Bruce Whiteside Email & Phone Number

Austin, Texas Metropolitan Area

Winchester, Va

Provide comprehensive sales management throughout the $5.1MM Austin and San Antonio territory selling to major distribution houses such as Grainger, Matera Paper, Gulf Coast Paper, Veritiv, HD Pro and Pollock Orora, and interact with end users. Engage in extensive prospecting and upselling. Deliver strong technical and engineering knowledge in addition to skills in inventory control and distribution. Promote products with distribution houses to selling into healthcare, property management, distribution and educational facilities.Offer strong knowledge of each customer’s needs, service market, budgets and competitors. Negotiate competitive price points with distributors based on end-user usage to allow an increase in sales, and improve organizational revenue and market share.Document, maintain and update critical sales and business intelligence in the CRM to develop plans and track progress. Mentor and train new representatives as needed, providing instruction in territory management, sales techniques, production planning, operations, and equipment maintenance management while consistently exceeding sales goals, managing key accounts, negotiating major contracts, and earning the trust of decision-makers.Successfully increased sales in the territory from $3.7MM to $5.1MM while designing strategic sales plans to ensure the territory’s financial success throughout evolving economic climates. Positioned the organization and associated products as the solution of choice against competitor offerings, developing marketing pitches, delivering sales presentations, and providing value propositions to articulate key buying factors.Achieved a huge win at the Austin airport to sell a self-designed trash receptacle with a laser cut logo, a $150K contract.Won a $125K order with Seton Hospital Network for special custom-made containers for trash and recycling for six hospital properties in the Austin area.

Austin, Texas Area

Delivered expertise in customer relationship management, planning and execution, and provided market, shopper/category insights. Managed 42 accounts, including both Home Depot and Lowe’s accounts, with annual revenue of $4.1MM throughout the Austin market, interacting with store representatives and customers to research samples for color selections.Provided training classes to store representatives in selling custom blinds and shades, and utilizing cutting machines.Engaged with key influencers at the regional, district and store level, developed and conducted presentations, and delivered timely communication to account customers regarding trends and sales.Utilized thought-provoking inquiries to identify customer concerns and needs, addressing issues to build solid relationships.Expanded the Buy More Save More program at Home Depot by over 48% in 2011, expanded Lowe’s market share to 56% in the special order category, and grew the Lowe’s CSN/Stock category by 20% in revenue for 2011.Successfully launched four Lowe’s smart machine implementations in the Austin market, executed priorities to effectively and creatively win consumers through promotions, packaging and merchandising, and sold new displays and proper placement to regional, district and store level managers for higher levels of brand awareness.Trained store associates and managers on product knowledge and sales techniques in classroom and informal settings.Facilitated marketing events at select stores on a monthly basis to provide brand awareness and product demonstrations.Monitored competitor brands and products in addition to market share and target markets to comprehend customer trends and opportunities, and identified category opportunities at both Home Depot and Lowe’s stores in the territory.Reviewed POS and market sales data, escalating concerns and insights from the field to sales managers.

Austin, Texas Area

Managed the installation and repair of AT&T’s U-Verse integrated digital television and high-speed internet for voice phone services. Performed an average of two to three installations per day, mostly in residential homes, but occasionally within commercial properties by completing installations in the main offices of large apartment complexes. Completed connections from the SAI box to the customer’s home to ensure excellent signal strength utilizing a JDSU electronic testing unit.Utilized both coaxial and Cat5 lines to distribute service throughout customer homes and run new lines if necessary.Installed wall drops to specific locations if needed, and provided consumer education in using all systems and features.Engaged in troubleshooting and the repair of services to existing U-Verse installations.Recognized as a five-star technician, and consistently met all monthly efficiency and productivity goals.

Austin, Texas Area

Directly managed a $7MM territory consisting of regional mass, grocery and drug accounts.