Tom Mckay Email & Phone Number

Stockton, Ca, Us

Responsible for managing Broker partners and all of Diamond Foods sales at Southeast Region Grocery Customers.

Identified growth opportunities for new CPGs, selling in the benefits of Customer Centric Retailing using shopper loyalty data in partnership with Giant Eagle & Topco member retailers: Weis Markets, Price Chopper, Tops, Big Y, KVAT Food City, Coborn’s, HyVee and Bashas.

Little Rock, Ar, Us

Drove new business development and direct selling of shelf edge marketing platform to clients such as Rite Aid, Ahold, Wakefern, Giant Eagle, Price Chopper and Weis Markets, Advantage, Acosta, Crossmark, CPG (food, beverage, HBC, adult beverage) sales, marketing and shopper agency teams at CCO/manager level. Led 3-member team to support achievement of annual sales goals and secure deeper account penetration.• Developed and exceeded annual plans that aligned with strategic imperatives which delivered a 5-year CAGR of 13.1% or $4.1M in incremental sales.

Created position to architect small CPG manufacturer's sales and marketing strategies for U.S. and Canadian launches. Delivered analysis and recommendations that translated requirements to win in each class of trade and allowed clients to be retail-ready from a category management perspective, reduce costs, and enhance marketing mix through alignment with retailer's expectations.

Pawtucket, Ri, Us

Collaborated with president/owner of small, diverse manufacturing operation to formulate and execute strategic vision for branded and private label sales. Created and executed annual operating plan, new product development, marketing mix improvements, channel strategy and tactics while directly selling to Walmart U.S., Puerto Rico, Canada, CVS & Family Dollar. Hired, evaluated, and developed 3 direct reports and 2 contracted broker representatives in the U.S.• Exceeded sales plans by 8.7% or $1.4M, increased Shoe Gear dollar share by 6% and generated $0.3M+ in cost savings over two-year period.

Led sales planning and forecast process, trade investment strategies, weekly evaluations, high-level projects, sales and broker team communication, and new product, category, and display development. Supported sales with data mining, insight presentation creation, and account-specific POGs from Gladson contract. Conducted formal performance reviews to develop 2 direct reports. Managed customer and U.S. P&Ls, generating $68M in sales and $27M in profits. • Integrated shoe care business unit into S.C. Johnson Company by end of FY10, following divestiture. Led sales teams to exceed FY10 annual plan by 7.8% or $5M in incremental sales and 8.6% in KIWI dollar share.

Owned direct selling of total business to Walmart (U.S., Puerto Rico) and Target, representing 38% of total U.S. P&L. Supervised 1 direct report. Aligned joint business plans with VP/Dept Managers, led high level projects, broker relations, cross functional teams, and scorecard KPIs. Spearheaded new product & display development, performed category reviews, and deeper account penetration, top-to-top engagement, and trade budget adherence. Prepared monthly account forecasts and Walmart trend reports for Sara Lee Corporation senior leadership team.• Co-led qualitative & quantitative research to drive brand expansion, equity story and multi-pair pack growth strategy.• Received FY09 Sara Lee Household & Beverage High Impact Award for delivering incremental $4.5M in sales and $3.4M in profit at Walmart U.S. and Puerto Rico, based on superior merchandising initiatives.• Earned Sara Lee Corporation North American Retail Excellence Award in 2010 for teamwork in selling first-ever KIWI branded shoelace business into Walmart U.S., generating $12M in incremental sales growth.

Promoted to build partnerships with Target, Kmart, Walgreens, CVS, Rite Aid, and Wilsons Leather.• Surpassed annual sales goals by 12% with category and consumer insights that improved joint business plans, secured new item distributions, and enhanced product placements within shoe, furniture, and toilet bowl care gold standard planograms.• Received Sara Lee Household & Body Care President's Award in 2007 for growing Target's shoe care business by 83.2% or $2.5M in incremental sales. Mined data to gain insights, presented recommendation to VP DMM & D98 Buyer to improve guest shopping experience, product assortment and explode sales growth. Result led Target to have all stores move their shoe care end caps to the racetrack within 2 weeks thus increasing sales & profits by 2X.

Restaged U.S. Specialty Trades business drove efficiencies with lesser brands, and managed P&L. Directed new brand, product, and packaging development for global brand project. Invested in qualitative research and partnered with customers to validate brand equity strategy. Led cross-functional project teams. Managed sales training, field communication, category management analysis, agency engagement, advertising, and brand activation. Exceeded annual operating plans over the 3 years.

Battle Creek, Michigan, Us

Led the development & implementation of all shopper marketing strategies for the Northeast, Albertson’s, Safeway, Western States, Fleming, and SUPERVALU Sales Teams. Consistently gained cross-functional alignment internally & externally to ensure project timelines and strategic objectives were met for customer business plans while leveraging Kellogg brands, partnerships with NASCAR, Disney & Major League Soccer, and promotional agencies.• Created a successful New Year’s Resolution contingency plan with Bally’s Total Fitness, Special K, Smart Start & Nutri-Grain that resulted in an incremental $1M in profit & was featured in Brand Week.

Battle Creek, Michigan, Us

Participated in a 6-month M&A project, led the development of a new candy broker sales organization proposal to CEO. Designed trade channel & merchandising investment strategies, managed ad & promotional agencies, and a team of 6 responsible for sales planning process, all broker sales communication, customer, category and consumer insights, monthly forecast, and P&L management. Grew business to $100M, +49.3% vs. YA with profitable brand building investments.• Received Kellogg’s highest team honor, Golden K Team Award for fiscal accomplishments & company project success.

Battle Creek, Michigan, Us

Led single serve product, display & insight driven sales material development, sales planning process, sales field & agency direction, $15M trade investment budget for Grocery & C-Stores, check stand/ rack payout analysis, monthly evaluation of trade spend & SKU level forecast, category & project management while growing to $67M, +59.5% vs. YA. • Received Best New Product of the Year Award by C-Stores News & Kellogg’s highest honor; the Individual Golden K Award for developing the Single Serve program which delivered over $25M in incremental sales.

Battle Creek, Michigan, Us

Developed trade investment strategy for all channels growing the business to $42M, +46% vs. YA with a better marketing mix. Managed all new product & display development, educated U.S. and Canadian Teams on how to sell to a confection buyer. Tracked and analyzed trade investments to ensure an ROI, led all project and category management initiatives.

Bachelor Of Arts, Communication

Education record

Education record