Les White

Background

About Les White

Accomplished medical diagnostic sales management professional with 15 years of business development and account management success both direct and through channel partners. High-performing and hands-on business development, commercial strategist, and sales leader with a mastery of consultative selling, team building, value creation, and creating long-term strategic business plans. Distinguished career in developing and implementing revenue-producing sales strategies and closing complex technical sales resulting in new market share growth. Exceptional interpersonal skills and executive presence with the ability to work under pressure, manage multiple responsibilities, make effective decisions, and deliver results in the fast-paced, highly competitive healthcare sales environment. Seasoned sales manager with clinical acumen of the diagnostic market and laboratory product categories including point of care (POC) diagnostics/rapid diagnostics, hematology, chemistry, immunoassay, toxicology, and molecular, and other diagnostic segments. Responsible for managing sales of laboratory product lines: diagnostic instrumentation, point of care (POC) tests/rapid diagnostic tests, chemicals/solvents/stains, capital lab equipment, reagents, disposables/consumables, and laboratory supplies to physician office labs (POL), hospital systems, university medical centers, reference laboratories, government hospitals, universities, veterinary clinics, group purchasing organizations (GPOs), integrated delivery networks (IDNs)/accountable care organizations (ACOs)-Lead sales team in development of sales strategies, call plans, and key account strategies resulting in new account acquisition and generation of new sales revenue in territory-Responsible for revenue and sales growth, cost of sales, sales planning & forecasting, sales budgeting, and detecting strategic opportunities -Create sales metrics to monitor effectiveness of sales team and ensure annual sales goals are obtained -Monitor and report market conditions and competitive profiles to senior management -Identify and recruit top sales performers within each sales territory; manage hiring process and on-boarding of top sales reps