Mike L.

White
16416 Timberlane Drive
Omaha, NE 68136
mwfe9f40@westpost.net
Cell: (816) 651-1400
Results-driven leader with 15+ years in sales and sales management. Extensive ex
perience in building high performance sales teams that offer valued based soluti
ons. Experience using organized data approach to evaluate markets and opportunit
ies. Expertise in business development, channel and account planning and maintai
ning ongoing strategic relations that lead to brand equity and profitable revenu
e growth within the retail, food service and commercial markets. A motivated sel
f-starter who values team work and will coach and hold people accountable. Excel
lent relationship and team builder (both internal and external).
Core Leadership Qualifications:
* Sales to Food Service & Retail Trade
* Operations Experience
* CPG Brand Management
* Process Driven CRM Solutions
* Major Account Management
* New Business Development
* C-Level Executive Presentations
* P & L Management
* Change Management
* People Management and Development
* Major Contract Negotiation
* Value Sell Processes
Selected Accomplishments:
Developed new product launch and portfolio that restored profitability and gr
owth to a channel that had experienced a 20% decline in both brand share and uni
ts. Achieved a $10 million base line protection with forecasted brand share grow
th of #2 in the category or $5 million in new revenues. - Tasty-Toppings (Doroth
y Lynch)
Identified $30 Million in new business opportunities by implementing, identif
ying and stratifying new channel customers in key market verticals. Delivered $5
.5M new revenues in multi-channel revenues. - Pliant Corp. (acquired by Berry
Plastics) Key Customers; AWG, Wal-Mart, SAMS, HEB, Kroger, Sysco, McDonalds.
National Account Management - Drove year-over-year double-digit growth in shr
inking markets and supply channels by planning and executing a highly effective
tactical business strategy for vertical market development.- Tasty-Toppings (Dor
othy Lynch) .Key Customers-Roundy's (Pick N Save, Rainbow) Wal-Mart, Sam's, AWG,
Super value, Kroger, Target , AG, Affiliated, HEB, Sysco, Roma, US Foods.
Multiple recognition awards in developing and supporting direct reports that
execute a value sell process. Received recognition from the following proposals
that quantified the total cost of ownership: Wal-Mart, Kroger, Publix, Superval
ue, Tyson Foods, Excel, Sara lee, Farmland, Pilgrim's Pride. - Ansell Occupation
al Healthcare.
Managed and developed employees that generated highest profit return per empl
oyee of $15 million by meeting or exceeding individual and division goals for sa
les volume increases and net margin return.- Ansell Occupational Healthcare
Professional Experience:
Tasty-Toppings, Inc. - National Sales Manager/Acting as General Manager
11/2008 to present
(Started as contract employee and was hired by the company in February 2010.)
Manufacturer of Dorothy Lynch Home Style Dressing
* Responsible for expanding retail and food service distribution.
* Accountable for national retail, mass merchants, wholesale and food service ch
annels.
* Brand management, P& L accountability, develop trade campaigns and promotional
planners to drive brand share and unit dollar increase.
* Recruit and manage direct regional managers and broker network across multi-ch
annels.
* Expand both retail and food service distribution to an additional 15 states wh
ile increasing average brand share to a top 15 in a category of 300+ brands. Cor
e market brand share increase from #6 to #2.
* Daily execution and analysis of Retail Link (Wal-Mart). Kroger-Consumer insigh
ts.
* Operations, sales and production analysis, trade compliance, manage cross func
tional teams.
* Personal accountability for National Account management and development.

Pliant Corporation, Schaumburg, IL - Director of National Accounts

03/2008 - 09/2008
Industry leading pioneer in top quality flexible packaging, film products and di
sposables.
* Division was eliminated after second filing of Chapter 11 Bankruptcy.
* Developed channel strategy, financial plan and product portfolio.
* Responsible for developing new channel business development strategy for speci
alty films and institutional trash liners for the Retail, Food Service,
* Food Processing, Jan-San and commercial markets.
* Performed at high level effectively engaging Pliant Executive Management team
to secure strategic contracts and new customers in several markets after Chapter
11 filing.
* New business development initiatives included: Wal-Mart, Sam's. Aramark, Compa
ss, BJ's Wholesale Club, Tyson Foods, Cargill Meat Solutions, Farmland, US Foods
, Gordon Foods, Bunzl and national buying groups.
* Responsible for recruitment and development of broker sales network.
AFFLINK, a division of Performance Food Group, Tuscaloosa, AL
2005 to 2008
Leading sales and marketing organization connecting more than 300 distributor me
mbers and 250 preferred suppliers of janitorial, packaging, food service, food p
rocessing, healthcare, safety, and office products.
Director of Business Development - National Accounts
* Managed relationships with major accounts within the manufacturing, industrial
, and food service sectors to expand revenue opportunities and reverse account e
rosion. Developed and implemented 3-year business plan that focused on value sal
es processes and business development with emphasis on continuous improvement.
* Reversed a 30% decline in the Canadian region and preserved key supplier and d
istributor relationships to restore profitability and growth.
* Strengthened B2B relationships with key accounts including Spartan Chemical, F
ord, US Steel, Pilgrim's Pride, Frito Lay, Tyson Foods, and Motorola to stem ero
ding revenues and stimulate sales growth.
Ansell Protective Products, Red Bank, NJ
1995 to 2005
World's largest provider of services and supplies for the Retail, Food Service,
and commercial manufacturing industries.
National Sales Director-Corporate and National Accounts (Retail, Food Processin
g and Food Service)
* Responsible for B2B National Account Development. Executed business plans and
sales strategies to facilitate double-digit sales growth within New Emerging ma
rket sectors.
* Managed and coordinated the activities of product managers while working direc
tly with 6 regional sales representatives and 8 brokers along with a personal na
tional account base with a $42MM revenue stream.
* Analyzed market trends and repositioned company to capture additional national
accounts in New Emerging market segments by establishing strategic alliances in
the Mass Retail, Supermarket, Food Service markets.
* Gained new national and regional accounts that included: Publix, HEB, Sysco US
Foods, Brinker's, Wendy's, Aramark, Bunzl/Papercraft, and Wal-Mart.
* Designed metrics that tracked continuous improvements in both sales performanc
e and measuring customer values.
* P&L Accountability - Achieved both bottom line and top line financial objectiv
es for 7 consecutive years.
* Leveraged business relationships with strategic partners to drive new revenues
while reducing overhead and operational costs.
Ansell Industrial Specialist - National Accounts
* Rapidly promoted from a $2.5 million territory to an $8.5 million Midwest terr
itory.
* Recipient of "Circle of Success Award" (Salesperson of the Year).
* Top performing regional manager- Team Development, new product sales and profi
tability.
* Built multiple customers from scratch that supported more than $12.5 million i
n annual revenue.
Pegler-Sysco Food Service Company, Lincoln, NE
1992 to 1995
Subsidiary of Sysco Corporation that provides an inventory of more than 275,000
products to restaurants, schools, hotels, health care institutions, and other fo
odservice customers.
Marketing Associate / Food and Medical Sales
Achieved "Sysco Headquarters' President's Club Award" in 1993.
Education:
Bachelor of Science, Business Administration - University of Nebraska at Kearney
with Emphasis in Human Resource Management - NCAA Div II for Varsity Football -
Team Captain and Academic Honors
PC Proficiencies:
Proficient in Microsoft Excel, Word, PowerPoint and Outlook
Data Warehouse, AS400, Retail Link (Wal-Mart)