Наши эксперты

Бернхард почти 25 лет проработал в сфере потребительских товаров в качестве практика и консультанта.Он недавно присоединился к Total Negotiation Group, его 15-летний опыт работы в Kantar Consulting включает в себя работу в качестве управляющего партнера в североазиатском подразделении (базирующемся в Шанхае, Китай, в течение 5 лет), а затем в качестве старшего партнера, возглавляющего практику цифровой коммерции и управления ростом доходов в Европе, базирующуюся в Лондоне. До этого он 9 лет проработал в Procter & Gamble в Южной Африке и Великобритании.

Он консультировал более чем в 50 странах и обладает богатым международным опытом, включая категории, навыки и организацию, цифровую коммерцию, выход на рынок и опыт управления ростом доходов в различных сферах розничной торговли. Бернхард работал по всему миру, ключая Северную Америку, Европу и Азию.

Бернхард - вдохновляющий лидер, не боящийся трудностей. Он бросает вызов другим своим мышлением, привнося свежий взгляд на бизнес-проблемы, но при этом очень прагматичен в своих решениях и ориентирован на команду. Его богатый и разнообразный международный опыт позволяет ему привносить реалистичность в коммерческие диалоги.

Марк является высококвалифицированным переговорщиком с обширным опытом работы на руководящих должностях в секторе FMCG. Его опыт ранжируется от управления крупными коммерческими командами до управления проектами, дающими трансформационные результаты.

Квалифицированный коуч, окончивший Henley Management College, он также является лицензированным практикующим специалистом Insights и NLP. До основания Total Negotiation в 2009 году, Марк работал в Nat West, Swiss Bank Corporation, Mars and Diageo.

Марк известен тем, что способен задавать темп и вносить изменения, увеличивающие эффективность бизнеса, а также умеет понимать переговоры с различных точек зрения, что позволяет ему обеспечивать больше возможностей для ведения переговоров и постоянную организационную согласованность.

Марк приобретал опыт ведения переговоров на различных руководящих финансовых и коммерческих должностях вплоть до уровня Совета директоров, активно работая на международном уровне. Он успешно работает как в сфере B2C, так и в сфере B2B, добавляя ценность в сложных переговорах за счет умения легко переключаться между операционным и стратегическим способами мышления. До соучредительства Total Negotiation он работал в сфере FMCG, лицензирования, финансов и маркетинга, включая деятельность в таких компаниях, как PWC, Diageo, Disney и Catalina Marketing.

Клиенты отзываются о нём как авторитетном, гибком и увлечённым специалисте. Он бросает вызов и провоцирует клиентов на размышления при подготовке к переговорам. Будучи квалифицированным дипломированным бухгалтером, Марк обладает коммерческим взглядом на переговоры.

Он работал с клиентом, занимающимся FMCG, с целью обеспечения экономии в размере 400 тыс. австралийских долларов путем перераспределения инвестиций между клиентами. В результате постоянной консультационной поддержки клиента были заключены соглашения о дистрибуции, обеспечивающие дополнительную долю рынка и дополнительную маржу в размере 15 млн. австралийских долларов. Консультировал и оказывал поддержку клиенту, занимающемуся FMCG, с целью проведения первого в течение пяти лет повышения цен, что позволило получить дополнительную прибыль в размере более 3 млн. фунтов стерлингов.

Стеф обладает 23-летним опытом работы в области CPG (товары повседневного спроса) и розничной торговли, в том числе на уровне совета директоров. В прошлом она работала на таких должностях, как Коммерческий Директор в Компании Gymshark, Категорийный Директор в компании Aldi UK и Директор по Операционному Маркетингу в Компании Muller Dairy UK. До этого она занимала различные коммерческие должности в компаниях Pepsico, Reebok и Adidas.

Свободно владея французским и немецким языками, Стеф имеет успешный опыт оказания помощи компаниям по всему миру в определении возможностей роста, разработке стратегических планов и развитии межфункционального сотрудничества для выполнения этих планов.

Стеф обладает обширными знаниями в области брендов и собственных торговых марок, онлайновых и оффлайновых розничных рынков, а также пониманием вопросов, связанных как с поставщиками, так и с ритейлерами, которые она использует, чтобы помочь многим организациям резко усилить их возможности по управлению доходами.

Стеф является экспертом в области Категорийного Менеджемента, понимания покупателей и превращения информации в инсайты.

Генеральный директор Total Negotiation Russia с 2013 года, Артур имеет высшее бухгалтерское образование, которое способствовало его карьерному росту в сфере продаж и ведения переговоров. Получив классическое образование, Артур прошёл путь от менеджера по работе с ключевыми клиентами до уровня генерального директора филиала в стране. Зная три языка, Артур работал в крупных корпорациях России, Чехии и Украины.

Артур преуспел в развитии переговорного потенциала в Центральной и Восточной Европе от небольших начинаний до отличных результатов со многими клиентами, от самых маленьких до самых больших.

Артур придерживается структурированного подхода и выполняет свою работу со страстью и преданностью к каждому отдельному клиенту. Он побуждает каждого участника полностью раскрыть свой потенциал и идти на риск ради достижения лучших результатов.

Сочетая собственный опыт ведения переговоров с крупными розничными клиентами с высшим педагогическим и бухгалтерским образованием, а также дополнительным обучением и тренингами, Артур увлекается ведением переговоров и обучением, тесно сотрудничая с Total Negotiation по всему миру, он обеспечивает стабильно высокие результаты на различных рынках рынках.

Действующий руководитель высшего звена с более чем 25-летним опытом работы в области продаж и общего управления в российских и международных компаниях.

Александр имеет большой опыт работы в различных отраслях, в том числе в области промышленного оборудования, маркетинговых исследований, продажи товаров повседневного спроса, нефтехимии, BTL-маркетинга, аутсорсинга персонала. Он является специалистом по продажам FMCG и общему менеджменту мирового уровня с большим опытом ведения переговоров в различных сферах деятельности, отраслях и культурах.

Подход Александра является высоко аналитическим, ясным и практичным, его страсть - делать сложное простым для клиента.

Кирилл имеет более чем 20-летний опыт работы в сфере общего управления, маркетинга, закупок и развития бизнеса в различных отраслях.

Широкий функциональный, отраслевой и кросс-культурный опыт позволяет Кириллу быстро осваивать новые отрасли и бизнес-контексты. Его обширный опыт в области технологий делает его особенно сильным в темах, связанных с дигитализацией бизнеса.

Кирилл обладает вовлекающим и практичным стилем, он создаёт атмосферу доверия и взамопонимания.

Experience: Head of France, Gap Partnership Cost reduction project lead, Carrefour
Industry: Retail | FMCG | Banking | Insurance
Specialisms: Complex French retail-based discussions, French and North African retail and FMCG

Experience: VP, Customer Development, Sales Director, Buying Manager
Industry: FMCG | Retail
Specialisms:
Negotiation​

Creative negotiation strategy

Alan has more than 30 years of commercial experience in both CPG and retail. Alan had a long career with Colgate-Palmolive becoming Vice President of Global Customer Development responsible for deepening engagement and deriving value from their relationship with Global Customers . During his 23 years at Colgate-Palmolive Alan worked in operational sales and sales capability roles in the UK, Ireland, Hong Kong, the United States and Switzerland. Prior to joining Colgate-Palmolive Alan worked for Tesco in various Buying and Marketing roles at the UK largest grocery . ​
Alan has a proven track record of delivering team capability across the globe by identifying solutions to business challenges. He has transformed business relationships, developed growth plans by focusing on joint value creation with key customers partners​

Alan has great knowledge of international markets, having worked outside the UK for nearly 20 years. As part of regional and then global reams he was responsible for working with key stakeholders to up skill and driving capability with multi-functional teams around the world. .​

Alan is an expert in Customer Engagement,, Negotiation and developing plan to unlock complex business problems.​

Alan is an approachable expert and uses his commercial experience to challenge the status quo. He brings a wealth of knowledge to help overcome business challenges, developing compelling actionable solutions to transform business relationships.

With his profound sales and marketing experience from more than 15 years with global companies like Beiersdorf and Colgate as well successfully bringing a completely new brand like eos into all relevant sales channels in Germany and beyond, Alex has gained deep expertise of the German and European FMCG market and its retailers, especially in Drug Stores, grocery, pharmacy and speciality channels.

Alex’s consulting focus is supporting his clients in Account Planning, Go to Market projects and how to win retailers for new or existing brands, in both traditional brick & mortar channels and e-commerce. If the project requires, he steps in as interim sales manager and provide an effective onboarding process after successfully launching the brand.

Knowing that especially in sales things not always follow Plan A, Alex will always look situations from various perspectives and contribute positive thinking together with different strategic options to finally achieve the goals.

Alex has been a lecturer in Sales Management and Retail Management at Hochschule Worms and HNEE Eberswalde.

Experience: Regional FP&A – Allianz and General Electric Co, Commercial Sales Director (GT-MT) – Coca-Cola
Industry: FMCG, Financial Services and Insurance
Specialisms:
Partnership negotiations

Commercial Sales Capability

Revenue Management

Route to Market

Amrapel is a seasoned Commercial Sales Director and General Manager in FMCG for 24 years, has an impressive track record with multinational companies. His career spans diverse sectors, including insurance, healthcare, finance, and the beverage industry. Amrapel's educational background in Finance and Strategic Management has been the foundation of his success.

Known for his strong experience across various functions—such as Finance, Strategic Planning, Commercial Sales, and Marketing—Amrapel has consistently excelled in his roles. His involvement in strategic projects like Corporate Planning, Market Development, Route to Market, Restructuring, and Transformation has significantly boosted enterprise value.

