Mark White
Midway
Summary
Performance-driven sales leader with over 20 years in the equine industry, recognized for successfully gaining market share through targeted sales strategies. Proven ability to develop comprehensive approaches for product positioning, pricing, and marketing to achieve sales growth while upholding corporate integrity. Expertise in innovative decision-making to optimize market positioning and consistently meet sales targets.
Overview
20
20
years of professional experience
Work History
Consultant, Brand & Research and Development Manager
Resolvet by Hagyard
Lexington
02.2023 - 06.2025
- Drove brand growth for Resolvet through product development and strategic positioning.
- Achieved 83% sales growth for RelyneGI in 2024, resulting in 32% profit increase.
- Represented supplements at US and international trade shows to enhance visibility.
- Conducted market analyses to optimize sales forecasts and projections.
- Presented findings from RelyneGI study at AAEP Symposium, highlighting gastric health benefits.
- Oversaw regulatory compliance for product importation and exportation across federal and international markets.
- Led ingredient sourcing initiatives while navigating customs regulations effectively.
- Developed overseas partnerships to expand brand presence in new markets.
US Business Development Manager
Equitrace
Midway
02.2022 - 02.2023
- Launched equine app for temperature management via biothermal microchips and health monitoring.
- Established partnerships with key opinion leaders to enhance product credibility.
- Acquired over 100 new accounts for Equitrace App within seven months, achieving profitability in the first year.
- Collaborated with Merck Animal Health to promote bio-thermo technology benefits and drive sales.
- Efforts helped facilitate the Jockey Club's inclusion of bio-thermo chips as an option, enhancing the Equitrace app's utility.
- Assisted with Equitrace being accepted and integrated into Jockey Club Horse Farm Management software for better reporting.
- Negotiated partnerships with the World Equestrian Center, which led to the creation of the Event Pass system for streamlined registration.
- Led discussions with USEF Chief Veterinarian to implement biothermal technology for disease prevention.
National Sales Manager– USA
Parasight Systems
Lexington
08.2021 - 02.2022
- Drove 15% growth in net sales by enhancing sales across existing and new US accounts.
- Focused on expanding US large animal market for Parasight Systems' automated fecal analyzer.
- Promoted upcoming launch of small animal fecal analyzer to increase market presence.
- Identified and targeted potential customers for acquisition in Australia and EU markets.
- Served as technical service expert, addressing veterinary inquiries effectively.
- Developed mail-in fecal system for retail to streamline customer experience.
- Organized strategic partnerships with Smart Pak and trained 1099 sales team on products.
- Arranged partnership meetings with Elanco, Vetoquinol USA, and Zoomedica to explore collaboration opportunities.
Consultant, Arthramid Vet – USA
Adamis Pharmaceutical
Lexington
08.2020 - 08.2021
- Provided expert consultation and training on Arthramid Vet products to sales teams.
Addressed veterinary inquiries, ensuring accurate and timely responses.
Advised on marketing strategies and promotions in compliance with FDA regulations.
Organized KOL engagements and veterinary continuing education meetings to enhance knowledge sharing.
CEO – USA
SHVeterinary LLC
Versailles
10.2019 - 08.2020
- Founded a startup focused on a veterinary medical device, 2.5% Polyacrylamide Hydrogel products, Arthramid Vet, and Mictamid.
- Developed treatment for vesicovaginal reflux in mares utilizing 2.5% polyacrylamide hydrogel.
- Created naming, design, and comprehensive treatment guidelines for the Mictamid product.
- Successfully launched Arthramid in the US market, achieving sales of 1,600 units within six months.
- Requested reversal of FDA classification for intraarticular application of Arthramid Vet, supported by independent product analysis.
- Secured FDA clearance for Arthramid Vet's import, marketing, and sales as treatment for osteoarthritis.
- Facilitated sale of SHV’s interest in 2.5% Polyacrylamide Hydrogel to Adamis Pharmaceuticals, resulting in an order of 10,000 units.
Account Executive – Eastern United States Accounts
The Horse Media Group
Lexington
03.2018 - 10.2019
- Managed media advertising for clients of Horse magazine and website, including banners, newsletters, webinars, podcasts, and native content.
- Developed tailored advertising strategies leveraging personal horse experience to maximize client outreach.
- Achieved 15% territory growth despite declines in traditional media sales.
Territory Manager – Kentucky, Tennessee, Ohio, Illinois, Indiana, Missouri
Vetoquinol USA
01.2015 - 03.2018
- Achieved 56% increase in territory sales dollars over two years through strategic initiatives.
- Directed territory business growth via direct marketing and educational programs for clients.
- Generated confidence and elevated sales among veterinary healthcare providers in North Central US.
- Launched nutraceutical Zylkene, leading to significant market presence.
- Developed product features to boost client utilization effectively.
- Recorded highest sales dollars in 2017 within Large Animal Business Unit.
