Tom J. Davis Email & Phone Number

Massachusetts, United States

Promoted to develop Anheuser-Busch business with independent package liquor stores covering the state of Massachusetts. Responsible for over 240 key package liquor accounts and over 5 Milliion Anheuser- Busch cases annually. Also responsible for working with eight ABI wholesalers on Sales and Marketing plans for account throughout the market-Lead and Mangage business promotions , sales, distribution, innovation, new product & package introductions, programs, pricing initiatives as main point of contact with decision call points between ABI, retailers, and wholesalers. -Execute and plan joint business plan to grow volume and share in package liquor for state while managing budget-Maintain high level of interaction with 240 accounts and 8 wholesalers plus ABI field team to accomplish joint goals of hitting goals and KPI targets-Work closely with wholesalers to maximize sales objectives through marketing and sales strategies, Utilize tools to capture growth opportunities by building plans to increase sales and revenue-Maintain and track pricing activities, assist in developing of price strategies and complete monthly surveys-Maintain a monthly call frequesncy between retailer and wholesaler partners

Greater Boston Area

Promoted and challenged to develop ABI business with independent package liquor stores in Western Massachusetts for the leading global brewer that produces and markets the world’s best-selling beers including Budweiser, Bud Light, and Stella Artois.• Lead and manage business, promotions, sales, distribution, innovation, new product & package introductions, programs, and pricing initiatives as the main point-of-contact within decision call points, selling 1.4 million cases of beer annually.• Execute on joint business planning to grow category and sales with 135 large independent package liquor stores.• Maintain a high level of interaction and communication with retailers, five wholesalers, and field sales team to accomplish region and channel objectives, and KPI targets.• Work closely with wholesalers to maximize marketing, sales, merchandising, new package, and display efforts in retail accounts; coach and mentor wholesaler account reps. to identify key performance gaps and develop action plans to increase ABI sales.• Coach, train, mentor, and motivate a Trade Activation Manager to perform at a high level.• Ensure proper sell-in of authorized packages and displays in retail accounts to maximize volume and retail call effectiveness.• Maintain and track pricing activities, assist in development of pricing strategies, and complete monthly chain surveys.• Maintain call frequency in communicating all ABI pricing & promotions activities, discount programs, marketing programs, new items and discontinued items to retail accounts.• Ensure compliance with all legal guidelines, Wholesaler Equity Agreement, and Anheuser-Busch standards and policies.

Greater Boston Area

Promoted to develop and execute beer category plans, strategies, and tactics that supported region and selling team initiatives.• Led and directed a team of two Category Analysts, and three Category Space Managers to provide category growth solutions that addressed priorities, anticipated needs, and built lasting relationships in the states of VT, NH, ME, CT, and NY.• Directed and performed analysis across a wide variety of retail business development issues; identified insights, created opportunities, and delivered solutions that drive profitable sales growth.• Managed category space responsibilities for multiple accounts and participated in stand-alone and joint calls on retail customers.• Utilized IRI, Shopper Insights, Space Planning tools and retailer tools to analyze data and build business plans.

Greater Boston Area

Promoted to manage business with major grocery and convenience store chains in the 12-state Northeast region.• Effectively created and implement brand programming for successful execution at retail with ABI field sales and wholesaler teams to consistently expand market share; managed and analyzed trade spending and ROI of all programs.• Cascaded and examined promotions, proposed modifications, and Category Management/Category Space strategy directives.• Directed channel-specific pilots; assessed how each channel’s key levers were optimized; cascaded annual/trimester channel blueprint for initiatives and programs; analyzed KPIs, channel volume, MACO, and program objective execution.

Greater Boston Area

Promoted to lead sales and profitability growth initiatives for SuperValu large format divisions in the northeast.• Led and managed business, corporate programs, promotions, distribution, sales, space management, and pricing initiatives for Shaw’s, Farm Fresh, and Shoppers, selling 4 million cases generating $23 million in annual revenue.• Managed account plans/objectives, prepared and presented account business reviews, and utilized information-based tactics to sell-in and implement national promotions through category management and pricing strategies• Fostered win-win relationship with wholesalers to successfully sustain communication of all programs and pricing activities to overcome odds to grow complete ABI market share +0.5% and share of ads +0.2% vs. negative category trend in assigned stores.• Recognized as leader in new brand innovation distribution at 98.2%; earned two top achievement awards from Vice President.

