Thom K. Email & Phone Number

Mid-Atlantic

• Key Account Manager- Business Solutions- MidAtlantic 2017- PresentThe primary objective is to achieve and exceed financial goals established for the assigned accounts and business segments. Responsible for identifying.
• Served as the focal point in the communications process between Account Management and the internal and external customers that the AM is assigned in their area of responsibility.
• Develops a territory business plan with strategic objectives for each health system in territory: Delaware, Maryland, Washington. DC, West Virginia, Virginia, and North Carolina.
• Translating product and business segment value proposition strategies and tactics into specific account plans that drive the achievement of financial goals
• Develop business relationships within the targeted customer base
• Responsible for Non-SP contract fulfillment in Targeted Health Systems

Baltimore, Maryland Area

• Primary objective to exceed financial goals and quotas. Translating product strategies and tactics into specific division plans. Manage the execution of those plans while providing leadership, vision, direction, and.
• Manage performance to achieve sales results, through a thorough understanding of marketplace issues and opportunities, implementation of marketing plans, and sales execution; proactively provide insights and trends in.
• Set appropriate goals and expectations with Vaccine Specialists (VS) to ensure achievement of goals.o Consistent quota achievement: 2013 103%, 2014 101%, 2015 102%, 2016 109%, 2017 107%
• Actively review performance data – promptly identify and further explore emerging trends, opportunities and issues
• Conduct regular Field Rides as a primary source of understanding and assessing customer impact and feedback.
• Identify, recommend and implement business improvement opportunities o Consistently exceeded sales objectives every year o 2016 Division finished #1 in Nation- Achieved through developing team on an individual.

Mid-Atlantic

• Retail Sales Manager- Mid AtlanticLed, motivated, monitored, and developed up to 13 Direct Retail Sales Representatives in twelve state region including New York to Georgia markets servicing all large retail outlets..
• Consistently achieved greater sales objectives within region over national results
• Delivered over sales growth within region for all major accounts above sales objective
• Presented promotions to Walmart Regional Marketing Managers
• Played an integral part of developing, hiring, training, evaluating, and coordinating a direct retail team of sales representatives from initial start- up to performing selling execution excellence
• Trainer for Retail computer systems: ProClarity and Siebel as well as assisting in other supervisors' computer training.

Central MD

 Identified selling opportunities in assigned territory to gain market share of General Mills and Pillsbury products Appointed as Point of Contact Representative for AWI Sales Team. Interfaced with AWI Corporate contacts and retail teams  Developed a rapport with key decision makers through consultative selling for profitable volume growth Closed sales.

 Managed up to fourteen territory managers representing a leading confectionery manufacturer in the DC/MD/VA/DE/PA markets servicing all large retail outlets Developed retail sales programs to coordinate with manufacturer promotions Recruited, interviewed, hired, trained, and evaluated sales team members during retail department initial start-up and.

District Sales Manager Supervised eleven territory managers servicing Weis, Giant/Carlisle, Shoppers, Metro and independent grocers Duties included scheduling store resets, retail store calls, working with each member of the retail sales team to ensure productive sales calls Recruited, interviewed, hired, trained, and evaluated sales team members.