Executive Management

Orlando D. White

Mobile: 603-***-****

Email: **********@*****.***

Summary

Senior business leader with sustained revenue, ebitda growth and opex improvement in challenging and transitional markets.

Proven achievement in hardware, unified communications & collaborations, IT Service Management, Customer Service, Direct & Channel sales.

20+ years of progressive responsibility leading, businesses, divisions, functions and cross-functional teams in small, medium, large and multi-national businesses.

Professional Experience

General Manager, 1/15 - 6/17 Hello Direct, Inc. Nashua, New Hampshire

Full P&L responsibility for leading an IT hardware reseller with annual sales exceeding $20 million of revenue

Consistently ramped YoY profitability via the successful execution of strategic initiatives focused on improving Enterprise Account sales performance & the optimization of ROI & reduction of direct marketing expense.

Transformed business model by reducing reliance on high cost direct mail catalog operations, saving $1million annually, while maintaining revenue and increasing market share

Improved sales force productivity & gross margin, by introducing commission model that recognized profitability growth vs. revenue growth, increasing annual Enterprise sales & annual recurring contract revenue

Director of Sales & Marketing, 2/13 - 12/15 Hello Direct, Inc. Nashua, New Hampshire

Recruited by CEO to improve sales performance, productivity and measurement systems of 30+ sales

organization.

Drove revenue for key market segment including fortune 100, public sector and digital marketing

channels.

Supervised sales, marketing communications, graphic design, direct mail and analytics.

Achieved revenue and profitability growth by implementing marketing development fund program,

adding +200k to the bottom line annually

Director of Sales, 2/11 - 12/13 Hello Direct, Inc. Nashua, Nh

Recruited by CEO to improve sales performance, productivity and measurement systems of 30+ sales organization.

Drove revenue for key market segments including fortune 100, public sector & digital marketing channels.

Supervised sales, marketing communications, graphic design, direct mail catalog program

and analytics to achieve 5% revenue growth in a declining reseller market

Achieved revenue and profitability growth by implementing marketing development fund program, adding +$200k to the bottom line annually

Senior Global Service Manager, 4/08 - 12/10 BT Conferencing, Inc. Quincy, Ma

Responsible for key multi-national accounts for a division of BT focused on delivery of Audio, Web and Video conferencing solutions

Led overall service management and support relationship, driving revenue via improved

end user training/adoption initiatives and ongoing achievement of contractual service level agreements.

Accounts managed include Dell and GSK, which combined represent $8.1 million in annual revenue and over 43,000 conferencing end users globally.

Perform regular business reviews with senior executive customer contacts to report on improvement initiatives, customer satisfaction index and incident/escalation management performance.

Achieved 110% of annual account penetration targeted 2009-2010

Managed global deployment of Avaya Meeting Exchange unified communications conferencing

platform

Recipient of quarterly values award Q2, 2009 based on customer feedback

Head of Service Operations, 01/06 - 01/08 BT Conferencing, Inc. Braintree, Ma

Responsibilities included day to day management of 24/7/365 multi-site conferencing service organization with over 200 employees in multiple contact centers.

Accountable for the performance improvement of technical support, client relationship representatives, in-bound reservations and event production teams.

Achieved 5% unit cost reduction year over year, while event production and inbound call

volume increased

Improved employee satisfaction survey results 6 out of 8 quarters Created “home

shoring” initiative which reduced total variable labor cost by 6%, 2006 vs. 2007

Sales Operations Manager, 07/01 - 08/02 GN Nettest North Andover, Ma

By adjusting focus on prospecting efforts and the analysis of data maintained in disparate databases, the team increased the amount of leads generated for the field sales team and the indirect distribution

Reorganized sales support team to better align with market segments and introduced a metric based achievement mode to improve sales productivity.

Decreased order booked to error ratio by 22% in Q1 2002, improving manufacturing efficiency &

increasing customer satisfaction.

Redesigned compensation plan that reduced sales commission expense by 35%.

Inside Sales/Customer Service Manager, 07/01 - 08/02 GN Netcom Nashua, Nh

Reporting to the Vice President of Sales, responsible for day to day management of inside sales,

customer service and technical support teams.

Coached, trained and provided performance feedback to all staff

Two time President Award recipient for exceeding sales quota

Education

Norfolk State University Bachelor of Science: Mass Communication, 1995

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