Ian is Managing Director for Europe, Middle East and Asia, working with many of the CPG industry’s major Manufacturers and Retailers.
Partner Capabilities and Experience
Ian’s expertise lies in working with clients to build added value consumer and shopper insights as the foundation for category & portfolio strategy and the re-design of organizations to deliver strategy. He helps clients transform organisation capability & performance through category leadership, customer development excellence, the development of breakthrough tactical ideas & the optimization of trade investment.
Ian’s recent consulting engagements include leading a European organization re-design project for one of the largest FMCG companies in the world, to optimize costs and enhance the speed & efficiency of implementation from the centre to the individual markets across Europe, including innovation, brand marketing, MDO and technical functions. Ian has also led the development and deployment of a global strategic sales capability program for a brand leading CE client for 20 countries across Europe, Asia and South America, the first major initiative for sales capability for this client which is enhancing both revenue and market share for the client and their selected Accounts but is also driving shared margin growth.
Ian has led several projects to develop European Category Vision and Drivers for clients by building pan-European analysis and developing a menu of Category Drivers that are relevant across Europe. The outputs were then deployed to each country, through the selection & tailoring of the Category Drivers and the preparation of the local team to engage Customers to drive category performance at local level
Ian has trained clients from 45 countries across Europe, Middle East, Asia and North America in Channel Strategy, Customer Business Planning, JBP, Effective Selling, Category Management, Shopper Marketing and Trade Investment. He is the author of three of TPG’s seminars; ‘Modern Selling Skills’, ‘Customer Decision Mapping’ and ‘Optimizing Trade Investment’.
Partner Industry Experience:
Prior to joining TPG Ian worked for Deloitte Consulting, as part of the management team in the Consumer Business practice. Ian also has extensive client side experience. Ian was the European Sales Development Controller for United Biscuits where he was responsible for enhancing the commercial practices of operating companies across Europe. Ian has also worked for Unilever, Coca Cola and the Mars organization, holding senior commercial management positions. He has personally managed 3 of the top Retailers in the UK.
Ian has a BSc (2:1) Hons, in Management Studies from the University of Aston.
Area(s) of Expertise:
- Manufacturer Consulting
- Manufacturer Training