Chris J. White

15331 W. 164th Terrace · Olathe, KS  66062 · 913.233.6911 (C) · cjwtinman.kc@gmail.com

 

Sales Executive

Sales & Sales Management

Motivated and bottom-line-driven sales and sales management professional offering sales management, account management, and operations leadership experience in the building materials industry.  A well-organized executive combining a unique blend of experience in sales and supervision. Consistently successful in identifying and capitalizing upon opportunities to increase revenues, market share and profit contributions.

Outstanding leadership and team building skills. An excellent communicator able to translate complex technical issues into language and concepts that are easily understood. Analytical and detail oriented.  Possess the vision necessary to develop and implement successful action plans. Proven track record of forming winning sales teams, increasing company and customer profitability, as well as fostering long-term customer relationships.

 

Core Competencies:

¨                    Sales & Territory Management ¨                    Customer Relationship Management ¨                    Problem Solving & Resolution ¨                    Sales Management ¨                    Sales / Marketing Planning ¨                    Goal Establishment & Achievement ¨                    New Business Development ¨                    Multi-Channel Distribution ¨                    New Product Development ¨                    Driving Sales & Growth ¨                    Staff Development &Training ¨                    Product Knowledge & Industry Trends ¨                    Distribution Management ¨                    Contract Negotiations

 

 

  Professional Experience  

 

 

Dunan Refining – Duncan, OK (11/16-3/17)

Business Development Territory Manager, North America

 

Hired to develop customer buying strategy for start-up plasma smelter business

• Identified gaps in sales process.
• Implemented first marketing campaign.
• Established business in California, Minnesota, and Wisconsin.
• Began the research process for implementing a CRM tool.

 

Owens Corning – Toledo, OH (5/14-6/15/16)

Area Sales Manager, Central Midwest

 

Manage and developed new and existing sales territories in Indiana, Illinois, Wisconsin, Iowa, and Missouri.

• Established new distribution in Illinois, Missouri, and Indiana.
• Ranked first in establishing new contractors 2 years in a row.
• Fostered relationships with key accounts (new and existing)
• Ranked 2nd Area Sales Manager in division

 

Atlantic Coated Papers – Toronto, Ontario, Canada (4/13-5/14)

National Account Manager, United States

 

Developing sales and sales strategy for the U.S. market.

• Promoting new sales and marketing strategy with prospective distributors while working with their customers and sales representatives.
• Consistently established new contractors and lumberyards through pull through for my Distributors.
• Creating new sales channels through OEMs.
• Developing sales, marketing and social media strategy.
• Leading a focus group for product development.

 

 

Royal Building Products – Woodbridge, Ontario, Canada (1/05-1/13)

Regional Sales Manager, Western U.S.

Led a team of five direct reports with overall responsibility for $51 million in sales revenue in a territory covering multiple states.  Devised and implemented plans to support the strategic goals of one of the largest building materials manufacturers in the nation. Maintained ongoing communication with Executives throughout Marketing, Customer Service, Engineering, and Operations.

• Increased sales from $30 million to $51 million during tenure.
• Created my own sales territory in the rural areas of the Midwest.
• Established over 400 lumberyards throughout Midwest.
• Responsible for managing sales and market development to achieve profit objectives and market share goals.
• Managed a network of over 150 national, regional and independent 1-step and 2-step distributor locations in 20 states while growing relationships with key accounts.
• Led committees to develop initiatives for strategic planning, new product development and improved customer service.

 

Forest Siding Supply – Oklahoma City, OK (3/1987-2005)

National Sales Manager (1/1997-1/2005)

Led a team of sixteen direct reports with overall responsibility for $45 million in sales revenue in a territory covering twelve states for one of the largest independent building material distributors in the nation. Devised and implemented plans to support the strategic goals.

• Reported directly to the CEO and President on all key personnel matters, as well as growth and profitability of company.
• Purchased and negotiated price for products from key manufacturers.
• Managed a network of over 3000 contractors.
• Fostered relationships with key accounts.
• Responsible for sales and marketing of two innovative products, including the “Break Buddy” and “a fastening system for siding” developed by industry partners and distributed through the organization to the 1-step and 2-step channel.

 

             Regional Sales Manager 1/1992-1/1997)

Led a team of seven direct reports with overall responsibility for $25 million in sales revenue in a territory covering seven states for one of the largest independent building material distributors in the nation. Devised and implement plans to support the strategic goals.

• Reported directly to the CEO and President on all key personnel matters.
• Responsible for managing market share and profitability objectives.
• Managed a network of over 1800 contractors.
• Fostered relationships with key accounts.

 

       Territory Sales Representative (3/1987-1/1992)

Managed and developed sales territories in Illinois, Iowa, and Nebraska

• Responsible for growing base of new and existing contractors.
• Managed a network of over 250 contractors.
• Top territory sales representative in 1989 &1991.

 

 

  Education  

 

University of Iowa - Iowa City, Iowa - Bachelor’s Degree 1985