Sales Service

John D. Whitson

Houston, TX ***** 310-***-****

www.linkedin.com/in/johnwhitson ***********@***.***

Executive Sales Leader & Growth Driver

Enhance revenue through development & leadership of performance-focused sales teams

Accomplished sales and operational director with proven track record of achieving both top and bottom-line growth. Solid history of rising through the ranks with success at each level by developing sales teams, driving goal-oriented structures, and delivering improvement programs and processes for sales and operations.

Experience in effectively managing both domestic and international sales teams. Skilled in fostering focus on the customer through development of team members. Reputation for creating cultures of excellence and innovation.

Strategic Planning Customer Relations Program Development P&L Management

Change Management

Professional Experience

Growth Works, Houston, TX

Private Client Contractor, Sales growth Strategies 2017 – 2018

Designed for small to medium sized private companies who want to make a step change but are challenged with resources. Focused reviews on sales structures and go to market strategies, coverage efficiencies and alignments with emphasis on internal capabilities and staff skill sets. Development of training plans, staff development, customer facing plans and compensation structures to drive growth.

FLOWSERVE CORP, Houston, TX

Director, HQ Sales and Special Projects 2010 – 2016

Developed, established, and managed relationships with key customers at headquarter locations. Created, promoted, and managed specific programs targeted to capture additional opportunities across organizations at the earliest stage. Managed and developed special products focused on key processes and markets.

Re-established key contacts with 12 major customers in 6 countries, leading to early involvement in major projects with all, months before projects went public, as well as several sole sourcing agreements.

Developed sole sourcing agreements at both project stage and end-user stage by designing and implementing bridging programs.

Sold several multi-million dollar international contracts by passing bidding process using both relationship at HQ and leveraging end user.

Improved margins at project stage and guaranteed revenue on 1st day plant started by selling 1st fixed fee aftermarket services program at project phase.

Created and managed 1st PTA license approved product, resulting in sole sourcing of product at both OE stage as well as aftermarket.

Director, Asia Pacific End-User Sales and Alliance Programs 2006 – 2010

Implemented new end-user sales structure and strategies, including realignment and expansion of service and manufacturing footprint. Helped design and manage country specific compensation plans. Expanded customer alliance programs and created an organization to manage them. Instituted 1st CO-OP program and developed multiple sales training programs.

Increased face time with customers by realigning sales structures in 8 countries.

Improved bookings 20% compounded YOY by refocusing sales force on end users and realigning secondary channel sales.

Upgraded 4 and built 5 additional service centers, increasing capacity to serve customer and refocusing on improved delivery metrics as opposed to price.

Reduced SG&A 9% by realigning sales coverage, increasing accountabilities, and improving secondary sales channel management.

John D. Whitson ***********@***.*** Page Two

FLOWSERVE CORP (Continued)

Improved OI 11% through combination of top-line growth and Lean process program deployment across organization.

Enhanced market share and margins by developing 1st alliance team concept, which provided dedicated resource to focus on expanding and applying consistent best practices across all sites.

Renewed 6 sole source customer alliance contracts and added 5, expanding market share and guaranteeing and stabilizing revenue stream.

West Coast General Manager 1998 – 2006

Managed all sales and aftermarket services for 2 divisions in 12 western states and directed 4 district sales teams and 5 operational centers. Integrated sales forces with emphasis on cross-selling opportunities and second channel integration.

Oversaw merger of 2 product divisions’ sales and service structures with no revenue loss.

Increased OTP out of service centers 11% by focusing on accountability, defining metrics, and using tools such as Six Sigma and Lean practices.

Expanded booking 13% YOY on average through improved coverage planning, increased discipline of secondary channel management, and enhanced customer service experience.

Combined and upgraded 2 service centers and added 2 additional centers, supporting and increasing ability to serve market, reduce cycle times, and improve margins.

Integrated and aligned secondary sales channels for both divisions, providing opportunity to increase direct coverage where required, clean up coverage overlaps, and apply consistent management metrics. Resulted in both booking and margin improvements, warranty cost reductions, and market share increases.

Education & Professional Development

Business Administration Coursework, Orange Coast College, Costa Mesa, CA

Six Sigma: Champion and Yellow Belt

Sales Training, PSS I, II, III / Miller Hieman

GAAP Accounting Principles (AMA) / Applied Liquid Hydrolics (UCLA) / International Business (Pepperdine)

Negotiation Training, DOON

Contact this candidate