Michael White Email & Phone Number

San Marcos, Tx, Us

Round Rock, Texas, United States

Built and maintained a 12-month rolling demand forecast on over 120 SKUs for a $48M Canada Displays business with a focus on improving forecast accuracy in 3 different routes to market. Planned current and future display assortments for Dell.com and Canada retail accounts while implementing an overall assortment simplification strategy across all routes to market.• Led Canada to the top displays attach rate globally, a +3% growth year over year and a positive premium to the market by consistently researching and reviewing market performance, analyzing competitor pricing behavior, conducting price band analyses, and implementing go to market changes. • Drove a 20% improvement in our price index vs. the competition by executing a new pricing strategy focused on playing to win in an increasingly aggressive Canada market that saw price moves on over 30 displays on Dell.com.• Reduced the time spent planning by 30% by building out a brand-new demand planning process using updated data sets, future product roadmaps, and methods that incorporated some automation in an extremely manual process. Implementing these methods also led to a positive 20% increase in SKU-level forecasting year to date.

Round Rock, Texas, United States

Grew a $305 million dollar business by 10% to $335 million dollars through online and offline channels on key product categories like Client Peripherals, Enterprise Infrastructure, Imaging, and Software across multiple sales channels. Communicated updates on performance in weekly business reviews to senior leadership and cross-functional stakeholders.• Delivered revenue growth of +$5.7M for Enterprise Infrastructure and +$2.8M for Imaging product categories year over year by creating, executing, and managing online campaigns tied to key growth initiatives.• Achieved a 40% increase in online conversion and 25% revenue growth totaling $2.6M year over year by leading a project to redesign the structure, pathing, and content on the Software category page on Dell.com.• Ensured the success of our campaigns and execution of Dell’s largest Black Friday ever by implementing a data analytics process that optimized online assortments and gauged the effectiveness of price elasticity and coupons.

Round Rock, Texas, United States

Motivated, developed, and cultivated the skills of small business account managers in both inbound and outbound business development sales environments ensuring that the team over-delivered revenue and margin quotas every quarter.• Delivered and exceeded annual quotas over $100M. Over-attained every single quarter as a manager, averaging 109% attainment and was named the top manager in Dell Small Business for 2017.• Improved team customer engagement metrics by 25% and drove the top engagement among teams in Round Rock by focusing on lead campaign prioritization, delivering best practices for follow ups, sending intraday engagement reporting, and prospecting into white space startup companies to acquire new logos for Dell.• Developed a weekly training roadmap for new hires focused on recursive topics that accelerated their ramp in role; this curriculum was adopted as a sitewide best practice for developing new hires.

Round Rock, Texas, United States

Coached, mentored, and cultivated the skills of small business account managers in an inbound sales environment ensuring that the team over-delivered to our revenue and margin quotas every quarter and that direct reports were set up for success.• Delivered and exceeded annual quotas over $100M. Delivered quota every single quarter as a sales coach and was honored with Coach of the Quarter awards on 3 separate occasions as the top coach in Round Rock.• Grew large opportunities $10K+ delivered at the Round Rock site by 20% focusing on correcting outlier behavior with scoping and prospecting sessions and reinforcing pipeline management best practices in our CRM tool.• Developed consultative selling and solution selling content and led technical trainings for account managers enabling them to ask better scoping questions, better qualify their customers, and grow their opportunity sizes.

Round Rock, Texas, United States

Coached, mentored, and cultivated the skills of small business account managers in an inbound sales environment ensuring that the team over-delivered to our revenue and margin quotas every quarter and that direct reports were set up for success.• Delivered and exceeded annual quotas over $100M. Delivered quota every single quarter as a sales coach and was honored with Coach of the Quarter awards on 3 separate occasions as the top coach in Round Rock.• Grew large opportunities $10K+ delivered at the Round Rock site by 20% focusing on correcting outlier behavior with scoping and prospecting sessions and reinforcing pipeline management best practices in our CRM tool.• Developed consultative selling and solution selling content and led technical trainings for account managers enabling them to ask better scoping questions, better qualify their customers, and grow their opportunity sizes.

Round Rock, Texas, United States

Exceeded monthly sales goals every month by qualifying customers with a refined call flow and method of questioning, satisfying my desire to learn the more technical products that we sold, and implementing the feedback and coaching that I received from my peers and leadership.