Amrapel is recognised for his ability to lead and execute successful strategic initiatives that contribute to business growth. His leadership and strategic insights have played a crucial role in transforming in both GT and MT, enhancing excellence customer negotiation, proving him to be a valuable resource to win customers.

Experience: Category strategy / category vision, commercial planning (ICP) organisational design, route-to-market & channel strategy
Industry: FMCG | Pharma | Beauty | Consumer Electronics | White Goods | DIY | Vending
Specialisms: Selling and negotiation, key account management
André has worked in Consumer Goods, as practitioner and consultant, for over 25 years. He joined Total Negotiation Group recently as Associate Director of Consulting and his experience includes 12+ years with Kantar Consulting. Prior to joining Kantar André worked in Sales and Marketing roles in the alcoholic beverages industry for ABInbev and William Grant & Sons.

André has been leading consulting projects in DACH and NL across many categories and channels, covering a wide range of commercial topics, including Category and Channel Strategy, Capability, Commercial Organisation and Route to Market. His focus is FMCG. André is native German and fluent in English and Dutch.

André has a positive yet challenging attitude and mindset and is very successful in convincing people to join the transformation journey in the course of consulting projects. He has a strong hands-on mentality and is very good in developing actionable solutions with his clients. His extensive experience in many consulting projects enables André to provide real-life examples and inspiration when working with clients.

Andreas acquired valuable managerial and commercial experiences over more than 25 years, in FMCG companies at international level, across functions and cultures, but importantly also in Switzerland. He recently joined the Total Negotiation Group as an Associate Consultant.

Andreas is a passionate Salesman who worked in many leadership roles in Trade and Shopper Marketing, in Key Account and Category Management and as Sales Strategy Director.

He is pragmatic, creative and results oriented and a strong capability builder. He holds an ICF certificate as Coach and a Swiss Diploma as Marketing Specialist.

Experience: Managing Director, Mondelez UK Senior Director, Revenue Management Europe. Mondelez
Industry: FMCG | Retail
Specialisms: Revenue Management, Trade terms design and implementation, Trade spend management and optimisation
Andrew has deep commercial and operational expertise built on the solid foundations of a varied career path. Three years as a buyer with Somerfield followed by 24 years in numerous commercial leadership roles with Kraft Foods / Mondelez, culminating as Managing Director of the UK business. During his career he has been instrumental in developing European and Global sales strategies based in both the UK and Switzerland.

Andrew is an inspiring business leader highly respected for strategic thinking, pragmatism and has a track record of successful results. He is an industry subject matter expert on Sales Strategy, Commercial Planning and Trade Terms.

A calm, engaging, approachable and composed style that enables the development of positive and co-operative relationships at all levels, across multiple geographies.

He is at his best when adding value to a business challenge as he can often see the wood for the trees where others can’t. His agile, positive character together with an honest and objective approach, quickly builds credibility, integrating into teams with mutual respect.

Experience: Customer Development Manager – Britvic, UK Key Account Manager – NFPC, UAE Director Of Consulting, Kantar Consulting, AMET Sales Director – Mezzan UAE (Red Bull Distributor)
Industry: FMCG | Pharma | Luxury
Specialisms: Trade Terms and Annual Contract Negotiations, Account Management & Customer Planning, Category Based Selling
Andrew is an experienced Consultant who has worked in the FMCG industry for over 17 years. He has experience in ‘client side’ sales leadership roles and in senior Consulting roles within the Middle East

Andrew started his career with Britvic Soft Drinks in the UK and moved to Dubai in 2009 where he joined NFPC as a Key Account Manager responsible for the business relationship with Customers such as Carrefour and Spinneys

In 2011 Andrew joined Kantar where he eventually became a Director of Consulting working with a number of clients in the FMCG & Luxury Retail sector. His specialism is in Negotiation & Sales Capability. He has developed and delivered sales academies and specific training content for clients that include Arla, Reckitt Benckiser, Coca-Cola, Zespri and Abbott. Andrew is an expert content developer and facilitator of content in core sales commercial topics such as Negotiation, Selling, Category Management, Trade Spend Optimisation, Joint Business Planning, Customer Management & Merchandising Excellence

Recently Andrew has been working as Sales Director for the UAE local distributor of Red Bull where he led the Modern Trade, General Trade and HORECA sales units. He has since been working independently in a consultancy capacity with clients in the Middle East, Europe and Asia.

Andy holds a B. Sc. In Psychology from University of Lancaster, England

Experience: Sales Director & GM, BP Malaysia / Singapore General Manager Europe, BP/Ford Strategic Alliance Regional Director, Kantar Consulting, AMET
Industry: Oil & Gas (Downstream) | B2B | FMCG | Pharma
Specialisms: Strategic Partnership Development, Annual Business Planning, Contract Negotiations, Commercial Excellence Programmes
Andy has over 30 years of international commercial business management experience. Andy started his career at Castrol in the UK where he honed his skills in customer management, selling and negotiation with the automotive sector. He moved to Asia with Castrol to lead the market entry plans for China and subsequently worked across the Asia Pacific region in a range commercial leadership roles. Following BPs acquisition of Castrol, Andy led the strategic partnership with Ford Motor Company for Europe and Asia.

Andy moved to Dubai in 2006 to help establish Glendinning Middle East, a specialist consultancy business, which was subsequently acquired by WPP under the Kantar Consulting brand. Andy has worked extensively across the region with a range of B2B, CPG, & Pharma clients to address a range of commercial challenges and to unlock step-change profitable category & top-line growth.

Andy established the Regional Office for Total Negotiation Group in January 2023

Andy holds an BSc from Manchester University. In his spare time Andy plays a range of sports to channel his competitive instincts and try to keep fit

Experience: Global Chief Procurement Officer, Beiersdorf Chief Procurement Officer, Mars Petcare Europe
Industry: FMCG
Specialisms:
Procurement
Negotiation

Experience: Impulse Sales Director - Mars Wrigley UK Out of Home Sales Director PepsiCo UK
Industry: FMCG
Specialisms: Complex Multi Party Negotiations, Global Customer Agreements & Negotiation, Setting Vision & Strategy, Trade Architecture
Ayman is a highly skilled negotiator, with a career spanning more than 20 years working for the some of the world’s biggest companies in the FMCG sector. Ayman held various Senior Commercial Roles whilst at Nestle, PepsiCo and Mars Wrigley Confectionery. He brings a wealth of Customer and Category experience having led a wide variety of channels, including Grocery, Impulse, Out of Home and Discounters.

A Qualified Coach from The Oxford School of Mentoring and Coaching, he is also a Certified Executive Coach, who brings his passion and talent for helping people to Total Negotiation to help clients embed their learning.

Ayman loves positively challenging to unlock their potential whilst focussed on performance for themselves and their organisation. Balancing a Strategic Mindset and getting things done, Ayman brings a wealth of experience and knowledge to TNG.

Experience: Customer Service Director, Lion National Sales Capability Manager, Lion
Industry: FMCG - Sales and Learning and Development
Specialisms: Sales Strategy, Learning and Development Specialist, Customer Account Management, Leadership and Culture
Ben has worked in the Australian FMCG industry for over 20 years. His experience includes 12 years with Lion Australia, and 8+ years with Diageo Australia.

He has worked in various Commercial Customer Sales roles and has led numerous learning and development teams across both businesses. His expertise including Customer Account Management, Field Sales Leadership, Customer Services Leadership, Sales Strategy Design and Implementation, Learning and Development, Leadership and Culture Coaching.

Ben is a positive leader, who develops strategies, people and teams that deliver results. He proactively seeks opportunities to add sustainable value to organisations through change leadership.

Experience: 35 years of global marketing, sales, strategy, and leadership experience 18 years at P&G covering all categories and geographies across multiple functions including Global Sales, Marketing, Market Research, Product Development, and Marketing Innovation & Entrepreneurship
Industry: FMCG
Specialisms: A proven leader whose strength is leveraging insight-based ideas for business growth
Brett has over 35 years of global marketing, sales, strategy, and leadership experience. With 18 years in industry and over 15 years in consulting, Brett is a strategic marketing, negotiation and sales authority working with leading consultancies and agencies such as TNG, Saatchi & Saatchi, Glendinning, and Kantar Retail.

Brett spent 18 years at Procter & Gamble (P&G) covering all categories and geographies across multiple functions including Global Sales, Marketing, Market Research, Product Development, and Marketing Innovation & Entrepreneurship. Brett was an CPG industry pioneer and recognized global expert in Shopper Marketing Strategy connecting brands with shoppers in traditional bricks and mortar stores and e-commerce.

Growth Strategy Consulting: Led 40 Strategic Growth initiatives for top-tier companies and organizations around the world helping clients see, create, and seize the future. Delivered results by understanding where to play, how to win and what to do. Known as a catalyst, connector, and proven leader whose strength is leveraging insight-based ideas for business growth.

Clients include: Unilever, Colgate, Kimberly-Clark, Coca-Cola, Mars Candy, General Mills, Nestle, Clorox, Campbell’s, Mattel/Fisher-Price, Pfizer, Abbott, Pharmavite, Sony, J&J, Grupo Bimbo, Lego, Michelin, and Treasury Wine Estates.

Carlos has worked in Consumer Goods for over 20 years covering Sales, Customer Marketing and Senior Leadership roles in Procter and Gamble, SC Johnson and Campofrío at Local and Regional level.

He has worked in Spain, Italy, Russia, Hungary in line Management positions and conducted Consulting and Capability work in over 10 more (Europe, Latam) in areas such as Category Strategy, Shopper Marketing , Channel Strategy, RTM….in Categories such as Beverages, Spirits, Food, Laundry and Cleaning Products, OTC, Health and Beauty Care,…..

