1. Thomas Rice
6207 South Pond Point, Grand Blanc, Michigan 48439
Phone: (810) 444-6923 / Email: trice6207@comcast.net
Executive Profile
Accomplished and innovative business development professional with over 25 years of experience in the consumer
packaged goods industry. A performance driven and results orientated manager with vast experience founded and
developed while working with some of the largest Fortune 500 companies within the Retail, Agent/Broker, Manufacturer,
and Information Provider communities. It is this diversified, sophisticated and constantly evolving environment that has
enhanced and honed a highly comprehensive set of specialized skills that can be applied to virtually any endeavor
seeking innovation for new and improved business solutions.
Skill Highlights
• Business Development (New & Existing)
• Category / Brand Management
• Team Building and Leadership
• Client Support Management
• Sales Management: Broker/Account/Store
• Client / Account Relationship Management
• Sales & Competitive Analytics
• Data & Database Management
• Project & Change Management
• Collateral & Communication Development
• Presentations (Executive & Group)
• Training Program Development
Accomplishments
Business Development
• Conceived and coordinated the launch of an innovative supplemental insights analysis offering intended to tout
SPINS new consulting capabilities. Results: This affordable ad hoc offering not only generated immediate
incremental profits, but led to new and more robust revenue generating consulting & analytic contracts (some in
excess of +100% over previous year’s contract) and positioned SPINS for new consulting opportunities.
Category / Brand Management
• Created and presented executive level category reviews at both Kroger and Framer Jack on behalf of Mars Inc.
These comprehensive and forward thinking reviews included a new growth strategy and shelf schematics for the
failing Shelf-Stable Dinner category. Results: Reversed negative category growth trends at both retailers and
substantially increased combined sales for M&M Mars (+40%) in the first 6 months after roll out. Due to the
success of these two projects I received an extraordinary merit award from Mars Inc.
• Created and presented an executive level category review at Farmer Jack on behalf of DelMonte Foods. This
review advocated and supported a fairly substantial change to the current business model and marketing strategy.
Results: +26% increase in overall category growth and turned 5 consecutive quarters of negative growth for
DelMonte into substantially increased growth (+35%) in the first 6 months after roll out. This growth also lead to
increased distribution for DelMonte and was deemed so successful that the model was launched as a template by
DelMonte and was rolled out in other markets.
Team Building and Leadership
• Primary architect behind the successful transition from a data analytics & delivery business model into a new
consulting business model. This included the transitioning of all existing workloads, the merging of the client
services, business analytics and consulting groups, as well as the development of a new organizational structure,
new process improvements and supporting training materials. Results: The seamless, successful creation of a
new cohesive “team” well positioned and poised for future growth.
Client Support Management
• Improved and converted a basic internal report delivery template into a new, more robust web based information
portal environment. Results: This integration transformed this manually generated report template into a highly
profitable, highly functional, automated generation process. Client satisfaction was greatly enhanced as well as
report delivery time was decreased from 5 to 7 days to in most cases same day, while at the same time increasing
functionality and applications. This endeavor dramatically increased profitability for the company through the
reduction of man-hours required to produce.
Sales Management: Broker/Account/Store
• Developed and rolled out a new accountability scorecard for all sales agent/brokers. Results: A definable and
actionable report that scored each broker on key measures ranging from shipment to consumption to shrinkage.
This scorecard provided both our sales managers and our broker partners with an automated, up to date business
2. review tool that allowed them to quickly identify areas of concern and/or opportunities which in turn increased
profitability and prevented loss.
Professional Experience
Director - Client Support Services
2007 - 2010
SPINS, Schaumburg, IL (Based from home office in Michigan)
• Executive position that that directed and supported the Client Services team while pioneering a more global,
strategic position within the company. In this role I conceptualized and guided new initiatives in the areas of
developing new product & service offerings, researching and capitalizing on cross-team asset sharing
opportunities, new business model transition planning & implementation and to guide the development of a new,
more robust web based data delivery portal (WebFocus).
Manager - Client Services
2006 – 2007
SPINS, Schaumburg, IL (Based from home office in Michigan)
• Management position that directed and supported the Regional Sales Analyst team while endeavoring to improve
overall client perceptions. Conceived and launched numerous initiatives including the enhancement to existing,
and the creation of new product & service offerings targeted towards increasing overall client satisfaction levels
while improving internal revenue centric processes thus increasing profitability.
Regional Sales Analyst
2004 – 2006
SPINS, Schaumburg, IL (Based from home office in Michigan)
• Regional business analytic and client support position for the Eastern US. Spearheaded numerous initiatives that
successfully repaired damaged client perceptions, fostered long term relationships and bolstered use and
acceptance. Cultivated new manufacturer client relationships through effective education and ongoing analysis of
scan & consumer panel data, focusing on new opportunity identification in the Natural/Organic channel.
Grocery / Foodservice Marketing Coordinator
2001 - 2004
Cargill Salt, St. Clair, MI
• Nationally scoped position focused on the growth and development of all branded and private label salt products
within the retail grocery and foodservice channels. Successfully and positively impacted sales growth, through
the creation of new business strategies, innovative retailer programs and consumer centric targeting. Utilized
industry standard consumption databases to create conceptual sales presentations. Directed the deployment and
coordination of all syndicated data technology resources throughout the business unit. Unilaterally pioneered and
assumed additional responsibilities in the areas of package design and consumer loyalty programs.
Category Manager
1997 - 2001
Advantage Sales & Marketing, Detroit, MI
• Regional position focused on analyzing IRI, Nielsen and retailer specific scan and loyalty data towards the
development of executive level category and brand specific reviews. In addition to analyzing standard KPI’s, these
very successful reviews also included the development of revised category schematics and insights into
consumer behavior metrics that resulted in positive growth outcomes for retailers and our manufacturer partners.
Territory Sales Manager
1995 – 1997
Advantage Sales & Marketing, Detroit, MI
Education
Lansing Community College, Lansing, MI – 1980 - 1983
Harry Hill High School, Lansing, MI – 1980
Additional
Software Proficiencies
• Microsoft Office Suite (Advanced)
• Nielsen: Nitro, Scantrack
• Consumer Panel (Homescan & Spectra)
• Ironbridge: NetBench Information Platform
• SPINS: SPINscan
• IRI: Analyzer, XLeratePlus
• Ecteon: Contraxx
• IBI: WebFocus Business Intelligence Platform
