Manager Sales

JOHN D. WHITE

**** ***** *****, ******* *******, PA 19425 610-***-**** ********@*******.***

CAREER SUMMARY February 23, 2018

Business Development Professional with successful history in Technical Sales, Support, Product and Project Management seeks challenging position that will utilize my advanced, time-proven skills and provide unparalleled positive impact on your business

SKILLS

Consultative Selling Executive Presentations Microsoft Office Suite

Strategic Sales and Marketing Campaigns Contract Negotiation Microsoft Project

Key Account Development and Retention Business Startup Adobe Acrobat

Budgeting, Forecasting and Planning Team Building Adobe Photoshop

Keen Client Needs Assessment CRM and Database Development Adobe Illustrator

PROFESSIONAL EXPERIENCE

Account Executive October 2013 – October 2017

Shot Blast, Inc. – Marcus Hook, Pennsylvania

Account Executive for highly respected regional leader in concrete preparation, resurfacing, polishing and coatings

• Exceeded 2014 goal by 25%, 2015 goal by 33%

• Established database/CRM to aid in the recovery and growth of stagnant accounts, and developed new customers with significant potential

• Responsible for account development, site surveys, job estimates, proposal writing and cohesive project management

•Initiated five-year growth plan with goal of $1,750,000 in annual sales; Current run rate is 5% over plan

Sales Manager March 2011 – August 2013

Panelmatic East - New Castle, Delaware

Sales Manager for national leader in custom electrical panels, analyzers, control room consoles and RIE’s

• Resurrected relationship with Siemens, our largest account responsible for over $75,000.00 of income where we were in danger of losing preferred supplier status

• Established database for developing new accounts based on NAICS and SIC codes

• Doubled active local account base while stimulating undeveloped sales of analyzers and control room consoles for refineries, chemical plants, pharmaceuticals and electromechanical OEMs

• Increased annual sales volume from $1,300,000 to $2,000,000

• Penetrated “problem” accounts and established relationships with C level executives, leading to substantial opportunities for growth of over $250,000.00 in second year

• Developed three-year plan based on 35% compound growth per year

• Exceeded goals by 25%

Project Sales Specialist March 2009 – February 2011

Barnhart Crane and Rigging - Philadelphia, Pennsylvania

Project Sales for innovative, national leader in heavy rigging, lifting and transportation

• Assigned to the development of poor-performing territories in the Southern Mid-Atlantic States

•Responsible for site surveys, proposal execution and ultimately project management

• Exit pipeline of over $15,000,000 of which orders valued at $5,000,000 were pending. Previous sales history for territory of less than $3,500,000 total over previous three years

• Developed strategic relationship with Siemens Transformer Division and eliminated need for multiple bidders resulting two-year contract valued at over $5,000,000.00

Key Account Manager January 2005 – February 2009

AGS, Inc. - Exton, Pennsylvania

Provided architectural and site product design coordination, fabrication, installation and support

• Doubled sales in new personal accounts during final five months totaling over $800,000 while increasing volume with existing clients by over 25% per year to over $2,000,000

• Mentored sales team, increasing unity and providing consistent growth and profitability through innovative programs

•Primary liaison between design department and clients

•Managed major accounts including Johnson and Johnson and Catholic Health Initiatives

• Built Access© database to collect and manage over $20,000,000 in business opportunities

Field Sales Engineer March 2000 – January 2005

Richardson Electronics - Cedars, Pennsylvania

Field Sales Engineer for International RF component distributor and manufacturer

• Primary liaison between client engineers, factory and supplier design departments

• Became sole RF component supplier to area’s largest manufacturer of Cellular Base Station

Amplifiers, contributing to overall sales growth from $250,000 to $2,000,000

Partner and Field Sales Manager October 1995 – February 2000

Omni Sales - Oreland, Pennsylvania

Responsible for negotiating, maintaining contracts and client / principal support

• Maintenance and growth of existing and new accounts

• Developed and maintained web site as well as accounting and CRM software

• Generated nearly $4,000,000 in sales annually of the $9,500,000 total for the firm

Regional Key Account Manager/Corporate Product Marketing Manager March 1984 – August 1995

PEI-Genesis - Philadelphia, Pennsylvania

Corporate Product Marketing Manager / Key Account Manager for national electronic component distributor

