--- title: Our experts | Total Negotiation Group description: Our team of 70+ global experts use their real-life experiences to deliver effective and tailored solutions to FMCG businesses. image: https://totalnegotiation.com/hubfs/5-scap%20(1)%20(1).jpg --- [![tnlogo](https://totalnegotiation.com/hubfs/skyron-2023/tnlogo.svg "tnlogo")](https://totalnegotiation.com?hsLang=en-gb) - [English - United Kingdom](https://totalnegotiation.com/en-gb/about-us/meet-our-experts/) - [Français](https://totalnegotiation.com/fr/about-us/meet-our-experts) English - United Kingdom [Contact](https://26224138.hs-sites-eu1.com/contact?hs_preview=yOfwxtks-95831570410&hsLang=en-gb) - What we do - [Negotiation strategy](https://totalnegotiation.com/en-gb/negotiation-strategy) - [Revenue growth management](https://totalnegotiation.com/en-gb/revenue-growth-management) - [Category and channel strategy](https://totalnegotiation.com/en-gb/category-and-channel-strategy) - [Customer planning and selling](https://totalnegotiation.com/en-gb/customer-planning-and-selling) - [Case studies](https://totalnegotiation.com/case-studies) - [About us](https://totalnegotiation.com/en-gb/about-us) - [Our experts](https://totalnegotiation.com/en-gb/about-us/meet-our-experts/) - [Corporate social responsibility](https://totalnegotiation.com/en-gb/corporate-social-responsibility/) - [Careers](https://totalnegotiation.com/about-us/careers/) - [Contact us](https://totalnegotiation.com/en-gb/contact) # Meet our experts Our global team of 100+ employees aren’t just incredible leaders, mentors and negotiators. They have proven experience delivering impressive commercial outcomes in highly influential global businesses. Working as an extension of yours, our team apply their commercial experience to your business challenges, helping you transform your people and your approach to commercial negotiation. Get to know our team below. ## Filter: ###### TN Focus - Negotiation - Selling - Route to Market - Revenue Management - Category Management - Procurement ###### Region Select All ASIAPAC Belgium Brazil Canada Colombia France Germany Ireland Italy Mexico Netherlands Panama Portugal South Africa Spain Switzerland Taiwan Tunisia UAE UK Uruguay USA ### Experts ![Alan website photo](https://totalnegotiation.com/hs-fs/hubfs/Alan%20website%20photo.png?width=500&height=500&name=Alan%20website%20photo.png) ### Alan Page #### Global Account Director **Languages:** English **Location:** UK - Negotiation - Selling ### Alan Page #### Global Account Director **Location:** UK **Languages:** English **TN focus:** Negotiation, Selling **Experience:** VP, Customer Development, Sales Director, Buying Manager **Specialisms:** - Negotiation​   - Creative negotiation strategy Alan has more than 30 years of commercial experience in both CPG and retail. Alan had a long career with Colgate-Palmolive becoming Vice President of Global Customer Development responsible for deepening engagement and deriving value from their relationship with Global Customers . During his 23 years at Colgate-Palmolive Alan worked in operational sales and sales capability roles in the UK, Ireland, Hong Kong, the United States and Switzerland. Prior to joining Colgate-Palmolive Alan worked for Tesco in various Buying and Marketing roles at the UK largest grocery . ​ Alan has a proven track record of delivering team capability across the globe by identifying solutions to business challenges. He has transformed business relationships, developed growth plans by focusing on joint value creation with key customers partners​ Alan has great knowledge of international markets, having worked outside the UK for nearly 20 years. As part of regional and then global reams he was responsible for working with key stakeholders to up skill and driving capability with multi-functional teams around the world. .​ Alan is an expert in Customer Engagement,, Negotiation and developing plan to unlock complex business problems.​ Alan is an approachable expert and uses his commercial experience to challenge the status quo. He brings a wealth of knowledge to help overcome business challenges, developing compelling actionable solutions to transform business relationships ![Alan website photo](https://totalnegotiation.com/hs-fs/hubfs/Alan%20website%20photo.png?width=500&height=500&name=Alan%20website%20photo.png) ![alexandre-ouhadi-expert](https://totalnegotiation.com/hs-fs/hubfs/total-negotiation-group-experts-6%20(1).png?width=1600&height=1200&name=total-negotiation-group-experts-6%20(1).png) ### Alexandre Ouhadi #### Associate **Languages:** English, French **Location:** Belgium - Negotiation - Selling - Revenue Management ### Alexandre Ouhadi #### Associate **Location:** Belgium **Languages:** English, French **TN focus:** Negotiation, Selling, Revenue Management **Industry:** \[FMCG, pharma, consulting\] ![alexandre-ouhadi-expert](https://totalnegotiation.com/hs-fs/hubfs/total-negotiation-group-experts-6%20(1).png?width=1600&height=1200&name=total-negotiation-group-experts-6%20(1).png) ![amrapel website photo](https://totalnegotiation.com/hs-fs/hubfs/amrapel%20website%20photo.png?width=500&height=500&name=amrapel%20website%20photo.png) ### Amrapel Situmorang #### Associate **Languages:** English **Location:** ASIAPAC - Negotiation - Route to Market - Revenue Management - Selling ### Amrapel Situmorang #### Associate **Location:** ASIAPAC **Languages:** English **TN focus:** Negotiation, Route to Market, Revenue Management, Selling **Experience:** Regional FP&A – Allianz and General Electric Co, Commercial Sales Director (GT-MT) – Coca-Cola **Industry:** \[financial Services, FMCG\] **Specialisms:** Partnership negotiations Commercial Sales Capability Revenue Management Route to Market Amrapel is a seasoned Commercial Sales Director and General Manager in FMCG for 24 years, has an impressive track record with multinational companies. His career spans diverse sectors, including insurance, healthcare, finance, and the beverage industry. Amrapel's educational background in Finance and Strategic Management has been the foundation of his success. Known for his strong experience across various functions—such as Finance, Strategic Planning, Commercial Sales, and Marketing—Amrapel has consistently excelled in his roles. His involvement in strategic projects like Corporate Planning, Market Development, Route to Market, Restructuring, and Transformation has significantly boosted enterprise value. Amrapel is recognised for his ability to lead and execute successful strategic initiatives that contribute to business growth. His leadership and strategic insights have played a crucial role in transforming in both GT and MT, enhancing excellence customer negotiation, proving him to be a valuable resource to win customers. ![amrapel website photo](https://totalnegotiation.com/hs-fs/hubfs/amrapel%20website%20photo.png?width=500&height=500&name=amrapel%20website%20photo.png) ![andre-leonhards-expert](https://totalnegotiation.com/hs-fs/hubfs/total-negotiation-group-experts-7%20(1).png?width=1600&height=1200&name=total-negotiation-group-experts-7%20(1).png) ### André Leonhards #### Partner, DACH **Languages:** German, English, Dutch **Location:** Germany - Negotiation - Selling ### André Leonhards #### Partner, DACH **Location:** Germany **Languages:** German, English, Dutch **TN focus:** Negotiation, Selling **Experience:** Category strategy / category vision, commercial planning (ICP) organisational design, route-to-market & channel strategy **Industry:** \[FMCG, beauty, consulting\] **Specialisms:** Selling and negotiation, key account management André has worked in Consumer Goods, as practitioner and consultant, for over 25 years. He joined Total Negotiation Group recently as Associate Director of Consulting and his experience includes 12+ years with Kantar Consulting. Prior to joining Kantar André worked in Sales and Marketing roles in the alcoholic beverages industry for ABInbev and William Grant & Sons. André has been leading consulting projects in DACH and NL across many categories and channels, covering a wide range of commercial topics, including Category and Channel Strategy, Capability, Commercial Organisation and Route to Market. His focus is FMCG. André is native German and fluent in English and Dutch. André has a positive yet challenging attitude and mindset and is very successful in convincing people to join the transformation journey in the course of consulting projects. He has a strong hands-on mentality and is very good in developing actionable solutions with his clients. His extensive experience in many consulting projects enables André to provide real-life examples and inspiration when working with clients. ![andre-leonhards-expert](https://totalnegotiation.com/hs-fs/hubfs/total-negotiation-group-experts-7%20(1).png?width=1600&height=1200&name=total-negotiation-group-experts-7%20(1).png) ![andrew-jennings-expert](https://totalnegotiation.com/hs-fs/hubfs/total-negotiation-group-experts-1%20(2)%20(1).png?width=1600&height=1200&name=total-negotiation-group-experts-1%20(2)%20(1).png) ### Andrew Jennings #### Associate **Languages:** English **Location:** UK - Revenue Management ### Andrew Jennings #### Associate **Location:** UK **Languages:** English **TN focus:** Revenue Management **Experience:** Managing Director, Mondelez UK Senior Director, Revenue Management Europe. Mondelez **Industry:** \[FMCG, retail\] **Specialisms:** Revenue Management, Trade terms design and implementation, Trade spend management and optimisation Andrew has deep commercial and operational expertise built on the solid foundations of a varied career path. Three years as a buyer with Somerfield followed by 24 years in numerous commercial leadership roles with Kraft Foods / Mondelez, culminating as Managing Director of the UK business. During his career he has been instrumental in developing European and Global sales strategies based in both the UK and Switzerland. Andrew is an inspiring business leader highly respected for strategic thinking, pragmatism and has a track record of successful results. He is an industry subject matter expert on Sales Strategy, Commercial Planning and Trade Terms. A calm, engaging, approachable and composed style that enables the development of positive and co-operative relationships at all levels, across multiple geographies. He is at his best when adding value to a business challenge as he can often see the wood for the trees where others can’t. His agile, positive character together with an honest and objective approach, quickly builds credibility, integrating into teams with mutual respect. ![andrew-jennings-expert](https://totalnegotiation.com/hs-fs/hubfs/total-negotiation-group-experts-1%20(2)%20(1).png?width=1600&height=1200&name=total-negotiation-group-experts-1%20(2)%20(1).png) ![andrew-mardon-expert](https://totalnegotiation.com/hs-fs/hubfs/total-negotiation-group-experts-12.png?width=1600&height=1200&name=total-negotiation-group-experts-12.png) ### Andrew Mardon #### Associate **Languages:** English **Location:** UAE - Negotiation - Revenue Management - Route to Market ### Andrew Mardon #### Associate **Location:** UAE **Languages:** English **TN focus:** Negotiation, Revenue Management, Route to Market **Experience:** Customer Development Manager – Britvic, UK Key Account Manager – NFPC, UAE Director Of Consulting, Kantar Consulting, AMET Sales Director – Mezzan UAE (Red Bull Distributor) **Industry:** \[FMCG, pharma, luxury\] **Specialisms:** Trade Terms and Annual Contract Negotiations, Account Management & Customer Planning, Category Based Selling Andrew is an experienced Consultant who has worked in the FMCG industry for over 17 years. He has experience in ‘client side’ sales leadership roles and in senior Consulting roles within the Middle East Andrew started his career with Britvic Soft Drinks in the UK and moved to Dubai in 2009 where he joined NFPC as a Key Account Manager responsible for the business relationship with  Customers such as Carrefour and Spinneys In 2011 Andrew joined Kantar where he eventually became a Director of Consulting working with a number of clients in the FMCG & Luxury Retail sector. His specialism is in Negotiation & Sales Capability. He has developed and delivered sales academies and specific training content for clients that include Arla, Reckitt Benckiser, Coca-Cola, Zespri and Abbott. Andrew is an expert content developer and facilitator of content in core sales commercial topics such as Negotiation, Selling, Category Management, Trade Spend Optimisation, Joint Business Planning, Customer Management & Merchandising Excellence Recently Andrew has been working as Sales Director for the UAE local distributor of Red Bull where he led the Modern Trade, General Trade and HORECA sales units. He has since been working independently in a consultancy capacity with clients in the Middle East, Europe and Asia. Andy holds a B. Sc. In Psychology from University of Lancaster, England ![andrew-mardon-expert](https://totalnegotiation.com/hs-fs/hubfs/total-negotiation-group-experts-12.png?width=1600&height=1200&name=total-negotiation-group-experts-12.png) ![Profile pic - Edited](https://totalnegotiation.com/hs-fs/hubfs/Profile%20pic%20-%20Edited.png?width=380&height=372&name=Profile%20pic%20-%20Edited.png) ### Andy Chen #### Associate **Languages:** English, Mandarin **Location:** China/USA - Negotiation - Procurement ### Andy Chen #### Associate **Location:** China/USA **Languages:** English, Mandarin **TN focus:** Negotiation, Procurement **Experience:** Procurement Head, Managing Director, General Manager, National Sales & Marketing Director, Commercial Manager of HK/China of 3M, GE, Owenscorning, Franke, Aldes, Philips and Metro. **Industry:** \[FMCG, retail, hardware\] **Specialisms:** - Leadership Development - Sales Management - Negotiation - Marketing Communication - Customer Psychology & Influential Selling - Stakeholder Relationship Management Andy has 22 years experience in FMCG, Industry and Retail including board level. His past roles include Head at Metro Procurement Non Food, GM at Philips Hospitality China, Managing Director of Aldes Great China, Sales & Marketing Director at Franke, National Sales Manager at Owenscorning, Commercial Manager at GE Plastics SPD HK/China and Sr Sale rep at 3M China . He has 14 years of training and consultant experience with different certified trainer including Franklin covey, Tack and more.  Fluent in English and Mandrin, Andy has a proven track record of helping businesses across the globe identify growth opportunities, develop strategic plans and drive cross functional collaboration to execute those plans. Andy has great knowledge of branded and own label markets, offline retail markets and understanding of both supplier and retailer issues which he has leveraged to help many businesses step change their revenue management capability. Andy is an expert in Sales and Full P&L Management, Shopper Understanding and turning Information to Insight. Andy is an approachable expert and uses his commercial knowledge and experience to challenge current ways of thinking. He will help bring a shopper and retailer perspective to transform commercial proposals into compelling, actionable solutions for clients.  ![Profile pic - Edited](https://totalnegotiation.com/hs-fs/hubfs/Profile%20pic%20-%20Edited.png?width=380&height=372&name=Profile%20pic%20-%20Edited.png) ![andy-williams-expert](https://totalnegotiation.com/hs-fs/hubfs/total-negotiation-group-experts-10.png?width=1600&height=1200&name=total-negotiation-group-experts-10.png) ### Andy Williams #### Managing Partner, Middle East **Languages:** English **Location:** UAE - Negotiation - Route to Market - Revenue Management ### Andy Williams #### Managing Partner, Middle East **Location:** UAE **Languages:** English **TN focus:** Negotiation, Route to Market, Revenue Management **Experience:** Sales Director & GM, BP Malaysia / Singapore General Manager Europe, BP/Ford Strategic Alliance Regional Director, Kantar Consulting, AMET **Industry:** \[FMCG, pharma, B2B, oil\_gas\] **Specialisms:** Strategic Partnership Development, Annual Business Planning, Contract Negotiations, Commercial Excellence Programmes Andy has over 30 years of international commercial business management experience. Andy started his career at Castrol in the UK where he honed his skills in customer management, selling and negotiation with the automotive sector. He moved to Asia with Castrol to lead the market entry plans for China and subsequently worked across the Asia Pacific region in a range commercial leadership roles. Following BPs acquisition of Castrol, Andy led the strategic partnership with Ford Motor Company for Europe and Asia. Andy moved to Dubai in 2006 to help establish Glendinning Middle East,  a specialist  consultancy business, which was subsequently acquired by WPP under the Kantar Consulting brand. Andy has worked extensively across the region with a range of  B2B, CPG, & Pharma clients to address a range of commercial challenges and to unlock step-change profitable category & top-line growth. Andy established the Regional Office for Total Negotiation Group in January 2023 Andy holds an BSc from Manchester University. In his spare time Andy plays a range of sports to channel his competitive instincts and try to keep fit ![andy-williams-expert](https://totalnegotiation.com/hs-fs/hubfs/total-negotiation-group-experts-10.png?width=1600&height=1200&name=total-negotiation-group-experts-10.png) ![angus-mcintosh-expert](https://totalnegotiation.com/hs-fs/hubfs/total-negotiation-group-experts-11%20(1).png?width=1600&height=1200&name=total-negotiation-group-experts-11%20(1).png) ### Angus McIntosh #### Associate, Head of Procurement **Languages:** English, German **Location:** Germany - Negotiation - Procurement ### Angus McIntosh #### Associate, Head of Procurement **Location:** Germany **Languages:** English, German **TN focus:** Negotiation, Procurement **Experience:** Global Chief Procurement Officer, Beiersdorf Chief Procurement Officer, Mars Petcare Europe **Industry:** \[FMCG\] **Specialisms:** Procurement Negotiation ![angus-mcintosh-expert](https://totalnegotiation.com/hs-fs/hubfs/total-negotiation-group-experts-11%20(1).png?width=1600&height=1200&name=total-negotiation-group-experts-11%20(1).png) ![ayman-nasreldin-expert](https://totalnegotiation.com/hs-fs/hubfs/total-negotiation-group-experts-14%20(1).png?width=1600&height=1200&name=total-negotiation-group-experts-14%20(1).png) ### Ayman Nasreldin #### Associate **Languages:** English, Arabic **Location:** UK - Negotiation - Selling - Route to Market ### Ayman Nasreldin #### Associate **Location:** UK **Languages:** English, Arabic **TN focus:** Negotiation, Selling, Route to Market **Experience:** Impulse Sales Director - Mars Wrigley UK Out of Home Sales Director PepsiCo UK **Industry:** \[FMCG\] **Specialisms:** Complex Multi Party Negotiations, Global Customer Agreements & Negotiation, Setting Vision & Strategy, Trade Architecture Ayman is a highly skilled negotiator, with a career spanning more than 20 years working for the some of the world’s biggest companies in the FMCG sector. Ayman held various Senior Commercial Roles whilst at Nestle, PepsiCo and Mars Wrigley Confectionery. He brings a wealth of Customer and Category experience having led a wide variety of channels, including Grocery, Impulse, Out of Home and Discounters. A Qualified Coach from The Oxford School of Mentoring and Coaching, he is also a Certified Executive Coach, who brings his passion and talent for helping people to Total Negotiation to help clients embed their learning. Ayman loves positively challenging to unlock their potential whilst focussed on performance for themselves and their organisation. Balancing a Strategic Mindset and getting things done, Ayman brings a wealth of experience and knowledge to TNG. ![ayman-nasreldin-expert](https://totalnegotiation.com/hs-fs/hubfs/total-negotiation-group-experts-14%20(1).png?width=1600&height=1200&name=total-negotiation-group-experts-14%20(1).png) ![ben-mcphee-expert](https://totalnegotiation.com/hs-fs/hubfs/total-negotiation-group-experts%20(1).png?width=1600&height=1200&name=total-negotiation-group-experts%20(1).png) ### Ben McPhee #### Associate **Languages:** English **Location:** ASIAPAC - Negotiation - Selling - Route to Market - Revenue Management ### Ben McPhee #### Associate **Location:** ASIAPAC **Languages:** English **TN focus:** Negotiation, Selling, Route to Market, Revenue Management **Experience:** Customer Service Director, Lion National Sales Capability Manager, Lion **Industry:** \[FMCG, l\_d, corporate\_learning\] **Specialisms:** Sales Strategy, Learning and Development Specialist, Customer Account Management, Leadership and Culture Ben has worked in the Australian FMCG industry for over 20 years. His experience includes 12 years with Lion Australia, and 8+ years with Diageo Australia. He has worked in various Commercial Customer Sales roles and has led numerous learning and development teams across both businesses. His expertise including Customer Account Management, Field Sales Leadership, Customer Services Leadership, Sales Strategy Design and Implementation, Learning and Development, Leadership and Culture Coaching. Ben is a positive leader, who develops strategies, people and teams that deliver results. He proactively seeks opportunities to add sustainable value to organisations through change leadership. ![ben-mcphee-expert](https://totalnegotiation.com/hs-fs/hubfs/total-negotiation-group-experts%20(1).png?width=1600&height=1200&name=total-negotiation-group-experts%20(1).png) ![total-negotiation-group-experts-15](https://totalnegotiation.com/hs-fs/hubfs/total-negotiation-group-experts-15.png?width=1600&height=1200&name=total-negotiation-group-experts-15.png) ### Bernhard Wessels #### Chief Innovation Officer **Languages:** English, German, Afrikaans **Location:** UK - Negotiation - Selling - Revenue Management - Route to Market - Category Management ### Bernhard Wessels #### Chief Innovation Officer **Location:** UK **Languages:** English, German, Afrikaans **TN focus:** Negotiation, Selling, Revenue Management, Route to Market, Category Management **Experience:** Procter & Gamble UK and SA Managing Partner, Kantar Consulting **Industry:** \[FMCG, pharma, consulting\] **Specialisms:** Commercial Strategy, Emerging Markets, Negotiation Strategy  Bernhard has worked in Consumer Goods, as practitioner and consultant, for almost 25 years. His experience includes 15 years with Kantar Consulting, working as Managing Partner for the North Asia division (based in Shanghai China for 5 years) and latterly as Senior Partner heading up the Digital Commerce and Revenue Growth Management practices for Europe, based in London. Before that he worked 9 years for Procter & Gamble in South Africa and the UK. He has consulted in over 50 countries and has a wealth of international experience including Category, Capability and Organisation, Digital Commerce, Route to Market and RGM expertise across different retail environments. Bernhard has worked across the world but particularly in North America, Europe and North Asia.   Bernhard is an inspiring leader with a can-do attitude. He challenges others with his thinking, often bringing fresh perspective to business problems, but then also very pragmatic in his solutions and supportive of the team.  His rich and varied international experience allows him to bring realism (and sometimes a bit of mischief) to the conversation, with engaging examples, and a sense of urgency. ![total-negotiation-group-experts-15](https://totalnegotiation.com/hs-fs/hubfs/total-negotiation-group-experts-15.png?width=1600&height=1200&name=total-negotiation-group-experts-15.png) ![carlos-esteban-expert](https://totalnegotiation.com/hs-fs/hubfs/total-negotiation-group-experts-2%20(1).png?width=1600&height=1200&name=total-negotiation-group-experts-2%20(1).png) ### Carlos Esteban #### Managing Partner, FIPS **Languages:** Spanish, English, Italian **Location:** Spain - Negotiation - Selling - Route to Market ### Carlos Esteban #### Managing Partner, FIPS **Location:** Spain **Languages:** Spanish, English, Italian **TN focus:** Negotiation, Selling, Route to Market **Industry:** \[FMCG, pharma, consulting\] Carlos has worked in Consumer Goods for over 20 years covering Sales, Customer Marketing and Senior Leadership roles in Procter and Gamble, SC Johnson and Campofrío at Local and Regional level. He has worked in Spain, Italy, Russia, Hungary in line Management positions and conducted Consulting and Capability work in over 10 more (Europe, Latam) in areas such as Category Strategy, Shopper Marketing , Channel Strategy, RTM….in Categories such as Beverages, Spirits, Food, Laundry and Cleaning Products, OTC, Health and Beauty Care,….. Carlos has a wide Multi-country experience that allows him to work across different cultures categories and situations, as well as hand on experience in Sales and Trade Marketing that gives him a wide real experience on how to connect Strategy and Execution. Carlos is fluent in Spanish, English and Italian. ![carlos-esteban-expert](https://totalnegotiation.com/hs-fs/hubfs/total-negotiation-group-experts-2%20(1).png?width=1600&height=1200&name=total-negotiation-group-experts-2%20(1).png) ![Untitled design (6)](https://totalnegotiation.com/hs-fs/hubfs/Untitled%20design%20(6).png?width=500&height=500&name=Untitled%20design%20(6).png) ### Carlos Maura #### Associate **Languages:** English, Portugese **Location:** Brazil - Negotiation - Route to Market ### Carlos Maura #### Associate **Location:** Brazil **Languages:** English, Portugese **TN focus:** Negotiation, Route to Market **Experience:** Managing Director – Campari, Commercial Director – Campari, Commercial VP – Santa Helena, Sales Director – Diageo, Sales Director - PepsiCo **Industry:** \[FMCG, pharma, consulting\] **Specialisms:** Business Management Commercial Strategy Route To Market Channel Strategy A visionary executive with over 27 years of experience in the Consumer Goods industry, Carlos Moura has held senior leadership positions in some of Brazil’s most prominent companies. He is a results-driven leader known for his ability to turn strategic vision into measurable business impact, driving sustainable growth and operational excellence. With a track record of leading large-scale commercial teams, Carlos thrives on delivering transformational initiatives that enhance efficiency, optimize market positioning, and unlock new growth opportunities. His leadership style fosters a high-performance culture, blending analytical acumen with people-centric management to empower teams and maximize results. Carlos is passionate about developing talent, strengthening organizational capabilities, and executing strategies that create lasting value. A dynamic force in the market, he is ready to lead businesses toward new levels of success. ![Untitled design (6)](https://totalnegotiation.com/hs-fs/hubfs/Untitled%20design%20(6).png?width=500&height=500&name=Untitled%20design%20(6).png) ![Untitled design (21)](https://totalnegotiation.com/hs-fs/hubfs/Untitled%20design%20(21).jpg?width=1600&height=1200&name=Untitled%20design%20(21).jpg) ### Chris Hill #### Business Development Director **Languages:** English **Location:** UK - Negotiation ### Chris Hill #### Business Development Director **Location:** UK **Languages:** English **TN focus:** Negotiation **Industry:** \[FMCG, pharma, consulting\] ![Untitled design (21)](https://totalnegotiation.com/hs-fs/hubfs/Untitled%20design%20(21).jpg?width=1600&height=1200&name=Untitled%20design%20(21).jpg) ![Untitled design (15)](https://totalnegotiation.com/hs-fs/hubfs/Untitled%20design%20(15).jpg?width=1600&height=1200&name=Untitled%20design%20(15).jpg) ### Clare Bocking #### Associate **Languages:** English **Location:** UK - Negotiation ### Clare Bocking #### Associate **Location:** UK **Languages:** English **TN focus:** Negotiation **Experience:** 30 years of corporate leadership success started with Mars as a graduate recruit. Her career continued with major global branded manufacturers including Britvic Soft Drinks, Kerry Foods, McCormick and Danish Crown **Industry:** \[FMCG, pharma, consulting\] **Specialisms:** Sales Commercial Category Learning & Development Clare is a high-impact Executive Director who is passionate about accelerating company performance through culture and talent. 30 years of corporate leadership success started with Mars as a graduate recruit. Her career continued with major global branded manufacturers including Britvic Soft Drinks, Kerry Foods, McCormick and Danish Crown. Clare has lead Sales, Commercial, Category and Learning & Development divisions and is an experienced Board and Non-Executive Director. Clare is a committed life-long learner, qualifying as an Executive Coach at the University of Warwick in 2014 and gaining distinction in a Diploma in Organisational Change at Warwick Business School in 2023.  A passionate advocate of industry diversity and talent, Clare is Chair and a Coach for Women & Diversity in Wholesale plus supports several industry mentoring schemes. Clare is an experienced consultant, trainer and conference presenter and has been inspiring and supporting companies over the last 12 months with step-change strategy projects, sales team productivity and creative JBP solutions.  ![Untitled design (15)](https://totalnegotiation.com/hs-fs/hubfs/Untitled%20design%20(15).jpg?width=1600&height=1200&name=Untitled%20design%20(15).jpg) ![dany-aboukhaled-expert](https://totalnegotiation.com/hs-fs/hubfs/total-negotiation-group-experts-6%20(2)%20(1).png?width=1600&height=1200&name=total-negotiation-group-experts-6%20(2)%20(1).png) ### Dany Aboukhaled #### CEO and President, North America **Languages:** English, French, Arabic **Location:** Canada - Revenue Management - Route to Market - Negotiation ### Dany Aboukhaled #### CEO and President, North America **Location:** Canada **Languages:** English, French, Arabic **TN focus:** Revenue Management, Route to Market, Negotiation **Experience:** 20+ years FMCG experience in Sales & Marketing, Experienced Executive of multifunctional teams of 100+, Delivered aggressive sales, profit and market share growth for, L'Oréal and Kimberly-Clark **Industry:** \[FMCG, pharma, consulting\] **Specialisms:** Organizational Growth transformation, Complex negotiations, Coaching & Team development, Revenue Growth Management Dany, a result-oriented senior executive, has more than 20 years’ experience in the FMCG sector in Canada and Europe. Having worked at L’Oréal and Kimberly-Clark in different functions across his career from Sales, Marketing, Category Management, Human Resources to Executive management, he excels in high level negotiations, revenue growth management, Go To Market strategies focused on growth to achieve brand/customer goals, and organisational transformations to maximise growth, and face the new digital era being online sales or digital marketing. He is known to develop strategies that create value for his clients and their customers. Dany has developed and coached many talents during his career through an empowering and inspirational leadership style.  His strategic vision and innate ability to guide people and teams help them reach their goals and contribute to the overall success of the organization.   He is an effective communicator who focusses on getting things done. Dany has many real life examples of different strategies executed and their impact on the businesses. ![dany-aboukhaled-expert](https://totalnegotiation.com/hs-fs/hubfs/total-negotiation-group-experts-6%20(2)%20(1).png?width=1600&height=1200&name=total-negotiation-group-experts-6%20(2)%20(1).png) ![david-tulloch-expert](https://totalnegotiation.com/hs-fs/hubfs/total-negotiation-group-experts-7%20(2)%20(1).png?width=1600&height=1200&name=total-negotiation-group-experts-7%20(2)%20(1).png) ### David Tulloch #### Associate **Languages:** English **Location:** UK - Revenue Management - Route to Market ### David Tulloch #### Associate **Location:** UK **Languages:** English **TN focus:** Revenue Management, Route to Market **Industry:** \[FMCG, pharma, consulting\] An astute senior commercial executive having held increasingly senior roles in European Markets, Africa Middle East and Asia Pacific over a varied international career in Commercial and General Management. David has worked for Nestle, PepsiCo (Walkers Snackfoods) and most latterly HEINEKEN NV in multiple geographies. He is a dynamic and strategic commercial leader with demonstrated history of success in customer relationship management delivering growth and business transformation in mature, start up and turnaround operations. Skilled in Sales, Marketing and Category Management, Revenue Growth Management and developing and nurturing high performance teams. ![david-tulloch-expert](https://totalnegotiation.com/hs-fs/hubfs/total-negotiation-group-experts-7%20(2)%20(1).png?width=1600&height=1200&name=total-negotiation-group-experts-7%20(2)%20(1).png) ![david-warburton-expert](https://totalnegotiation.com/hs-fs/hubfs/total-negotiation-group-experts-2.png?width=1600&height=1200&name=total-negotiation-group-experts-2.png) ### David Warburton #### Associate **Languages:** English **Location:** UK - Negotiation - Selling - Route to Market - Revenue Management ### David Warburton #### Associate **Location:** UK **Languages:** English **TN focus:** Negotiation, Selling, Route to Market, Revenue Management **Experience:** UK Sales Director + Global Group Sales Capability Director, Just Eat, Chief Commercial Officer, Lantum, **Industry:** \[FMCG, pharma, consulting, start\_ups\] **Specialisms:** Prospecting, Value Selling, Structured Persuasive Selling Commercial storytelling, Maximising strategic opportunity David is a highly skilled sales expert with 20+ years extensive, senior commercial experience in B2B and B2C organisations. His most recent senior sales roles include Just Eat and Lantum. His experience ranges from managing large sales teams through to managing projects delivering transformational results in sales capability. David has worked extensively across the world with experience of most markets and multiple sectors, where his functional expertise easily translates. Known for creating clarity and change that improve business performance. David is adept at understanding sales from multiple perspectives, which enables him to spot more opportunities for continuous improvement and helps ensure ongoing organisational alignment and