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.

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.
• 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.
• 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.
• Coach, train, mentor, and motivate a Trade Activation Manager to perform at a high level.

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.
• 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.
• 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.

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.
• 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.
• 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.
• 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.
• Successfully maintained sales growth while simultaneously reducing region promotional budget by over $20 million.

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.
• 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.
• 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%.

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.
• 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.
• 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.
• 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)