Sales Associate Representative

Executive Sales Director/Business Development Manager

Sales Growth - Grew territory by over $8M within five years of service.

Team Leadership – Managed 22 direct report sales reps in the life science/Biotech industries.

Award winning Sales Rep - Two-time national sales rep of the year.

Signature Strengths & Competencies

Consultative Sales

Sales Team Leadership

Business Development

Pipeline growth & Renewals

Strategy and Sales Plans

Channel Management

Lead Generation Method

Recruiting & Hiring

Training & Development

Coaching & Mentoring

Key Account Management

Market & Competitive Analysis

Pricing and RFP

Contract Negotiations

Customer Acquisition Strategies

Experience

FIltrous Inc-Albuquerque, NM

Region Sales Manager, Oct 2022-Mar 2023

Directed sales operations for new start up including staffing, training and performance management of 8 sales rep in the biotech lab supply market.

Avantor/VWR – Albuquerque, NM

Regional Director of Sales, Mar 2020-Aug 2022

Directed sales and operations for a $65M region, across two states with oversight of 10 Sales Reps including hiring, training, development, and performance management.

Achieved 20% growth in 2021 (on pace for 28% growth in 2022).

Provide formal and informal sales training to all sales associates related to enterprise initiatives, programs, and sales systems.

Develop programs and selling strategies to motivate sales force and stimulate sales.

Directly handle contract negotiations for key accounts, including securing co-prime agreement with University of Nebraska and University of Utah, resulting in $4M in incremental sales of consumable lab products.

Prepare sales and gross margin forecasts for region territories and analyze and monitor sales data for the region.

Collaborate cross functionally with internal customers and service providers such as finance, Furniture division, VWR Specialists and Business Process Consultants

Senior Sales Representative, Avantor/VWR, Jan. 2013 – March 2020

Managed all sales related activities from lead generation to close. Hired, trained, mentored, and managed a sales associate and a sales intern within the E&MR segment.

Grew territory by over $8M in 5 years of service.

Awarded national sales rep of the year for segment in 2015 and 2019.

Greg white, Page 2

Professional Experience, Continued

Cardinal Health – Albuquerque, NM

National Key Account Manager, Jan.2010 – Dec 2013

Managed the pharmaceutical and biotech-controlled environment production accounts. Responsible for 250 Cardinal Nuclear Pharmacies nationwide. Utilized strong national account management skills, developing both manufacturer and customer relationships into valued business partners.

Accomplished 17% growth in sales and 13% growth in profit for FY2013

Exceeded sales and profit quotas annually from 2006-2013

Life Science Business Development Manager, April 2006 – Jan 2010

Developed the Life Science go-to market initiative for Research and Bio Pharma supplies and equipment. Hired and trained a team of up to 22 reps to support new business growth.

Largest account wins include MD Anderson in Houston, Novartis in San Diego, and OSO BioPharma in Albuquerque

YOY growth of 20+% with profit margins leading Cardinal Health Lab Products averages.

Grew revenue in this start up segment from $0 to $12M in 3.5 years

VWR International – Buffalo Grove, IL & Albuquerque, NM

Sales Representative, June 1996 – March 2006

Progressive experience in a top tier $4B global laboratory distribution organization. Territory included Northern New Mexico which grew from $1.5M in annual sales to over $6M during tenure. Territory included over 200 accounts - larger accounts included: NM Dept. of Health, Los Alamos National Laboratories, Catalent, Genzyme Genetics.

Concentration on new customer acquisition driving sales increases.

Regional Sales Rep of the year 2002, 2004

Sales Excellence Award recipient 2005

Area Sales Rep of the year 2005

Education

Bachelor of Science – History and Political Science

University of Ottawa

Captain & Assistant Coach of University basketball team

Economics & Business Administration Certificate

Toronto School of Business

Greg White

Albuquerque, NM 87114 505-***-**** *********@*******.*** www.linkedin.com/in/greg-white-28179117

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