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Brian Henstorf

Partner, Dallas
Helps consumer packaged goods and retail sector executives pursue sustainable growth

About Brian

Brian advises consumer-packaged-goods and retail companies as they address the important challenge of driving sustainable growth.

As the leader of McKinsey’s consumer and marketing and sales work in North America, Brian helps companies on a range of commercial topics to drive growth. This includes leading transformational efforts around advanced data and analytics strategy, revenue growth management, digital strategy, consumer loyalty, innovation, and sales optimization. Throughout his work, Brian builds capabilities across companies to ensure lasting impact.

Brian also leads McKinsey’s efforts around advanced data and analytics for our consumer work in North America.

Examples of his work include the following:

  • driving a multi-year revenue growth management transformation at a major fast moving consumer goods company, optimizing pricing, promotion, assortment, and trade funding to drive double digit growth
  • building a digital strategy, and new loyalty program for a leading small format retailer
  • developing an advanced data and analytics strategy, and five year roadmap for a leading fast moving consumer goods company
  • leading a digital transformation for a fast moving consumer goods company, building a new digital center of excellence, and establishing the practices, technology, and capabilities to drive growth through digital marketing
  • redesigning a loyalty program for a large US department store chain, improving the economics, and driving the growth of the program
  • leading a sales transformation effort at a major fast moving consumer goods company, optimizing account coverage, building insights-based selling capabilities, rethinking metrics and accountability, and designing the future organization model
  • developing a new approach to local assortment tailoring for one of the world’s largest retailers
  • building a category strength strategy–linking consumer research to purchase data in order to identify successful growth spaces for a large consumer goods company

Before joining McKinsey, Brian managed a global department responsible for creating and governing IT security policies for IBM's outsourcing customers. He also co-founded a health and wellness company offering online diet and fitness counseling.

Published work

Make the Most of Scarce Data-Mining Talent,” Harvard Business Review, January 2014

Past experience

Manager, global security policy & risk



Harvard Business School
MBA, management

University of Arizona
BSBA, operations management, management information systems