development. ![david-warburton-expert](https://totalnegotiation.com/hs-fs/hubfs/total-negotiation-group-experts-2.png?width=1600&height=1200&name=total-negotiation-group-experts-2.png) ![dean-allder-expert](https://totalnegotiation.com/hs-fs/hubfs/total-negotiation-group-experts-3.png?width=1600&height=1200&name=total-negotiation-group-experts-3.png) ### Dean Allder #### Partner & VP of Business Development **Languages:** English **Location:** UK - Negotiation - Route to Market - Revenue Management - Selling ### Dean Allder #### Partner & VP of Business Development **Location:** UK **Languages:** English **TN focus:** Negotiation, Route to Market, Revenue Management, Selling **Experience:** UK Managing Director, Catalina Marketing ​UK, Sales and Marketing Director, Disney **Industry:** \[FMCG, licensing, marketing, pharma\] **Specialisms:** Complex multi-party negotiations, Global alignment, Creative negotiation strategy Dean is a proven commercial professional with excellent negotiation and sales skills gained from managing large customer portfolios and budgets. Dean is a highly regarded, proven senior professional with excellent strategic, sales, negotiation and people management skills, combined with extensive experience and proven success in managing large customer portfolios. He held senior roles with Pepsico & Reebok and ran his own consultancy before joining Total Negotiation, as a Partner in 2013. Dean is also, a licensed Insights practitioner. A passion for people development has led Dean to deliver more than 200 capability programs across 4 continents, each one with as much enthusiasm, energy and inspiration as the first. He's known for his ability to translate training into commercial reality for delegates across cultures. ![dean-allder-expert](https://totalnegotiation.com/hs-fs/hubfs/total-negotiation-group-experts-3.png?width=1600&height=1200&name=total-negotiation-group-experts-3.png) ![dirk-van-ham-expert](https://totalnegotiation.com/hs-fs/hubfs/total-negotiation-group-experts-4%20(1)-1.png?width=1600&height=1200&name=total-negotiation-group-experts-4%20(1)-1.png) ### Dirk Van Ham #### Associate **Languages:** English, French **Location:** Belgium - Negotiation - Selling - Route to Market ### Dirk Van Ham #### Associate **Location:** Belgium **Languages:** English, French **TN focus:** Negotiation, Selling, Route to Market **Industry:** \[FMCG, pharma, consulting\] ![dirk-van-ham-expert](https://totalnegotiation.com/hs-fs/hubfs/total-negotiation-group-experts-4%20(1)-1.png?width=1600&height=1200&name=total-negotiation-group-experts-4%20(1)-1.png) ![dixon website photo](https://totalnegotiation.com/hs-fs/hubfs/dixon%20website%20photo.png?width=500&height=500&name=dixon%20website%20photo.png) ### Dixon Hu #### Managing Director - China **Languages:** English, Chinese **Location:** China - Negotiation ### Dixon Hu #### Managing Director - China **Location:** China **Languages:** English, Chinese **TN focus:** Negotiation **Experience:** Sales Director, Rosetta Stone. General Manager, The Gap Partnership. Business Development Lead, PwC **Industry:** \[corporate\_learning, consulting, FMCG\] **Specialisms:** Sales Organisation Transformation Negotiation Business Management ESG ![dixon website photo](https://totalnegotiation.com/hs-fs/hubfs/dixon%20website%20photo.png?width=500&height=500&name=dixon%20website%20photo.png) ![eduardo-benzius-expert](https://totalnegotiation.com/hs-fs/hubfs/total-negotiation-group-experts-6.png?width=1600&height=1200&name=total-negotiation-group-experts-6.png) ### Eduardo Benzius #### Head of LATAM **Languages:** English, Spanish, Portuguese **Location:** Brazil - Negotiation - Selling - Revenue Management - Category Management - Route to Market ### Eduardo Benzius #### Head of LATAM **Location:** Brazil **Languages:** English, Spanish, Portuguese **TN focus:** Negotiation, Selling, Revenue Management, Category Management, Route to Market **Experience:** Managing Director - Consumer, Nutrimental Brazil, Business Development Director, Amazon Brazil, Head of Business Unit, Diageo Brazil CMO, Diageo (Paraguay, Uruguay, Brazil), Diageo **Industry:** \[FMCG, pharma, consulting\] **Specialisms:** Business Management, Commercial Strategy, Consumer Marketing, Digital Eduardo boasts over three decades of expertise in leadership, management, and project execution in strategic, marketing, sales, and operations fields across various industry sectors. His diverse career spans work with the global agency McCann-Erickson, Diageo, Patria Investments, and most recently, his roles in new economy businesses with Amazon and several start-ups. In the consumer market, he made a significant impact at Diageo, where he spent 20 years and held key roles such as CMO for Brazil/Paraguay/Uruguay, Head of the North/Northeast business unit, and Commercial VP for the acquired firm, Ypióca. More recently, Eduardo has led projects for clients such as Beam Suntory Brazil, Nutrimental, JDE, among others in Brazil. He possesses a deep understanding of the FMCG market dynamics from multiple perspectives – consumer, channel, customer, and brand. Eduardo is experienced in leading and managing teams in multicultural and international settings and is fluent in three languages: Portuguese, English, and Spanish. His expertise  extends to consumer-focused marketing, digital marketing experience, and the successful execution of innovation projects and category expansion for clients. ![eduardo-benzius-expert](https://totalnegotiation.com/hs-fs/hubfs/total-negotiation-group-experts-6.png?width=1600&height=1200&name=total-negotiation-group-experts-6.png) ![eduardo-vazquez-expert](https://totalnegotiation.com/hs-fs/hubfs/total-negotiation-group-experts-7.png?width=1600&height=1200&name=total-negotiation-group-experts-7.png) ### Eduardo Vazquez #### Associate **Languages:** English, Spanish, Portuguese **Location:** Uruguay - Negotiation - Selling ### Eduardo Vazquez #### Associate **Location:** Uruguay **Languages:** English, Spanish, Portuguese **TN focus:** Negotiation, Selling **Industry:** \[FMCG, pharma, consulting\] ![eduardo-vazquez-expert](https://totalnegotiation.com/hs-fs/hubfs/total-negotiation-group-experts-7.png?width=1600&height=1200&name=total-negotiation-group-experts-7.png) ![elaine-miller-expert](https://totalnegotiation.com/hs-fs/hubfs/total-negotiation-group-experts-8-1.png?width=1600&height=1200&name=total-negotiation-group-experts-8-1.png) ### Elaine Miller #### Associate **Languages:** English **Location:** UK - Negotiation - Procurement ### Elaine Miller #### Associate **Location:** UK **Languages:** English **TN focus:** Negotiation, Procurement **Industry:** \[FMCG, pharma, consulting\] ![elaine-miller-expert](https://totalnegotiation.com/hs-fs/hubfs/total-negotiation-group-experts-8-1.png?width=1600&height=1200&name=total-negotiation-group-experts-8-1.png) ![enrique-salas-expert](https://totalnegotiation.com/hs-fs/hubfs/total-negotiation-group-experts-11.png?width=1600&height=1200&name=total-negotiation-group-experts-11.png) ### Enrique Salas #### Associate **Languages:** Spanish, English **Location:** Spain - Negotiation - Selling - Route to Market ### Enrique Salas #### Associate **Location:** Spain **Languages:** Spanish, English **TN focus:** Negotiation, Selling, Route to Market **Experience:** Executive VP – Best Day Travel Group - Despegar, Sales Realization Director AT&T – Lucent Tech, Sales & Negotiation Partner – Otto Walter Consultants **Industry:** \[financial Services, pharma, telecommunications, banking\] **Specialisms:** Commercial & Negotiation capabilities, Employee behaviour change and transformation, Creative negotiation strategy, Global alignment ![enrique-salas-expert](https://totalnegotiation.com/hs-fs/hubfs/total-negotiation-group-experts-11.png?width=1600&height=1200&name=total-negotiation-group-experts-11.png) ![eric-muir-expert](https://totalnegotiation.com/hs-fs/hubfs/total-negotiation-group-experts-12-1.png?width=1600&height=1200&name=total-negotiation-group-experts-12-1.png) ### Eric Muir #### Associate **Languages:** English **Location:** Canada - Negotiation - Selling - Route to Market - Category Management ### Eric Muir #### Associate **Location:** Canada **Languages:** English **TN focus:** Negotiation, Selling, Route to Market, Category Management **Experience:** 40+ years of executive Retail experience, Officer and SVP of Walmart Canada, Vice President at Shoppers Drug Mart, Board of Directors for the “Neighborhood Pharmacy, Association of Canada” **Industry:** \[FMCG, retail\] **Specialisms:** Expert in complex negotiation on a buyer's level, Strategic supplier expertise in merchandising, Strategic expertise in Revenue Growth Management, Category management expertise in Pharmacy/Optical, Health & Beauty Aids, Cosmetics, OTC, Household Cleaners, Household Paper, Pet, & Baby, Developed talent through engagement and coaching Eric has worked in Retail for over 40 years covering Store level Management, Regional Operations, Marketing, Private label development and Category Management. In his early development at Shoppers Drug Mart, he worked in junior level roles and through his accomplishments and drive, held a senior level position in merchandising at Shoppers Drug Mart. In 2008, he moved to Walmart Canada where he held SVP positions in both Category Management and Private Brand development He has a proven track record of year-after-year success achieving sustained revenue, EBIDTA and business growth across a competitive retail landscape in Canada. He demonstrates a strong customer focus and cross functional orientation, blending strategic ability, end-to-end management and incredible analytics to deliver positive top line, bottom line and working capital targets. Eric is a driven passionate leader who excels at respect of human capital through mentoring individuals career goals, complex relentless negotiations that are collaborative, and a strong 3-year strategic outlook for revenue management. Eric’s experience has taken him around the globe in various retail markets. His experience enables him to relate real life examples of what has worked for him, but also what he learned through coaching moments.   ![eric-muir-expert](https://totalnegotiation.com/hs-fs/hubfs/total-negotiation-group-experts-12-1.png?width=1600&height=1200&name=total-negotiation-group-experts-12-1.png) ![ethan-sinick-expert](https://totalnegotiation.com/hs-fs/hubfs/total-negotiation-group-experts-13.png?width=1600&height=1200&name=total-negotiation-group-experts-13.png) ### Ethan Sinick #### Associate **Languages:** English **Location:** UK - Negotiation - Revenue Management - Selling - Route to Market - Category Management ### Ethan Sinick #### Associate **Location:** UK **Languages:** English **TN focus:** Negotiation, Revenue Management, Selling, Route to Market, Category Management **Experience:** 20+ years of Go-to-Market research & consultancy, Executed strategy projects with retailers & manufacturers on 5, continents Supported successful P&L driven negotiations with large retailers in Europe & North America, Research Director for Coca-Cola Retailing Research Councils **Industry:** \[FMCG, consulting\] **Specialisms:** Strategic Channel & Customer Segmentation, Customer P&L management and optimization, E-commerce & discounter/club strategy ![ethan-sinick-expert](https://totalnegotiation.com/hs-fs/hubfs/total-negotiation-group-experts-13.png?width=1600&height=1200&name=total-negotiation-group-experts-13.png) ![fadua-musalem-expert](https://totalnegotiation.com/hs-fs/hubfs/total-negotiation-group-experts-14.png?width=1600&height=1200&name=total-negotiation-group-experts-14.png) ### Fadua Musalem #### Associate **Languages:** English, Spanish **Location:** Mexico - Selling - Negotiation ### Fadua Musalem #### Associate **Location:** Mexico **Languages:** English, Spanish **TN focus:** Selling, Negotiation **Industry:** \[FMCG, consulting\] ![fadua-musalem-expert](https://totalnegotiation.com/hs-fs/hubfs/total-negotiation-group-experts-14.png?width=1600&height=1200&name=total-negotiation-group-experts-14.png) ![felix-suarez-expert](https://totalnegotiation.com/hs-fs/hubfs/total-negotiation-group-experts-15-1.png?width=1600&height=1200&name=total-negotiation-group-experts-15-1.png) ### Felix Suarez #### Associate **Languages:** English, Spanish **Location:** USA - Negotiation - Selling ### Felix Suarez #### Associate **Location:** USA **Languages:** English, Spanish **TN focus:** Negotiation, Selling **Experience:** 30+ years in CPG Sales and Customer Business Development VP of Capability & Business Development at Advantage Group International Director, Global Sales & Marketing Development at Goodyear Tire & Rubber Co. Director, Sales Learning & RTM for Latin America at Mars **Industry:** \[FMCG, consulting, hardware\] **Specialisms:** Functional Competency model design, Distributor Management & Development – International, Customer Engagement Strategy, Functional Learning & Development ![felix-suarez-expert](https://totalnegotiation.com/hs-fs/hubfs/total-negotiation-group-experts-15-1.png?width=1600&height=1200&name=total-negotiation-group-experts-15-1.png) ![flavio-ribeiro-expert](https://totalnegotiation.com/hs-fs/hubfs/total-negotiation-group-experts-16%20(1)%20(1).png?width=1600&height=1200&name=total-negotiation-group-experts-16%20(1)%20(1).png) ### Flavio Ribeiro #### Head of LATAM **Languages:** English, Spanish, Portuguese **Location:** Brazil - Negotiation - Selling - Route to Market - Revenue Management - Category Management ### Flavio Ribeiro #### Head of LATAM **Location:** Brazil **Languages:** English, Spanish, Portuguese **TN focus:** Negotiation, Selling, Route to Market, Revenue Management, Category Management **Industry:** \[FMCG, consulting\] ![flavio-ribeiro-expert](https://totalnegotiation.com/hs-fs/hubfs/total-negotiation-group-experts-16%20(1)%20(1).png?width=1600&height=1200&name=total-negotiation-group-experts-16%20(1)%20(1).png) ![gary-black-expert](https://totalnegotiation.com/hs-fs/hubfs/total-negotiation-group-experts-17%20(1)%20(1).png?width=1600&height=1200&name=total-negotiation-group-experts-17%20(1)%20(1).png) ### Gary Black #### Associate **Languages:** English **Location:** UK - Negotiation - Selling - Route to Market ### Gary Black #### Associate **Location:** UK **Languages:** English **TN focus:** Negotiation, Selling, Route to Market **Experience:** Sales Director, Wholesale and Convenience, Coca Cola European Partners Associate Director, JS, Morrison's Waitrose BU, Coca Cola European Partners **Industry:** FMCG **Specialisms:** Route to Market Development, Building Collaborative Relationships, Resilience and mental health, Mentoring ![gary-black-expert](https://totalnegotiation.com/hs-fs/hubfs/total-negotiation-group-experts-17%20(1)%20(1).png?width=1600&height=1200&name=total-negotiation-group-experts-17%20(1)%20(1).png) ![george](https://totalnegotiation.com/hs-fs/hubfs/george.png?width=580&height=663&name=george.png) ### George Chiang 江玉行 #### Co-facilitator **Languages:** Chinese **Location:** China - Negotiation ### George Chiang 江玉行 #### Co-facilitator **Location:** China **Languages:** Chinese **TN focus:** Negotiation **Experience:** George Chiang, an experienced consultant and trainer, has been conducting advisory project in Mongolia and Palestine, working with the client to streamline operational process and procedure, improve organization competitiveness , and finally optimize business performance **Industry:** FMCG **Specialisms:** New market entry KA organization capability enhancement Trade Marketing development Distributor transformation and management Sales force integration and sales management change Retailer reformulation and JBP initiatives George Chiang, an experienced consultant and trainer, has been conducting advisory project in Mongolia and Palestine, working with the client to streamline operational process and procedure, improve organization competitiveness , and finally optimize business performance George started his career in Taiwan, had been working for a range of multinational companies in Taiwan, Hong Kong, and China in the functions of Sales and Marketing such as Unilever Taiwan, Nestle Hong Kong/China, Kimberly Clark Taiwan, Kraft Taiwan, and AB Mauri China. Also, worked for Makro as Buying Director rolling out the project of store reformulation and business turnaround, negotiating better terms and conditions; renovating promotion activities, conducting category management and joint business plan project George used to be a Distinguished Instructor to carry out trainings/workshops in China for the clients including Coca Cola, Pernod Ricard, Associated British Foods, Twin Lotus, Nongfu Spring, Sanquan and Synear Frozen Foods, Master Kong Instant Noodles, ExxonMobil, PACCAR….., helping the client to enhance employee’s skills and competencies and building the best business practices In general, George has extensive experience and knowledge in Sales, Marketing, and Retail Buying at FMCG/Retail industry, specialized in marketing strategy, channel development, customer management, salesforce effectiveness, and business negotiation ![george](https://totalnegotiation.com/hs-fs/hubfs/george.png?width=580&height=663&name=george.png) ![george k website photo](https://totalnegotiation.com/hs-fs/hubfs/george%20k%20website%20photo.png?width=500&height=500&name=george%20k%20website%20photo.png) ### George Kioussis #### Associate **Languages:** English, Greek **Location:** Canada - Category Management - Negotiation ### George Kioussis #### Associate **Location:** Canada **Languages:** English, Greek **TN focus:** Category Management, Negotiation **Experience:** Director Category Management, Merchandising Planning, Pricing and Promotions (Metro) Director of Private Brands North America (Circle K) Director of National Procurement (Circle K) Director of Merchandising & Marketing (Circle K) Category Management and Merchandising (Loblaw) **Industry:** \[retail, FMCG, marketing\] **Specialisms:** Sophisticated Trade Negotiations National Procurement Category Management Merchandising, Planning and Strategy Strategic Pricing and Promotional Architecture Private Brands George brings a stellar track record of achieving sustained sales, margin, EBITDA and share growth over a rewarding career spanning 30 years in the retail sector.  