Carlos has a wide Multi-country experience that allows him to work across different cultures categories and situations, as well as hand on experience in Sales and Trade Marketing that gives him a wide real experience on how to connect Strategy and Execution.

Carlos is fluent in Spanish, English and Italian.

Experience: Head of Commercial Excellence Capability, Suntory Europe, Category & Partnership Director, Warner Bros., Sales and Marketing Director, HarperCollin’s Publishers, Senior Category Manager Disney, Sales and Marketing roles at KP Snacks & McVitie’s.
Industry: FMCG, Film, Licensing, Media, Publishing
Specialisms:
Sales, Negotiation, Marketing, Category Management, Commercial Learning and Capability Expert, Emotional Intelligence Master Practitioner, Coach, Business Psychologist

Claire has over 25 years of commercial experience, is a commercial learning and capability expert, business psychologist, emotional intelligence coach, and change management practitioner. She brings a unique blend of skills, experience, and expertise from sales, marketing, revenue management, coaching, and commercial learning and capability roles across many categories, industries, and markets. Her past roles include head of Commercial Excellence Capability, Suntory Europe, Category and Partnership Director Warner Bros., Sales and Marketing Director HarperCollin’s Publishers plus she has held various sales, marketing and category roles at Disney, KP Snacks and McVitie’s.

Claire has a proven track record of enabling individuals, teams, and businesses transform by helping them recognize, and reach their potential by building the right skillsets, mindset, and behaviours that deliver personal and professional results. She has worked successfully with all levels from graduates to C-suite.

A practitioner in multiple psychometric assessments, a humanistic psychologist, and has been a commercial coach and trainer for over 10 years.

Claire has a personable action-centred approach that combines curiosity, positive challenge and emotional intelligence to enable transformational results, unlock potential and deliver long lasting behaviour change and personal growth. She will help bring an emotionally intelligent, commercially compelling, and best in class capability based on knowledge, experience and latest psychology research to drive sustainable results for clients.

Experience: 30 years of corporate leadership success started with Mars as a graduate recruit. Her career continued with major global branded manufacturers including Britvic Soft Drinks, Kerry Foods, McCormick and Danish Crown
Industry: FMCG
Specialisms:
Sales

Commercial

Category

Learning & Development

Clare is a high-impact Executive Director who is passionate about accelerating company performance through culture and talent.

30 years of corporate leadership success started with Mars as a graduate recruit. Her career continued with major global branded manufacturers including Britvic Soft Drinks, Kerry Foods, McCormick and Danish Crown. Clare has lead Sales, Commercial, Category and Learning & Development divisions and is an experienced Board and Non-Executive Director.

Clare is a committed life-long learner, qualifying as an Executive Coach at the University of Warwick in 2014 and gaining distinction in a Diploma in Organisational Change at Warwick Business School in 2023.

A passionate advocate of industry diversity and talent, Clare is Chair and a Coach for Women & Diversity in Wholesale plus supports several industry mentoring schemes.

Clare is an experienced consultant, trainer and conference presenter and has been inspiring and supporting companies over the last 12 months with step-change strategy projects, sales team productivity and creative JBP solutions.

Experience: 20+ years FMCG experience in Sales & Marketing, Experienced Executive of multifunctional teams of 100+, Delivered aggressive sales, profit and market share growth for, L'Oréal and Kimberly-Clark
Industry: FMCG | Beauty | Prestige
Specialisms: Organizational Growth transformation, Complex negotiations, Coaching & Team development, Revenue Growth Management
Dany, a result-oriented senior executive, has more than 20 years’ experience in the FMCG sector in Canada and Europe.

Having worked at L’Oréal and Kimberly-Clark in different functions across his career from Sales, Marketing, Category Management, Human Resources to Executive management, he excels in high level negotiations, revenue growth management, Go To Market strategies focused on growth to achieve brand/customer goals, and organisational transformations to maximise growth, and face the new digital era being online sales or digital marketing. He is known to develop strategies that create value for his clients and their customers.

Dany has developed and coached many talents during his career through an empowering and inspirational leadership style. His strategic vision and innate ability to guide people and teams help them reach their goals and contribute to the overall success of the organization. He is an effective communicator who focusses on getting things done. Dany has many real life examples of different strategies executed and their impact on the businesses.

Experience: Retail & Brand Category Consultant, JUUL & AG Barr Category Management, Tesco & Mars Trading Director, Pets & Friends
Industry: FMCG | Specialist Retail
Specialisms:
Category Strategy & Vision Creation

Perfect Store Execution

Danielle has over 20 years experience in FMCG and retail. She is an expert in Category strategy, with a diverse and experienced background, in various product segments and specialist sectors. While working for the likes of Mars, AG Barr, Tesco and Pets at Home, throughout her career, Danielle has maintained a sharp focus on driving commercial success.

Her expertise in Category management is both broad and deep, while complemented by a comprehensive understanding of retail operations and perfect store. Which ensures that Danielle consistently delivers mutually beneficial outcomes for her valued clients, retailers and the consumer.

Danielle has been part of multiple FMCG and retail strategic projects that have resulted in successful business aquations or public offerings, notably working with several venture capital firms such as KKR, Barclays and Endless.

Danielle’s versatility is central, as she effortlessly navigates between the boardroom and the shopfloor. With her educational foundation that includes a degree in mathematics and completion of a prestigious fast-track management program, with one of the UK’s leading grocers.

Danielle is motivated and engaging, bringing her blended skills, knowledge and experience to every project she works on to deliver compelling and actional insights.

An astute senior commercial executive having held increasingly senior roles in European Markets, Africa Middle East and Asia Pacific over a varied international career in Commercial and General Management.

David has worked for Nestle, PepsiCo (Walkers Snackfoods) and most latterly HEINEKEN NV in multiple geographies. He is a dynamic and strategic commercial leader with demonstrated history of success in customer relationship management delivering growth and business transformation in mature, start up and turnaround operations. Skilled in Sales, Marketing and Category Management, Revenue Growth Management and developing and nurturing high performance teams.

Experience: UK Sales Director + Global Group Sales Capability Director, Just Eat, Chief Commercial Officer, Lantum,
Industry: Energy | Financial Services | FMCG | Start-ups
Specialisms:
Prospecting, Value Selling, Structured Persuasive Selling Commercial storytelling, Maximising strategic opportunity

David is a highly skilled sales expert with 20+ years extensive, senior commercial experience in B2B and B2C organisations. His most recent senior sales roles include Just Eat and Lantum.

His experience ranges from managing large sales teams through to managing projects delivering transformational results in sales capability. David has worked extensively across the world with experience of most markets and multiple sectors, where his functional expertise easily translates.

Known for creating clarity and change that improve business performance. David is adept at understanding sales from multiple perspectives, which enables him to spot more opportunities for continuous improvement and helps ensure ongoing organisational alignment and development.

Experience: UK Managing Director, Catalina Marketing ​UK, Sales and Marketing Director, Disney
Industry: FMCG | Licensing | Marketing | Financial services
Specialisms: Complex multi-party negotiations, Global alignment, Creative negotiation strategy
Dean is a proven commercial professional with excellent negotiation and sales skills gained from managing large customer portfolios and budgets. Dean is a highly regarded, proven senior professional with excellent strategic, sales, negotiation and people management skills, combined with extensive experience and proven success in managing large customer portfolios.

He held senior roles with Pepsico & Reebok and ran his own consultancy before joining Total Negotiation, as a Partner in 2013. Dean is also, a licensed Insights practitioner.

A passion for people development has led Dean to deliver more than 200 capability programs across 4 continents, each one with as much enthusiasm, energy and inspiration as the first. He's known for his ability to translate training into commercial reality for delegates across cultures.

Location: Brazil
Languages: English, Spanish, Portuguese
TN focus: Negotiation, Selling, Revenue Management, Category Management, Route to Market
Experience: Managing Director - Consumer, Nutrimental Brazil, Business Development Director, Amazon Brazil, Head of Business Unit, Diageo Brazil CMO, Diageo (Paraguay, Uruguay, Brazil), Diageo
Specialisms: Business Management, Commercial Strategy, Consumer Marketing, Digital
Eduardo boasts over three decades of expertise in leadership, management, and project execution in strategic, marketing, sales, and operations fields across various industry sectors. His diverse career spans work with the global agency McCann-Erickson, Diageo, Patria Investments, and most recently, his roles in new economy businesses with Amazon and several start-ups. In the consumer market, he made a significant impact at Diageo, where he spent 20 years and held key roles such as CMO for Brazil/Paraguay/Uruguay, Head of the North/Northeast business unit, and Commercial VP for the acquired firm, Ypióca.

More recently, Eduardo has led projects for clients such as Beam Suntory Brazil, Nutrimental, JDE, among others in Brazil. He possesses a deep understanding of the FMCG market dynamics from multiple perspectives – consumer, channel, customer, and brand.

Eduardo is experienced in leading and managing teams in multicultural and international settings and is fluent in three languages: Portuguese, English, and Spanish.

His expertise extends to consumer-focused marketing, digital marketing experience, and the successful execution of innovation projects and category expansion for clients.

Experience: Head of Commercial Capabilities - Diageo Latam, CMO – Diageo Brazil, MKT Manager – Diageo; Cargill; Unilever; Avon
Industry: FMCG
Specialisms:
Transforming Commercial Capability;

Selling & Negotiation Skills,

Business Development & Business Intelligence ; Route to Consumer

Marketing; Product Development;

She has 25 years of experience in FMCG multinational companies, such as Diageo, Unilever-Bestfoods, and Cargill, where she played a crucial role in building global brands, optimizing portfolios, and leading commercial teams in Latin America.

