Thomas Tate Email & Phone Number

Quincy, Ma, Us

Lead day to day operations and growth plan for Marketing Department, Brand and Communications strategy, and develop sales engagment and planning essentials to drive market share gain. This includes building vendor relationship and sponsorhsip programs, product and category evaluation, and translating industry insights into market share advancement opporutnities.

Burlington, Massachusetts, Us

Member of Leadership Team that fostered growth of the Keurig commercial business unit from $60M to over $850M from 2004 - 2016 and achieved market penetration of over 25%, with progressive levels of responsibility and business disciplines including marketing, sales, product development, business strategy and sales operations.Promoted to this role to lead development of new Integrated Business Planning processes, re-establish "Voice of Customer" product development methodology, and launch key K-Cup brand beverages for Starbuck's and Dunkin Donuts, while leading a new sales operations integrated team.Achievements Included:Development of Commercial Strategic Pillars and methodology to institute internal Integrated Business Planning processes, identifying and communicating key priorities and commercial channel vision.Introduction of new sales forecasting methods and tools to deliver better operational efficiencies and minimize overproduction of consumables.Implemented evaluation and training tools to shift sales team focus from transactional sales to consultative selling techniques.Launched new CRM platform and support team with initial adoption rate of 98%.Managed 5 direct reports and the following teams: Marketing - traditional & customer, Sales Strategy, Sales Analytics, Commercial Product Development (beverage and appliance), Operations and Customer Service.

Burlington, Massachusetts, Us

Promoted to this role to merge two national sales teams into one, build and lead an inside sales department, prepare an initial business plan to enter the Food Service sector, and design the integration of sales operations and customer service into the sales business unit. This was achieved, while continuing to grow annual share and revenue at an industry leading pace.In addition, launched 2 key commercial brewing systems that revolutionized the single-cup Hospitality and Small Office sectors, doubling the business from 2009-2011.Other Key Accomplishments...Active leader (talent evaluation, team structure, communications) in field-sales, marketing, and operations re-organization of the commercial channel, resulting in successful merger of two unique company cultures, reduction in 20% operational expenses, and streamlined customer service processes.Championed and lead initiative to build inside sales team that managed 35% of channel revenue and reduced field sales headcount by 10%, leading to 12% reduction in overhead while yielding double-digit revenue growth in the first four years.Identified and built strategic business plan for next high-growth Commercial Channel opportunity, bringing single-cup into traditional Foodservice distribution channels (Broadline) and sectors and managing multi-million $ marketing budgets.Instilled metrics based evaluation to customer and technical support teams resulting in customer satisfaction level increase from 83% to over 95% for phone and web interactions.Orchestrated 3 new product launches beating sales business plan by over 20% in each launch.

Burlington, Massachusetts, Us

Promoted to this role to launch a new business sales team and gain direct sales leadership experience at a national level, while expanding distribution throughout the US and Canada.• Hired and lead new business sales team of 5, successfully achieving direct revenues of $25M in year 1, and team account acquisition levels that surpassed goals by 35% in the first two years• Successfully established two new sales channels (Medical Supply & QSR), and negotiated relationships with key National Partners: Patterson, Henry Schein, Subway and Boston Market – selling new single-cup concept

Burlington, Massachusetts, Us

Hired to lead the marketing team in support of distribution expansion and customer acquisition for commercial division, while handling all communications and PR activities.• Created brand equity in single-cup coffee category through PR, channel advertising and trade shows• Through channel marketing efforts, Business Unit achieved unit sales increases of 35+% each year• Transformed traditional customer paper and phone transactions and support into streamlined digital and web based tools and training, reducing expenditures by 14%• Strategically developed on-line lead generation and tracking programs with pipeline increases of 25% - 45% • Assisted sales team in consumer retail launch resulting in national adoption of 5,000 doors over two-year period• Managed product development and lifecycle evaluations within commercial business unit • Championed all sales and marketing materials, collateral, and agency relationships

Working for the General Manager of the agencies Direct Marketing group, initially as a consultant, helped plan and build the department. Key role in developing client marketing strategies – ranging from high-level market and sales channel opportunity evaluation to tactical execution, research, test, and promotional evaluation for both Consumer and B2B products/services.Microsoft – Office Live Meeting, Web meeting/conferencing serviceRational Software – IT Development Software ProductsPhilips Medical – HeartStart In-Home Defibrillator Device (US and Europe)TiVo – DVR Electronics DevicePfizer for Living – allergy medication community membership program

• Launched direct response campaigns delivering monthly B2B lead generation increases of 35% – 55%• Constructed and implemented direct-response database tracking methodologies and processes• Trained and developed national field-sales staff utilizing various goal and product incentive techniques• Crafted research strategies and procedures to enable action based market and product decisions• Devised internal sales communication processes through development of Intra-net interactive channels• Successfully enacted name change and new national brand identity communications campaign w/PR agency• Directed and executed strategic marketing plans utilizing: direct mail, e-mail, mass media, print, on-site• Championed and managed departmental budget and staff• Co-managed product lifecycles for two subscription based, software and asp products, accounting for $16M in annual revenue

Envisioned and executed call center marketing operation plans (in/out-bound telemarketing, fulfillment, etc.)• Accountable for product P&L with annual revenues over $13 Million, including sales and marketing teams• Pioneered acquisition and retention “direct” programs combining traditional, web, and on-site campaigns for both consumer and B2B products and services (includes affiliate, partner, co-brand, and cross-sell initiatives)• Lead cross-divisional team to successfully launch e-commerce Web site, implementing site traffic strategies that doubled unique visitors for 6 straight months and partner strategies for business and affiliate model