Tom Walsh Email & Phone Number

Tewksbury, Ma, Us

➥Collaborated across broader functional and strategic teams to evaluate and define expanded commercial strategy and brand entry point within commoditized meat category-Both short and long term.➥Developed strategic pricing framework and defined price increase that led to $2.3 m. over-delivery to Budget and Plan➥Evaluated and defined a set of actionable improvements to sales, product, and supply business processes that were foundational to next stage of growth and business development.

West Greenwich, Rhode Island, Us

✪ SCOPE: Overseeing sales and marketing leadership, operational execution, and revenue optimization efforts corporately while delivering full scope of General Management in largest operating division. Directly accountable for leading Total Beverage commercial strategy to include Go to Market planning, aggressive supplier and innovation expansion, and the development of the B2B interfacing and E-commerce framework. ✪ NOTABLE IMPACTS:➥Led the expansion of strategic supplier partnerships regionally including Diageo, Pernod Ricard, and Anheuser Busch as well as local brand partnerships that delivered $28.6M in incremental revenue.➥ Served as an integral member of oversight and acquisition team in the $50M successful acquisition of Anheuser Busch distributor with Commercial oversight of New Division.➥ Re-calibrated massive proprietary data resource pool in order to monetize value stream and maximize insights through the channels➥Developed progressive new approach to Customer and B2B collaboration model for our strategic supplier and retail partners in our system➥ Developed brand marketing methodology for localizing regional and national brands driving higher levels of customer and consumer engagement and trial➥ Re-engineered the delivery model from traditional distribution commercial system to a hybrid delivery model while addressing competitive market for labor; first beverage distributor in nation to adapt model.➥Led organization through unprecedented Covid-19 business environment and record breaking +$4.3M EBITDA and 51.3% over plan through the pandemic fiscal year.➥Spearheaded and managed DEI approach and multi-cultural strategy, developing diversity goals, initiatives, policies, and work plan➥Led efforts to optimize Local charitable partnerships while generating over $221K in charitable contributions in 3 years.

West Greenwich, Rhode Island, Us

✪ SCOPE: Charged with accountability for next generation development of the sales and marketing functions across 8 divisions, 2 states, 3 operational facilities, 220-person team, 8,900 customers, and $350M in revenue. Accountable for driving execution standards across strategic priorities, go-to-market structure, sales productivity and effectiveness, planning discipline, people development, and local marketing. ✪ NOTABLE IMPACTS:➥ Expertly integrated 4 acquisitions into the core business that represented over $51M in sales revenue, 150 new suppliers, 64 new sales staff, and 4 operational locations.➥Facilitated and coordinated the transactional brand activity in order to drive strategic supplier brand alignment across the market with 28 brand trades and alignment points with peer group distributors.➥ Slashed selling costs by 21% over 2 years and targeted to hit 5.5% of sales costs through re-design of selling companies and rigorous calibration of the line item OPEX.➥ Negotiated and managed all aspects of the full-scale divestiture of key strategic partner across 2 states representing $28M in sales revenue and $5.2M in EBITDA; achieved record profits in first fiscal year.➥ Developed an integrated performance management system with an external data capture platform that aligned with business drivers.➥ Launched compliance and behavioral operating principles; established expectations and an innovative compliance manifesto.➥ Recipient of the Heineken Innovation Award.➥ Nominated for Diageo Golden Bar Award for Excellence 2009-2012.

✪ SCOPE: Led and managed the White Sheet strategic development of new entrepreneurial venture company formed out of the acquisition of 2 unprofitable family businesses. Oversaw all functional aspects of business including sales/marketing, warehouse/operations, delivery/logistics, customer service, and finance/accounting. ✪ NOTABLE IMPACTS:➥ Established long term strategic go-to-market approach while framing key milestones of development over longer term horizon.➥ Revitalized business through organic revenue CAGR of over 38%; re-scaled division from $9M to $43M through brand acquisition.➥ Achieved threshold operating profitability in year 2 and established stand-alone positive cash flow within 12 months.➥ Recruited and integrated 62 new strategic suppliers across all categories in Total Beverage and over $10.3M in annual revenue. ➥ Managed and led the development and integration of the company into a new 100K distribution facility.➥ Awarded CT Distributor of the Year by Rogue Brewery 2006.

London, Gb

✪ SCOPE: Created strategy for the development of trade protocols and commercial business proposition in the corporate strategic planning and execution process. Focused on driving Commercial Excellence throughout the selling system and the network of distribution partners.✪ NOTABLE IMPACTS:➥ Earned Sales Leadership Vision Award at the 2002 National Company Meeting.➥ Recognized as Top 3 Supplier Performer across the nation in 2001 Annual Tamarron Distributor Survey.➥ Awarded Golden Harp Management Leadership Achievement Award at the 2000 National Company Meeting.

London, Gb

Division Sales Manager, Southeast Division, Atlanta, GA (1997 – 1998) Customer Marketing Manager, Eastern Zone, Westport, CT (1996 – 1997) | Business Development Manager, London, England-Seville, Spain (1995 – 1996) | Sales Operations and Planning Manager, Stamford, CT (1994 – 1995) | Senior Market Manager, Northern New Jersey (1993 – 1994) | Market Manager, Ohio/Kentucky (1992 – 1993) | Sales Representative, Boston, MA (1990 – 1991)

Bachelor Of Science - Bs, Psychology

Strategic Thinking And Leadership

Executive Leadership Development Program