Summary
Overview
Work History
Education
Skills
Timeline
Generic

Thomas J. Thill

Summary

Experienced sales professional with a strong background in consumer packaged goods across all major trade channels. Proven expertise in developing go-to-market strategies, strategic planning, and sales management. Thrived in fast-paced environments, honing leadership and strategic planning skills. Demonstrated success in driving sales growth, managing cross-functional teams, and optimizing processes to deliver exceptional results for both established and emerging brands in the retail marketplace.

Overview

22
22
years of professional experience

Work History

Vice President of Sales

Cleancult, Inc.
09.2020 - Current


  • Developed and executed the go-to-market strategy for retail, successfully introducing the Cleancult brand throughout North America and across FDM and club channels
  • Collaborated with the CCO to build and develop the sales and marketing teams, while also producing channel and account P&Ls in partnership with Finance and Operations
  • Provided ad hoc and quarterly reports to the board and strategic investors
  • Played a key role as a member of the leadership team, focusing on strategy, growth, and innovation
  • Instrumental in re-focusing the sales strategy from ad-hoc to a more disciplined pyramid model to include Target, Wal-Mart, Costco, Kroger, Albertson's, CVS, Walgreens, UNFI (natural grocers), Canada and several regional grocers leading to over 7X growth since 2021
  • Recommended and hired Vice-Presidents of Marketing and Operations and created and developed the US and Canadian broker network
  • Transitioned the category positioning from Hand Care to Cleaning, leading to a 21% increase in profitability for the entire brand
  • Integral in the development of new brand and performance marketing strategies focused on driving geo-targeted programs for retail
  • Expanded distribution from 1500 retail outlets to over 10k retail outlets including multiple national FDM retailers, regional grocery and club

Vice President of Sales

JR Watkins Company
08.2018 - 09.2020
  • Optimized brand selection and consolidated retailers to gain efficiency and focus revenue in highly profitable accounts that match the core demographic
  • Worked with leadership team members to develop new “go to market” strategy emphasizing “successful” distribution and profitability within underdeveloped SKUs and accounts
  • Worked cross-functionally with Operations and Marketing to develop new products to augment existing portfolio while reducing overall SKU complexity by over 30%
  • Reduced account base from 700+ retailers to under 40 focused accounts/distributors while exceeding 10% target revenue growth
  • Assembled the national broker network
  • Created revenue and profit objectives by channel and major retailers


Vice President of Sales

Enviroscent, Inc
03.2016 - 08.2018
  • Developed short and long-term sales strategies to gain market share, uncover new sales opportunities and increase revenue across U.S And Canadian channels, with a focus on grocery, club, and drug channels
  • Managed and implemented critical broker relationships, and developed essential planning to enhance profitability and optimize trade spend
  • Worked cross-functionally in developing account specific SKUs, trade and marketing programs along with managing customer P&Ls, increasing sales by 14%


Vice President of Sales

Somersault Snack Company
02.2014 - 03.2016
  • Responsible for creating and executing the strategic sales vision for Somersault Snacks across all trade channels in North America,
  • As a key member of the leadership team, collaborated cross-functionally with all departments to develop channel strategies, processes, and SKUs
  • Developed and implemented a “pyramid” sales strategy that emphasized “successful” distribution within each trade channel while building out successes
  • Identified and developed specific trade channel partnerships to include flagship, strategic core and opportunistic relationships while emphasizing strict adherence/discipline within the sales strategy


Director of Sales

Milton's Baking Company
07.2011 - 11.2012
  • Spearheaded the strategic development and expansion of Milton's portfolio, with a strong focus on Costco North America & International
  • Oversaw the development of Milton's brand across all trade channels within the Canadian market, including Loblaws, Safeway Canada, London Drugs, Wal-Mart, and Shoppers Drug Mart
  • Successfully introduced Milton's Multi-Grain crackers to Costco Western Canada and Pacific Northwest resulting in $700,000 in incremental sales with projected sales of over $1.7 million in 2012
  • Introduced Milton's Trail Mix Bites to both the Costco Pacific Northwest and Costco Eastern Canada regions resulting in $900,000 in incremental sales


Vice President of Business Development

Numi, Inc.
07.2010 - 07.2011
  • Introduced the first club pack rotation in Costco Midwest producing $400,000 in revenue
  • Successfully introduced Numi tea for permanent distribution in Target natural sets - $125,000 projected revenue; Cost Plus - $350,000; Duane Reade - $100,000 MarMaxx Group - $200,000

Director of National Accounts

Method Products, Inc
07.2003 - 07.2010
  • Responsible for the largest non-Target revenue base in the company with a dollar volume of $14.3 million
  • Pioneered and developed the club and drug channel including Method's first permanent distribution at Costco and Walgreens
  • Initiated Method's expansion into Canada resulting in the Canadian market representing 9.8% of Method's annual revenue base
  • Developed Shoppers Drug Mart and Costco into the second and third largest accounts at Method earning each account “flagship” status within Method

Education

Master of Science - Business Administration

Aurora University
Aurora, IL

Bachelor of Science - Communication Studies

Northern Illinois University
Dekalb, IL

Skills

  • Industry Expertise
  • Sales & Go-to-Market Strategy
  • Revenue Growth
  • Cross-Functional Collaboration
  • Sales Management
  • Data Analysis

Timeline

Vice President of Sales

Cleancult, Inc.
09.2020 - Current

Vice President of Sales

JR Watkins Company
08.2018 - 09.2020

Vice President of Sales

Enviroscent, Inc
03.2016 - 08.2018

Vice President of Sales

Somersault Snack Company
02.2014 - 03.2016

Director of Sales

Milton's Baking Company
07.2011 - 11.2012

Vice President of Business Development

Numi, Inc.
07.2010 - 07.2011

Director of National Accounts

Method Products, Inc
07.2003 - 07.2010

Master of Science - Business Administration

Aurora University

Bachelor of Science - Communication Studies

Northern Illinois University

Similar Profiles

CREATE PROFILE
Thomas J. Thill