She has worked in Capabilities, Marketing, Trade, and Communication, leading Global Brands such as Hellmann's Mayonnaise and Johnnie Walker, and campaigns with international celebrities such as Lewis Hamilton, Mika Hakkinen, and John Travolta, achieving significant returns in terms of visibility and conversion.

Fluent in English and Spanish, and proficient in German, Eliza has a proven track record of helping businesses across Latin America identify growth opportunities through acquisitions and empowering people to grow by identifying and developing local talent.

Eliza has extensive knowledge of retail markets and has implemented consumer route projects involving the execution of omni-channel strategies. She possesses strong planning and financial skills, along with analytical acumen; she has implemented channel campaigns to expand market share and achieve growth targets.

Her deep understanding of business and passion for learning stand for a transformation in commercial culture and for building the best-selling machine that accelerates performance and enables people's growth.

Experience: Executive VP – Best Day Travel Group - Despegar, Sales Realization Director AT&T – Lucent Tech, Sales & Negotiation Partner – Otto Walter Consultants
Industry: Telecommunications | Travel | Pharma | Financial Services
Specialisms: Commercial & Negotiation capabilities, Employee behaviour change and transformation, Creative negotiation strategy, Global alignment

Eric is an Engineer by education, but he moved early in his career to Fast Moving Consumer Goods : he worked for 15 years at Mars Inc., in a variety of positions such as IT, Finance, Marketing and Sales in 4 different markets (France, UK, Germany and Brazil). He also led the Brazil Moet Hennessy BU, and later acted as Senior Vice President for Sales and Marketing in Campofrio Food Group.

He then embraced a consulting and training career, initially within the Kantar organization, where he eventually led the South American operation. He speaks fluently and can train in 4 languages (French, English, Spanish and Portuguese) and he is currently based in France.

Eric has acquired a strong experience throughout his career in Category Strategies, Route-To-Market Development, Shopper and Channel Strategies, Distributor Management. Eric is passionate about capability development, and helping Sales Teams grow to develop better and long-term customer relationships

He believes that great Business Performance is primarily the result of excellent implementation of transformation projects.

Experience: 40+ years of executive Retail experience, Officer and SVP of Walmart Canada, Vice President at Shoppers Drug Mart, Board of Directors for the “Neighborhood Pharmacy, Association of Canada”
Industry: Retail
Specialisms: Expert in complex negotiation on a buyer's level, Strategic supplier expertise in merchandising, Strategic expertise in Revenue Growth Management, Category management expertise in Pharmacy/Optical, Health & Beauty Aids, Cosmetics, OTC, Household Cleaners, Household Paper, Pet, & Baby, Developed talent through engagement and coaching
Eric has worked in Retail for over 40 years covering Store level Management, Regional Operations, Marketing, Private label development and Category Management. In his early development at Shoppers Drug Mart, he worked in junior level roles and through his accomplishments and drive, held a senior level position in merchandising at Shoppers Drug Mart. In 2008, he moved to Walmart Canada where he held SVP positions in both Category Management and Private Brand development

He has a proven track record of year-after-year success achieving sustained revenue, EBIDTA and business growth across a competitive retail landscape in Canada. He demonstrates a strong customer focus and cross functional orientation, blending strategic ability, end-to-end management and incredible analytics to deliver positive top line, bottom line and working capital targets.

Eric is a driven passionate leader who excels at respect of human capital through mentoring individuals career goals, complex relentless negotiations that are collaborative, and a strong 3-year strategic outlook for revenue management. Eric’s experience has taken him around the globe in various retail markets. His experience enables him to relate real life examples of what has worked for him, but also what he learned through coaching moments.

Experience: 20+ years of Go-to-Market research & consultancy, Executed strategy projects with retailers & manufacturers on 5, continents Supported successful P&L driven negotiations with large retailers in Europe & North America, Research Director for Coca-Cola Retailing Research Councils
Specialisms: Strategic Channel & Customer Segmentation, Customer P&L management and optimization, E-commerce & discounter/club strategy

Experience: 30+ years in CPG Sales and Customer Business Development VP of Capability & Business Development at Advantage Group International Director, Global Sales & Marketing Development at Goodyear Tire & Rubber Co. Director, Sales Learning & RTM for Latin America at Mars
Specialisms: Functional Competency model design, Distributor Management & Development – International, Customer Engagement Strategy, Functional Learning & Development

Associate
Location: Brazil
Languages: English, Spanish, Portuguese
TN focus: Negotiation, Selling, Route to Market, Revenue Management, Category Management

Experience: Sales Director, Wholesale and Convenience, Coca Cola European Partners Associate Director, JS, Morrison's Waitrose BU, Coca Cola European Partners
Industry: FMCG
Specialisms: Route to Market Development, Building Collaborative Relationships, Resilience and mental health, Mentoring

Experience: George Chiang, an experienced consultant and trainer, has been conducting advisory project in Mongolia and Palestine, working with the client to streamline operational process and procedure, improve organization competitiveness , and finally optimize business performance
Industry: FMCG
Specialisms:
New market entry

KA organization capability enhancement

Trade Marketing development

Distributor transformation and management

Sales force integration and sales management change

Retailer reformulation and JBP initiatives

George Chiang, an experienced consultant and trainer, has been conducting advisory project in Mongolia and Palestine, working with the client to streamline operational process and procedure, improve organization competitiveness , and finally optimize business performance

George started his career in Taiwan, had been working for a range of multinational companies in Taiwan, Hong Kong, and China in the functions of Sales and Marketing such as Unilever Taiwan, Nestle Hong Kong/China, Kimberly Clark Taiwan, Kraft Taiwan, and AB Mauri China. Also, worked for Makro as Buying Director rolling out the project of store reformulation and business turnaround, negotiating better terms and conditions; renovating promotion activities, conducting category management and joint business plan project

George used to be a Distinguished Instructor to carry out trainings/workshops in China for the clients including Coca Cola, Pernod Ricard, Associated British Foods, Twin Lotus, Nongfu Spring, Sanquan and Synear Frozen Foods, Master Kong Instant Noodles, ExxonMobil, PACCAR….., helping the client to enhance employee’s skills and competencies and building the best business practices

In general, George has extensive experience and knowledge in Sales, Marketing, and Retail Buying at FMCG/Retail industry, specialized in marketing strategy, channel development, customer management, salesforce effectiveness, and business negotiation

Experience: PepsiCo Glyn - managed the leading operators in the UK Wholesale and Grocery channel, led the Convenience channel team, Country Manager for the Island-of-Ireland. Senior Vice President International and Managing Director for the European business at Shoes for Crews LLC
Industry: FMCG
Specialisms:
Business turnaround, change management, project management, team building and operational performance

Glyn is an experienced executive level professional whose commercial, managerial, operational capabilities and insight have been shaped by working with Multinational Organisations such as Walkers, PepsiCo, Unilever, Shoes for Crews and Munster Rugby.

At PepsiCo Glyn managed the leading operators in the UK Wholesale and Grocery channel, and led the Convenience channel team, concluding his tenure as Country Manager for the Island-of-Ireland. Working with Sales, Trade Marketing, Marketing Insights and Category Development delivering plans through all key stakeholders and channels.

In the last 9 years Glyn worked for Shoes for Crews LLC as Senior Vice President International and Managing Director for the European business. Glyn transformed the European business implemented a revenue management strategy, re-structured the commercial team, changed the route to market and introduced capability programmes all with a constant focus on execution and an enhanced customer experience. Glyn also established the Shoes for Crews strategy for the APAC region, entered the Australian market and re-purposed the business in the Canadian market. Glyn’s professional passion lies in delivering positive results and accelerated growth through the development of leaders, teams and organisations he works with. Glyn has a proven track record in business turnaround, change management, project management, team building and operational performance improvement. Glyn is currently completing a MSc in Personal and Management Coaching, writing a thesis on “An exploration of how coaching impacts the adaptability of teams”

Experience: Commercial Planning (ICP), organisational design, route-to-market & channel Strategy, revenue growth management, growth strategies and transformation process, end-to-end value chain: supply chain management & procurement
Industry: FMCG | Pharma | Beauty | DIY
Specialisms: Selling and negotiation, key account management
Heiko has more than 25 years of experience in the FMCG, Cosmetics, DIY and Pharmacy market. He worked for the Beiersdorf AG in different leadership roles in Sales, Marketing, Trade Marketing and as Supply Chain Director before he started to work as consultant and joined TNG recently as Associate.

His passion is setting up sustainable profitable growth strategies and their transformation into cross-functional organisations with structured implementation plans.

Out of his broad experience he is fast in identifying and networking strengths along the entire "value chain", "end to end" from supplier to consumer.

Heiko is an visionary leader with high empathy and is acting very solution and target oriented. His comprehensive cross functional experience allows him to support teams to deliver outstanding and realizable solutions.

Heiko graduate in Business Administration and graduate in Social Economics.

Experience: Customer Development Controller Mondelez UK, Senior National Sales Manager, Kohler Mira UK
Industry: FMCG | Retail
Specialisms: Building transformational & sustainable B2B relationships, Trade term redesign and implementation
Ian has enjoyed a career in consumer goods selling, marketing and retailing of over 30 years with Kraft Foods, Mondelez, United Biscuits, Kohler Mira and Aldi.

He is a skilled negotiator whose extensive, senior commercial experience includes managing cross-category teams, extensive brand management and creating outstanding B2B relationships.

Ian has extensive experience of trade terms structure redesign and implementation across all sectors of the UK retailing industry.

Known for his passion to build transformational and sustainable customer/partner relationships, Ian loves to lead by example combining this with a passion to develop others. Ian has a direct/ ‘say it how it is’ style and he also embraces and acts on feedback.