With outstanding contributions to the success of multiple major retailers, his leadership and versatility have been integral to his rise through progressive senior level experiences in multiple disciplines including Sourcing and Procurement, Merchandising, Category Management, Strategic Planning, Financial Governance, Marketing, Private Brands, Pricing and Promotional Architecture. He possesses an innate ability to passionately lead and inspire people with an established reputation for driving transformational change, promoting continuous improvement, and delivering high-level business results in complex environments. George combines solid business, strategic and financial acumen with dynamism, energy and a collaborative leadership style, which have been essential hallmarks in creating positive team cultures that delivered exceptional results at large scale national, global and inter-provincial retailers including Loblaw, Circle K and Metro. An approachable and trusted expert, he embraces a natural consultative mindset, and a positive, hands-on approach, enthusiastically sharing his insights and experiences - ultimately helping teams step change their capability and clients achieve their learning objectives.  Moreover, his interpersonal savvy, and multi-dimensional relationship management skills have facilitated a performance history of win-win successes with CPG Suppliers and internal cross-functional stakeholders. ![george k website photo](https://totalnegotiation.com/hs-fs/hubfs/george%20k%20website%20photo.png?width=500&height=500&name=george%20k%20website%20photo.png) ![glyn-billinghurst-expert](https://totalnegotiation.com/hs-fs/hubfs/total-negotiation-group-experts-20%20(1).png?width=1600&height=1200&name=total-negotiation-group-experts-20%20(1).png) ### Glyn Billinghurst #### Associate **Languages:** English **Location:** UK - Negotiation - Selling - Route to Market ### Glyn Billinghurst #### Associate **Location:** UK **Languages:** English **TN focus:** Negotiation, Selling, Route to Market **Experience:** PepsiCo Glyn - managed the leading operators in the UK Wholesale and Grocery channel, led the Convenience channel team, Country Manager for the Island-of-Ireland. Senior Vice President International and Managing Director for the European business at Shoes for Crews LLC **Industry:** FMCG **Specialisms:** Business turnaround, change management, project management, team building and operational performance Glyn is an experienced executive level professional whose commercial, managerial, operational capabilities and insight have been shaped by working with Multinational Organisations such as Walkers, PepsiCo, Unilever, Shoes for Crews and Munster Rugby. At PepsiCo Glyn managed the leading operators in the UK Wholesale and Grocery channel, and led the Convenience channel team, concluding his tenure as Country Manager for the Island-of-Ireland. Working with Sales, Trade Marketing, Marketing Insights and Category Development delivering plans through all key stakeholders and channels. In the last 9 years Glyn worked for Shoes for Crews LLC as Senior Vice President International and Managing Director for the European business. Glyn transformed the European business implemented a revenue management strategy, re-structured the commercial team, changed the route to market and introduced capability programmes all with a constant focus on execution and an enhanced customer experience. Glyn also established the Shoes for Crews strategy for the APAC region, entered the Australian market and re-purposed the business in the Canadian market. Glyn’s professional passion lies in delivering positive results and accelerated growth through the development of leaders, teams and organisations he works with. Glyn has a proven track record in business turnaround, change management, project management, team building and operational performance improvement. Glyn is currently completing a MSc in Personal and Management Coaching, writing a thesis on “An exploration of how coaching impacts the adaptability of teams” ![glyn-billinghurst-expert](https://totalnegotiation.com/hs-fs/hubfs/total-negotiation-group-experts-20%20(1).png?width=1600&height=1200&name=total-negotiation-group-experts-20%20(1).png) ![hartmut-junghahn-expert](https://totalnegotiation.com/hs-fs/hubfs/total-negotiation-group-experts-22%20(1).png?width=1600&height=1200&name=total-negotiation-group-experts-22%20(1).png) ### Hartmut Junghahn #### Associate **Languages:** English, Spanish **Location:** USA - Negotiation - Selling - Route to Market - Revenue Management - Category Management ### Hartmut Junghahn #### Associate **Location:** USA **Languages:** English, Spanish **TN focus:** Negotiation, Selling, Route to Market, Revenue Management, Category Management **Industry:** \[FMCG, consulting\] ![hartmut-junghahn-expert](https://totalnegotiation.com/hs-fs/hubfs/total-negotiation-group-experts-22%20(1).png?width=1600&height=1200&name=total-negotiation-group-experts-22%20(1).png) ![heiko-stuhr-expert](https://totalnegotiation.com/hs-fs/hubfs/total-negotiation-group-experts-23.png?width=1600&height=1200&name=total-negotiation-group-experts-23.png) ### Heiko Stuhr #### Managing Partner, DACH **Languages:** German, Italian, English **Location:** Germany - Negotiation - Selling - Route to Market - Revenue Management ### Heiko Stuhr #### Managing Partner, DACH **Location:** Germany **Languages:** German, Italian, English **TN focus:** Negotiation, Selling, Route to Market, Revenue Management **Experience:** Commercial Planning (ICP), organisational design, route-to-market & channel Strategy, revenue growth management, growth strategies and transformation process, end-to-end value chain: supply chain management & procurement **Industry:** \[FMCG, pharma, beauty, l\_d\] **Specialisms:** Selling and negotiation, key account management Heiko has more than 25 years of experience in the FMCG, Cosmetics, DIY and Pharmacy market. He worked for the Beiersdorf AG in different leadership roles in Sales, Marketing, Trade Marketing and as Supply Chain Director before he started to work as consultant and joined TNG recently as Associate. His passion is setting up sustainable profitable growth strategies and their transformation into cross-functional organisations with structured implementation plans. Out of his broad experience he is fast in identifying and networking strengths along the entire "value chain", "end to end" from supplier to consumer. Heiko is an visionary leader with high empathy and is acting very solution and target oriented. His comprehensive cross functional experience allows him to support teams to deliver outstanding and realizable solutions. Heiko graduate in Business Administration and graduate in Social Economics. ![heiko-stuhr-expert](https://totalnegotiation.com/hs-fs/hubfs/total-negotiation-group-experts-23.png?width=1600&height=1200&name=total-negotiation-group-experts-23.png) ![ian-brooks-expert](https://totalnegotiation.com/hs-fs/hubfs/total-negotiation-group-experts-24-1.png?width=1600&height=1200&name=total-negotiation-group-experts-24-1.png) ### Ian Brooks #### Consulting Director **Languages:** English **Location:** UK - Negotiation - Selling - Route to Market ### Ian Brooks #### Consulting Director **Location:** UK **Languages:** English **TN focus:** Negotiation, Selling, Route to Market **Experience:** Customer Development Controller Mondelez UK, Senior National Sales Manager, Kohler Mira UK **Industry:** \[FMCG, retail\] **Specialisms:** Building transformational & sustainable B2B relationships, Trade term redesign and implementation Ian has enjoyed a career in consumer goods selling, marketing and retailing of over 30 years with Kraft Foods, Mondelez, United Biscuits, Kohler Mira and Aldi. He is a skilled negotiator whose extensive, senior commercial experience includes managing cross-category teams, extensive brand management and creating outstanding B2B relationships. Ian has extensive experience of trade terms structure redesign and implementation across all sectors of the UK retailing industry. Known for his passion to build transformational and sustainable customer/partner relationships, Ian loves to lead by example combining this with a passion to develop others. Ian has a direct/ ‘say it how it is’ style and he also embraces and acts on feedback. ![ian-brooks-expert](https://totalnegotiation.com/hs-fs/hubfs/total-negotiation-group-experts-24-1.png?width=1600&height=1200&name=total-negotiation-group-experts-24-1.png) ![lance website photo (1)](https://totalnegotiation.com/hs-fs/hubfs/lance%20website%20photo%20(1).png?width=500&height=500&name=lance%20website%20photo%20(1).png) ### James Pearson **Languages:** English **Location:** UK - Negotiation - Selling - Revenue Management ### James Pearson **Location:** UK **Languages:** English **TN focus:** Negotiation, Selling, Revenue Management **Experience:** Trading Director, Mars​. Head of Retail Sales & National Accounts Camelot​. Sales Director Independents Brakes Foodservice. **Industry:** \[FMCG, B2B\] **Specialisms:** Negotiation Strategy Convenience & Impulse Customers Building Collaborative Relationships Mentoring, Coaching James has significant experience across FMCG, Lottery and Foodservice where past roles include Trading Director, Head of Retail Sales & National Accounts and Sales Director. His experience ranges from leading large commercial teams through to driving organizational transformation as well as negotiating and building long term customer relationships. He has a track record of driving growth across multiple sectors.​ A qualified coach through the International Coach Federation, as well as a practitioner of NLP. Prior to joining TNG, James worked at National Provident Institution, Mars, Camelot and Brakes working closely with customers in Grocery, Convenience, Discount, Hospitality and Independents.​ James has a collaborative and approachable style and likes to build long lasting partnerships, drive strong results and bring the best out of those he works with. He will bring both a supplier and customer perspective to the table, to maximize the value that can be created for clients. ![lance website photo (1)](https://totalnegotiation.com/hs-fs/hubfs/lance%20website%20photo%20(1).png?width=500&height=500&name=lance%20website%20photo%20(1).png) ![jeff-lemon-expert](https://totalnegotiation.com/hs-fs/hubfs/total-negotiation-group-experts-25-1.png?width=1600&height=1200&name=total-negotiation-group-experts-25-1.png) ### Jeff Lemon #### Managing Partner, APAC **Languages:** English **Location:** ASIAPAC - Negotiation - Route to Market - Revenue Management - Selling - Category Management ### Jeff Lemon #### Managing Partner, APAC **Location:** ASIAPAC **Languages:** English **TN focus:** Negotiation, Route to Market, Revenue Management, Selling, Category Management **Experience:** Channel Director – Diageo, Head of Commercial – ATC **Industry:** \[FMCG, sport\] **Specialisms:** Negotiation Strategy, Capability and Embedding Asset commercialisation, Leverage Strategic planning and facilitation Jeff brings over 20 years of commercial experience in Australia and Asia. Jeff’s excellent background in FMCG, Consumer brands, Sports Administration and Negotiation Training services, brings a proven, structured, and collaborative approach to developing team capability and negotiation strategy to manage the full commercial conversation. During his 13 years at Diageo, he has worked in most markets across Asia, supporting supplier brands develop their "go to market strategy" to secure their objectives with distributors, On Premise and retail customers. Jeff has built a team of approachable experts, with significant APAC market experience in building capability in commercial teams and creating value through; negotiation, selling, account planning, category & channel strategy and RGM. Jeff’s leadership is approachable and authentic, with a focus on empowering others, he has successfully delivered multimarket projects across APAC. With a diverse career negotiating commercial deals as a buyer and seller, he naturally looks at both sides of the deal to create value. ![jeff-lemon-expert](https://totalnegotiation.com/hs-fs/hubfs/total-negotiation-group-experts-25-1.png?width=1600&height=1200&name=total-negotiation-group-experts-25-1.png) ![jo-murray-expert](https://totalnegotiation.com/hs-fs/hubfs/total-negotiation-group-experts-9.png?width=1600&height=1200&name=total-negotiation-group-experts-9.png) ### Jo Murray #### Global Account Director **Languages:** English **Location:** UK - Negotiation - Selling - Route to Market - Revenue Management ### Jo Murray #### Global Account Director **Location:** UK **Languages:** English **TN focus:** Negotiation, Selling, Route to Market, Revenue Management **Industry:** \[FMCG, consulting\] Jo has nearly 20 years commercial experience, most recently as UK & Ireland country manager for Clif Bar Europe. She brings extensive knowledge of customers and channels Europe wide including sports retail, health wholesalers, club and e-commerce. Her creative approach to account management led to several supplier awards.  Jo is a firm believer in coaching for success, and holds an ILM diploma in coaching and mentoring, as well as experience in personality profiling tools such as DISC and TILT. She has an open, collaborative and inclusive style and loves to challenge multi-functional teams to deliver on their objectives. ![jo-murray-expert](https://totalnegotiation.com/hs-fs/hubfs/total-negotiation-group-experts-9.png?width=1600&height=1200&name=total-negotiation-group-experts-9.png) ![Untitled design (26)](https://totalnegotiation.com/hs-fs/hubfs/Untitled%20design%20(26).jpg?width=1600&height=1200&name=Untitled%20design%20(26).jpg) ### Jon Studdert-Kennedy #### Associate **Languages:** English **Location:** UK - Negotiation ### Jon Studdert-Kennedy #### Associate **Location:** UK **Languages:** English **TN focus:** Negotiation **Experience:** Commercial Director, Valeo Snackfoods Brands Director, Samworth BrothersChannels Director, Mars UK **Industry:** FMCG **Specialisms:** Commercial strategy and capability Terms, pricing and complex negotiation across Brands and Retailer Private Labels. Jon has 30 years’ broad experience in senior commercial roles, working with leading brands and retailer private labels. In 21 years at Mars UK, he held a variety of commercial management and senior leadership positions in all of Mars’ core categories. Jon’s commercial and leadership capabilities were shaped fundamentally during his time with Mars, and he benefitted from attending a vast range of world-class training and development programmes, including leadership courses at the London Business School. From 2019 to 2023, Jon was Commercial Director for the UK snack foods business unit at Valeo Foods, leading the UK & International commercial functions, including Sales, Marketing, Category, Shopper, and Innovation. A member of the UK Executive Team, Jon was accountable for the full commercial P&L and several significant, complex change programmes, including the integration and merging of three separate business units. Across a variety of executive and large-team leadership roles, Jon has developed a keen curiosity, empathy, and deep experience of the unique requirements of senior leaders and executive teams in harnessing pressure and change to deliver effective commercial strategies and organisational transformation. ![Untitled design (26)](https://totalnegotiation.com/hs-fs/hubfs/Untitled%20design%20(26).jpg?width=1600&height=1200&name=Untitled%20design%20(26).jpg) ![sweeney website photo](https://totalnegotiation.com/hs-fs/hubfs/sweeney%20website%20photo.png?width=500&height=500&name=sweeney%20website%20photo.png) ### Jonathan Sweeney #### Associate **Languages:** English **Location:** ASIAPAC - Negotiation - Selling - Category Management - Route to Market ### Jonathan Sweeney #### Associate **Location:** ASIAPAC **Languages:** English **TN focus:** Negotiation, Selling, Category Management, Route to Market **Experience:** Head of Trade Marketing Reckitt, Head of Sales L’Oreal, Merchandise Manager Woolworths (NZ), Guest Lecturer (UNITEC) **Industry:** \[FMCG, education, consulting\] **Specialisms:** Negotiation | Building Commercial Arguments | Selling | Relationship Management | Strategy Evolution and Growth Jono has a depth of commercial experience from both the UK and NZ. His formative years, in the UK, were with Whitbread Take Home (now AB Inbev), Pepsico Foods (Fritolay), R J Reynolds & Northern Foods. He excelled in customer facing roles, the leadership/development of people and rose from territory management to National sales leadership/Business Unit control within 6 years. In NZ, as part of a new commercial team at Reckitt who transformed the business, he grew category as a function and nurtured many individuals who went on to global roles. At L'Oreal, as head of sales, he and his team made the brand true mass market via building a leading category position within mainstream grocery. A move to retail saw him support the launch of pharmacy, as an offer within Woolworths (NZ), and go on to lead a merchandise department, giving him a depth of trading expertise from 'both sides of the desk’. Latterly Jono, as well as having had the opportunity to lecture within higher education on Integrated Marketing and Strategy development, has nurtured a business advisory offer that is focused on excellence of execution of the business basics. He is still actively involved (NZ and trans-Tasman) with clients who want to grow business in ANZ grocery.  ![sweeney website photo](https://totalnegotiation.com/hs-fs/hubfs/sweeney%20website%20photo.png?width=500&height=500&name=sweeney%20website%20photo.png) ![Untitled design (20)](https://totalnegotiation.com/hs-fs/hubfs/Untitled%20design%20(20).jpg?width=1600&height=1200&name=Untitled%20design%20(20).jpg) ### Jonathan Wen 文 天 祿 #### Associate **Languages:** Chinese **Location:** Taiwan - Negotiation ### Jonathan Wen 文 天 祿 #### Associate **Location:** Taiwan **Languages:** Chinese **TN focus:** Negotiation **Experience:** Over 30 years experience industry primarily in Taiwan & SE China. Executive roles in both off & on premise.Worked for international drinks organizations (Moet-Hennessy/Diageo) & also in the private sector (Burn Stewart) with a consistent record of success **Industry:** FMCG **Specialisms:** Commercial strategy and operational plan development Business Development   Over 30 years experience industry primarily in Taiwan & SE China. Executive roles in both off & on premise. Worked for international drinks organizations (Moet-Hennessy/Diageo) & also in the private sector (Burn Stewart) with a consistent record of success Participated in the building of major brands in Taiwan & China Hennessy Johnnie Walker and Scotish Leader. Demonstrated strong team leader skills & have proven distribution management experience ![Untitled design (20)](https://totalnegotiation.com/hs-fs/hubfs/Untitled%20design%20(20).jpg?width=1600&height=1200&name=Untitled%20design%20(20).jpg) ![katja-haars-expert](https://totalnegotiation.com/hs-fs/hubfs/total-negotiation-group-experts-28%20(1).png?width=1600&height=1200&name=total-negotiation-group-experts-28%20(1).png) ### Katja Haars #### Associate **Languages:** English, German **Location:** Germany - Negotiation - Procurement ### Katja Haars #### Associate **Location:** Germany **Languages:** English, German **TN focus:** Negotiation, Procurement **Industry:** \[FMCG, consulting\] ![katja-haars-expert](https://totalnegotiation.com/hs-fs/hubfs/total-negotiation-group-experts-28%20(1).png?width=1600&height=1200&name=total-negotiation-group-experts-28%20(1).png) ![kevin website photo](https://totalnegotiation.com/hs-fs/hubfs/kevin%20website%20photo.png?width=500&height=500&name=kevin%20website%20photo.png) ### Kevin Cole #### Consulting Director **Languages:** English **Location:** Canada - Negotiation - Route to Market - Revenue Management - Category Management - Selling ### Kevin Cole #### Consulting Director **Location:** Canada **Languages:** English **TN focus:** Negotiation, Route to Market, Revenue Management, Category Management, Selling **Experience:** 20+ years FMCG go-to-market experience with Mars, Ferreo, GSK CH (now Haleon), plus executive level roles with Stem Animal Health and Trueleaf Petcare. **Industry:** FMCG **Specialisms:** Organisation transformation - solving complex problems​ Revenue management and P&L optimisation​ Strategic channel & customer segmentation Kevin has 24 years experience in CPG and is an experienced Executive that has led multifunctional teams locally, regionally and globally to accelerate sales and exceed profit objectives. Kevin’s past roles span all ‘Go-to-Market’ functions and include leadership roles at GSK CH (now Haleon), FERRERO, MARS Petcare Canada as Vice President and most recently President and CEO of STEM Animal Health. ​ Kevin has a proven track record of helping businesses and teams define problems, identify growth opportunities, develop strategic plans and drive multi-functional collaboration to execute those plans to exceed growth and profit objectives.​ An approachable expert, Kevin has great knowledge of consumer/shopper insights, category management, channel and customer management which he leverages to help many teams step change their capability and performance ![kevin website photo](https://totalnegotiation.com/hs-fs/hubfs/kevin%20website%20photo.png?width=500&height=500&name=kevin%20website%20photo.png) ![lance website photo](https://totalnegotiation.com/hs-fs/hubfs/lance%20website%20photo.png?width=500&height=500&name=lance%20website%20photo.png) ### Lance Ward #### Senior Vice President, North America and Global Head of Negotiation **Languages:** English **Location:** North America - Selling - Negotiation ### Lance Ward #### Senior Vice President, North America and Global Head of Negotiation **Location:** North America **Languages:** English **TN focus:** Selling, Negotiation **Experience:** Consulting **Industry:** \[FMCG, consulting\] Lance is global commercial leader with a proven track record scaling businesses across the U.S. and LATAM through market expansion, operational transformation, and strategic partnerships. Experienced in leading enterprise-wide initiatives that align people, process, and technology to generate sustainable revenue growth. He is a seasoned executive with 20+ years of experience scaling high-growth businesses, launching new market entries, and leading global enterprise-wide transformations. In a previous senior leadership role at a global consulting firm, Lance directed commercial go-to-market strategies that expanded business opportunities across North and South America. His focus on aligning cross-functional teams, structuring strategic partnerships, and enhancing solution portfolios helped unlock new revenue streams and elevate the firm’s market position driving over 30% annual revenue growth. Earlier in his career, Lance held leadership positions at Carbon Solutions and BodyBlocks Nutrition Systems, where he developed strategic initiatives that advanced product development, drove operational performance, and expanded market presence. Notably, he led a successful joint venture with a Chinese partner to introduce advanced manufacturing technology to the U.S. market and managed a $5M fundraising effort to launch and scale the N Motion energy products. These experiences have honed his skills in business development, operational scaling, and the management of cross-functional teams. Lance holds an MBA from Harvard Business School and a Bachelor’s degree in Mechanical Engineering from Stanford University. His academic background, combined with hands-on experience in executive leadership and strategic consulting, allows him to approach challenges with a balance of analytical rigor and creative problem-solving. ![lance website photo](https://totalnegotiation.com/hs-fs/hubfs/lance%20website%20photo.png?width=500&height=500&name=lance%20website%20photo.png) ![lynne-gordon-expert](https://totalnegotiation.com/hs-fs/hubfs/total-negotiation-group-experts-18%20(3)%20(1).png?width=1600&height=1200&name=total-negotiation-group-experts-18%20(3)%20(1).png) ### Lynne Gordon #### Associate **Languages:** English **Location:** South Africa - Selling ### Lynne Gordon #### Associate **Location:** South Africa **Languages:** English **TN focus:** Selling **Industry:** \[FMCG, consulting\] Lynne is a commercial marketer with over 20 years experience leading brands and businesses.  She loves a challenge, driven to answer tough sales & marketing questions that unlock sustainable sources of new demand.  Her strength lies in finding growth rooted in new solutions for humans – whether consumers, shoppers, partners, stakeholders or employees.  Lynne has diverse experience across FMCG, telco and consulting.  She started her career at P&G, leading marketing teams in South Africa and across the CEEMEA region.  She then went on to set up commercial marketing teams in 7 African markets for Nokia, helping build Africa’s top brand in Kenya, launch first-email services on the continent, and manage portfolio and go-to-market for 20 markets in MEA.  4 years as Africa CEO for a tech start-up and 7 years at Kantar Consulting leveraged her skills in creating and transforming organisations, driving category growth solutions, and winning with clients. Lynne is passionate about strategic solutions that really work in action.  She thrives on finding transformational potential for business, and then working with your own teams in the trenches to turn that insight into action to drive growth. ![lynne-gordon-expert](https://totalnegotiation.com/hs-fs/hubfs/total-negotiation-group-experts-18%20(3)%20(1).png?width=1600&height=1200&name=total-negotiation-group-experts-18%20(3)%20(1).png) ![lynne](https://totalnegotiation.com/hs-fs/hubfs/lynne.png?width=253&height=284&name=lynne.png) ### Lynne Hashinsky #### Associate **Languages:** English **Location:** Canada - Negotiation - Selling ### Lynne Hashinsky #### Associate **Location:** Canada **Languages:** English **TN focus:** Negotiation, Selling **Experience:** Country Manager, Amyris InternationalHead of Sales, broker managed businesses, Nestle Health Science (Canada)Director of Sales (Canada), Clif BarDirector Business Development, Nestle Canada **Industry:** \[FMCG, pharma, beauty\] **Specialisms:** Complex customer terms negotiations Broker management, contracts and training Acquisitions and Integration Lynn is a seasoned professional with over 25 years experience in the Consumer Goods industry, having held sales leadership roles at Mars and Nestle Canada as well as mission led organizations such as Seventh Generation and Clif Bar. Her extensive background has endowed her with deep Route to Market expertise across various classes of trade, including distributors and natural channel. As the Country Manager for Amyris International, Lynn had end to end accountability, navigating complex business landscapes and negotiations. Leading Sales for Nestle Health Science broker managed brands, Lynn fostered cross functional collaboration and alignment as acquisitions were integrated into the business. Lynn is an approachable expert with an ability to relate to all organizational levels.  She thrives on challenging norms with a collaborative spirit, aiming to extract the best from teams while sharing valuable business insights to optimize performance and embed learning. ![lynne](https://totalnegotiation.com/hs-fs/hubfs/lynne.png?width=253&height=284&name=lynne.png) ![marco-rossi-expert](https://totalnegotiation.com/hs-fs/hubfs/total-negotiation-group-experts-1%20(4).png?width=1600&height=1200&name=total-negotiation-group-experts-1%20(4).png) ### Marco Rossi #### Consulting Director **Languages:** English, French, Italian **Location:** UK - Revenue Management - Negotiation - Route to Market - Selling ### Marco Rossi #### Consulting Director **Location:** UK **Languages:** English, French, Italian **TN focus:** Revenue Management, Negotiation, Route to Market, Selling **Experience:** Sales Director, ET Browne UK, Food Business Unit Director, Nestle UK **Industry:** \[FMCG, pharma, beauty, retail, distributors\] **Specialisms:** Trade Terms, Grocery and multi channel customers, Negotiation strategy Marco is an entrepreneurial business leader with a strong expertise in commercial, retail and customer excellence, gained in over 25 years with leading Multinationals, SME’s, Distributors and Retailers, covering  General Management and Leadership roles in Mars, Nestle, L’Oréal and Barilla. A highly skilled negotiator, with a wealth of international experience including global customer negotiation,  retailer and CPD business units, category management , business transformation and operational excellence, across a range of sectors and regions. Marco has a natural ability to quickly understand people and cultures, with a strength of conviction and clear vision, which allows him to always get the best out of individuals and motivate teams. Results driven, insightful,  creative and passionate about people,  he is able to naturally lead and motivate people to deliver excellence results, whilst keeping an air of calm and confidence in all circumstances. ![marco-rossi-expert](https://totalnegotiation.com/hs-fs/hubfs/total-negotiation-group-experts-1%20(4).png?width=1600&height=1200&name=total-negotiation-group-experts-1%20(4).png) ![margarida-rodrigues-expert](https://totalnegotiation.com/hs-fs/hubfs/total-negotiation-group-experts-2%20(3)%20(1).png?width=1600&height=1200&name=total-negotiation-group-experts-2%20(3)%20(1).png) ### Margarida Rodrigues #### Associate **Languages:** English, Spanish, Portuguese **Location:** Portugal - Selling - Negotiation - Revenue Management ### Margarida Rodrigues #### Associate **Location:** Portugal **Languages:** English, Spanish, Portuguese **TN focus:** Selling, Negotiation, Revenue Management **Experience:** Executive VP – Best Experienced in FMCG roles, Organized Trade Sales, Lead POS execution, Channel/Customer Development **Industry:** FMCG **Specialisms:** Leading and Coaching Teams, Negotiating in trade environments, Creative negotiation solutions Margarida has 25 years of experience in FMCG market, both in retail and industry. With a large experience at multinational environment, she has developed solid expertise in sales and negotiation and strong leadership and coaching competencies. Margarida started her career at Auchan Group, where she performed different roles, both in operations and as a buyer, being accountable for the business plan, sales strategy development and national & international agreements negotiation with suppliers. In 2001, she joined PepsiCo, having performed different roles - National Account Manager, Trade Marketing Manager and then Sales Director.  Margarida currently coordinates a post-graduate course in Sales Management at IPAM University where she is also a guest lecturer in Negotiation. Since March 2016, she operates as a Coach and People Development Consultant. ![margarida-rodrigues-expert](https://totalnegotiation.com/hs-fs/hubfs/total-negotiation-group-experts-2%20(3)%20(1).png?width=1600&height=1200&name=total-negotiation-group-experts-2%20(3)%20(1).png) ![Copy of Untitled Design (4)](https://totalnegotiation.com/hs-fs/hubfs/Copy%20of%20Untitled%20Design%20(4).jpg?width=1600&height=1200&name=Copy%20of%20Untitled%20Design%20(4).jpg) ### Maricela Flores #### Associate **Languages:** English, Spanish **Location:** Mexico - Negotiation - Selling ### Maricela Flores #### Associate **Location:** Mexico **Languages:** English, Spanish **TN focus:** Negotiation, Selling **Experience:** Retail Commercial Lead, Yomp, Arca ContinentalKAM, Commercial Capabilities, Diageo Colombia, Commercial Strategy Manager OXXO Colombia, Commercial Category Manager OXXO México **Industry:** \[FMCG, distributors, retail\] **Specialisms:** Retail Management (Convenience & Wholesales), Procurement, Commercial Capabilities, Negotiation Skills, Commercial Enablement Maricela is a professional with more than 15 years of commercial experience developed across different Latin American markets such as México, Colombia and Argentina. Her experience working through CPG and retail gives her understanding of both supplier and retailer matter which she has leveraged to use as an approachable expert, using her commercial knowledge in order to pass it through as a capability enhancer. Working together, she would encourage teams to take a multiperspective way of thinking in order to transform proposals into actionable win-win solutions. ![Copy of Untitled Design (4)](https://totalnegotiation.com/hs-fs/hubfs/Copy%20of%20Untitled%20Design%20(4).jpg?width=1600&height=1200&name=Copy%20of%20Untitled%20Design%20(4).jpg) ![total-negotiation-group-experts-16](https://totalnegotiation.com/hs-fs/hubfs/total-negotiation-group-experts-16.png?width=1600&height=1200&name=total-negotiation-group-experts-16.png) ### Mark Cranstoun #### Chief Executive Officer, Founding Partner ​ **Languages:** English **Location:** UK - Negotiation ### Mark Cranstoun #### Chief Executive Officer, Founding Partner ​ **Location:** UK **Languages:** English **TN focus:** Negotiation **Experience:** Commercial Projects Director, Diageo ​Divisional Director, Diageo **Industry:** FMCG **Specialisms:** Terms Price increase implementations, Complex and major customer negotiation Mark is a highly skilled negotiator with extensive, senior commercial experience in the FMCG sector. His experience ranges from managing large commercial teams through to managing projects delivering