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Brandon Brown

Partner, Dallas
Leads commercial transformations at consumer companies focused on both top-line growth and margin enhancement with deep expertise in sales, revenue management, and organizational topics and also leads our consumer-sales work globally

About Brandon

Brandon leads McKinsey’s consumer-packaged-goods work in sales globally, helping develop the latest thinking on sales topics and solutions in a rapidly changing retail environment. He works at the intersection of consumer companies and retailers, supporting them to identify ways to enhance collaboration and improve commercial performance. All of Brandon’s work has a distinct focus on building commercial capabilities to enable clients to drive sustainable impact.

His recent examples of client impact include:

  • delivering a sales transformation using data and analytics—including field-sales optimization, enhanced commercial and analytics capabilities, and new sales tools—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
  • building a global sales operating model for an impulse-focused company to increase its efficiency and take advantage of scale across markets
  • designing and implementing a new revenue-management strategy and organization for a leading distributor
  • developing a city-level route-to-market strategy and execution plan for a global beverage company
  • developing a category and multibrand 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

Education

Harvard Business School
MBA

University of Oklahoma
BA, marketing and economics