Experience: Managing Director Nelsons Southern EU, & UK/ROW. Head of Commercial Nicoventures (BAT NextGen start up). Grocery Channel Director ABF
Industry: FMCG | Alcoholic Drinks | Health & Wellness
Specialisms:
Transforming Organisational & Team Capability
Trade Terms Strategy and Cost Price Negotiations
Revenue Growth Management
Strategic Business Planning
James has 28 years experience in FMCG, CPG & Health & Wellness including board level, his past roles include MD Nelsons Southern Europe then UK/ROW, Head of Commercial at Nicoventures and General Manager Homebaking at Kerry Foods .
He previously held various commercial and operational roles at Pernod Ricard, Mondelez and Unilever.

Fluent in French and proficient in Spanish, James has a proven track record of helping businesses from global category leaders to local start ups identify growth opportunities across the UK & EU, building strategy-led business plans and leading cross functional team capability development and collaboration to execute and deliver those plans.

James has great knowledge of branded and own label categories, omnichannel business planning and execution, and understanding of both supplier and retailer issues which he has leveraged to help many businesses strengthen their P&Ls and balance sheets, launch into new categories and markets, plus step change their revenue growth management capability.

James’s particular expertise with TNG lies in Trade Terms and Cost Price Strategy and Negotiation, Business Planning, Revenue Growth Management and Organizational Transformation.

James uses his general management and commercial knowledge and experience to challenge current ways of thinking.
He particularly believes in and enjoys developing a team’s capability and confidence to deliver sustainable business growth.

Experience: Trading Director, Mars​. Head of Retail Sales & National Accounts Camelot​. Sales Director Independents Brakes Foodservice.
Industry: FMCG | Lottery | Food Service
Specialisms:
Negotiation Strategy

Convenience & Impulse Customers

Building Collaborative Relationships

Mentoring, Coaching

James has significant experience across FMCG, Lottery and Foodservice where past roles include Trading Director, Head of Retail Sales & National Accounts and Sales Director. His experience ranges from leading large commercial teams through to driving organizational transformation as well as negotiating and building long term customer relationships. He has a track record of driving growth across multiple sectors.​

A qualified coach through the International Coach Federation, as well as a practitioner of NLP. Prior to joining TNG, James worked at National Provident Institution, Mars, Camelot and Brakes working closely with customers in Grocery, Convenience, Discount, Hospitality and Independents.​

James has a collaborative and approachable style and likes to build long lasting partnerships, drive strong results and bring the best out of those he works with. He will bring both a supplier and customer perspective to the table, to maximize the value that can be created for clients.

Experience: Channel Director – Diageo, Head of Commercial – ATC
Industry: FMCG | Sport
Specialisms: Negotiation Strategy, Capability and Embedding Asset commercialisation, Leverage Strategic planning and facilitation
Jeff brings over 20 years of commercial experience in Australia and Asia. Jeff’s excellent background in FMCG, Consumer brands, Sports Administration and Negotiation Training services, brings a proven, structured, and collaborative approach to developing team capability and negotiation strategy to manage the full commercial conversation.

During his 13 years at Diageo, he has worked in most markets across Asia, supporting supplier brands develop their "go to market strategy" to secure their objectives with distributors, On Premise and retail customers.

Jeff has built a team of approachable experts, with significant APAC market experience in building capability in commercial teams and creating value through; negotiation, selling, account planning, category & channel strategy and RGM.

Jeff’s leadership is approachable and authentic, with a focus on empowering others, he has successfully delivered multimarket projects across APAC. With a diverse career negotiating commercial deals as a buyer and seller, he naturally looks at both sides of the deal to create value.

Jo has 15 years commercial experience, most recently as UK & Ireland country manager for Clif Bar Europe. She brings extensive knowledge of customers and channels Europe wide including sports retail, health wholesalers, club and e-commerce. Her creative approach to account management led to several supplier awards.

Jo is a firm believer in coaching for success, and holds an ILM diploma in coaching and mentoring, as well as experience in personality profiling tools such as DISC and TILT. She has an open, collaborative and inclusive style and loves to challenge multi-functional teams to deliver on their objectives.

Experience: National Sales, Marketing and Strategy, Capability Manager, Coca-Cola Amatil, Category Development Analyst, Nestle Purina Petcare Australia
Industry: FMCG
Specialisms: Sales, Negotiation and Customer JBP Strategy, Category Strategy and Insights, Capability Frameworks and Facilitation, Mergers and Acquisitions
Working with the world’s biggest CPG/FMCG brands (Nestle and Coca-Cola) and the largest Australian retailers for almost 20 years, Jon brings strong commercial skills to the TNG Team and our clients. His broad career experience has involved senior roles across National Accounts, Mergers & Acquisitions, Category and Shopper Strategy, Commercial Finance, Field Sales and Supply Chain. This career journey gives him an expert understanding of the full value chain for both brands and customers.

Jon’s contributions to industry thought leadership have also been recognised through the Australian Food and Grocery Councils Trading Partner Forum Scholarship and speaking appointments with the Global Consumer Goods Forum.

As a consultant with TNG, Jon has worked with many of our largest clients across Oceania, Asia and the Middle East sharing his passion for commercial problem solving through capability development and coaching. With mounting pressure on the margins of brands and retailers alike, his focus areas are Revenue Growth Management, Negotiation and Joint Business Planning. In 2023, more than ever before, these 3 disciplines are crucial for brands to both retain shoppers and partner successfully with retailers to achieve sustainable profit growth despite the volatility in our markets.

Experience: Commercial Director, Valeo SnackfoodsBrands Director, Samworth BrothersChannels Director, Mars UK
Industry: FMCG
Specialisms:
Commercial strategy and capability
Terms, pricing and complex negotiation across Brands and Retailer Private Labels.

Jon has 30 years’ broad experience in senior commercial roles, working with leading brands and retailer private labels.

In 21 years at Mars UK, he held a variety of commercial management and senior leadership positions in all of Mars’ core categories.

Jon’s commercial and leadership capabilities were shaped fundamentally during his time with Mars, and he benefitted from attending a vast range of world-class training and development programmes, including leadership courses at the London Business School.

From 2019 to 2023, Jon was Commercial Director for the UK snack foods business unit at Valeo Foods, leading the UK & International commercial functions, including Sales, Marketing, Category, Shopper, and Innovation.

A member of the UK Executive Team, Jon was accountable for the full commercial P&L and several significant, complex change programmes, including the integration and merging of three separate business units.

Across a variety of executive and large-team leadership roles, Jon has developed a keen curiosity, empathy, and deep experience of the unique requirements of senior leaders and executive teams in harnessing pressure and change to deliver effective commercial strategies and organisational transformation.

Experience: Over 30 years experience industry primarily in Taiwan & SE China. Executive roles in both off & on premise.Worked for international drinks organizations (Moet-Hennessy/Diageo) & also in the private sector (Burn Stewart) with a consistent record of success
Industry: FMCG
Specialisms:
Commercial strategy and operational plan development

Business Development

Over 30 years experience industry primarily in Taiwan & SE China. Executive roles in both off & on premise.

Worked for international drinks organizations (Moet-Hennessy/Diageo) & also in the private sector (Burn Stewart) with a consistent record of success

Participated in the building of major brands in Taiwan & China Hennessy Johnnie Walker and Scotish Leader.

Demonstrated strong team leader skills & have proven distribution management experience

Experience: 20+ years FMCG go-to-market experience with Mars, Ferreo, GSK CH (now Haleon), plus executive level roles with Stem Animal Health and Trueleaf Petcare.
Industry: FMCG
Specialisms:
Organisation transformation - solving complex problems​

Revenue management and P&L optimisation​

Strategic channel & customer segmentation

Kevin has 24 years experience in CPG and is an experienced Executive that has led multifunctional teams locally, regionally and globally to accelerate sales and exceed profit objectives. Kevin’s past roles span all ‘Go-to-Market’ functions and include leadership roles at GSK CH (now Haleon), FERRERO, MARS Petcare Canada as Vice President and most recently President and CEO of STEM Animal Health. ​

Kevin has a proven track record of helping businesses and teams define problems, identify growth opportunities, develop strategic plans and drive multi-functional collaboration to execute those plans to exceed growth and profit objectives.​

An approachable expert, Kevin has great knowledge of consumer/shopper insights, category management, channel and customer management which he leverages to help many teams step change their capability and performance

Lynne is a commercial marketer with over 20 years experience leading brands and businesses. She loves a challenge, driven to answer tough sales & marketing questions that unlock sustainable sources of new demand. Her strength lies in finding growth rooted in new solutions for humans – whether consumers, shoppers, partners, stakeholders or employees.

Lynne has diverse experience across FMCG, telco and consulting. She started her career at P&G, leading marketing teams in South Africa and across the CEEMEA region. She then went on to set up commercial marketing teams in 7 African markets for Nokia, helping build Africa’s top brand in Kenya, launch first-email services on the continent, and manage portfolio and go-to-market for 20 markets in MEA. 4 years as Africa CEO for a tech start-up and 7 years at Kantar Consulting leveraged her skills in creating and transforming organisations, driving category growth solutions, and winning with clients.

Lynne is passionate about strategic solutions that really work in action. She thrives on finding transformational potential for business, and then working with your own teams in the trenches to turn that insight into action to drive growth.