transformational results. A qualified coach from Henley Management College, he is also a Licensed Practitioner of both Insights and NLP. Prior to co-founding Total Negotiation in 2009, Mark worked at Nat West, Swiss Bank Corporation, Mars and Diageo. Known for creating both pace and change that improve business performance. Mark is adept at understanding negotiations from multiple perspectives, which enables him to spot more opportunities to negotiate and helps ensure ongoing organisational alignment. ![total-negotiation-group-experts-16](https://totalnegotiation.com/hs-fs/hubfs/total-negotiation-group-experts-16.png?width=1600&height=1200&name=total-negotiation-group-experts-16.png) ![total-negotiation-group-experts-17 (1)](https://totalnegotiation.com/hs-fs/hubfs/total-negotiation-group-experts-17%20(1).png?width=1600&height=1200&name=total-negotiation-group-experts-17%20(1).png) ### Mark Grice #### Chief Commercial Officer, Founding Partner **Languages:** English **Location:** UK - Negotiation - Selling ### Mark Grice #### Chief Commercial Officer, Founding Partner **Location:** UK **Languages:** English **TN focus:** Negotiation, Selling **Experience:** UK Managing Director, Catalina Marketing, ​UK Sales and Marketing Director, Disney **Industry:** \[FMCG, licensing, marketing, financial Services\] **Specialisms:** Complex multi-party negotiations, Global alignment, Creative negotiation strategy Mark has developed his negotiation experience in a number of senior financial and commercial roles up to Board level, working extensively internationally. He works successfully in both B2C and B2B environments, adding value to complex negotiations through being able to easily move between operational and strategic modes of thinking. Prior to co-founding Total Negotiation he worked in FMCG, licensing, finance and marketing industries, including PWC, Diageo, Disney and Catalina Marketing. His style is described by clients as authoritative, flexible and passionate. He is challenging and thought provoking to ensure that clients are thorough in their preparation for negotiations. As a qualified Chartered accountant, Mark has a highly commercial outlook on negotiation. Worked with a FMCG client to create a saving of AUD$400k for FMCG client through a redistribution of investment between customers. Ongoing consultancy support of a client resulted in distribution agreements set to deliver additional market share and incremental margin of AUD$15m. Advised and supported a FMCG client to implement their first price in five years, delivering more than £3m in incremental profit. ![total-negotiation-group-experts-17 (1)](https://totalnegotiation.com/hs-fs/hubfs/total-negotiation-group-experts-17%20(1).png?width=1600&height=1200&name=total-negotiation-group-experts-17%20(1).png) ![mark-macdonald-expert](https://totalnegotiation.com/hs-fs/hubfs/total-negotiation-group-experts-4%20(3)%20(1).png?width=1600&height=1200&name=total-negotiation-group-experts-4%20(3)%20(1).png) ### Mark MacDonald #### Associate **Languages:** English **Location:** UK - Route to Market - Revenue Management ### Mark MacDonald #### Associate **Location:** UK **Languages:** English **TN focus:** Route to Market, Revenue Management **Experience:** Regional Customer Capabilities Director, Unilever Global Customer Capabilities Director, Unilever **Industry:** FMCG **Specialisms:** Commercial capability & learning strategy, Employee behaviour change, Improving efficiency & effectiveness of learning spend Mark has worked in Consumer Goods for 30 years covering Sales and Marketing at local, regional and global levels for Unilever. He has worked across the globe in over 40 countries and has a wealth of international experience in developing, selling and negotiating Revenue Management programmes such as trading terms restructures, price changes and promotional frameworks. He also has vast experience in Distributor Management in emerging markets. Marks focus for the last few years of his career with Unilever was strategy development and converting it into repeatable models and capability programmes so that behaviour change and business impact could be achieved by employees. Mark is an approachable expert who uses his experience to show people the art of the possible. He is encouraging and supportive with the ability to challenge people to strive for that bit extra. He shares many real world examples of the good and the bad he has done, and seen over his career, and uses them to drive key learning points. ![mark-macdonald-expert](https://totalnegotiation.com/hs-fs/hubfs/total-negotiation-group-experts-4%20(3)%20(1).png?width=1600&height=1200&name=total-negotiation-group-experts-4%20(3)%20(1).png) ![Screenshot 2024-10-11 at 11.59.57](https://totalnegotiation.com/hs-fs/hubfs/Screenshot%202024-10-11%20at%2011.59.57.png?width=266&height=288&name=Screenshot%202024-10-11%20at%2011.59.57.png) ### Marwa Abdelrahman #### Associate **Languages:** English, Arabic, French **Location:** Middle East - Negotiation ### Marwa Abdelrahman #### Associate **Location:** Middle East **Languages:** English, Arabic, French **TN focus:** Negotiation **Experience:** Marketing & Commercial Lead – Soulful Group ​Head of Marketing – Sunrise ME & EU ​Senior Consultant – Kantar UAE​Regional Marketing Manager – Unilever NAMET **Industry:** \[FMCG, beauty, luxury, telecommunications\] **Specialisms:** Strategic Partnership Development​ Sales Strategy & Revenue Management ​ Stakeholder relationship management ​ Contract negotiations​ Distributor Management​ Marwa Abdelrahman, a seasoned marketing & commercial professional with 20 years of experience, brings her expertise to the role of a TNG associate consultant.​ Throughout her career, Marwa held pivotal positions at Unilever, overseeing global iconic brands such as Dove, Vaseline, Ponds, Lux, Rexona, and Axe across Africa, the Middle East, Turkey, and Russia. Her strategic & business acumen contributed to a strong track record of profitable category growth and in-market leadership.​ As an Independent Consultant and Kantar Retail Affiliate, Marwa provided strategic consultancy services to diverse industries, including food, pharmaceuticals, luxury beauty, apparel, and technology. Her strategic thinking and commercial experience guided clients toward integrated solutions that drive business success. This breadth of exposure allows her to offer holistic perspectives to TNG’s clients, ensuring comprehensive and effective negotiation strategies.​ Recently, Marwa assumed the role of Head of Marketing at SunRice (Middle East & Europe). She led the establishment of the regional marketing department, overseeing strategy, branding, data analytics innovation development, media, digital implementation, and distributor management. Her adept navigation of supplier-retailer dynamics bridges shopper and retailer perspectives, creating compelling solutions and enhancing revenue management capabilities. ​ Marwa’s expertise spans stakeholder engagement, P&L and revenue management, talent development, cross-functional capabilities, and growth and expansion strategy. Known for her versatility, creative thinking, and passion for customers, she is well-equipped to help clients drive transformational growth in today’s digital world. ![Screenshot 2024-10-11 at 11.59.57](https://totalnegotiation.com/hs-fs/hubfs/Screenshot%202024-10-11%20at%2011.59.57.png?width=266&height=288&name=Screenshot%202024-10-11%20at%2011.59.57.png) ![massimo-parravicini-expert](https://totalnegotiation.com/hs-fs/hubfs/total-negotiation-group-experts-5%20(3)%20(1).png?width=1600&height=1200&name=total-negotiation-group-experts-5%20(3)%20(1).png) ### Massimo Parravicini #### Associate **Languages:** English, Italian **Location:** Italy - Negotiation - Selling ### Massimo Parravicini #### Associate **Location:** Italy **Languages:** English, Italian **TN focus:** Negotiation, Selling **Industry:** \[FMCG, consulting\] Massimo is a business trainer with extensive sales and marketing experience. Starting out as a sales rep while still a student, he then joined Unilever as a marketing trainee. He worked in various sales and marketing roles in Italy, UK and Europe for over twenty years. Since 2010 Massimo is a sales consultant and trainer with a focus on consumer product goods, pharmaceuticals and retail. He has developed and run training courses for key clients in a variety of disciplines such as sales excellence, negotiation, key account management, customer business planning, sales and operations planning, visual merchandising, category management, shopper marketing, on shelf availability, in store execution, finance for non finance managers, team building, leadership and coaching, presentation and facilitation skills. Massimo published A Guide to Sales Management with Business Expert Press in 2015. ![massimo-parravicini-expert](https://totalnegotiation.com/hs-fs/hubfs/total-negotiation-group-experts-5%20(3)%20(1).png?width=1600&height=1200&name=total-negotiation-group-experts-5%20(3)%20(1).png) ![Nigel profile pic - edited](https://totalnegotiation.com/hs-fs/hubfs/Nigel%20profile%20pic%20-%20edited.png?width=580&height=681&name=Nigel%20profile%20pic%20-%20edited.png) ### Nigel Parbhu #### Associate **Languages:** English, Mandarin **Location:** Canada - Revenue Management - Category Management ### Nigel Parbhu #### Associate **Location:** Canada **Languages:** English, Mandarin **TN focus:** Revenue Management, Category Management **Experience:** 12+ years of FMCG experience across functions, categories and geographies – Global Commercial Strategy Lead, UnileverHead of RGM North Asia, UnileverSenior Customer Strategy & Planning Lead, Unilever **Industry:** \[FMCG\] **Specialisms:** - Revenue Growth Management - Commercial Strategy - Corporate Strategy & Finance   Nigel brings 12+ years of Tier-1 FMCG experience at Unilever, spanning functions (Finance, Revenue Growth Management, Trade Marketing), geographies (North America, China/North Asia, LATAM, and SEA) and categories (Beauty & Personal Care, Home Care and Food). Nigel pairs deep RGM expertise (pricing, PPA, mix, promo optimization and trade investment) with broader commercial strategy, having also led category management and joint-value creation (JVC) teams. Blending global perspectives with local execution, he helps category teams land strategy into action: translating the category vision, RGM roadmap and execution principles into win-win joint business plans with retailers. Having operated at country, regional and global levels, Nigel thrives on partnering with cross-functional client teams around the globe to shape winning solutions for the category, retailer and shopper alike. ![Nigel profile pic - edited](https://totalnegotiation.com/hs-fs/hubfs/Nigel%20profile%20pic%20-%20edited.png?width=580&height=681&name=Nigel%20profile%20pic%20-%20edited.png) ![pascal-hermant-expert](https://totalnegotiation.com/hs-fs/hubfs/total-negotiation-group-experts-6%20(4)%20(1).png?width=1600&height=1200&name=total-negotiation-group-experts-6%20(4)%20(1).png) ### Pascal Hermant #### Associate **Languages:** English, Spanish **Location:** Spain - Negotiation - Selling ### Pascal Hermant #### Associate **Location:** Spain **Languages:** English, Spanish **TN focus:** Negotiation, Selling **Industry:** \[FMCG\] Pascal has worked in Consumer Goods and has done business with more than 40 countries on 4 continents, in a range of local and global sales and marketing leadership roles in Reckitt Benckiser and Danone. He speaks 4 languages and has lived in several countries like Belgium, France and Spain currently. Pascal has extensive experience in helping different businesses develop and implement sales acceleration plans, always with the aim of nurturing talent by developing and deploying sales capabilities. Pascal is an expert in sales force, key account, category, distributor and revenue management. His philosophy is simple, aligning strategy and execution delivers a disproportionately positive impact on topline growth, and relies on developing a strong performance culture and foster team commitment and responsibility. ![pascal-hermant-expert](https://totalnegotiation.com/hs-fs/hubfs/total-negotiation-group-experts-6%20(4)%20(1).png?width=1600&height=1200&name=total-negotiation-group-experts-6%20(4)%20(1).png) ![paul-hinson-expert](https://totalnegotiation.com/hs-fs/hubfs/total-negotiation-group-experts-7%20(4)%20(1).png?width=1600&height=1200&name=total-negotiation-group-experts-7%20(4)%20(1).png) ### Paul Hinson #### Chief Solutions Officer **Languages:** English **Location:** UK - Negotiation - Route to Market - Revenue Management ### Paul Hinson #### Chief Solutions Officer **Location:** UK **Languages:** English **TN focus:** Negotiation, Route to Market, Revenue Management **Industry:** \[FMCG\] Paul has over 18 years of commercial experience in FMCG working across the UK, US and Canada and brings a wealth of experience from leading key European projects.  Prior to joining Total Negotiation, Paul has worked for global multinationals including Colgate Palmolive and Premier Foods, whilst also bringing valuable SME experience where he was the Sales Director for Tom’s of Maine in the US. Paul has excellent commercial skillsets and experience covering commercial strategy, e-commerce, revenue growth management, trade terms, data and analytics, retail execution, category management, creative selling stories and retail media which gives him a wealth of broad knowledge to add value to our clients commercial challenges. Paul is a creative leader with a real passion for coaching and development.  His mix of experiences allows him to add real time value to commercial challenges ensuring that solutions deliver the maximum value whilst delivering against the broader commercial strategy. ![paul-hinson-expert](https://totalnegotiation.com/hs-fs/hubfs/total-negotiation-group-experts-7%20(4)%20(1).png?width=1600&height=1200&name=total-negotiation-group-experts-7%20(4)%20(1).png) ![Untitled design (23)](https://totalnegotiation.com/hs-fs/hubfs/Untitled%20design%20(23).jpg?width=1600&height=1200&name=Untitled%20design%20(23).jpg) ### Peter McSorley #### Associate **Languages:** English **Location:** USA - Negotiation - Revenue Management ### Peter McSorley #### Associate **Location:** USA **Languages:** English **TN focus:** Negotiation, Revenue Management **Experience:** NA Vice President, Procter & GambleNational Retail Team LeaderMarket Strategy and Planning,Global Sales Product Line Lead **Industry:** FMCG **Specialisms:** Retail Team design Regional and Global Initiative Launches Strategic Revenue, Category Channel Leader Peter is an accomplished 20+ year professional in the FMCG industry; most recently holding the position of Vice President – Procter & Gamble North America.  Over his career, Peter has led critical businesses within global and regional category roles, and  leading several of P&G’s fastest growing retailers across multiple channels of trade.  Peter’s career included several roles within P&G’s Market Strategy and Planning organization including leading the North America expansion of new brands including Febreze and Swiffer into the Canadian market, and the US Sales Leader for Tide - P&G’s largest US business.  Eventually, Peter was appointed Global Sales Leader for Pampers – P&G’s largest Global brand.  In addition to Category planning roles, Peter held numerous successful customer facing roles at the Category and Team Leader levels including Walmart, Dollar Channel, and Grocery (both National and Regional).  Peter drove breakthrough P&L results through a focused go-to-market approach of team design, skill development, account penetration, strategic alignment, and relentless focus on execution through multi-year joint business plans.  Peter is a creative and passionate industry expert with industry expertise spanning retail channels, and across a broad array of product categories including Health Care (OTC), Laundry and Cleaning, Beauty Care, Paper, Baby Care, and Pet Care.  Peter currently resides in Boise, Idaho.  ![Untitled design (23)](https://totalnegotiation.com/hs-fs/hubfs/Untitled%20design%20(23).jpg?width=1600&height=1200&name=Untitled%20design%20(23).jpg) ![Copy of Untitled Design (1)](https://totalnegotiation.com/hs-fs/hubfs/Copy%20of%20Untitled%20Design%20(1).jpg?width=1600&height=1200&name=Copy%20of%20Untitled%20Design%20(1).jpg) ### Pietro Gulì #### Associate **Languages:** Italian, English **Location:** Italy - Negotiation - Selling ### Pietro Gulì #### Associate **Location:** Italy **Languages:** Italian, English **TN focus:** Negotiation, Selling **Experience:** Coca-Cola HBC Italy Sales, Trade Marketing Commercial Capability Development & Business Development, Sales Director Consumer Health Bolton Group, P&G Sales & Trade Mktg **Industry:** \[FMCG, pharma\] **Specialisms:** Major Customers Negotiation Develop Commercial Capabilities Trade Mktg and Portfolio Strategy He has gained significant experience in Sales and Trade Marketing, holding senior positions in FMCG Multinational Companies such as Procter & Gamble, The Bolton Group and Coca-Cola Hellenic. After graduating and obtaining a Master's degree in International Relations, he began his career at Procter & Gamble where he remained for 10 years holding roles in Sales, Trade Marketing and was also responsible for the launch of an international project on Training & Development for the Sales Department. He then served as Sales Director in the Bolton Group for the Consumer Health Division and ended his corporate career at Coca-Cola Hellenic from 2005 to the end of 2021.  