Mike’s focus surrounds ongoing commercial business development, including new product launch sequencing and capability needs, for US and key global modern markets and global traditional trade channels.
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During his 30+ years as an executive in the FMCG / CPG world, Mike has developed specific expertise in leading direct, broker and distributor sales companies, and creating business plans that align brand, retailer and distributor objectives, for those who sell to the world’s largest retailers. He has worked extensively in 12 global markets in FMCG.
Following a B.Sc. Agricultural Economics degree from Kansas State University, Mike joined Procter & Gamble, followed by The Minute Maid Company (a division of The Coca-Cola Company). As Managing Director of Alternative Channels, Mike pioneered the Minute Maid and Hi-C brand growth in non-supermarket/non-food service channels. He led business development and business plan delivery within the Mass, Drug, Specialty and Military markets. This included piloting Coca-Cola’s first Wal-Mart Account Team. Mike was then promoted to Commercial Director for Coca-Cola Southern Africa Division. During his three years in this role, his team drove +30% CAGR growth for the company and its distributors by implementing channel marketing, shopper marketing and improved customer trading terms, including capability initiatives to sustain success.
Mike returned to the USA and joined Management Ventures Inc, a research, training and information services firm focused on offering global retail trade management to the world’s leading consumer product suppliers. Mike served as Chief Operating Officer, leading the company’s team of retail analysts and trainers to translate and simplify global retailer business objectives into syndicated training, consulting and E-learning events. Mike was also responsible for building MVI’s “Skillbuilder” brand, assisting brand manufacturer account team professionals across 50+ countries to “sell more”.
Mike then moved from consultancy to functional leadership roles in new-to-market brands, including contract manufacturing, to deliver focus on retailer, distributor and manufacturer business plans, to include shopper marketing, capabilities development and trading term revitalization.
Mike now serves an advisory capacity, both on Board of Director roles and on advisory boards. His focus surrounds ongoing commercial business development, including new product launch sequencing and capability needs, for US and key global modern markets and global traditional trade channels. This includes direct, broker and distributor driven business plan execution designed to grow top-line revenue and comparative stores sales growth.
Mike typically takes calls with people interested in help with:
- Leadership development
- Sales strategies