- Secured second highest company sales of priority products, Zylkene and Flexadin UC-II, in 2017.
Owner/Operator
New Beginnings Farm
Versailles
01.2010 - 07.2016
Broodmare Manager
Brookdale Farm
Versailles
09.2013 - 12.2015
Farm Foreman
Stonestreet Farm
Lexington
01.2009 - 01.2012
Assistant Farm Manager and Assistant Sales Director
Bluewater Sales
Lexington
01.2007 - 01.2009
Night/Foaling Manager, Broodmare Foreman
Winstar Farm
Lexington
01.2005 - 01.2007
Education
Bachelor of Science - Equine Science
Colorado State University
Fort Collins, CO01.2005
Skills
- Leadership and management
- Business development and sales
- Cross-functional collaboration
- Customer engagement strategies
- Strategic planning and execution
- Entrepreneurship and innovation
- Purchasing and procurement
- Customs and trade compliance
- International relations expertise
- Market analysis and insights
- Sales forecasting techniques
- Trade show representation skills
- Sales growth strategies
- Product development lifecycle
- Partnership negotiation skills
- Data analysis proficiency
- Problem-solving capabilities
- CRM expertise
- Project management methodologies
- Consultative sales approach
- Web technologies proficiency
- Account management excellence
- Multitasking skills
- Market analysis
- Regulatory compliance
- Product development
Affiliations
- Kentucky Thoroughbred Farm Managers’ Club
- Thoroughbred Club of America
- Dad
References
- Alex Kragel, RPh, Pharmacy Director/Director of Resolvet, Hagyard Pharmacy, Lexington, KY, Dakragel@hagyard.com, (502) 316-5546
- Nathan Solvis, DVM, DACVIM, CHT, Director of Internal Medicine, Hagyard Equine Medical Service, Lexington, KY, Nslovis@hagyard.com, (8529) 621-5830
- Mike Webster, General Manager, KBC Horse Supply, Mwebster@kbc.com, (859) 509-5861
- Jim Gibby, Retired: Large Animal Sales Manager, Vetoquinol USA, Fort Worth, TX, (404) 386-7617
- Woodrow Friend, DVM, Shareholder, Rood and Riddle Equine Hospital, Lexington, KY, Wfriend@roodandriddle.com, (859) 221-5904
- Brian McNabb, DVM, Director of Sports Medicine, Lebanon Equine, drmcnabb@lebanonequineclinic.com, (513) 383-3832
- Laura A. Werner, DVM, MS, DACVS, Veterinary Surgeon, Director of Sporthorse Medicine, Hagyard Equine Medical Institute, Lexington, KY, Lwerner@hagyard.com, (859) 321-3990
Leadership Strengths
- Territory and Account Management
- Business Development
- Cross-Functional Teamwork
- Customer Engagement
- Strategic Planning
- Leadership
- Entrepreneurship
- Purchasing
- Customs Navigation
- Import/Export
- International Relations
Timeline
Consultant, Brand & Research and Development Manager
Resolvet by Hagyard
02.2023 - 06.2025
US Business Development Manager
Equitrace
02.2022 - 02.2023
National Sales Manager– USA
Parasight Systems
08.2021 - 02.2022
Consultant, Arthramid Vet – USA
Adamis Pharmaceutical
08.2020 - 08.2021
CEO – USA
SHVeterinary LLC
10.2019 - 08.2020
Account Executive – Eastern United States Accounts
The Horse Media Group
03.2018 - 10.2019
Territory Manager – Kentucky, Tennessee, Ohio, Illinois, Indiana, Missouri
Vetoquinol USA
01.2015 - 03.2018
Broodmare Manager
Brookdale Farm
09.2013 - 12.2015
Owner/Operator
New Beginnings Farm
01.2010 - 07.2016
Farm Foreman
Stonestreet Farm
01.2009 - 01.2012
Assistant Farm Manager and Assistant Sales Director
Bluewater Sales
01.2007 - 01.2009
Night/Foaling Manager, Broodmare Foreman
Winstar Farm
01.2005 - 01.2007
Bachelor of Science - Equine Science
Colorado State University
Similar Profiles
Kennedy MitchellKennedy Mitchell
Horse Handler at Hagyard Equine Medical InstituteHorse Handler at Hagyard Equine Medical Institute
Sarah DeWeeseSarah DeWeese
Veterinary Student Extern at Hagyard Equine Medical InstituteVeterinary Student Extern at Hagyard Equine Medical Institute
Michael MosciskiMichael Mosciski
Equine Surgical Recovery Technician at Hagyard Equine Medical InstituteEquine Surgical Recovery Technician at Hagyard Equine Medical Institute
Kenzie AlldredgeKenzie Alldredge
Photographer at SelfPhotographer at Self
Kerrian WashingtonKerrian Washington
School Counselor at Leon County SchoolsSchool Counselor at Leon County Schools