THOMAS E.

GRAVES
920 Edgewater Court NW
Atlanta, GA 30328

Residence 404.303.0028
tegraves1@earthlink.net

SUMMARY
High-performance sales team builder with excellent recruiting, coaching, and mentoring skills. Exceeds .

.expectations - leads with passion - brings out the best in others.

Accomplished sales hunter particularly adept at strategic account development. Highly skilled at solution
selling to senior level executives as well as all aspects of inside and outside sales, networking, and high impact presentation development and delivery.
Extensive general management experience in sales, marketing, and strategic sourcing. Strong
.capabilities in strategic planning, marketing materials development, program launch, budgeting,
.forecasting, etc.

PROFESSIONAL EXPERIENCE
THEOCHEM LABORATORIES, Atlanta, Georgia
2012 (present)
Director, Business Development
Developed new and existing base of strategic accounts for a specialty chemical manufacturer with
particular expertise in detergents, degreasers, mold remediation, HVAC chemicals, drain care, and
custom formulations. Grew business in excess of 20% during tenure with customers that included
large wholesale marketers, industrial, plumbing and HVAC suppliers, specialty distribution, and
manufacturers.
Directed a national independent sales rep network to drive revenues and new accounts.
Responsible for negotiating distribution agreements, training, field support, and performance
tracking.
AMERICAS 1ST MAINTENANCE, Norcross, Georgia
2011 - 2012
Sales Manager
Developed new and existing base of strategic accounts for a well regarded sanitary maintenance
distributor with particular expertise in equipment, hard floor care, and green cleaning Grew
business in excess of 30% during tenure with customers that included prominent local hospitals,
public venues, schools, and other large institutional organizations.
SOUTHEAST PET, Division of SEACO National, Atlanta, Georgia
2009 - 2010
Director of Sales & Marketing
Directed inside and outside sales teams for a large, 7-state holistic pet food and supplies
distributor. Achieved double-digit growth by sales force restructure with emphasis on personal
accountability, aggressive and ongoing marketing campaigns, E-commerce, first-to-market
sourcing, process improvement, and strong field support.
Implemented Green program designed to appeal to fast growing holistic, boutique, and high-end
agricultural market segments where purist retailers demanded rigorous ingredient specifications,
environmental sustainability, and marketing integrity. Developed and launched an innovative
Extreme Makeover program to delight retail customers by optimizing the overall store shopping
experience.
Developed company strategic plan and individual tactical sales plans, marketing collateral, and
implemented comprehensive training. Reported directly to the CEO.

FULTON PAPER COMPANY, Atlanta, Georgia

2007 - 2008
Sales Manager
Directed B2B sales team for one of the largest commercial distributors in the Southeast. Product
mix included industrial packaging, MRO and sanitary supplies, equipment, food service items.
Team achieved sales quota with solid new account base for future double-digit revenue increases.
Led strategic and tactical planning to capitalize on core competence and market trends to provide
timely, innovative solutions for customers. Designed and implemented behavior-specific sales
plans for each sales representative to facilitate sales quote achievement.
Developed marketing collateral and sales aids including a formalized Green program to attract
customers valuing environmental sustainability and wellness.
UNISOURCE WORLDWIDE, INC., Norcross, Georgia
2001 - 2006
Marketing & Category Manager, Supplies, 2001 2004, 2006
Supplier Business Manager, National Accounts, 2005
Managed the strategic sourcing and marketing of the $1B Facility Supplies business segment with
P&L accountability. Product categories included MRO and sanitary maintenance supplies,
equipment, packaging, food service, and logistics solutions. Managed vendor selection, product
assortments, and private brand programs to improve margins and fill rates.
Consistently achieved company savings exceeding $500K annually through effective supplier
relations including negotiating vendor agreements, pricing strategy, purchase incentive programs,
terms and conditions of sale, and cooperative marketing programs.
Managed the supplier relations and marketing efforts of the fast growing National Accounts team
for both Packaging & Facility Supplies. Revenues grew double-digits during this period.
Designed an extensive library of marketing collateral, training material and sales tools to improve
penetration of industrial, food processing, printing, education, building service contractor,
healthcare, and public venue accounts.
SELIG INDUSTRIES, division of ZEP MANUFACTURING, Atlanta, Georgia
1991 - 2001
Vice President of Business Development, 2000 - 2001
Vice President of Marketing & National Accounts, 1997 - 2000
Director of Marketing & National Accounts, 1994 - 1997
National Accounts Manager, 1993 - 1994
Regional Sales Manager, Tampa, Florida, 1992 - 1993
Regional Environmental Specialist, Tampa, Florida, 1991 - 1992
Directed the flagship environmental solutions business initiative, resulting in an annual sales
growth rate of over 23%.
Managed the daily activity of National Account Managers and large sales team focused on
securing large industrial accounts resulting in over half of the companys top 50 accounts.
Expanded distribution into Mexico to capitalize on the high growth industrial market. Third-year
revenues were forecasted to exceed $1 million annually and created the companys largest account.

EDUCATION
UNIVERSITY OF COLORADO, Boulder, Colorado
M.B.A., Finance and Marketing
UNIVERSITY OF COLORADO, Boulder, Colorado

B.S., Chemical Engineering