Greater Boston Area

Promoted twice to manage all pricing and revenue actions for the twelve-state Northeast region from the region office.• Led and directed a team of five Pricing Analysts, as a direct report to Region Vice President to develop and manage region pricing strategies, plans, and discounting parameters to optimize sales and profitability.• Effectively managed a $180 million promotional (discount) budget, and generated an incremental $25 to $30 million in annual incremental revenue; monitored and provided recommendations to achieve annual margin per barrel targets. • Analyzed economic conditions, market trends, competitive pricing, and other critical inputs to formulate complex pricing models.• Communicated and developed pricing guidelines and initiatives to Region V.P., Sales Directors, Field and Wholesalers to ensure understanding and region-wide uniformity; trained ABI field personnel on pricing principles and company direction.• Successfully maintained sales growth while simultaneously reducing region promotional budget by over $20 million.• Created and successfully implemented new regional process for establishing FOB, price-to-retailer, and promotional strategy for all new brands and packages; monitored region market share performance using IRI.• As Senior Pricing Analyst, coordinated and managed pricing strategies for states of New York, Connecticut, and Vermont: which increased annual region revenue by $8 to $10 million; identified and analyzed margin and profit opportunities.• Coordinated price promotion opportunities with ABI wholesalers and field sales team to drive sales and market share.

Buffalo/Niagara, New York Area

Promoted and relocated to increase profitable sales and market share by strengthening wholesaler performance.• Provided direction and leadership to five independent wholesalers to maximize brand awareness, distribution, sales, and market share growth in the Western New York market which collectively sold nine million cases annually at 4,500 retail accounts.• Conducted regular market visits to communicate region priorities, manage the monthly Wholesaler Performance Review process, develop pricing plan and selling strategies, and implement incentive plans to motivate sales reps. to focus on ABI brands.• Analyzed the competitive price landscape in the market and implement action plans to address competitive price and brand/package gaps; identified revenue opportunities and executed annual price increase plans.• Grew overall ABI sales +5.25%, the highest incremental sales growth of ABI portfolio of entire upstate NY sales team; grew Bud Light 20% vs. 10% priority goal; won region award for increasing Bud Light sales +63% during Buffalo Sabres marketing program.

Burlington, Vermont Area

Promoted and relocated to provide oversight, strategy, and leadership of sales & distribution efforts in Vermont and Upstate New York.• Managed key pricing, sales, marketing, distribution, and operational activities, working closely with a total of six wholesalers selling 4.5 million cases of beer annually at 3,000 on- and off-premise retail accounts. • Conducted regular market visits to coach and motivate wholesaler sales team, implement incentive plans, perform business reviews, and conduct annual wholesaler assessments to ensure compliance with Wholesale Equity Agreement expectations.• Successfully maintained 53% market share in Vermont despite strong competition from local craft brewers by building strong retail relationships, and working with wholesalers to maintain focus on ABI brands through incentives and marketing programs.• Grew Bud Light by over +15% and overall sales by 6.1% in Upstate New York.

Greater New York City Area

Recruited and promoted several times; gained valuable Sales & Marketing experience at company-owned wholesaler; consistently ranked as one of top sales reps; won national Bud Light incentive; recognized nationally as a top performer for sales growth.• Team Leader: Managed a team of five Sales Reps. and two Merchandisers for 750 accounts (Feb. 2001-Apr. 2002) • Brand Manager: Oversaw marketing for Michelob Light for Metro New York MCA (Sep. 2000-Feb. 2001)• On-Premise Sales Representative: Managed business with 150 accounts, selling one million cases annually (Oct. 1997-Sep. 2000) • Off-Premise Sales Representative: Managed business with 175 accounts, selling 1.8 million cases (Aug. 1995-Oct. 1997)• Merchandiser: Merchandised all beverage centers in Metro New York with displays and POS (Jul. 1994-Aug. 1995)