Experience: Country Manager, Amyris InternationalHead of Sales, broker managed businesses, Nestle Health Science (Canada)Director of Sales (Canada), Clif BarDirector Business Development, Nestle Canada
Industry: CPG, Baby, Beauty, Health & Wellness, Natural/Organic
Specialisms:
Complex customer terms negotiations

Broker management, contracts and training

Acquisitions and Integration

Lynn is a seasoned professional with over 25 years experience in the Consumer Goods industry, having held sales leadership roles at Mars and Nestle Canada as well as mission led organizations such as Seventh Generation and Clif Bar.

Her extensive background has endowed her with deep Route to Market expertise across various classes of trade, including distributors and natural channel.

As the Country Manager for Amyris International, Lynn had end to end accountability, navigating complex business landscapes and negotiations.

Leading Sales for Nestle Health Science broker managed brands, Lynn fostered cross functional collaboration and alignment as acquisitions were integrated into the business.

Lynn is an approachable expert with an ability to relate to all organizational levels. She thrives on challenging norms with a collaborative spirit, aiming to extract the best from teams while sharing valuable business insights to optimize performance and embed learning.

Experience: Sales Director, ET Browne UK, Food Business Unit Director, Nestle UK
Industry: FMCG | Health and Beauty | Retail | Distributors
Specialisms: Trade Terms, Grocery and multi channel customers, Negotiation strategy
Marco is an entrepreneurial business leader with a strong expertise in commercial, retail and customer excellence, gained in over 25 years with leading Multinationals, SME’s, Distributors and Retailers, covering General Management and Leadership roles in Mars, Nestle, L’Oréal and Barilla.

A highly skilled negotiator, with a wealth of international experience including global customer negotiation, retailer and CPD business units, category management , business transformation and operational excellence, across a range of sectors and regions.

Marco has a natural ability to quickly understand people and cultures, with a strength of conviction and clear vision, which allows him to always get the best out of individuals and motivate teams. Results driven, insightful, creative and passionate about people, he is able to naturally lead and motivate people to deliver excellence results, whilst keeping an air of calm and confidence in all circumstances.

Associate
Location: Portugal
Languages: English, Spanish, Portuguese
TN focus: Selling, Negotiation, Revenue Management
Experience: Executive VP – Best Experienced in FMCG roles, Organized Trade Sales, Lead POS execution, Channel/Customer Development
Industry: FMCG
Specialisms: Leading and Coaching Teams, Negotiating in trade environments, Creative negotiation solutions
Margarida has 25 years of experience in FMCG market, both in retail and industry.

With a large experience at multinational environment, she has developed solid expertise in sales and negotiation and strong leadership and coaching competencies.

Margarida started her career at Auchan Group, where she performed different roles, both in operations and as a buyer, being accountable for the business plan, sales strategy development and national & international agreements negotiation with suppliers.

In 2001, she joined PepsiCo, having performed different roles - National Account Manager, Trade Marketing Manager and then Sales Director.

Margarida currently coordinates a post-graduate course in Sales Management at IPAM University where she is also a guest lecturer in Negotiation.

Since March 2016, she operates as a Coach and People Development Consultant.

Experience: Retail Commercial Lead, Yomp, Arca ContinentalKAM, Commercial Capabilities, Diageo Colombia, Commercial Strategy Manager OXXO Colombia, Commercial Category Manager OXXO México
Industry: FMCG, Retail, Distribution
Specialisms:
Retail Management (Convenience & Wholesales), Procurement, Commercial Capabilities, Negotiation Skills, Commercial Enablement

Maricela is a professional with more than 15 years of commercial experience developed across different Latin American markets such as México, Colombia and Argentina.

Her experience working through CPG and retail gives her understanding of both supplier and retailer matter which she has leveraged to use as an approachable expert, using her commercial knowledge in order to pass it through as a capability enhancer.

Working together, she would encourage teams to take a multiperspective way of thinking in order to transform proposals into actionable win-win solutions.

Experience: Group CEO and Board Member, BMMI BSC. Chief Commercial Officer, MMI/ELR
Industry: FMCG, Retail, Hospitality
Specialisms:
Stakeholder relationship management

Strategic solutions

Group alignment

Marek has worked in the Gulf markets for over 30 years covering Saudi Arabia, Dubai, Abu Dhabi, Oman and Bahrain as well as overseeing businesses in East African markets.

He has worked for global organizations such as The Coca-Cola Company and Saatchi Saatchi as well as local private organizations and most recently as Group CEO and Board Member of a publicly listed company in Bahrain. With a career that started in marketing and communications evolving through commercial operations and people management, he can be considered an authority across FMCG, beverages and hospitality industries and has significant experience across retail and F+B.

Marek is a collaborative leader and team player who urges everyone to take responsibility for making a difference. His natural curiosity challenges all as to how can we do this better, how can we exceed expectations. He excels in relationship management striving to understand key motivators and concerns across all parties and ultimately providing solutions that all have contributed to and are therefore fully aligned in delivering.

Experience: Regional Customer Capabilities Director, Unilever Global Customer Capabilities Director, Unilever
Industry: FMCG
Specialisms: Commercial capability & learning strategy, Employee behaviour change, Improving efficiency & effectiveness of learning spend
Mark has worked in Consumer Goods for 30 years covering Sales and Marketing at local, regional and global levels for Unilever.

He has worked across the globe in over 40 countries and has a wealth of international experience in developing, selling and negotiating Revenue Management programmes such as trading terms restructures, price changes and promotional frameworks. He also has vast experience in Distributor Management in emerging markets. Marks focus for the last few years of his career with Unilever was strategy development and converting it into repeatable models and capability programmes so that behaviour change and business impact could be achieved by employees.

Mark is an approachable expert who uses his experience to show people the art of the possible. He is encouraging and supportive with the ability to challenge people to strive for that bit extra. He shares many real world examples of the good and the bad he has done, and seen over his career, and uses them to drive key learning points.

Experience: Commercial Manager R&D, BATHead of Indirect Procurement, BATGlobal Category Manager, BAT
Industry: FMCG, Manufacturing
Specialisms:
Ethical influence and persuasion

Negotiation capability

Martin brings 26 years of experience in Procurement and Supply Chain, having worked with some of the world’s largest blue-chip companies, including Toyota Motor Manufacturing, Rexam Packaging, and British American Tobacco.

During his corporate career, Martin held senior leadership positions such as Head of Indirect Procurement, Commercial Manager for Research & Development, and Global Category Manager.

He built a reputation for leading complex, high-stakes supplier negotiations, often in consolidated markets, where securing business value can be most challenging. His experience extends globally, working across multiple geographies and cultures.

In addition to his corporate experience, Martin is a Certified Ethical Influence Coach from the renowned Cialdini Institute, enabling him to leverage the science of ethical influence in both negotiations and teaching. He’s also a published author on the topic.

As an instructor on LinkedIn Learning, with five highly rated Procurement courses taken by many thousands of learners globally, Martin has established himself as a trusted voice in the field.

His engaging, warm, and interactive approach ensures delegates are fully immersed in the learning experience, making concepts accessible and practical.

Experience: Marketing & Commercial Lead – Soulful Group ​Head of Marketing – Sunrise ME & EU ​Senior Consultant – Kantar UAE​Regional Marketing Manager – Unilever NAMET
Industry: FMCG | Luxury Beauty | Food | Personal Care | Apparel​ | Technology ​​
Specialisms:
Strategic Partnership Development​

Sales Strategy & Revenue Management ​

Stakeholder relationship management ​

Contract negotiations​

Distributor Management​

Marwa Abdelrahman, a seasoned marketing & commercial professional with 20 years of experience, brings her expertise to the role of a TNG associate consultant.​

Throughout her career, Marwa held pivotal positions at Unilever, overseeing global iconic brands such as Dove, Vaseline, Ponds, Lux, Rexona, and Axe across Africa, the Middle East, Turkey, and Russia. Her strategic & business acumen contributed to a strong track record of profitable category growth and in-market leadership.​

As an Independent Consultant and Kantar Retail Affiliate, Marwa provided strategic consultancy services to diverse industries, including food, pharmaceuticals, luxury beauty, apparel, and technology. Her strategic thinking and commercial experience guided clients toward integrated solutions that drive business success. This breadth of exposure allows her to offer holistic perspectives to TNG’s clients, ensuring comprehensive and effective negotiation strategies.​

Recently, Marwa assumed the role of Head of Marketing at SunRice (Middle East & Europe). She led the establishment of the regional marketing department, overseeing strategy, branding, data analytics innovation development, media, digital implementation, and distributor management. Her adept navigation of supplier-retailer dynamics bridges shopper and retailer perspectives, creating compelling solutions and enhancing revenue management capabilities. ​

Marwa’s expertise spans stakeholder engagement, P&L and revenue management, talent development, cross-functional capabilities, and growth and expansion strategy. Known for her versatility, creative thinking, and passion for customers, she is well-equipped to help clients drive transformational growth in today’s digital world.

Massimo is a business trainer with extensive sales and marketing experience. Starting out as a sales rep while still a student, he then joined Unilever as a marketing trainee. He worked in various sales and marketing roles in Italy, UK and Europe for over twenty years.

Since 2010 Massimo is a sales consultant and trainer with a focus on consumer product goods, pharmaceuticals and retail. He has developed and run training courses for key clients in a variety of disciplines such as sales excellence, negotiation, key account management, customer business planning, sales and operations planning, visual merchandising, category management, shopper marketing, on shelf availability, in store execution, finance for non finance managers, team building, leadership and coaching, presentation and facilitation skills.

Massimo published A Guide to Sales Management with Business Expert Press in 2015.

Experience: Associate in VivantManaging Director Coca-Coal Bottler (Sri Lanka/Kenya) Sales Director Coca-Cola Bottler Indonesia
Industry: FMCG
Specialisms:
Business Alignment

Sales Organization Transformation

Route To Market

Negotiation

Patrick is an Engineer by education, but has moved early in his career to Fast Moving Consumer Goods. He worked for 20 years within the Coca-Cola system both on the Company side for 6 years and on the bottling side in Africa and South East Asia for 14 years.

