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Brandon Brown

Partner, Dallas
Advises consumer-packaged-goods companies across the globe on a variety of commercial initiatives, including key-account strategy, route-to-market, field-sales optimization, sales-organization design and effectiveness, sales capabilities, revenue management, and category strategy

About Brandon

Brandon works at the intersection of consumer-goods companies and retailers, helping them identify ways to enhance collaboration and improve performance with customers.

His recent examples of client impact include:

  • delivering a transformation program—including field-sales optimization, enhanced commercial capabilities, a new key-account model, and organizational design—for a consumer-goods company’s sales organization
  • leading a revenue-management transformation at a major consumer-goods client through the development of a new organization model, enhanced capabilities, and new pricing, trade and assortment strategies
  • designing a global sales operating model for an impulse-focused company to increase its efficiency and take advantage of scale across markets
  • developing a city-level route-to-market strategy and execution plan for a global beverage company
  • developing a category and multi-brand portfolio strategy based on advanced insights for a consumer-goods client’s first entry into an emerging category

Brandon previously managed key customer accounts in multiple sales roles at General Mills. He also managed the frozen novelties portfolio and led new-product development and commercialization at Wells’ Dairy Blue Bunny.

Published work

‘Power partnerships’: Manufacturer–retailer collaborations that work,” McKinsey & Company, May 2019

Partnering with China’s retailers: A guide for consumer-goods companies,” McKinsey & Company, February 2017

Playing catch-up: How to partner with the retailer of the future,” McKinsey & Company, June 2016

Lost in translation: The challenge of global channel and customer management,” McKinsey & Company, July 2015

Past experience

General Mills
customer account manager

Wells’ Dairy Blue Bunny
associate marketing manager


Harvard Business School

University of Oklahoma
BA, marketing and economics