficient distribution program,

and organization of the manufacturing process

. Increased sales revenue from $1.0MM/year to $4.8MM/year in a two-year

period through relationship building, needs identification and

fulfillment, innovative sales strategies, perseverance, and sound

management practices

. Launched new product lines and presented training seminars to improve

product knowledge and overall sales efforts of sales professionals

MATHESON TRI-GAS, INC. - Irving, TX (1997-1999)

Manager of Financial Operations

. Managed collections, AP, and AR for global industrial gases and

welding company with over $300MM in sales, managed 19 employees

. Implemented the first ISO 9002 program in the corporate accounting

group

INDUSTRIAL OXYGEN AND SUPPLY COMPANY (IOSCO)- Dallas, TX (1993-1997)

Outside Sales Executive

. Outside sales executive and account manager for local (Dallas)

independent welding and gas distributor; accounts included firms in

the following markets: metal fabrication, construction, food

processing and packaging, healthcare, repair and maintenance,

laboratories, biotech / pharmaceuticals, and utilities

. Developed qualified leads for outside sales professionals by taking

the top 20% margin accounts, identifying their corresponding SIC

codes, and filtering new prospects based on these SIC codes

. IOSCO was acquired by Matheson Tri-Gas in 1997

Education

UNIVERSITY OF HOUSTON - Houston, TX

Masters in Business Administration, Marketing & Management - Bauer College

of Business

TEXAS A&M UNIVERSITY ( College Station, TX

B.S., Industrial Distribution - College of Engineering

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