After his first role as technical director, he moved to sales as Route-To-Market specialist in Asia within the Coca-Cola system. Later he took senior leadership role as Managing Director in Sri Lanka, Kenya and Indonesia.

After 20 years with Coca-Cola, Patrick decided to share his knowledge back to France his home country by investing time and money in different projects. The most recent one being the start up of a Cognac/Gin/Whisky company focusing on producing exclusive local and organic spirits.

He is fluent in French and English and is currently based in France.

Patrick has acquired an excellent knowledge of Route-To-Market Development, Shopper and Channel Strategies, Distributor Management as well as Franchise Model.

As an avid sportsperson and experienced leader, Patrick is passionate about capability development and coaching. He applies these methods in both business and sports.

He believes that great Business Performance is primarily the result of an excellent understanding of people and that the key to success is to put the right people in the right seat. Most importantly for him, simplicity is the ultimate sophistication.

Pascal has worked in Consumer Goods and has done business with more than 40 countries on 4 continents, in a range of local and global sales and marketing leadership roles in Reckitt Benckiser and Danone.

He speaks 4 languages and has lived in several countries like Belgium, France and Spain currently.

Pascal has extensive experience in helping different businesses develop and implement sales acceleration plans, always with the aim of nurturing talent by developing and deploying sales capabilities.

Pascal is an expert in sales force, key account, category, distributor and revenue management.

His philosophy is simple, aligning strategy and execution delivers a disproportionately positive impact on topline growth, and relies on developing a strong performance culture and foster team commitment and responsibility.

Experience: NA Vice President, Procter & Gamble National Retail Team Leader Market Strategy and Planning,Global Sales Product Line Lead
Industry: FMCG
Specialisms:
Retail Team design

Regional and Global Initiative Launches

Strategic Revenue,

Category Channel Leader

Peter is an accomplished 20+ year professional in the FMCG industry; most recently holding the position of Vice President – Procter & Gamble North America.

Over his career, Peter has led critical businesses within global and regional category roles, and leading several of P&G’s fastest growing retailers across multiple channels of trade. Peter’s career included several roles within P&G’s Market Strategy and Planning organization including leading the North America expansion of new brands including Febreze and Swiffer into the Canadian market, and the US Sales Leader for Tide - P&G’s largest US business. Eventually, Peter was appointed Global Sales Leader for Pampers – P&G’s largest Global brand.

In addition to Category planning roles, Peter held numerous successful customer facing roles at the Category and Team Leader levels including Walmart, Dollar Channel, and Grocery (both National and Regional). Peter drove breakthrough P&L results through a focused go-to-market approach of team design, skill development, account penetration, strategic alignment, and relentless focus on execution through multi-year joint business plans.

Peter is a creative and passionate industry expert with industry expertise spanning retail channels, and across a broad array of product categories including Health Care (OTC), Laundry and Cleaning, Beauty Care, Paper, Baby Care, and Pet Care.

Peter currently resides in Boise, Idaho.

Experience: Coca-Cola HBC Italy Sales, Trade Marketing Commercial Capability Development & Business Development, Sales Director Consumer Health Bolton Group, P&G Sales & Trade Mktg
Industry: FMCG - Pharmaceuticals
Specialisms:
Major Customers Negotiation

Develop Commercial Capabilities

Trade Mktg and Portfolio Strategy

He has gained significant experience in Sales and Trade Marketing, holding senior positions in FMCG Multinational Companies such as Procter & Gamble, The Bolton Group and Coca-Cola Hellenic. After graduating and obtaining a Master's degree in International Relations, he began his career at Procter & Gamble where he remained for 10 years holding roles in Sales, Trade Marketing and was also responsible for the launch of an international project on Training & Development for the Sales Department. He then served as Sales Director in the Bolton Group for the Consumer Health Division and ended his corporate career at Coca-Cola Hellenic from 2005 to the end of 2021.

Since 2022 he has been working as a consultant collaborating with numerous Italian and foreign companies. He also works as a Business Trainer with a focus on the FMCG and Pharmaceutical Markets. The focus on the development of Commercial Skills has always been a priority and, in particular, in the 17 years spent in Coca-Cola Hellenic in addition to a significant experience in Customer Mgmt with the responsibility of the main national customers and creating the Multifunctional Teams for the entire CCHBC Group, he has also held the role of Commercial Capability Development Mgr.

He follows Mentorship and Coaching projects.

Experience: Head of Commercial Capability - Diageo​, Senior Marketing & Commercial Manager – Mitchells & Butlers
Industry: FMCG | Retail
Specialisms: Organisational capability building, CPI negotiations

Experience: Head of National Sales, BAT Director Channel Sales, Hasbro UK, National Account Manager, L'Oreal
Industry: FMCG | DIY | Hardware | Entertainment | Start-ups | Sales | Consulting
Specialisms: Strategic Joint Customer Business Planning, Trading Terms, Spend Optimisation, Strategic & Commercial Negotiations
Rich brings over 20+years of Commercial Sales Leadership experience in Consumer Goods. His passion for sales was born at Unilever and L’Oreal in the UK where he worked within Shopper market research, Category Management and Account Management roles across leading UK retailers. His commercial experience with Hasbro Asia Pacific leading National Field sales teams and heading up Grocery /Mass Merchant and distributors, then as Channel Director across the UK and EU helped to develop long lasting commercial relationships whilst managing customer price and terms harmonisation across retailers within Europe.

Rich’s family ties led him back to Sydney as Head of National Sales role at British American Tobacco leading high performing teams across a $6bn business and successfully navigating high stake pricing and terms negotiations across Grocery, Independent and convenience channels.

Rich then established a Sales Consulting business working across FMCG, Hardware, Construction and VR/ AI tech start-ups prior to working with Total Negotiation Group where he supports clients to win the commercial conversation through CPI, Trade terms, Joint Business Planning and RGM levers.

Rich has an engaging and approachable style with a proven success in challenging different thinking and solving client’s problems. He is passionate about helping to drive high performing teams for his clients who often consider them a part of their business!

Experience: Consultancy Partner​Channel & Customer Director​Category & Shopper Marketing Director
Industry: FMCG, Retail, Business Development, Marketing, Category Management, Agency, Automotive
Specialisms:
Category Management​

Trade & Channel Strategies​

Selling​

Global Retail

Rob has spent over 20 years working across FMCG & Retail all around the world and has lived & held roles in Europe, USA & SE Asia. He has excellent experience of leading retail and consumer packaged goods companies in their efforts to become more capable, strategically focused and customer oriented. ​

He began his career as a graduate at Tesco where he learned the fundamentals of retail marketing, loyalty data, category management, negotiation, merchandising and supplier management. These experiences and understanding made Rob excel in his time in FMCG. He is passionate about developing capability in-both people, planning, process and organizations. . He successfully led Multi-Functional selling teams and has personal selling experience across leading grocery & convenience retailers in the UK & USA.​

Rob also has significant retail experience having held leadership positions at Audi UK & Boots the Chemist. He recently joined Total Negotiation after living in Chicago, USA where he developed his skill for consultancy with many North American & European businesses small and large working on Category projects, Joint Business Planning and Market Strategy.

Experience: Key Account ManagementCommercial Director Northern EuropeCommercial Transformation Director NE
Industry: FMCG
Specialisms:
Customer Collaboration & Negotiation

Route to Market/Route to consumer

Field Sales & Customer Marketing

Capability building

Robert Jan has 25 years of experience within the FMCG industry. He has grown his career in Diageo, covering several roles in the main commercial areas of Field Sales Management, Key Account Management and Customer Marketing.

He has also built his experience in Learning & Development whilst he was heading up a commercial capability faculty for Europe & Africa.

Robert Jan has been in different leadership roles over the past years, as a Commercial Director and as Commercial Transformation director, he has successfully steered the teams through dynamic business environments, consistently delivering growing results

He is recognized for his outstanding negotiation skills, which have played a pivotal role in creating successful partnerships with wholesalers, key accounts and distributors all driving joint value to the businesses.

In summary, Robert Jan is an energized facilitator and coach, leveraging the experiences and examples he picked up on the way, striving to grow individuals, groups and businesses.

Experience: 15 years in marketing FMCG and Prestige Beauty, 10 in Branding and Integrated communication - 15 years in executive training
Industry: FMCG, Beauty
Specialisms:
Brand Positioning and Re-positioning

Branding for small enterprises

New Concept development

Traditional Retail

Restaurant Marketing

Roberta is a senior consultant with 25+ years in marketing and brand communication industries. She has started her marketing carrier in P&G for 10 years and Coty for 5 years. Then worked in Italian and international advertising agencies for the last 10 years as a strategic director.

While developing her marketing career, Roberta has cultivated her passion for training marketers and senior students with her professional competences: in the last 20 years she has delivered more than 5000 hours of lectures between executive trainings in multinational companies, II level University Masters, as well as University undergraduate education. She has trained global marketing teams of global companies such as Lavazza, Campari, Barilla, Bolton Group.

Expert in subjects spanning from Marketing innovation in FMCG and services, Brand Positioning, Branding for small enterprises, Marketing planning, Communication strategies, Marketing Made in Italy, Consumer Insights and Marketing KPIs, she is also a specialist of Restaurant and Retail Marketing.

She wrote several books on Consultancy for small enterprises, Restaurant marketing, Hotel and Tourism marketing and Traditional Retail marketing.

Since 2020 she is a professional publicist.

She is a student of History of Art at Pisa University.

