Bruce White Ms, Mlt-I Mla-I Email & Phone Number

Wisconsin, United States

Wisconsin

1) Hunting and winning new businesses for the assigned markets and sectors, primarily in the distributor channel and in conjunction with select distributors, in line with volume and C3 targets, and the Indirect channel rules.2) Always maintaining a healthy local pipeline (both own opportunities and through Distributors pipelines).3) Building strong relationships with key stakeholders to drive growth for the assigned markets and sectors.AccountabilitiesDeliver volume/C3 new business targets in line with business objectives, including premium growth goals by new business acquisition and conversion of existing competitive gallons being sold by the distributor today to Premium and Mainline Shell products.Regularly monitor and ensure delivery of distributor commitments, including sufficient quality and quantity of distributor sales, sales pipeline, carrying the right products, ability to sell brands and associated CVPs.Support pipeline fill, build own pipeline if necessary to achieve targets and manage the top opportunities within assigned markets and sectors, demonstrating sales leadership around Sales 1st (use of Salesforce for managing the opportunity pipeline).Have in-depth knowledge of both commercial & technical aspects of the Sector and Products, being able to handle both the Technical and Commercial aspects of business development. Build mind share and relationships within assigned distributors, to deliver through others and achieve Shell growth objectives.Work closely and effectively with key internal resources:ta achieve greater alignment and collaboration towards achieving sales growth goals. Have an in-depth knowledge of the key local competitors and understand their strengths and weaknesses thereby exploiting opportunities arising from these. Work together with BDM community to identify trends in the marketplace, opportunities for new products and services and innovative ways to drive growth and share Best Practices.

Wisconsin

• Develop new opportunities with prospective customers to acquire new business independently signing sound contracts with target customers, explicitly managing liability and contractual issues• Comply with the behavioral imperatives of external focus, commercial mindset, delivery, speed and simplicity.• Implement and maintain the Company standardized sales and business management processes in line with the Account Plans and deliver the sales and profitability plans for each account of his/her responsibility• Establish, develop and manage win-win customer relationships by building and maintaining relationships with the customers at appropriate levels with measured outcomes.• Take growth as top priority and spend significant time for hunting as well as managing the existing accounts• Make jointly visits to major customers and prospects with STLs, KAMs or related senior people to take the advantage of coaching for personal development.• Work closely with support, supply chain teams LKAMs and STL to achieve the targets, resolve complex issues and improve customer satisfaction.• Market update in coordination with marketing and Global Accounts Teams; coordinate the information flow between local and global sales teams• Proactively read the customer / market and implement effective business activities from sound understanding of customer needs and developments in the market. Implement responses to competitor actions and market changes.• Monitor key competitors in the sector and understand their strengths and weaknesses in order to maximize sales opportunities.• Contribute to the overall planning and development of the commercial business by providing recommendations and market intelligence on business, customer, competitor and market issues to the marketing team.

Billings, Montana Area

Responsible for selling to a diverse customer base including physicians, medical directors, formulary committee members, hospitals, pharmacy directors, nurses and other influential personnel. Also, achieving an assigned revenue forecast for each promoted product and/or contribute to the achievement for the district revenue forecast; develop a territory business plan that identifies physicians with the greatest sales potential; develop and maintain a database that documents sales strategies, and future call objectives; develop a call strategy that provides the appropriate reach and frequency to maximize the value of sales time; favorably influence the prescribing habits of the target audience by developing a customized, persuasive sales message that is in compliance with FDA and Company’s guidelines.

Responsible for selling to a diverse customer base including physicians, medical directors, formulary committee members, hospitals, pharmacy directors, nurses and other influential personnel. Also, achieving an assigned revenue forecast for each promoted product and/or contribute to the achievement for the district revenue forecast; develop a territory business plan that identifies physicians with the greatest sales potential; develop and maintain a database that documents sales strategies, and future call objectives; develop a call strategy that provides the appropriate reach and frequency to maximize the value of sales time; favorably influence the prescribing habits of the target audience by developing a customized, persuasive sales message that is in compliance with FDA and Company’s guidelines.

USAFR, Plan, organize, and lead troops and activities in military operationsManage enlisted personnelOperate and command operational systems or equipmentSpecific PositionsChief, Exercise Evaluation TeamChief ICBM Crew TrainingAFROTC Regional Director of AdmissionsMinuteman III ICBM Alternate Command Post Flight Commander

Billings, Montana Area

Responsible for selling to a diverse customer base including physicians, medical directors, formulary committee members, hospitals, pharmacy directors, nurses and other influential personnel. Also, achieving an assigned revenue forecast for each promoted product and/or contribute to the achievement for the district revenue forecast; develop a territory business plan that identifies physicians with the greatest sales potential; develop and maintain a database that documents sales strategies, and future call objectives; develop a call strategy that provides the appropriate reach and frequency to maximize the value of sales time; favorably influence the prescribing habits of the target audience by developing a customized, persuasive sales message that is in compliance with FDA and Company’s guidelines.

Texas

Responsible for meeting or exceeding assigned annual Revenue quota through business generated from the assigned "Targeted Accounts". Limit spending to within assigned annual expense budget or linear with overachiever performance. Managed personal Demo assets effectively: ensuring costs are kept within budget. Maintained a high level of sales activity within territory maximizing the utilization of team members in weekly sales activity. Maintained a solid working knowledge of Lexmark products and services from a technical marketing perspective.

Responsible for all initial ICBM operations training and annual budget of $2,000,000 supporting Air Force Space Command’s missile combat crew force. Supervise 62 officer instructors and eight enlisted personnel. Ensures currency of all curricula for all three ICBM systems worth $10.5 billion. Directs courseware development, set training standards, approve instructor training and evaluations and responsible for scheduling of over 300 students annually. Maintains direct liaison with AFSPC's operational ICBM units, HQ 20 AF, and contracted maintainers. Responsible to commander for all manning issues affecting 70-person flight and leading flight in their absence.

Master Of Science (Ms), Management, 3.68

Activities and Societies: Worked full time while attendingManagement

Bachelor Of Business Administration (B.B.A.), Business Administration And Management, General

Activities and Societies: USAF ROTC Pi Kappa Alpha