WILLIAM WHITE

Luray, VA 22835 | 540.607.7301 | bwhite010@yahoo.com

SENIOR OUTSIDE SALES REPRESENTATIVE
Self-driven professional with a proven sales record built over a 15 plus year career focused on
balancing customer needs with company revenue expectations, looks to strengthen the market
presence as a senior outside sales representative for a results-oriented company. With sales results
that have already been recognized with national awards and the communication acumen to build
loyalty and long-term relationships with customers, will consistently reach sales targets with an
aggressive and determined approach for prospecting new leads and cultivating new solutions for
existing clients.
STRENGTHS & EXPERTISE

Relationship Selling
Solution Based Sales
B2B Prospecting

Negotiating & Closing

Customer Tracking Software
Long & Short Sales Cycles

Sales Automation Tools

MS Office
Pipeline Development

PROFESSIONAL EXPERIENCE
Commercial Sales Representative
01/2003 to 07/2014
Protection One / Vintage Security, Chantilly, VA
Cultivated new and existing business opportunities using leads, company referrals,
networking groups and cold calling to garner $700,000 in sales across 80 units with $89,000 in
recurring revenue per annum.
Designed sales presentations offering new services to existing clients for monitored electronic
security systems, hosted video, fire, access control, and other solutions including SCIF work.
Collaborated with product, operational, and manufacturing colleagues to efficiently manage
territory resources, information, and products to maximize daily production and time in front
of customers.
Incorporated database technology to enhance negotiations, conflict resolution and customer
service with accurate filing, retrieval and management of orders, requests, and service
agreements.
Acquired an extensive knowledge of markets, products, industry, competition, key buying
influences, and clients through formal and informal networking events.
Motivated clients during negotiations to expand their orders and add products and service
using a relationship selling technique.
05/1999 to 10/2003

CONTINUED

Major Account Representative - Sales & Retention Manager

Waste Management, Sterling and Fredericksburg, VA
Promoted from Sales Representative to Sales Manager to oversee the Sales and Retention
offices in both Northern Virginia and Fredericksburg.
Earned 4th Ranked Outside Sales Rep Nationally in 1999 by proactively understanding the
customers needs and developing solutions to fit their requirements.
Strategized with team to secure Post 9/11 Pentagon Clean-Up using personal networks with
key decision makers to secure work.
Awarded a budget-based bonus year after year after implementing aggressive strategies that
consistently exceeded assigned sales goals.
Executed a cold calling strategy to target prospects and mine existing clients for referral
business.
Presented accurate forecasts for business generation both monthly and quarterly to District
Manager.
Made meaningful recommendations for expanded products and services based on identified
customer needs.
Outside Sales - Residential / Sales Manager
04/1996 to 03/1999
Austronic Security/ Securitylink, Chantilly, VA
Achieved substantial sales retention targets that led to a Sales Manager promotion from an
innovative plan that deepened customer relationships with existing products and services.
Led the retrofit sales offices expansion strategies that cultivated new markets and expanded
company recognition.
Oversaw the training and support of a professional sales staff which turned around to
properly administered a sales pipeline from prospect, lead, expansion, to close.
Verified accuracy of incoming orders, tracked results, and assisted with account receivables
using company applications to track and control costs.
Coordinated pricing strategy, in conjunction with District Sales Manager, and in accordance
with company policies and corporate business conduct guidelines.
EDUCATION
Bachelor of Arts, History & Social Sciences
California State University, Northridge, CA
AWARDS & RECOGNITION
Protection1 P1 Club1 National Award

2013

Vintage Security Quota Buster Award

2003 to 2013

WILLIAM WHITE | 540.607.7301 | RESUME PAGE 2