Tom Sellers

Full P/L responsibility for Ocado and M&S. Ale, Low and No and Craft P/L responsibility with Sainsbury's.

• Leading JBP with Ocado, reshaping focus of account towards growth areas (larger pack formats and low/no alcohol), improved profitability and greater conditionality to trade investment.
• Redesigned customer commercials from ground up, rebalanced share of profit pool and improved margins for AUK and customer.
• Landing required price increase with customer for FY24 and FY25.
• Commerical modelling, analysis and implementation for long term projects and ad hoc deals.
• Negotiating supply chain efficiencies with customer leading to +£120K saving for business.
• Lead negotiations with Sainsbury's on Low and No distribution increases across Supers and Locals.
• Designing promotional plans in conjunction with customer
• Data deep dives into performance, opps and risks, with internal and external stakeholders.

Key Account Executive and subsequently, Woolworths BDM, with additional responsibility of managing sub-brand within Woolworths group and Vendor Management Inventory.

• VMI (Vendor Management Inventory) for Woolworths, responsible for sending stock into customer's DC's across New Zealand. Managing stock within customers KPI's around working capital and out bound service levels.
• Fresh Choice Account Manager. Implemented new terms for customer, driving additional investment in return for increased ranging, distribution and display presence. Increased share gain for DB with customer. MAT share 28%, L13W 30%.
• Woolworths Business Manager for last 3 months at DB, with responsibility for account P/L, monthly sales targets and commercial relationship with customer.
• Launched NPD into customer, holding over 4% share within first 4 weeks.
• Commercial modelling on NPD, job lots and deals for customer.
• Delivered actionable data driven insights on category for internal and external stakeholders presentations.
• Created new tools to analyze monthly sales progress and targets.
• Facilitated strategic meetings with key stakeholders to understand customer needs and develop action plans

Account Manager for a number of wholesale accounts and supporting wider KAM team.

• Account Manager for six accounts (Gilmours, Tasman, Glengarry, Fine Wine Delivery, Duty Free, Street-To-Till, Blackmarket and Wine Direct). Responsible for their underlying budgets.
• Provided support for KAMS in delivering data driven insights.
• Provided support for area sales managers (presentations, data driven insights and field trade presenters)
• E-comm lead for Penfolds Wine 2022 Release
• Signed two additional accounts in high end wine space
• Lead two projects to drive incremental ranging in duty free by converting domestic duty paid skus into duty free skus.
• Designed and implemented data driven trackers, compliance, distribution and ROS.
• Analysed market trends and competitor activity through sell-in and sell-out data.
• Developed thorough understanding of key clients' needs and requirements to prepare customized solutions.

Brand Influence Group is a Field Sales and Marketing brokerage company. Responsible for the Woolworths Field Team on behalf of Unilever, driving their brands via data driven insights, field marketing and relationship building with Countdown stores.

• Helped to implement & drive Perfect Store program in Fresh Choice
• Designed distribution drives across Fresh Choice leading to incremental $49K Retail Sales Value for Unilever
• Developed, presented and executed business proposals for client on how to drive incremental sales in categories.
• Collaborated with sales and category teams to evaluate ROI's against field activations.
• Created data driven insight reports on from merchandising, field trials and replenishment tasks using Microsoft Excell skills.
• Worked to establish relationships with Countdown Category Managers, Group Managers, Store Mangers and Long Life Managers.
• Worked with sales and category teams to propose new field trials across Ice Cream, which saw +14% sales growth in trialed stores v control stores.
• Redesigned ways of working and information flows from field team through to head office.
• Overseeing implementation of over 300 planograms per year in Countdown.

Territory Manager Role, looking after Canterbury Out Of Home market.

• Achieved sales goals, distribution targets and market share through proactive management of territory.
• Transformed Christchurch territory revenue by leveraging strategic business development plan, moving region up 2 spots in company rankings.
• Used trade marketing activations to drive Lipton brand in key summer hot spots.
• Increased customer base by selling Lipton No Sugar & Infused Water into new customers.
• Communicated regularly with territory, regional, and strategic managers for daily support and strategic planning for accounts
• Cultivated relationships with key accounts in territory and provided support to drive customer satisfaction