National CPG Sales & Account Leader · Beauty & Personal Care
Nineteen years turning one retail relationship into a category-defining partnership — translating shelf-level detail into board-level growth.
About
A CPG sales leader with 19+ years of national retail experience, Thomas built his career at the intersection of strategic account leadership and disciplined commercial execution — negotiating joint business plans, reading IRI and Nielsen data like a second language, and keeping one of retail's most demanding partners exclusive for two decades running.
Every account has a ceiling — until someone rebuilds how the business is run underneath it. Over twelve years, Thomas turned a single national retail relationship into Pro's Choice Beauty Care's largest and longest-standing partnership.
The business required sustained growth within a major national retail account while expanding category presence, improving commercial performance, and maintaining a strong long-term customer partnership — disciplined management across assortment, pricing, promotion, placement, forecasting, and inventory, all moving at once.
Thomas owned the commercial growth of the account while coordinating the strategic and operational activity behind national retail performance — strategic account leadership, category expansion across haircare and skincare, joint business planning, pricing and promotional strategy, and planogram strategy across the portfolio.
Directed national sales and account strategies that expanded the business from $10M to $160M by 2018.
Directed pricing, placement and merchandising strategy across 100+ SKUs and 100+ retail planograms.
Negotiated $100M+ annual Joint Business Plans with guaranteed margins exceeding $30M.
Leveraged IRI and Nielsen data to strengthen category planning and forecasting accuracy.
Drove a $1.2M cash-flow improvement and a 15% reduction in slow-moving inventory.
Sustained 90%+ fill rates and in-stock performance through forecasting discipline.
Guided a 15-member sales and account management team through national growth initiatives.
Beyond the financial results, Thomas sustained the account as the exclusive primary haircare vendor for twenty years — a record of lasting customer loyalty and consistent commercial execution that outlasted market cycles, competitive pressure, and category shifts.
Career
Pro's Choice Beauty Care
Grew the Target business from $10M to $160M by 2018, accelerating category expansion and strengthening a long-term national retail partnership across the haircare and skincare portfolios. Generated $1B+ in cumulative retail sales by expanding market share, surpassing growth targets, and executing national sales strategies across major retail channels — while retaining Target as the exclusive primary haircare vendor for 20 years through consistent performance and category-level partnership management.
Negotiated $100M+ annual Joint Business Plans with guaranteed margins exceeding $30M, strengthening retailer alignment and long-term commercial performance. Directed national retail sales strategy across beauty portfolios, leveraging IRI and Nielsen analytics to sharpen category planning, forecasting accuracy, and performance visibility, and optimized pricing strategies for key accounts — generating millions in incremental profitability while protecting long-term brand margins and customer value positioning.
Led a 15-member sales and account management team, driving execution of national growth initiatives while strengthening accountability and cross-functional alignment. Directed pricing, placement, and promotional strategy across 100+ SKUs and 100+ retail planograms, and improved cash flow by $1.2M through enhanced forecasting and inventory optimization — including a 15% reduction in slow-moving stock — while sustaining 90%+ fill rates and in-stock performance across national retail execution.
O.G.B.B.
Directed financial oversight, budgeting, and fundraising activities as Treasurer, strengthening financial administration and operational support for the organization. Coordinated treasury operations and fundraising initiatives to support effective resource planning across program activities, while managing stakeholder engagement across booster activities to strengthen collaboration among participants and community supporters — providing consistent volunteer leadership across financial and organizational initiatives with continued accountability and coordination.
University of Minnesota Duluth
JDA Certification.
Key Achievements
Four categories, one throughline — every figure below is tied to a specific account decision, not an estimate or an average.
Grew the flagship retail account sixteen-fold over twelve years, 2006–2018.
Total retail sales generated across the life of the partnership.
Negotiated yearly JBPs anchoring pricing, promotion, and forecast commitments.
Margin secured within those plans, protected from mid-year renegotiation.
Freed up through tighter inventory and payment-term discipline.
Reduction driven by sharper forecasting and planogram discipline.
In-stock performance held through demand volatility.
Sustained as the account's primary haircare vendor for two decades running.
Sales and account management staff guided through the growth period.
Managed across the account's full assortment and shelf strategy.
Recommendations
Unsolicited endorsements from people who worked alongside Thomas, managed him directly, or watched his results from a parallel seat in the industry.
Any organization looking to scale their revenue and improve their sales culture would be lucky to have Tom on board. Driving business and cultivating new relationships — especially with national retailers and big brands — takes years of experience, skill, and the right personality. Get him on your interview schedule while you still can.
I've had the privilege of knowing Tom for over 25 years, both personally and professionally, and I can say without hesitation that he is one of the most talented business development professionals I've come across. We've operated in parallel industries, which has given me a clear view into what it takes to consistently drive revenue and build meaningful relationships across companies. Tom stands out in every regard.
Tom was an essential part of the team who supported the launch of many exclusive SLG brands into Target in the USA over the period 2020–2024. His detailed knowledge of Target's operation and his long-standing experience of the Health and Beauty market helped our company navigate the early years from pitch through to delivery and management. He is a warm, passionate professional, and one of life's good guys.
I had the pleasure of working with Tom on the Target business. He is an extremely hard worker with a passion for CPG, and he knows the inside outs of Target. He takes pride in really getting to know brands — not only in the beauty space, where he has great expertise, but across CPG broadly. He is a patient and thoughtful manager with real expertise in broker management and direct account relationships.
Analytics & Systems
Every account decision Thomas makes is grounded in a disciplined stack of retail data, planning, and execution tools — not instinct alone.
Full Record
Complete materials, for the diligence-minded reader.
Let's Talk
Twenty years sustaining one retail partnership is a track record, not a coincidence. If you're building something that rewards the same kind of discipline, Thomas would like to hear about it.
Open to senior account leadership and key account management opportunities in beauty, personal care, and consumer products. Currently considering select director and VP-level mandates. For retained search, partnership, or advisory conversations, reach out directly.