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 business opportunities, developing business partnerships, providing input into the decision-making process and implementing the contracting strategies and guidelines of VaxServe Account Management. • 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 appropriate coaching to all division personnel.• 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 the development towards execution of plans.• 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 territory basis to achieve upwards towards the division’s goal.o Finished 2016 with 6 territories in Nation’s Top 10• Proactively support all departments within VaxServe and Sanofi Pasteur which included promoting collaboration in the field, training departments, and marketing departments• Ensure professional and effective people leadership and management through recruiting, training, developing and retaining a highly qualified VS staff.• Served as Fluzone Flu Champ 2015-present. Participated on Fluzone HD MIPT Team 2016 to present, Participated in Facilitator Role for MOC-MAC and MAC sessions 2015- Present• Achieved Elite Alliance Q2 2014, Q2 and Q4 2016; Excellence in Sales Deputy Director 2016

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. Organized, developed and presented regional sales meetings. Developed Retail Strategies to successfully achieve Corporate Business Objectives and maximum retail effectiveness. • 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. • Trained and evaluated up to 20 dedicated broker (Crossmark) sales representatives prior to retail force development

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 by communicating the benefits of the added selling features and value Ensured and provided superior customer service with attention to detail and sense of urgency Assisted Retail Sales Supervisor with training new reps and training established reps with performance issues. Reported product or marketing issues and competitive information to GM leadership Maintaining updated and accurate electronic data using Microsoft applications

 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 throughout tenure Developed category planograms Organized, planned and presented regional sales meetings Trained territory managers on “Basic Selling Skills,” “Handling Objections,” and “Effective Presentations” Doubled manufacturer’s 2000 sales plan of $750,000 Utilized knowledge of PowerPoint, Word, Outlook, and Excel programs for presentations, sales brochures, meetings, and developing other sales tools

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 Coordinated manufacturer objectives for new item introductions, sales drives and merchandising with manufacturer’s regional manager.  Set retail objectives to succeed manufacturer objectives ensuring high marks during store audits. Territory Sales Manager Retail sales calls made on Basics/Metro, Shoppers, Giant/Carlisle, Weis, and independent grocers. Responsible for sales, distribution and freshness on all products represented (2100+ sku’s).