Tom Burnside Email & Phone Number

Milwaukee, Wi, Us

Milwaukee, Wisconsin, United States

Following the Allegion acquisition of Stanley Access Technologies, continued to develop and execute targeted sales strategies that leveraged C-suite insights and ROI analysis to identify and capitalize on new revenue opportunities. Managing the Walmart account, oversaw all customer-facing sales efforts and drove FY 2023 revenue for product installations and facility services to exceed $52 million, an 18% growth over FY 2022. Led strategic planning and execution for SaaS platform growth, focusing on user adoption to maximize value for retail clients and ensure scalable, robust expansion. Collaborating closely with engineering, product development, and creative teams, I aligned new product launches with overarching business goals, successfully introducing a solution to the Quick Serve market and securing new client onboarding.

Milwaukee, Wisconsin

Responsible for developing and implementing strategic sales plan for new business for Access Technologies national account sales team. Prioritizing focus on vertical channels and segment initiatives, identification of potential national account opportunities, fulfilling existing customer requirements and influencing product design and innovation. Develop incremental business in traditional end user space. Prospect and acquire new customers in emerging markets. Champion collaboration, information sharing and commercial sales team alignment in new business development activities within SB&D business units. Continue to account manage and lead internal project management team and customer relationship group for Walmart, Stanley’s largest customer in North America. Lead “best practice” sales prospecting activities that optimize field efficiency and consistency in the sales team approach to facilitate closing sales.

Milwaukee, Wisconsin

Developed and managed the National Account sales team at Access Technologies. Led sales team to achieve corporate financial objectives and operating plans. Major customers in retail account portfolio include Walmart, Home Depot, Lowe's, TJX, Best Buy, Walgreen's, CVS, Ross Dress for Less, Dick's Sporting Goods, Aldi, Dollar General, Kohl's, et al. Drive consistent growth and profitability through new product sales and service revenue targets. Identify and prioritize product opportunities with cross-functional areas to help facilitate customer solutions. Create business plans for protecting core business, new account development and increasing industry market share. Maintain understanding of fluid competitive environments to minimize threats to existing customers and capitalize on new opportunities. Develop marketing strategies in traditional retail sales channel in addition to creating product demand in nontraditional markets like banking, coffee chains, quick serve and fast casual restaurant verticals.

Milwaukee, Wisconsin

Support and lead a sales team of National Account Managers in Access Technologies Division to achieve product and service operating plan targets in North America. Drive to optimize performance through business development strategies to provide high customer value. Grow sales of existing and new products through strengthening account relationships. Establish sales goals, reporting metrics, measure results and evaluate resources required to grow account portfolio. Develop selling strategies for new business in traditional end user markets as well as developing programs creating product demand in nontraditional markets like banking, quick service and fast casual restaurant verticals.

Milwaukee, Wisconsin

Responsible for the successful development and execution of sales strategies to increase revenue and margin with national customers. Accountable for a portfolio of established accounts and incentivized for incremental business with new customers in assigned vertical. External facing role engaging multiple levels including C- Suite, Procurement, Strategic Sourcing, Engineering, Architecturial, Project Management, Field Operations, etc. Account Manager for Walmart. Successfully maintained exclusive vendor status for all new product and service sales generating $35M annually. Secured multiple new logo's including Ross Dress For Less, PetSmart, & Aldi resulting in $6M incremental business. Achieved "Top Gun" & "President Club" award recognition for five consecutive years as a top sales performer.

Milwaukee, Wisconsin

Manage and promote the sales of automatic door equipment at Horton Automtatic Division to national accounts and distribution partners throughout the thirteen state midwest region. Developed value proposition for new retail sales channel program.

Milwaukee, Wisconsin

Manage the commercial ceiling tile division in Wisconsin and Northern Illinois. Provide contractors and wholesalers sales product training, architectural promotion, technical and marketing services.