Tory Schalkle

Building out team/function encompassing strategy development (particularly white spaces/new markets and M&A potential), BoD strategic planning, competitive intelligence, and market intelligence for $10B market cap company looking to double in ~3 years.

> Led market entry into new geography. Stood up 40+ SME team to develop highly detailed customer acquisition strategy (down to branch locations, local sponsorships, product offers, financial projections) > Led enterprise-wide segmentation across business and consumer banking. Led insights and data teams to identify segments, prioritize, and develop sharper value proposition for that segment. Rolled over to full time team stood up to own the work > Reduced initial merger attrition by journey mapping 1MM migrating customers’ experience & partnering with SMEs to improve specific journey hurdles > Partnered with heads of consumer and banking businesses to diagnose state of the business - doing tear down of growth drivers/ headwinds, benchmark comparisons/ opportunity size of prize, prioritized focus areas, and strategies to address these focus areas > Facilitated strategic planning with business line leaders for ultimate CEO-level presentation > Managed direct reports (and indirect reports on projects) with a people-first, development-focused approach built on trust, empowerment, and accountability. I strove to reward tactful dissent, create clearly defined deliverables/timelines, empower them to achieve those deliverables, remove barriers and provide input as needed (providing the psychological safety to do so), and creating transparent accountability to ensure those deliverables/timelines are met

Led workstreams or teams on 10+ projects ranging from strategy to operations across range of industries. Was directly responsible for project's approach, day-to-day management, and ultimate deliverable(s). This often required data analytics, building financial models, making CEO-ready communication, developing deep client relationships, managing newly formed team and stakeholders, and project management. Example work includes: > Crafted 4 “intrapreneur” / internal innovation businesses for large retailer CEO – created overarching business value thesis/detail, comprehensive pro forma, 100 day plan, etc. > Lead project on internal People Analytics startup on employee benchmarking. Led to insights like what factors predict a high value employee, and where attrition risk lies > Worked with new CEO to develop 5 year strategy and his first board presentation as CEO > Multiple turnarounds & profitability enhancements, focused on B2B sales/marketing growth and G&A reduction > Worked directly with regional sales teams to identify underdeveloped product+customer segment intersections. Developed highly specific segment strategy plans including product messaging, pricing/financing, competitive positioning, and channel usage > Created structured training for a large corporation on identifying & monetizing adjacent growth opportunities > Managed due diligence work for insurer’s first foreign acquisition (~$2B). Assessed synergies, cultural fit, macro, legal, etc. > Set up digital internal startup at large insurer (direct-to-consumer model, a la Geico) > Worked with multinational sales leaders to develop market-specific strategies to grow share by 3pp. Created predictive sales goals model by market, with ideal product+customer combinations, key competitors for each, and tactics (marketing, pricing, etc.) to win in each market

Did early stage due diligence and investment thesis creation for potential healthcare and CPG / retail investments > Separately proposed a regression-based analysis of prior investments to truly understand root true drivers (e.g., keeping owner-operator, investment duration, debt structure, sector) of their historic returns in order to quantitatively identify the firm's true, replicable value-add/ differentiator > Used People Analytics/ HR Analytics to predict ~80% of portfolio company's employee attrition (their largest issue) using just 3 variables. These variables were used as new hiring criteria

Ran $300MM pet business - oversaw product strategy for ~300 items, negotiated with vendors, and planned marketing/ promotions/ discounts to maximize margin and sales. Example of work: > Grew sales ~$35M (~12%) by negotiating exclusive launches with vendors, entering adjacent categories, launching private label in subcategory, and leveraging robust analytics, A/B testing, and customer insights/ research > Leveraged customer data to segment purchases into three trip types (fill up, frivolous, first pet) which informed product price points, quantity, location, and discounts by subcategory, based on need it was filling > Self-initiated pricing experiment with behavioral economist that took different approach to product selection (introducing "false third item") in order to boost shelf margin by ~10pp > Led team of ~10 designers and engineers to develop owned brand items. Took heavy human centered design thinking approach for product innovation, including setting up scrappy panel of pet owners who provided iterative, Agile-like feedback during design development > Gained responsibility for two additional categories

Addressed enterprise wide strategy questions that had $100MM+ of EBIT impact. Example work included: > Led one of Target’s first pilot to align stores with Target.com in very early efforts to combat Amazon. Involved getting 65 FTEs to align products, pricing, marketing, internal incentives, etc. across channels > Led risk assessment of Target’s multichannel pricing policy. Oversaw three-person team and $250k research budget that used war gaming / scenario planning and robust financial model model potential market reactions and craft recommendation. Quantified risk that entirely altered CEO’s final policy > Self-started competitive intelligence reports that became shared quarterly with President of Stores and Store SVPs

Optimized healthcare inventory levels. Received SVP Award for reducing $37M in asset (inventory) liability

Worked with experts and economic data to assess state-wide fiscal impact of proposed legislation Would also answer phones every Thursday afternoon (sadly solidifying my belief that calling one's representative is pretty ineffective)

Magna cum laude. Dean's list 2004-2008.