Since 2022 he has been working as a consultant collaborating with numerous Italian and foreign companies. He also works as a Business Trainer with a focus on the FMCG and Pharmaceutical Markets. The focus on the development of Commercial Skills has always been a priority and, in particular, in the 17 years spent in Coca-Cola Hellenic in addition to a significant experience in Customer Mgmt with the responsibility of the main national customers and creating the Multifunctional Teams for the entire CCHBC Group, he has also held the role of Commercial Capability Development Mgr. He follows Mentorship and Coaching projects. ![Copy of Untitled Design (1)](https://totalnegotiation.com/hs-fs/hubfs/Copy%20of%20Untitled%20Design%20(1).jpg?width=1600&height=1200&name=Copy%20of%20Untitled%20Design%20(1).jpg) ![Untitled design (3)](https://totalnegotiation.com/hs-fs/hubfs/Untitled%20design%20(3).jpg?width=1600&height=1200&name=Untitled%20design%20(3).jpg) ### Ralph Ballard #### Director of Learning Excellence **Languages:** English **Location:** UK - Negotiation ### Ralph Ballard #### Director of Learning Excellence **Location:** UK **Languages:** English **TN focus:** Negotiation **Experience:** Head of Commercial Capability - Diageo​, Senior Marketing & Commercial Manager – Mitchells & Butlers **Industry:** \[FMCG, retail\] **Specialisms:** Organisational capability building, CPI negotiations Ralph has worked in Consumer Goods for 20 years in senior commercial roles for both retailers and suppliers. Latterly in his corporate career he moved into learning and development and has lead big change management and capability projects across multiple markets and regions, globally. Ralph is a highly skilled and experienced negotiation capability developer, who is as adept on his feet running large scale commercial change programmes, facilitating inspiring virtual and face-to-face workshops, as he is coaching individuals, line managers and leadership teams.  Ralph loves positively challenging people to be their best, surpassing their own expectations and in doing so driving commercial benefits to their arenas. Very action orientated with a keen eye for detail, Ralph is the go to person to get things done at pace. His passion for growing people, teams, and companies by establishing the right learning environments for their needs is his core driving force by bringing a positive blend of support, challenge, proactivity and inspiration to all situations. ![Untitled design (3)](https://totalnegotiation.com/hs-fs/hubfs/Untitled%20design%20(3).jpg?width=1600&height=1200&name=Untitled%20design%20(3).jpg) ![richard-coker-expert](https://totalnegotiation.com/hs-fs/hubfs/total-negotiation-group-experts-12%20(2)%20(1).png?width=1600&height=1200&name=total-negotiation-group-experts-12%20(2)%20(1).png) ### Richard Coker #### Head of Advisory, APAC **Languages:** English **Location:** ASIAPAC - Negotiation - Revenue Management - Category Management - Route to Market - Selling ### Richard Coker #### Head of Advisory, APAC **Location:** ASIAPAC **Languages:** English **TN focus:** Negotiation, Revenue Management, Category Management, Route to Market, Selling **Experience:** Head of National Sales, BAT Director Channel Sales, Hasbro UK, National Account Manager, L'Oreal **Industry:** \[FMCG, DIY, entertainment, hardware, start\_ups, consulting\] **Specialisms:** Strategic Joint Customer Business Planning, Trading Terms, Spend Optimisation, Strategic & Commercial Negotiations Rich brings over 20+years of Commercial Sales Leadership experience in Consumer Goods. His passion for sales was born at Unilever and L’Oreal in the UK where he worked within Shopper market research, Category Management and Account Management roles across leading UK retailers. His commercial experience with Hasbro Asia Pacific leading National Field sales teams and heading up Grocery /Mass Merchant and distributors, then as Channel Director across the UK and EU helped to develop long lasting commercial relationships whilst managing customer price and terms harmonisation across retailers within Europe. Rich’s family ties led him back to Sydney as Head of National Sales role at British American Tobacco leading high performing teams across a $6bn business and successfully navigating high stake pricing and terms negotiations across Grocery, Independent and convenience channels.  Rich then established a Sales Consulting business working across FMCG, Hardware, Construction and VR/ AI tech start-ups prior to working with Total Negotiation Group where he supports clients to win the commercial conversation through CPI, Trade terms, Joint Business Planning and RGM levers. Rich has an engaging and approachable style with a proven success in challenging different thinking and solving client’s problems. He is passionate about helping to drive high performing teams for his clients who often consider them a part of their business! ![richard-coker-expert](https://totalnegotiation.com/hs-fs/hubfs/total-negotiation-group-experts-12%20(2)%20(1).png?width=1600&height=1200&name=total-negotiation-group-experts-12%20(2)%20(1).png) ![Untitled design (18)](https://totalnegotiation.com/hs-fs/hubfs/Untitled%20design%20(18).jpg?width=1600&height=1200&name=Untitled%20design%20(18).jpg) ### Robert Jan Werkhoven #### Associate **Languages:** Dutch, English **Location:** Netherlands/Benelux - Negotiation ### Robert Jan Werkhoven #### Associate **Location:** Netherlands/Benelux **Languages:** Dutch, English **TN focus:** Negotiation **Experience:** Key Account ManagementCommercial Director Northern EuropeCommercial Transformation Director NE **Industry:** FMCG **Specialisms:** Customer Collaboration & Negotiation Route to Market/Route to consumer Field Sales & Customer Marketing Capability building Robert Jan has 25 years of experience within the FMCG industry. He has grown his career in Diageo, covering several roles in the main commercial areas of Field Sales Management, Key Account Management and Customer Marketing. He has also built his experience in Learning & Development whilst he was heading up a commercial capability faculty for Europe & Africa. Robert Jan has been in different leadership roles over the past years, as a Commercial Director and as Commercial Transformation director, he has successfully steered the teams through dynamic business environments, consistently delivering growing results He is recognized for his outstanding negotiation skills, which have played a pivotal role in creating successful partnerships with wholesalers, key accounts and distributors all driving joint value to the businesses. In summary, Robert Jan is an energized facilitator and coach, leveraging the experiences and examples he picked up on the way, striving to grow individuals, groups and businesses ![Untitled design (18)](https://totalnegotiation.com/hs-fs/hubfs/Untitled%20design%20(18).jpg?width=1600&height=1200&name=Untitled%20design%20(18).jpg) ![Copy of Untitled Design (5)](https://totalnegotiation.com/hs-fs/hubfs/Copy%20of%20Untitled%20Design%20(5).jpg?width=1600&height=1200&name=Copy%20of%20Untitled%20Design%20(5).jpg) ### Roberta Parollo #### Associate **Languages:** English, Italian **Location:** Italy - Category Management ### Roberta Parollo #### Associate **Location:** Italy **Languages:** English, Italian **TN focus:** Category Management **Experience:** 15 years in marketing FMCG and Prestige Beauty, 10 in Branding and Integrated communication - 15 years in executive training **Industry:** \[FMCG, beauty\] **Specialisms:** Brand Positioning and Re-positioning Branding for small enterprises New Concept development Traditional Retail Restaurant Marketing Roberta is a senior consultant with 25+ years in marketing and brand communication  industries. She has started her marketing carrier in P&G for 10 years and Coty for 5 years. Then worked in Italian and international advertising agencies for the last 10 years as a strategic director. While developing her marketing career, Roberta has cultivated her passion for training marketers and senior students with her professional competences: in the last 20 years she has delivered more than 5000 hours of lectures between executive trainings in multinational companies, II level University Masters, as well as University undergraduate education. She has trained global marketing teams of global companies such as Lavazza, Campari, Barilla, Bolton Group. Expert in subjects spanning from Marketing innovation in FMCG and services, Brand Positioning, Branding for small enterprises, Marketing planning, Communication strategies, Marketing Made in Italy, Consumer Insights and Marketing KPIs, she is also a specialist of Restaurant and Retail Marketing. She wrote several books on Consultancy for small enterprises, Restaurant marketing, Hotel and Tourism marketing  and Traditional Retail marketing. Since 2020 she is a professional publicist. She is a student of History of Art at Pisa University. Roberta currently resides in Milan, Italy. ![Copy of Untitled Design (5)](https://totalnegotiation.com/hs-fs/hubfs/Copy%20of%20Untitled%20Design%20(5).jpg?width=1600&height=1200&name=Copy%20of%20Untitled%20Design%20(5).jpg) ![roman-henao-expert](https://totalnegotiation.com/hs-fs/hubfs/total-negotiation-group-experts-13%20(3)%20(1).png?width=1600&height=1200&name=total-negotiation-group-experts-13%20(3)%20(1).png) ### Roman Henao #### Associate **Languages:** English, Spanish **Location:** Colombia - Negotiation - Selling - Route to Market ### Roman Henao #### Associate **Location:** Colombia **Languages:** English, Spanish **TN focus:** Negotiation, Selling, Route to Market **Industry:** \[FMCG\] ![roman-henao-expert](https://totalnegotiation.com/hs-fs/hubfs/total-negotiation-group-experts-13%20(3)%20(1).png?width=1600&height=1200&name=total-negotiation-group-experts-13%20(3)%20(1).png) ![tijs-dujardin-expert](https://totalnegotiation.com/hs-fs/hubfs/total-negotiation-group-experts-24%20(1)-1.png?width=1600&height=1200&name=total-negotiation-group-experts-24%20(1)-1.png) ### Tijs Dujardin #### Associate **Languages:** English, Dutch **Location:** Netherlands - Route to Market - Revenue Management ### Tijs Dujardin #### Associate **Location:** Netherlands **Languages:** English, Dutch **TN focus:** Route to Market, Revenue Management **Industry:** \[FMCG\] Tijs has over 12 years of experience working as a consultant across a wide range of sectors, clients and geographies. His main area of expertise is the creation of category growth strategies and turning these strategies into real-life (shopper) activations that actually find their way to the trade. Tijs is an inspiring business professional who’s highly respected for his strategic, though pragmatic thinking. His motto is that complexity doesn’t sell hence why he always aims to turn complexity into easy-to-understand strategies that will land with both new starters as well as C-level stakeholders. Before joining Kantar Consulting, Tijs spent 5 years with Proctor and Gamble in various Marketing & Shopper roles. He’s fluent in English and Dutch. ![tijs-dujardin-expert](https://totalnegotiation.com/hs-fs/hubfs/total-negotiation-group-experts-24%20(1)-1.png?width=1600&height=1200&name=total-negotiation-group-experts-24%20(1)-1.png) ![Untitled design (12)](https://totalnegotiation.com/hs-fs/hubfs/Untitled%20design%20(12).jpg?width=1600&height=1200&name=Untitled%20design%20(12).jpg) ### Sam Mead #### Associate **Languages:** English **Location:** ASIAPAC - Selling - Negotiation ### Sam Mead #### Associate **Location:** ASIAPAC **Languages:** English **TN focus:** Selling, Negotiation **Experience:** Head of L&D, Endeavour Drinks GroupSenior Consultant, Human Synergistics National Account Manager, Diageo **Industry:** \[FMCG, marketing\] **Specialisms:** Learning and Development Specialist, Culture and Leadership Coaching, Business Transformation, Negotiation Strategy and Capability Development. Strategic Planning and Facilitation ![Untitled design (12)](https://totalnegotiation.com/hs-fs/hubfs/Untitled%20design%20(12).jpg?width=1600&height=1200&name=Untitled%20design%20(12).jpg) ![said-abuhamdah-expert](https://totalnegotiation.com/hs-fs/hubfs/total-negotiation-group-experts-15%20(2)%20(1).png?width=1600&height=1200&name=total-negotiation-group-experts-15%20(2)%20(1).png) ### Said Abuhamdah #### Associate **Languages:** English, Arabic **Location:** UK - Negotiation ### Said Abuhamdah #### Associate **Location:** UK **Languages:** English, Arabic **TN focus:** Negotiation **Experience:** Commercial Director, Maersk **Industry:** \[FMCG\] **Specialisms:** Category management and business excellence (EFQM methodology) ![said-abuhamdah-expert](https://totalnegotiation.com/hs-fs/hubfs/total-negotiation-group-experts-15%20(2)%20(1).png?width=1600&height=1200&name=total-negotiation-group-experts-15%20(2)%20(1).png) ![Untitled design (25)-1-1](https://totalnegotiation.com/hs-fs/hubfs/Untitled%20design%20(25)-1-1.png?width=1080&height=1080&name=Untitled%20design%20(25)-1-1.png) ### Sarah Lewis #### Associate **Languages:** English **Location:** UK - Negotiation - Selling - Route to Market ### Sarah Lewis #### Associate **Location:** UK **Languages:** English **TN focus:** Negotiation, Selling, Route to Market **Experience:** Transformation Director – Akzonobel, Commercial Director – Diageo **Industry:** \[FMCG, ecommerce, retail\] **Specialisms:** Commercial Strategy, Customer Marketing, Coaching for Performance Sarah has over 25 years of experience in general management, sales and business transformation including senior leadership roles with diverse and complex global organisations including Diageo, Akzonobel and Mars. She has hands-on experience of building and delivering commercial transformation programmes in multiple geographies and across a variety of sectors, markets and regulatory environments. Partnering with teams to define compelling outcomes; creating value generating solutions and ensuring those solutions are can be brilliantly executed are what you can expect from Sarah.  Recognised for her ability to make complex things simple, she combines her commercial and negotiation expertise with her professional coaching skills to create the conditions for everyone to realise breakthroughs in personal and business performance. ![Untitled design (25)-1-1](https://totalnegotiation.com/hs-fs/hubfs/Untitled%20design%20(25)-1-1.png?width=1080&height=1080&name=Untitled%20design%20(25)-1-1.png) ![Copy of Untitled Design (3)](https://totalnegotiation.com/hs-fs/hubfs/Copy%20of%20Untitled%20Design%20(3).jpg?width=1600&height=1200&name=Copy%20of%20Untitled%20Design%20(3).jpg) ### Scott McBeath #### Director of Consulting - RGM **Languages:** English **Location:** UK - Revenue Management ### Scott McBeath #### Director of Consulting - RGM **Location:** UK **Languages:** English **TN focus:** Revenue Management **Experience:** Global NRM Lead, Unilever, Client Business Partner, Nielsen **Industry:** FMCG **Specialisms:** Revenue Management Commercial Planning Advanced Analytics With over two decades of commercial experience in the FMCG sector, Scott has cultivated a deep understanding of Revenue Growth Management (RGM) through roles at industry leaders such as Unilever, Nielsen, L’Oreal, Reckitt Benckiser and Heineken. His career highlights include pivotal engagements at Unilever, where he led transformative efforts to enhance promotional capabilities, delivering impactful results across diverse markets and teams. Scott's professional journey spans a spectrum of roles, from hands-on experiences in category management and key account management to strategic leadership positions in advanced analytics, consulting, and customer strategy. This diverse background equips him with a comprehensive perspective to devise and implement robust commercial growth strategies tailored to meet the evolving demands of competitive markets. With a blend of creative thinking and analytical prowess, Scott excels in navigating complex business landscapes, identifying opportunities, and translating them into actionable plans that yield tangible outcomes. Committed to driving value for both customers and businesses, he is dedicated to delivering transformative results in dynamic and challenging environments. ![Copy of Untitled Design (3)](https://totalnegotiation.com/hs-fs/hubfs/Copy%20of%20Untitled%20Design%20(3).jpg?width=1600&height=1200&name=Copy%20of%20Untitled%20Design%20(3).jpg) ![simon-negus-expert](https://totalnegotiation.com/hs-fs/hubfs/total-negotiation-group-experts-18%20(4).png?width=1600&height=1200&name=total-negotiation-group-experts-18%20(4).png) ### Simon Negus #### Associate **Languages:** English **Location:** UK - Negotiation - Selling - Route to Market - Revenue Management ### Simon Negus #### Associate **Location:** UK **Languages:** English **TN focus:** Negotiation, Selling, Route to Market, Revenue Management **Experience:** Grocery Director, United Biscuits, Country Manager, United Biscuits **Industry:** FMCG **Specialisms:** Customer, Revenue & Distributor Management, Foodservice Simon has nearly 30 years of commercial experience, mainly within FMCG.  