David Stannard

Dave helps clients drive profitable revenue growth through smart strategy choices and building commercial excellence capabilities, with a focus on Sales Transformation. Over the last 25 years, he has worked with both Fortune 100 and Middle-Market companies across consumer products, industrial manufacturing, and business services. His forte is helping companies transition from traditional sales models to new ways of going to market to keep pace with the everchanging customer landscape and how people buy. Before becoming a management consultant, Dave spent 8 years as a Brand Manager at Kraft Foods.

Recent Engagement:

—   GTM Model and Sales Execution: Assessed the launch of two new product-based technology offerings for a traditional business services company. Identified root causes of below-plan attach rates for each product. Redesigned the sales model, sales process, value proposition training, and sales operations to support each new offering. Improved attach rates to traditional services by 50%.

—   Digital Enablement Roadmap: Developed the digital sales enablement strategy and roadmap for a consumer-packaged goods manufacturer. Identified growth opportunities with key customers and the capabilities, systems, and desired use-cases across three business units – Retail / Warehouse, Foodservice, and Direct-Store-Delivery. Solution areas included new product launch, customer-360, distributor management and retail execution. Created proof-of-concept in Salesforce for initial analytics.

—   Global Commercial Center of Excellence (COE): Helped a Fortune 100 commercial products manufacturer design and build their Commercial Excellence Center of Excellence. Meant to help build capabilities for the company’s 50 individual businesses across the globe, the COE included organizations devoted to Route-to-Market, Sales Operations, Product Marketing, Digital Enablement, and New Digital Businesses.

—   Performance Turnaround / Sales Effectiveness (PE portfolio Co.): Developed the customer segmentation and new sales model across internal and 3rd party territory reps for a custom sports apparel manufacturer. Created and implemented the new sales organization design, territory design, sales playbooks for reps and managers, and new compensation plan.

—   GTM Strategy (PE Portfolio Co.): Evaluated the growth runway for a technology-based business services provider. Developed growth plans across customer marketing, sales, and product development to grow its core business vs. undertaking a risky adjacency expansion strategy.