• Negotiated and managed annual and bi-annual purchase agreements with Raytheon, Lockheed,

AEL/BAE, Rockwell, Harris, Halliburton and government contractors

• Consistently surpassed annual shipment goals while increasing margins by 11%

• Direct responsibility for the manufacturing / assembly facility located in South Bend, Indiana

• Was given Field Sales tech support accountability; developed personal clients adding over $1,500,000 per year in revenue while maintaining Product Management responsibilities

EDUCATION

Attended Texas A&M, Drexel University, and Delco Community College for job-related courses

Specialized in Drafting, Mechanical Design and Electronics Distribution

Took various industry-specific classes and attended technical training and seminars on areas of focus

(attachment)

CV JOHN D. WHITE

4606 Adams Court, Chester Springs, PA 19425 610-***-**** ********@*******.***

Dear Hiring Manager,

I am writing to further express my interest in an Account Manager position with your firm. My extensive and successful history in Field Sales Management, Project Management, Product Management, Launch Campaigns and Consulting as well as Microsoft and Adobe proficiency, Electromechanical Manufacturing design and fabrication could bring a solid foundation of experience, leadership skills and professional integrity to your business. Although my experience is primarily electronics and architectural markets, I am also eager to apply my skill set to alternative industry segments. Please see below for prior major accomplishments, and attached resume:

New Energy Storage Modules utilized in down-hole oil exploration for Numar in Malvern, since purchased by Halliburton. Resulted in $4,000,000 per year in sales, saving the client over $500,000 per year in field failures and downtime

Cable assemblies and connector systems for McDonnell Douglas’ portion of the Space Shuttle program. Result - $250,000 in sales.

Cellular Base Station Amplifiers for Mitec and Andrew Corporation. Specified amplifier chips and various other components. Resulted in $2,000,000 in sales

Cable assemblies, custom connectors and various electronic components for AN/MLQ-34 TACJAM, TACJAM A and other Radar Jamming equipment for AEL, since purchased by BAE. Resulted in $200,000 per year in sales

Cable assemblies for the turret slip-ring assembly on the M1A1 Tank. Resulted in $150,000 per year in sales

Micro-miniature interconnect systems for Night Vision Goggles, and Heads-Up Displays. Resulted in $100,000 per year in sales

Interconnect and cable assembly solutions for periscopes on nuclear-class submarines built by Electric Boat in Groton, Connecticut and designed by Kollmorgen Electro-Optical. Resulted in $100,000 per year in sales

Ejector Seat power supply for the F-15 Fighter with Aydin Corporation. Resulted in $30,000 contract at 70% gross profit

Worked on the Patriot Missile System, MLRS (Multiple Launch Rocket System), C130 Retrofit, Tomahawk Cruise Missile, Red Switch Network and many other military/aerospace projects, as well as various cable and wireless applications

EARLIER JOBS (1974 – 1984) NOT INCLUDED IN CURRENT RESUME

General Manager /Sales Manager HENWARR INC., Warminster, PA

General Manager/Sales Manager for regional electronic component distributor. Additionally, charged with contracting facility construction and ultimate growth of Defense Contractor account base

Managed construction of manufacturing and test facility for a new ITT Cannon CAPS (Cannon Authorized Plug Specialist) division. Facility was complete and operational in less than six months

Qualified by the US Defense Electronic Supply Center (DESC) for three specifications: MIL-C-24308, MIL-C-26482 and MIL-C-5015 in three months

Held position of General Manager for four years while growing military contractor business by over 30% per year. Accounts included Raytheon, GTE Government Systems, Harris, McDonnell Douglas, Boeing and others

Plant Manager/Production Manager/Tool & Die Maker/ Machinist & Designer AVA ELECTRONICS, Drexel Hill, PA

Held various positions with regional RF and CATV component manufacturer while promoted through the ranks to Plant Manager, overseeing directly over 50 employees and managers. Designed and managed RF connector and cable assembly, engineering sample projects, and maintained liaison with Lockheed, L3 (former RCA locations), Scientific Atlanta, GTE and Raytheon

Directly managed over forty assembly workers as Production Manager

Designed and managed the fabrication and implementation of automatic assembly equipment, which increased production fivefold and cut internal rejection rate by over 70%

I am eager to speak with you personally and look forward to meeting you soon.

Best,

John White

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