Ken White Email & Phone Number

Littleton, Co, Us

Woodstock, Ga, Us

Develop and implement the sales strategy for the U.S. Market. Manage all business aspects of the national sales team.

Lake Forest, Illinois, Us

➥ Grow revenue and enhance profitability for a major government contract by creating a strategy that allows for seamless member affiliation, relevant contract incentives, synergizes with Grainger's value proposition.➥ Manage the administration process for contract members, lead the planning, creation, negotiation, execution, and implementation of the contract o Collaborate strategically with OMNIA Partners' Sales, Marketing, and Partner Development teams, as well as the Grainger Government Function, advancing business growth resulting with an increase of 361 basis points in gross profit margin➥ Strategically guide the National Government Sales team in optimizing the utilization of OMNIA Partners cooperative contracts; facilitate a comprehensive series of contract education sessions involving over 300 sellers and sales leaderso Spearhead vital customer contract discussions alongside local sales teams and demonstrate the essential negotiation skills through modeling➥ Highly collaborative with Senior Procurement officials to secure MRO Contracts with New York City Housing Authority, Miami-Dade County, Washington D.C. Housing Authority and Los Angeles County Development Authority resulting advancement in annual revenue; and quickly building relationships with the Lead Cooperative Contract Agencies to successfully secure contract extensions

Lake Forest, Illinois, Us

➥ Led a District with 12 Account Managers to over goal performance; grew the district by 15 million in less than 3 years with responsibility for NM, WY, and CO➥ Most proud of successfully revitalizing a historically underperforming sales team by implementing the following strategies:o Conducted a comprehensive assessment of competencies for the Account Manager role across a team of 12 members; Identified areas of improvement for each Account Manager and prioritized these opportunitieso Developed and executed Performance Improvement Plans for 3 Account Managers; Managed the transition of one individual out of the organization; Enhanced the performance of 2 team members who not only remained on the team but also demonstrated improved results➥ Oversaw efforts establishing a culture rooted in accountability and collaboration, resulting in: Reduced turnover in the sales department; Creation of a district culture that other team members actively sought to join➥ Raised engagement scores above the company average, and achieved a remarkable 35% growth in district sales in 2018➥ Consistently surpassed performance goals in 2019, 2020, and 2021, and gained remarkable individual achievements, with team member engagement scores reaching 100% in 2019 and 97% in 2020

Lake Forest, Illinois, Us

➥ Assumed ownership managing numerous second-tier National Account customers with minimal contract commitments; cultivated fresh relationships with operational and contracting/procurement teams; gained a profound understanding of customer obstacles and crafted proactive proposals to initiate contract discussions➥ Despite the customer group's promising potential, its revenue performance was lacking, and placed targeted focus on driving revenue growth within this group. This effort materialized in a significant achievement: successfully negotiating a new contract with a Fortune 250 customer that had no existing contracto Through strategic negotiations and dedicated efforts, this customer's annual revenue surged from $6M to over $35M in less than three years, showcasing a remarkable transformation in a relatively short timeframe

Lake Forest, Illinois, Us

➥ Engaged as a National Partner, collaborated closely with corporate manufacturing clients to establish and uphold mutually advantageous agreements. Orchestrated the coordination of both internal and external resources to assist customers in achieving their Maintenance, Repair, and Operations (MRO) objectives➥ Led the negotiation, execution, and advancement of new contracts with prominent entities including International Paper, Graphic Packaging, Weyerhaeuser, and Universal Forest Products. Notably, spearheaded the remarkable growth of International Paper from an annual sales figure of $6.2M to exceeding $35M annually

Lake Forest, Illinois, Us

➥ Manage business units of a large customer as part of a National Account team. Leverage current agreement to create new opportunities and drive contract compliance.

Lake Forest, Illinois, Us

Manage National Account programs that aligned with strategic objectives of the customer. Manage tactical implementation through direct interaction with Field Sales and internal/external resources.

Lake Forest, Illinois, Us