Summary
Overview
Work History
Education
Skills
Accomplishments
2 Time Presidents Club Award Winner
Timeline
Generic

Eric White

South Kingstown

Summary

Dynamic Senior Strategic Account Manager with a proven track record at Dice, excelling in relationship management and data-driven decision making. Achieved significant revenue growth by optimizing sales strategies and fostering strong client partnerships. Adept at upselling and cross-selling, ensuring client satisfaction while driving business success.

Overview

17
17
years of professional experience

Work History

Senior Strategic Account Manager

Dice
05.2019 - Current
  • Actively participated in quarterly business reviews with senior leadership, providing insights into overall performance within the strategic account portfolio.
  • Leveraged data-driven insights to optimize sales approaches across different segments within the strategic account base.
  • Coordinated resources from various departments to deliver outstanding results for top-tier clientele consistently over time.
  • Provided timely reports on account performance and progress towards goals, keeping management informed of any significant developments or concerns.
  • Negotiated contracts and agreements with clients, securing mutually beneficial terms for both parties involved.
  • Conducted comprehensive account reviews to identify upsell and cross-sell opportunities for further growth.
  • Increased revenue growth through developing strong relationships with key clients.
  • Established clear performance metrics for each assigned account, ensuring accountability and transparency in tracking progress towards goals.
  • Implemented tailored solutions for complex business challenges, leading to increased client retention rates.
  • Built credibility and trust to influence client's buying decisions.
  • Managed a portfolio of high-value clients, ensuring optimal client satisfaction levels and long-term partnerships.
  • Achieved consistent renewal rates by proactively identifying potential churn risks and implementing appropriate measures.
  • Mentored junior team members on best practices in strategic account management, fostering a culture of continuous improvement within the team.
  • Monitored sales performance metrics to achieve strategic account objectives.
  • Created demand by matching business problems to product and service solutions.
  • Contributed to event marketing, sales and brand promotion.
  • Attended monthly sales meetings and quarterly sales trainings.
  • Fielded customer complaints and facilitated negotiations, resolving issues and reaching mutual conclusions.
  • Met existing customers to review current services and expand sales opportunities.
  • Achieved or exceeded company-defined sales quotas.

Senior Sales and Account Manager

Overture Partners
12.2018 - 05.2019
  • Negotiated contract terms with clients, securing favorable agreements for both parties.
  • Established clear communication channels between clients and internal teams, ensuring seamless project execution.
  • Negotiated contracts with focus on maximizing profit and ensuring client satisfaction.
  • Drove revenue growth by identifying new business opportunities within existing accounts.
  • Facilitated client meetings to gather feedback and adjust strategies accordingly, ensuring alignment with client objectives.
  • Identified new business opportunities through cold calling, networking, marketing and prospective database leads.

Client Services Executive

Sqa Group
09.2013 - 11.2018
  • Built strong relationships with clients through timely communication and regular followups.
  • Achieved notable revenue growth by upselling additional services based on thorough understanding of client goals and requirements.
  • Negotiated contracts with new clients, securing profitable business partnerships for the company.
  • Collaborated with cross-functional teams to design and implement service improvements that enhanced overall client experience.
  • Managed a diverse portfolio of clients, effectively prioritizing tasks to meet deadlines and exceed expectations.
  • Enhanced client satisfaction by promptly addressing inquiries and providing exceptional customer service.
  • Utilized CRM systems for effective management of client information and activity tracking, ensuring optimal organization across the team.
  • Served as a trusted advisor for key clients, providing strategic guidance and support throughout the entire customer lifecycle.
  • Led by example in embodying company values and promoting a culture of professionalism, integrity, and client focus within the team.
  • Developed and maintained existing client relationship and developed new client relationships.
  • Scheduled sales visits in assigned territories.
  • Identified business challenges and presented solutions to challenges.
  • Priced services correctly and directed development of client-customized solutions.
  • Investigated and resolved customer inquiries and complaints quickly.
  • Responded to customer requests, offering excellent support and tailored recommendations to address needs.
  • Delivered prompt service to prioritize customer needs.
  • Responded proactively and positively to rapid change.

National Account Executive

The Judge Group
09.2012 - 07.2013
  • Increased client base by identifying and pursuing new business opportunities through market research and networking.
  • Established and maintained highly effective relationships with clients and industry partners to drive growth.
  • Responsible for building a book of business nationwide in B and C level markets
  • Leveraged CRM tools to track leads and analyze data, optimizing sales efforts for maximum return on investment.
  • Created compelling proposals that demonstrated the unique value of our products/services while addressing client needs and expectations.

Business Development Executive

Visionary Integration Professionals
01.2012 - 09.2012
  • Establish the Northeast as net new territory for an expanding software solutions company based out of California
  • Established and maintained highly effective relationships with clients and industry partners to drive growth.
  • Communicated directly with customers and partners to build strong business networks and relationships.
  • Negotiated contracts with key stakeholders, resulting in favorable terms for the company and long-term partnerships.
  • Met with customers to discuss and ascertain needs, tailor solutions and close deals.
  • Identified new business opportunities through cold calling, networking, marketing and prospective database leads.

Business Development Manager

Sqa Group
02.2008 - 02.2012
  • Worked with an existing client base to increase our revenue footprint and solve business challenges in new and already established business lines
  • Built new relationships with new clients in a defined territory
  • Developed relationships with key decision-makers within customer's organization to promote growth and retention.
  • Established valuable partnerships with complementary businesses, creating mutually beneficial synergies that accelerated growth for both parties.
  • Responsible for selling complex solutions to ensure our clients were able to deliver software/products on a timely and quality fashion.

Education

Bachelor of Arts - Communications

Keene State College
Keene, NH
05-1999

Skills

  • Relationship management
  • Client education
  • Industry awareness
  • Account growth
  • Client relationship building
  • Sales presentations
  • Data-driven decision making
  • Sales strategy development
  • Pipeline management
  • Pricing strategy
  • Performance tracking
  • Upselling and cross selling
  • Brand positioning
  • Industry expertise
  • Key performance indicators
  • Sales negotiations
  • Competitive analysis
  • Teamwork and collaboration
  • Problem-solving
  • Reliability
  • Excellent communication
  • Team collaboration
  • Objection Handling
  • Analytical thinking
  • Sales process
  • Solution selling
  • Sales forecasting
  • Adaptability

Accomplishments

  • Grew one our companies largest clients form a $700,000 to a $1,115,000 in 2 years.
  • Maintained 95% Client retention/renewal rates over a 6 year period
  • Consistently Stayed within 90%-112% of expected quota

2 Time Presidents Club Award Winner

2-Time President award winner for achieving one the highest percentages over quota across 70 sales representatives and account managers. 

Timeline

Senior Strategic Account Manager

Dice
05.2019 - Current

Senior Sales and Account Manager

Overture Partners
12.2018 - 05.2019

Client Services Executive

Sqa Group
09.2013 - 11.2018

National Account Executive

The Judge Group
09.2012 - 07.2013

Business Development Executive

Visionary Integration Professionals
01.2012 - 09.2012

Business Development Manager

Sqa Group
02.2008 - 02.2012

Bachelor of Arts - Communications

Keene State College

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Eric White