THOMAS HIRST

• Effectively managing five national customers and over nine groups, with current customer revenue of £1.8 million, and a forecasted revenue increase of 30% by Q4 2025.
• Maintained a network of senior contacts with my key customers, made up of directors, commercial managers, and marketing contacts.
• JBP with national customers.
• Surpassed sales and customer service targets, consistently exceeding established KPIs.
• Negotiating contracts to ensure growth and retention.
• Budgeting and forecasting for the Accounts team.
• Working with the internal sales team and customers to navigate pricing bands based on volume and mix.
• Co-ordinated with stakeholders to define project scope, objectives, and deliverables.
• Line-managed teams of high-performing staff, implementing coaching and development programmes to empower employees.

Achievements

• Launched NPD with 5 out of 6 national customers, total yearly cash value of over 300k.
• Increased the number of agreed contracts from 30% to 70% within my customer base to ensure growth and retention.
• Moved into different divisions of existing accounts and brought on 20 new sites within Q1 and Q2 customers, with a total yearly cash value of over 210k.

• Responsible for growing Budweiser Brewing Group’s distribution, volume, profitability, and brand experience within one of the business' top four customers, resulting in a total revenue increase of 30%, to the new customer value of 2.1 million.
• Maintained a network of senior contacts with my key customers, made up of directors, commercial managers, marketing contacts, and the Regional BDM.
• Negotiating contracts to include retention, growth, and NPD.
• Increased profits by negotiating favourable terms and pricing.
• Budgeting and forecasting.
• Owned and implemented a 12-month activation calendar, creating bespoke campaigns with customers' marketing teams, in line with our marketing strategy.
• Executed the 1YP, budget, and gap close cycles in the calendar year, defining and implementing a compelling strategy with the support of my National Account Manager.
• Tracked and analysed key account trends, identifying opportunities for growth, and eliminating potential threats.
• Full CPT and P&L responsibility, accountable for accurate tracking, forecasting, mix management, and managing investments.
• Worked with a team of 20 Sales Executives to ensure KPIs were achieved, and supported feedback sessions and retention workshops.
• Worked strategically with various internal departments on key projects.
• Monthly category data report updates for customers on customer trends.

Achievements

• Developed and maintained strong relationships with key accounts, leading to a 30% increase in revenue, to the new customer value of £2.1 million.
• Increased our distribution listings by 450K on Focus products and NPD.
• Built an activation plan to drive ROS by 120k.
• Implemented customer service strategies that reduced churn, retention rate by 15% within the first year.
• Negotiated a new three-year agreement with my biggest on-trade national customer.
• Negotiated a new two-year agreement with my second biggest on-trade national customer.
• Organised and led quarterly business reviews with key clients, fostering transparency and strategy.
• Participated in trade shows and corporate events to strengthen brand presence.

• Responsible for growing Budweiser Brewing Group’s distribution, volume, profitability, and brand experience within a portfolio of leased on-trade accounts.
• Created and developed positive relationships with external Regional Managers to explore BBG brand opportunities within their estate.
• Executed sales within individual outlets and offered ongoing support and activations to drive brand success for new and existing stockists.
• Drive sales of focus brands using targeted hitlists, trade marketing tools, and incentives.
• Completed monthly patch reviews analysing volume data; developed strategies to attack, retain, and defend BBG brand placement while driving volume, distribution, ROS, and retention.
• Executed investment in individual accounts, working closely with respective KAMs and NAMs.
• Management of the monthly sales budget.
• Attended meetings with national companies.
• 360 sales cycle.

Achievements

• Delivered 300K of new business with the total cash value of 900k
• Retainded patch revenue value of 600k
• Worked with over 40 BDMs to achieve volume targets in the North East.
• Secured multiple operator wins across four RTMs, achieving 50 new listings.
• Increased revenue by obtaining and securing new accounts, while providing value-added services to existing clients.