Thomas A. Albano
Aurora
Summary
Results-Driven Sales Leader with 25+ years success connecting with senior decision makers, presenting marketing solutions and closing high-value contracts. Relationship builder with strong business and financial acumen. Builds brand awareness and customer loyalty through outstanding account management skills. Proven record exceeding profitability goals, building regions, and increasing market share.
Overview
18
18
years of professional experience
Work History
Key Account Manager
Advantage Solutions-Mars Snacking
2022.02 - Current
- Drive our clients’ business at assigned customer. Increase distribution, grow sales dollars/units/share/other KPI’s, while staying within budget guidelines
- Responsible for ensuring retail/merchandising execution and basic eCommerce execution, Achieves targeted income and expense budgets by implementing promotional and marketing strategies
- Analyzes trends and results to identify growth opportunities and makes recommendations to clients and customers
- Monitors and drives growth through efficient management of promotional spending within guidelines on assigned clients
- Meets budgetary goals by maintaining strict control and accounting of accrual and bill-back funds for assigned clients
- Meets expectation for managing period ending fund balance performance with no overspends vs. trade budget
- Meets or exceeds Client’s goals for sales, distribution, share, pricing, shelving, and promotional volume, Launches strategies to pursue new opportunities Implements retailer headquarter calls and penetrate key positions at the retailer
- Achieve sales goals by managing and maximizing manufacturer marketing and promotional funds while staying within financial guidelines
- Ensure that all retail pricing and indirect order guides within the division is updated by regularly correcting discrepancies
- Secure Client approved schematics for all Clients’ brands by providing direction and communication to our schematic, reset, and retail departments
- Ensure incremental sales through distribution of new products and maintenance of existing SKU’s Collaborate with category management team to develop retailer presentations by using
- Database rationale such as SKU optimization, efficient promotion causal data, and lift analysis
- Manage accounts to achieve the targeted ACV on Innovation
- Builds and maintains effective client and retailer relationships in order to ensure customer access and client perspective that we are connected and engaged with key stakeholders
- Demonstrates sales accomplishments and areas of opportunity by developing sales presentations for Customers and Clients
- Implements Customer HQ Calls and demonstrates an ability to penetrate key positions at the retailer
- Offers strategic input pursuant to annual business plans, problem solving, ongoing customer management. Finds the intersection of retailer and client objectives and drive win/win scenarios Provides timely and fluid communication on Client goals, programs, price changes, and priorities to include all necessary people and information
- Manages difficult situations, issues and conflicts to get to an effective outcome
Field Service Technician
Western Paper Distributors
2019.03 - 2022.02
- Responsibilities include the installation, troubleshooting, repair, and maintenance of chemical dispensing equipment for commercial laundry machines. Also, troubleshooting chemical product interactions, all combined with a high-level of customer interaction. With a focus on customer satisfaction that lead to product and program compliance, long-term retention, and provide a virtuous business and organization growth.
Senior Field Service Technician
Procter & Gamble
2018.05 - 2019.02
- Responsibilities include the installation, troubleshooting, repair, and maintenance of chemical dispensing equipment and commercial dishwashers (ware-wash machines) and troubleshooting chemical product interactions, all combined with a high-level of customer interaction. With a focus on customer satisfaction that lead to product and program compliance, long-term retention, and provide a virtuous business and organization growth.
Territory Manager
Core-Mark International
2017.03 - 2017.10
- Relocated to turnaround the underperforming single-store Grand Junction territory. Created and integrated strategic sales plans building brand awareness to over 179 independent accounts. Managed 30 merchandisers across 250 stores with responsibility for hiring, payroll, and expenses. Tracked sales metrics ensuring alignment with territory profit goals and corporate business objectives.
- Achieved 10% in existing sales growth and 15% in net new business
- Achieved sales objectives by increasing new business 10%
- Leveraged market insights to target and capitalize on new opportunities driving a 15%
- Served as a trusted expert providing customers with category management insights, trends, and opportunities
- Recruited, managed, mentored and evaluated a top performing merchandising team
- Prepared performance, forecast, and other key financial reports
- Worked closely with marketing department on branding, messaging and collateral
- Collaborated with credit division on high-risk or delinquent accounts
Key Account Manager
Core-Mark International
2008.02 - 2017.03
- Spearheaded new business development and account management for a high-profile portfolio with a focus on driving sales growth over seven major convenience store accounts representing 468 stores across CO, UT, NM, KS, WY and MO.
- Cultivated strong relationships with senior leadership at key accounts by leveraged strategic selling, relationship building, and best practices. Listened to customer needs then uncovered and presented ideal solutions driving increased growth.
- Exceeded company’s revenue goals by 15% annually
- Generated new business through the planning and execution of sales and marketing plans
- Created and delivered customer presentations then structured and negotiated winning contracts
- Worked with cross-functional teammates on various business projects driving improved processes and efficiency
Education
B.S. - Economics; Minor in Business Management
Florida State University
Tallahassee, FLA.A. Degree - Hotel Restaurant Management
Bucks County Community College
Newton, PASkills
- Strategic Planning
- Relationship Management
- CRM Skills
- Customer Satisfaction
- Customer Retention
- Account Management
- Sales Management
- Contract Negotiations
- Team Leadership
- Business Insights
- Business Development
- Sales & Marketing
- Marketing Strategies
- Advanced Problem Solving
- Forecasting & Reporting
Section name
- Umpire, Colorado Sports Officials Association, 2008-Present
- Umpire, Rocky Mountain Athletic Conference, 2015-2017
- Umpire, National Junior College Athletic Association, 2015-Present
- Umpire, Colorado High School Activities Association, 2008-Present
- Umpire, American Legion Baseball -2020-2022
- Umpire, National Association of Intercollegiate Athletics 2021-Present
Timeline
Key Account Manager
Advantage Solutions-Mars Snacking
2022.02 - Current
Field Service Technician
Western Paper Distributors
2019.03 - 2022.02
Senior Field Service Technician
Procter & Gamble
2018.05 - 2019.02
Territory Manager
Core-Mark International
2017.03 - 2017.10
Key Account Manager
Core-Mark International
2008.02 - 2017.03
A.A. Degree - Hotel Restaurant Management
Bucks County Community College
B.S. - Economics; Minor in Business Management
Florida State University