Jeff White

About Jeff White

Jeff is a proven Sales Manager with five “top 5” national performance finishes at Xerox…

Experience

1. Regional Sales Director Public Sector - Large Enterprise Operations

   Xerox

   Jan 2015 — Present

   Led Public Sector sales organization including a team of client managers, managed print and production specialists to drive “same account revenue growth” and new logo acquisition. Managed business by creating a winning culture with an overlay of a proven sales management process. 2017 sales management process outputs were: 1.) Surplus of prospect levels in all selling stages- Technology Revenue - 238% of 180 day and 210% of annual expectation - Services Revenue - 189% of 180 day and 128% of annual expectation 2.) Well-timed prospect advancement through selling cycle stages. 30% monthly advancement. 3.) Close ratios that deliver team and individual forecast accuracy - 50% close rate of 30 day commitment phase prospects leading to forecast delivery 9 of 12 months. 4.) Superior technology revenue results - 151% of Commissionable Achieved Revenue. 5.) Satisfied customers - 98% unit retention rate, 100% retention of services contracts, 95% satisfied surveys (would recommend Xerox) Additional responsibilities included recruiting, staffing, team development, revenue and profit growth, customer satisfaction, expense control and ensuring full compliance with Xerox policies and procedures. Managed business through a sale management process assisted by salesforce.com utilizing “Challenger” selling skills, C-level relationship management and pipeline management. Core Business - managed print & centralized print services, office & production hardware, document management & workflow solutions. Accountable for $35M+ Document Outsourcing and $5M+Technology Solutions Portfolios. Mentored new Sales Mangers per request of SVP, presented install base management process on President’s national managers call, presented prospect pipeline management on National Public Sector best practice call.

Skills

• Process Improvement
• Customer Service
• Sales Process
• Program Management
• Leadership
• Account Management
• New Business Development
• Team Building
• Direct Sales
• B2b
• Business Process Improvement
• Salesforce.com
• Managed Print Services
• Sales Operations
• Cross-Functional Team Leadership
• Sales Management
• Software Solutions
• Solution Selling