The Partnering Group is excited to announce that John Macfarlane has joined the firm as a Partner in the Europe & AOA practice.
John brings a wealth of experience and expertise from an extensive career in FMCG, with particular expertise in Revenue Management and Customer Development. John is an expert in developing pragmatic and implementable solutions that drive growth and ROI from promotion investments with customers, whilst also developing an investment mindset and culture in our clients. He understands how retailers and manufacturers work and build processes and ways of working, including Customer Business Plans, that improve Clients’ relationships & business results with Customers.
John built this experience and expertise at Unilever in senior Sales and Marketing leadership roles. He was a Director in the Global Revenue Management team where he built Unilever’s Global strategy and capability to improve revenue growth from promotions and customer investment/terms and led the Global development of TPM systems.
He led the Customer Development Operations (MS&P) team in the UK, developing Revenue Management solutions, key Customer Development processes, and building the capability of the UK Sales team. He also led the Convenience Channel in the UK and has worked with most of the leading retailers in the UK as a Customer Director.
Prior to joining TPG, John was a Director of Consulting with Sellex, a Customer and Commercial Consultancy where he helped Clients in Customer Development and Growth Strategy projects, Category Vision development, Training, and Revenue Management.
John is a practicing Executive Coach with a Practitioner Diploma from the AOEC (Academy of Executive Coaching), working with industry leaders across multiple categories. He also builds capabilities in Commercial and Sales teams enabling the solutions he develops to stick, by improving the overall capability of Client’s teams.
At TPG John will be focussing on the following areas :
- Revenue Management
- Customer Development
- Category Leadership
- Organization Design & Transformation
- Talent Development
- Mergers & Acquisitions
- Executive Coaching
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