WENDELL WHITE

**** ***** ********, *********** **. 37172 310-***-****) ad3p9a@r.postjobfree.com

LinkedIn https://www.linkedin.com/in/wendellwhite

CATEGORY AND SALES MANAGEMENT

Proven sales leader and change driver with years of expertise in steering new business development, forging customer relationships, and increasing revenues in both high and low performing regions. Proven ability to drive multi-million-dollar sales and build customer loyalty.

AREAS OF EXPERTISE

Category Management Account Management

Staff Management Strategic Planning

Analysis and Forecasting Cost Control

New Business Development Negotiations and Closing Skills

WILLOW CREEK PRESS SALES MANAGER

April 2015 – November 2023

Responsibilities include:

Growing sales domestically and internationally

Improve forecasting process through new methods and historical data.

Work with production team to include value added content to products.

Institute P&L reports per account and per individual

Prepare proposals for C level executives.

Develop new products for specific channels.

Work with the Customer Service department to find faster and better solutions.

Ensure that all information from credit checks to invoices are properly handled by all internal departments.

Develop departmental sales plans then guide each team member’s execution.

New sales dollars in 2022 will reach an estimated $1,000,000.00. Sales for 2023 grew to $1,500,000.00. This growth is built on relationships and outstanding customer service. My motto to all my employees is “Customer Service equals Customer Loyalty. Customer Loyalty equals company profitability”.

BROWNTROUT PUBLISHERS NAIONAL ACCOUNT MANAGER

2003 – February 4, 2015

Responsible for the strategic category development, management and marking strategies of new and existing business partners. Develop and maintain relationships with decision makers in key retailers and distributors. Negotiate contracts in order to maximize company cash flow and minimize company exposure. Conduct continuous research at retail level to analyze competitor’s market share, and what new products should be presented to customers.

Accomplishments:

Enhanced CRM’s and reports to better monitor sales and growth

Enhanced P&L’s and invoice forecasting to predict the company’s cash flow and profitability more accurately.

Instituted daily sales reports reflect time companies’ status as it relates to projected budget.

Mentor entry level account executives and sales support team members to increase their productivity.

Created workflow charts to enable faster and better transfer of information between production, marketing, order processing, logistics and accounting.

Spearheaded e-commerce initiatives to include drop shipping direct to customers from third party websites (including Staples.com and PetCo.com)

Increased efficiencies in shipping and logistics to decrease costs and increase profitability.

Instituted prospects reports to monitor progress of new business development.

Key accounts include Kroger, Staples, Tractor Supply Co., Bed Bath and Beyond, Cracker Barrel, Office Max, Office Depot, Bass Pro Shops, Guitar Center, Fred Meyer, Petco, CostCo, BJ’s Wholesale, Pet Supplies Plus, K-Mart, Meijer, Shopko, Doctors Foster and Smith, Pet Supermarket, Overstock.com, Buy.com

Key Book Distributors: Baker & Taylor, Levy, Book-a-zine and Ingram.

Personal Sales growth through new and existing accounts:

2014 -$11,354,147 2013 - $11,111,237 2012 - $10,604,585 2011 – $ 8,511,338 2010 - $ 5,142,594 2009 - $ 3,881,636 2008 - $ 3,651,685 2007 - $1,880,266

DIRECTOR OF ENTERTAINMENT Hard Rock Café International

March 2002 – April 2003 (1 year 2 months)

Served as an instrumental leader in the establishment and development of the newest area location of the Hard Rock Café. Responsible for the planning, coordinating, and implementation of all entertainment activities designed to attract customers and increase sales. Developed and sustained relationships with key contacts of influential area music, program directors, and business owners for the purpose of music advertising and promotion. Directed the daily operations of all music related events, including contract negotiations, scheduling, and onsite coordination. Managed key financial aspects of all entertainment related planning including budgeting, forecasting, and reporting.

DIRECTOR OF COPYRIGHT Bug Music

October 2000 – February 2002 (1 year 5 months)

Provided strategic leadership and direction of the Copyright, Royalties, and Licensing departments. Responsible for the training, mentoring, and evaluating of assigned direct reports ensuring a solid understanding of the department's mission and company objectives. Evaluated and documented team performance annually. Reviewed all contracts prior to execution to determine mutual interest and profitability. Worked to resolve escalated customer service issues in a timely and efficient manner. Prepared and evaluated annual departmental budgets and served as an active and contributing member of the company's Management Team.

REGIONAL ROYALTIES MANAGER BMG Music Publishing, Inc

February 1998 – October 2000 (2 years 9 months)

Responsible for the accurate overall calculating and processing of over $100,000,000 in individual and third-party royalties within the U.S. and abroad. Developed a new method of processing income resulting in a reduction in posting errors. Provided leadership and expertise to maximize productivity, while ensuring quality throughout the process. Managed and developed a staff of 8 copyright and royalty staff ensuring that performance objectives were met and/or exceeded annually. Routinely reviewed and assessed applicable policies for continued effectiveness. Revised and implemented new processes and policies to enhance royalty input and payment processing. Reviewed contract terminating rights for contracts. Aided with all reduced rates for licensing.

REGIONAL & TITLE INFORMATION COORDINATOR BMI Music

February 1992 – January 1998 (6 years)

Responsible for the database management and information integrity of music contracts and agreements. Provided resolution to client inquiries regarding copyright related issues in a timely manner. Coordinated directly with publishers to make catalog corrections needed as result of changes to administrative control. Provided assistance to writer's estates to determine current and future ownership and control. Served as key support in the implementation of an updated electronic database designed to increase department efficiency.

EDUCATION

Middle Tennessee State University

Bachelor of Science Degree

Major - Professional Studies

Concentration – Organizational Leadership

Graduation – December 14, 2019

Springfield High School (Springfield, TN) – Graduated 1988

References available upon request.

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