Roberta currently resides in Milan, Italy.

Experience: Revenue Management Director, PepsiCo Europe, Trade Development Director, PepsiCo Snacks Spain
Industry: FMCG
Specialisms: Revenue Management, Negotiation
Consultant specialised in Revenue Management with comprehensive operating experience in the Commercial area of FMCG.

Relevant Commercial operating background, acquired during 16 years at PEPSICO, includes KAM. , Trade Mktg., Category Mgmt. in the Spanish Snacks Market Unit & Revenue Management in the European Division . Rubén supports clients in their efforts to consistently drive profitable revenue growth by working with them in improving their Price, Promo, Mix and Trade Terms strategies & plans.

He also helps them to develop the necessary organisational capabilities for their commercial teams to become proficient in managing the top line of the P&L with a RM mindset. Taylor made, flexible & practical approach to consultancy, adapted to the client’s business priorities as well as their specific revenue optimisation opportunities & RM capabilities.

Rubén has a BA focused background with a BBA/MBA from ESADE, Spain & a MBA from WHARTON, University of Pennsylvania, USA.

Experience: Head of L&D, Endeavour Drinks GroupSenior Consultant, Human Synergistics National Account Manager, Diageo
Industry: FMCG – Sales and Customer Marketing
Specialisms:
Learning and Development Specialist, Culture and Leadership Coaching, Business Transformation, Negotiation Strategy and Capability Development. Strategic Planning and Facilitation

Experience: Commercial Director, Maersk
Industry: FMCG | Freight
Specialisms:
Category management and business excellence (EFQM methodology)

Experience: Transformation Director – Akzonobel, Commercial Director – Diageo
Industry: FMCG | Retail | E-Commerce
Specialisms: Commercial Strategy, Customer Marketing, Coaching for Performance
Sarah has over 25 years of experience in general management, sales and business transformation including senior leadership roles with diverse and complex global organisations including Diageo, Akzonobel and Mars.

She has hands-on experience of building and delivering commercial transformation programmes in multiple geographies and across a variety of sectors, markets and regulatory environments. Partnering with teams to define compelling outcomes; creating value generating solutions and ensuring those solutions are can be brilliantly executed are what you can expect from Sarah.

Recognised for her ability to make complex things simple, she combines her commercial and negotiation expertise with her professional coaching skills to create the conditions for everyone to realise breakthroughs in personal and business performance.

Experience: Global NRM Lead, Unilever, Client Business Partner, Nielsen
Industry: FMCG
Specialisms:
Revenue Management

Commercial Planning

Advanced Analytics

With over two decades of commercial experience in the FMCG sector, Scott has cultivated a deep understanding of Revenue Growth Management (RGM) through roles at industry leaders such as Unilever, Nielsen, L’Oreal, Reckitt Benckiser and Heineken. His career highlights include pivotal engagements at Unilever, where he led transformative efforts to enhance promotional capabilities, delivering impactful results across diverse markets and teams.

Scott's professional journey spans a spectrum of roles, from hands-on experiences in category management and key account management to strategic leadership positions in advanced analytics, consulting, and customer strategy. This diverse background equips him with a comprehensive perspective to devise and implement robust commercial growth strategies tailored to meet the evolving demands of competitive markets.

With a blend of creative thinking and analytical prowess, Scott excels in navigating complex business landscapes, identifying opportunities, and translating them into actionable plans that yield tangible outcomes. Committed to driving value for both customers and businesses, he is dedicated to delivering transformative results in dynamic and challenging environments.

Experience: Company & sales strategy, organisational development, route-to-market & channel strategy, category strategy, coaching
Industry: FMCG | Pharma | Beauty
Specialisms: Selling & negotiation, coaching
Shaun has 35 years of experience in the FMCG, Cosmetics, Stationery and Pharmacy markets. He worked for 25 years at Beiersdorf AG in various leadership roles in Sales, Marketing, Trade Marketing and Supply Chain before gaining 10 years of experience in consultancy. He recently joined TNG as an Associate Director.

Shaun has led consulting projects across many categories and channels, covering a wide range of commercial topics, including Company & Sales Strategy, Organisational Development & Capability building and Route to Market. Shaun is British and fluent in German.

Shaun is an empathetic leader with a passion to support customers in their commercial growth with a pragmatic and practical approach, helping transformation within organisations. His comprehensive cross-functional experience allows him to support teams to deliver outstanding and sustainable solutions.

Shaun is a graduate in Business Administration and a qualified business trainer and coach.

Experience: Grocery Director, United Biscuits, Country Manager, United Biscuits
Industry: FMCG
Specialisms: Customer, Revenue & Distributor Management, Foodservice
Simon has nearly 30 years of commercial experience, mainly within FMCG. He started his career at Mars Confectionery in a variety of sales roles before moving into senior roles at United Biscuits. He has worked both in the UK and Ireland, and has also worked extensively on growing International businesses and across Europe.

He joined the Total Negotiation Group as an Associate Consultant when the business was formed, and mixes his time between running capability workshops and hands on consulting to help clients overcome commercial challenges. He has a lot of experience of helping to deliver Cost Price Increases, Trade Terms and Revenue Management projects.

His approach is very pragmatic, helped by the fact that he is still very much operating in the “real world” through his work outside of TNG.

Experience: Global eCommerce Director - Beiersdorf, Director NIVEA Global Travel Retail - Beiersdorf, Marketing Director CEE - Beiersdorf, General Manager Eastern Africa - Beiersdorf, Customer Director Germany - Beiersdorf
Industry: FMCG, Health & Beauty, Pharmacy, Food
Specialisms:
Digital-/ eCommerce - Strategy,

Digital Transformation

General Management, Marketing, Sales (e.g. Route-to-Market & Channel Strategy, Travel Retail)

Experience: Sales Director, Greater China, Maxxium, Sales Director, China, Diageo
Industry: Drinks | Prestige
Specialisms: Route-to-Market Management, Sales Capability Enhancement program, Key Account/ Distributor Management
Stone is a proven commercial expert with over 30 years sales and business development experience across Greater China region. He has been a facilitator for TNG for circa 8 years and prior to this he held senior management and commercial roles with leading FMCG players, including: Account Director (CTM) at Diageo GTME Greater China, National Sales Director at Maxxium China and Country Manager at Allied Domecq (PR) Taiwan.

He has vast commercial experience across Greater China markets during a career with Maxxium, Allied Domecq (PR), Diageo and Riche Monde. He specialises in Negotiation, Route-to-Market (RTM) management, strategy, sales capability enhancement and operational execution.

Stone has the passion to work with his clients to build a robust commercial team. He is supportive and encourages others to expand on their opinion. He excels in identifying the issues and then provides the recommendation by best utilising his own wealth of experience across Greater China markets.

Experience: President and Founder Executive Focus, President Achieve Global Canada, Country Manager Learning International, Regional VP Sales, Southam Business Communications
Industry: B2B sales
Specialisms: Strategic Account Planning, Strategic Opportunity Analysis and plan development, Demand creation within existing accounts or prospects

Thorsten always transports his positive power while sharing his experience of 22 years in operational retail as well as on the FMCG production side. Sales, procurement, supply chain optimisation and company controlling are his operational skills to bring in.

After 10 years as International Buying Director and Head of Purchasing Controlling at a leading discount chain he jumped to the other side of the desk to sculpture sales strategies and arrange negotiation boot-camps for leading brands. A mixture of line management roles and consulting projects makes him a down to earth guide through every situation.

His international experience in Asia, US, Europe and Middle East formed his flexibility to adopt to different cultures and business conditions.

Thorsten will give you a view on things from various perspectives. Far away from standard carbon copy knowledge he is always individualising the results and the possible paths to perfect solutions. And he additionally leaves enough space for your own notions to find the perfect merge of great ideas.

Tijs has over 12 years of experience working as a consultant across a wide range of sectors, clients and geographies. His main area of expertise is the creation of category growth strategies and turning these strategies into real-life (shopper) activations that actually find their way to the trade.

Tijs is an inspiring business professional who’s highly respected for his strategic, though pragmatic thinking. His motto is that complexity doesn’t sell hence why he always aims to turn complexity into easy-to-understand strategies that will land with both new starters as well as C-level stakeholders.

Before joining Kantar Consulting, Tijs spent 5 years with Proctor and Gamble in various Marketing & Shopper roles. He’s fluent in English and Dutch.

Experience: Head of Trade Marketing Reckitt, Head of Sales L’Oreal, Merchandise Manager Woolworths (NZ), Guest Lecturer (UNITEC)
Industry: FMCG | Consulting | Education
Specialisms:
Negotiation | Building Commercial Arguments | Selling | Relationship Management | Strategy Evolution and Growth

Jono has a depth of commercial experience from both the UK and NZ. His formative years, in the UK, were with Whitbread Take Home (now AB Inbev), Pepsico Foods (Fritolay), R J Reynolds & Northern Foods. He excelled in customer facing roles, the leadership/development of people and rose from territory management to National sales leadership/Business Unit control within 6 years.

In NZ, as part of a new commercial team at Reckitt who transformed the business, he grew category as a function and nurtured many individuals who went on to global roles. At L'Oreal, as head of sales, he and his team made the brand true mass market via building a leading category position within mainstream grocery. A move to retail saw him support the launch of pharmacy, as an offer within Woolworths (NZ), and go on to lead a merchandise department, giving him a depth of trading expertise from 'both sides of the desk’.

Latterly Jono, as well as having had the opportunity to lecture within higher education on Integrated Marketing and Strategy development, has nurtured a business advisory offer that is focused on excellence of execution of the business basics. He is still actively involved (NZ and trans-Tasman) with clients who want to grow business in ANZ grocery.