He started his career at Mars Confectionery in a variety of sales roles before moving into senior roles at United Biscuits.  He has worked both in the UK and Ireland, and has also worked extensively on growing International businesses and across Europe.   He joined the Total Negotiation Group as an Associate Consultant when the business was formed, and mixes his time between running capability workshops and hands on consulting to help clients overcome commercial challenges.  He has a lot of experience of helping to deliver Cost Price Increases, Trade Terms and Revenue Management projects.   His approach is very pragmatic, helped by the fact that he is still very much operating in the “real world” through his work outside of TNG.   ![simon-negus-expert](https://totalnegotiation.com/hs-fs/hubfs/total-negotiation-group-experts-18%20(4).png?width=1600&height=1200&name=total-negotiation-group-experts-18%20(4).png) ![total-negotiation-group-experts-1 (1)](https://totalnegotiation.com/hs-fs/hubfs/total-negotiation-group-experts-1%20(1).png?width=1600&height=1200&name=total-negotiation-group-experts-1%20(1).png) ### Steph Green #### VP Sales **Languages:** English, French, German **Location:** UK - Route to Market - Negotiation - Revenue Management ### Steph Green #### VP Sales **Location:** UK **Languages:** English, French, German **TN focus:** Route to Market, Negotiation, Revenue Management **Experience:** Category Director Aldi, COO Gymshark **Industry:** \[FMCG, retail\] **Specialisms:** Category management an vision Strategic planning Online Steph has 23 years experience in CPG and retail including board level, her past roles include Chief Commercial Officer at Gymshark, Category Director at Aldi UK and Head of Operational Marketing at Muller Dairy UK. She previously held various commercial roles at Pepsico, Reebok and Adidas. Fluent in French and proficient in German, Steph has a proven track record of helping businesses across the globe identify growth opportunities, develop strategic plans and drive cross functional collaboration to execute those plans. Steph has great knowledge of branded and own label markets, online and offline retail markets and understanding of both supplier and retailer issues which she has leveraged to help many businesses step change their revenue management capability. Steph is an expert in Category management, Shopper Understanding and turning Information to Insight. Steph is an approachable expert and uses her commercial knowledge and experience to challenge current ways of thinking. She will help bring a shopper and retailer perspective to transform commercial proposals into compelling, actionable solutions for clients. ![total-negotiation-group-experts-1 (1)](https://totalnegotiation.com/hs-fs/hubfs/total-negotiation-group-experts-1%20(1).png?width=1600&height=1200&name=total-negotiation-group-experts-1%20(1).png) ![stone-huang-expert](https://totalnegotiation.com/hs-fs/hubfs/total-negotiation-group-experts-20%20(3)%20(1).png?width=1600&height=1200&name=total-negotiation-group-experts-20%20(3)%20(1).png) ### Stone Huang #### Associate **Languages:** English, Chinese **Location:** Taiwan - Negotiation - Route to Market ### Stone Huang #### Associate **Location:** Taiwan **Languages:** English, Chinese **TN focus:** Negotiation, Route to Market **Experience:** Sales Director, Greater China, Maxxium, Sales Director, China, Diageo **Industry:** \[FMCG\] **Specialisms:** Route-to-Market Management, Sales Capability Enhancement program, Key Account/ Distributor Management Stone is a proven commercial expert with over 30 years sales and business development experience across Greater China region. He has been a facilitator for TNG for circa 8 years and prior to this he held senior management and commercial roles with leading FMCG players, including: Account Director (CTM) at Diageo GTME Greater China, National Sales Director at Maxxium China and Country Manager at Allied Domecq (PR) Taiwan. He has vast commercial experience across Greater China markets during a career with Maxxium, Allied Domecq (PR), Diageo and Riche Monde. He specialises in Negotiation, Route-to-Market (RTM) management, strategy, sales capability enhancement and operational execution. Stone has the passion to work with his clients to build a robust commercial team. He is supportive and encourages others to expand on their opinion. He excels in identifying the issues and then provides the recommendation by best utilising his own wealth of experience across Greater China markets. ![stone-huang-expert](https://totalnegotiation.com/hs-fs/hubfs/total-negotiation-group-experts-20%20(3)%20(1).png?width=1600&height=1200&name=total-negotiation-group-experts-20%20(3)%20(1).png) ![teresa-derubeis-expert](https://totalnegotiation.com/hs-fs/hubfs/total-negotiation-group-experts-22.png?width=1600&height=1200&name=total-negotiation-group-experts-22.png) ### Teresa Derubeis #### Associate **Languages:** English, French **Location:** Canada - Negotiation - Selling ### Teresa Derubeis #### Associate **Location:** Canada **Languages:** English, French **TN focus:** Negotiation, Selling **Experience:** President and Founder Executive Focus, President Achieve Global Canada, Country Manager Learning International, Regional VP Sales, Southam Business Communications **Industry:** \[FMCG, B2B\] **Specialisms:** Strategic Account Planning, Strategic Opportunity Analysis and plan development, Demand creation within existing accounts or prospects ![teresa-derubeis-expert](https://totalnegotiation.com/hs-fs/hubfs/total-negotiation-group-experts-22.png?width=1600&height=1200&name=total-negotiation-group-experts-22.png) ![Tom Choi](https://totalnegotiation.com/hs-fs/hubfs/Facilitators/Tom%20Choi.png?width=155&height=166&name=Tom%20Choi.png) ### Tom Choi #### Senior Consulting Director **Languages:** English **Location:** USA - Selling - Negotiation ### Tom Choi #### Senior Consulting Director **Location:** USA **Languages:** English **TN focus:** Selling, Negotiation **Experience:** VP Sales Kellog Company, VP Kroger Team Keurig Dr. Pepper, Director Safeway Albertson's Team Kimberly-Clark **Industry:** \[FMCG\] **Specialisms:** - Sales strategy - Shopper marketing - Talent builder & culture champion   Tom has over 30 years of sales, strategy, retail, operations, and leadership experience.  With 25 years in the CPG industry and over 7 years in Retail Management spanning both the US and Canada, Tom is a leader and expert in sales negotiations, profit and loss management, team and culture building, coaching, talent development, channel management, and omni-channel. Tom started his professional business journey with Shoppers Drug Mart, Canada’s pre-eminent National Drug Store Chain where he led retail management at 3 high volume and/or new store operations. From there he honed his account management skills working for Mead Johnson Nutritionalsfor 4 years before beginning a 16 year run of progressive business roles at Kimberly-Clark (2001-2017). Tom’s roles spanned from account management, market development, new business, retail operations, business development, to team leadership over large customer teams. During his time with Kimberly-Clark, Tom worked in 4 major North American centers from Vancouver, to Toronto (Canada), and from Cincinnati to Boise (US). Over the past 6 years, Tom has continued his leadership journey with significant leadership roles for Keurig Dr Pepper (2017 to 2019) and most recently leading large sales teams and major retail customers for Kellogg’s (2019 to 2023). ![Tom Choi](https://totalnegotiation.com/hs-fs/hubfs/Facilitators/Tom%20Choi.png?width=155&height=166&name=Tom%20Choi.png) ![victor-cantisanti-expert](https://totalnegotiation.com/hs-fs/hubfs/total-negotiation-group-experts-27%20(1).png?width=1600&height=1200&name=total-negotiation-group-experts-27%20(1).png) ### Victor Cantisanti #### Associate **Languages:** English, Spanish **Location:** Panama - Selling - Route to Market - Negotiation ### Victor Cantisanti #### Associate **Location:** Panama **Languages:** English, Spanish **TN focus:** Selling, Route to Market, Negotiation **Industry:** \[consulting, pharma, FMCG\] ![victor-cantisanti-expert](https://totalnegotiation.com/hs-fs/hubfs/total-negotiation-group-experts-27%20(1).png?width=1600&height=1200&name=total-negotiation-group-experts-27%20(1).png) ### Office team ![total-negotiation-group-experts-13 (1)](https://totalnegotiation.com/hs-fs/hubfs/total-negotiation-group-experts-13%20(1).png?width=1600&height=1200&name=total-negotiation-group-experts-13%20(1).png) ### Ava Moden #### Business Development Manager **Languages:** English **Location:** UK ### Ava Moden #### Business Development Manager **Location:** UK **Languages:** English ![total-negotiation-group-experts-13 (1)](https://totalnegotiation.com/hs-fs/hubfs/total-negotiation-group-experts-13%20(1).png?width=1600&height=1200&name=total-negotiation-group-experts-13%20(1).png) ![celine headshot](https://totalnegotiation.com/hs-fs/hubfs/celine%20headshot.png?width=640&height=640&name=celine%20headshot.png) ### Celine Brough #### Senior Client Services Executive **Languages:** English **Location:** UK ### Celine Brough #### Senior Client Services Executive **Location:** UK **Languages:** English ![celine headshot](https://totalnegotiation.com/hs-fs/hubfs/celine%20headshot.png?width=640&height=640&name=celine%20headshot.png) ![total-negotiation-group-experts-3 (2) (1)](https://totalnegotiation.com/hs-fs/hubfs/total-negotiation-group-experts-3%20(2)%20(1).png?width=1600&height=1200&name=total-negotiation-group-experts-3%20(2)%20(1).png) ### Chardae Yates #### Client Services Executive **Languages:** English **Location:** UK ### Chardae Yates #### Client Services Executive **Location:** UK **Languages:** English ![total-negotiation-group-experts-3 (2) (1)](https://totalnegotiation.com/hs-fs/hubfs/total-negotiation-group-experts-3%20(2)%20(1).png?width=1600&height=1200&name=total-negotiation-group-experts-3%20(2)%20(1).png) ![claire-bowen-expert](https://totalnegotiation.com/hs-fs/hubfs/total-negotiation-group-experts-3%20(1)-1.png?width=1600&height=1200&name=total-negotiation-group-experts-3%20(1)-1.png) ### Claire Bowen #### Operations Manager **Languages:** English **Location:** UK ### Claire Bowen #### Operations Manager **Location:** UK **Languages:** English ![claire-bowen-expert](https://totalnegotiation.com/hs-fs/hubfs/total-negotiation-group-experts-3%20(1)-1.png?width=1600&height=1200&name=total-negotiation-group-experts-3%20(1)-1.png) ![Untitled design (24)](https://totalnegotiation.com/hs-fs/hubfs/Untitled%20design%20(24).jpg?width=1600&height=1200&name=Untitled%20design%20(24).jpg) ### Demi-Leigh Sheahan #### Marketing Operations Manager **Languages:** English **Location:** UK ### Demi-Leigh Sheahan #### Marketing Operations Manager **Location:** UK **Languages:** English ![Untitled design (24)](https://totalnegotiation.com/hs-fs/hubfs/Untitled%20design%20(24).jpg?width=1600&height=1200&name=Untitled%20design%20(24).jpg) ![total-negotiation-group-experts-18 (2) (1)](https://totalnegotiation.com/hs-fs/hubfs/total-negotiation-group-experts-18%20(2)%20(1).png?width=1600&height=1200&name=total-negotiation-group-experts-18%20(2)%20(1).png) ### Gemma McCallum #### Business Development Manager **Languages:** English **Location:** UK ### Gemma McCallum #### Business Development Manager **Location:** UK **Languages:** English ![total-negotiation-group-experts-18 (2) (1)](https://totalnegotiation.com/hs-fs/hubfs/total-negotiation-group-experts-18%20(2)%20(1).png?width=1600&height=1200&name=total-negotiation-group-experts-18%20(2)%20(1).png) ![hannah-coker-expert](https://totalnegotiation.com/hs-fs/hubfs/total-negotiation-group-experts-6%20(1)-1.png?width=1600&height=1200&name=total-negotiation-group-experts-6%20(1)-1.png) ### Hannah Coker #### Head of Marketing **Languages:** English **Location:** UK ### Hannah Coker #### Head of Marketing **Location:** UK **Languages:** English ![hannah-coker-expert](https://totalnegotiation.com/hs-fs/hubfs/total-negotiation-group-experts-6%20(1)-1.png?width=1600&height=1200&name=total-negotiation-group-experts-6%20(1)-1.png) ![hannah-sossick-expert](https://totalnegotiation.com/hs-fs/hubfs/total-negotiation-group-experts-7%20(1)-1.png?width=1600&height=1200&name=total-negotiation-group-experts-7%20(1)-1.png) ### Hannah Sossick #### Graphic Designer **Languages:** English **Location:** UK ### Hannah Sossick #### Graphic Designer **Location:** UK **Languages:** English ![hannah-sossick-expert](https://totalnegotiation.com/hs-fs/hubfs/total-negotiation-group-experts-7%20(1)-1.png?width=1600&height=1200&name=total-negotiation-group-experts-7%20(1)-1.png) ![Jade website photo](https://totalnegotiation.com/hs-fs/hubfs/Jade%20website%20photo.png?width=500&height=500&name=Jade%20website%20photo.png) ### Jade Miller #### Client Services Executive **Languages:** English **Location:** UK ### Jade Miller #### Client Services Executive **Location:** UK **Languages:** English ![Jade website photo](https://totalnegotiation.com/hs-fs/hubfs/Jade%20website%20photo.png?width=500&height=500&name=Jade%20website%20photo.png) ![Untitled design (5)](https://totalnegotiation.com/hs-fs/hubfs/Untitled%20design%20(5).jpg?width=1600&height=1200&name=Untitled%20design%20(5).jpg) ### Kristan Morton #### National Account Manager **Languages:** English **Location:** UK ### Kristan Morton #### National Account Manager **Location:** UK **Languages:** English ![Untitled design (5)](https://totalnegotiation.com/hs-fs/hubfs/Untitled%20design%20(5).jpg?width=1600&height=1200&name=Untitled%20design%20(5).jpg) ![total-negotiation-group-experts-30 (1)](https://totalnegotiation.com/hs-fs/hubfs/total-negotiation-group-experts-30%20(1).png?width=1600&height=1200&name=total-negotiation-group-experts-30%20(1).png) ### Laura Parker #### National Account Manager **Languages:** English **Location:** UK ### Laura Parker #### National Account Manager **Location:** UK **Languages:** English ![total-negotiation-group-experts-30 (1)](https://totalnegotiation.com/hs-fs/hubfs/total-negotiation-group-experts-30%20(1).png?width=1600&height=1200&name=total-negotiation-group-experts-30%20(1).png) ![lyndsey-pickering-expert](https://totalnegotiation.com/hs-fs/hubfs/total-negotiation-group-experts-9%20(1)-1.png?width=1600&height=1200&name=total-negotiation-group-experts-9%20(1)-1.png) ### Lyndsey Pickering #### Head of Finance **Languages:** English **Location:** UK ### Lyndsey Pickering #### Head of Finance **Location:** UK **Languages:** English ![lyndsey-pickering-expert](https://totalnegotiation.com/hs-fs/hubfs/total-negotiation-group-experts-9%20(1)-1.png?width=1600&height=1200&name=total-negotiation-group-experts-9%20(1)-1.png) ![total-negotiation-group-experts-12 (1)-1](https://totalnegotiation.com/hs-fs/hubfs/total-negotiation-group-experts-12%20(1)-1.png?width=1600&height=1200&name=total-negotiation-group-experts-12%20(1)-1.png) ### Sarah Wilding #### Assistant Accountant **Languages:** English **Location:** UK ### Sarah Wilding #### Assistant Accountant **Location:** UK **Languages:** English **Experience:** ![total-negotiation-group-experts-12 (1)-1](https://totalnegotiation.com/hs-fs/hubfs/total-negotiation-group-experts-12%20(1)-1.png?width=1600&height=1200&name=total-negotiation-group-experts-12%20(1)-1.png) ![Untitled design (5)](https://totalnegotiation.com/hs-fs/hubfs/Untitled%20design%20(5).png?width=500&height=500&name=Untitled%20design%20(5).png) ### Steve McKillop #### Client Services Director **Languages:** English **Location:** UK ### Steve McKillop #### Client Services Director **Location:** UK **Languages:** English **Experience:** Customer Marketing, Procurement IT, Global Marketing Technology, Diageo. Steve’s 35-year career within he drinks business has been varied, covering multiple roles in the sales before transitioning to customer marketing, commercial planning, procurement and ultimately IT. The latter saw Steve take ownership of the way in which Diageo managed its digital content, developing numerous technology and process solutions as well as world class solutions to ensure the company’s internal and external needs were met. Steve considers his biggest strength to be the ability to drive efficiencies into complex processes – and quickly. A skilled collaborator who works at pace, always with the goal of simplification at the heart of everything he does, he is a man on a mission to use cutting edge technology, coupled with exceptional service levels to create business harmony! ![Untitled design (5)](https://totalnegotiation.com/hs-fs/hubfs/Untitled%20design%20(5).png?width=500&height=500&name=Untitled%20design%20(5).png) No results for the selected criteria #### We are Total Negotiation Group Transform your commercial outcomes with capability and consulting support from Total Negotiation Group. With a global footprint and a wealth of experience across category and channel, revenue growth management, customer planning, selling and negotiation, we are the trusted partner of the world’s largest FMCG manufacturers. #### Get in touch - [Team House](https://www.google.com/maps/search/?api=1&query=51.529672,-0.896401) - [1 Fairview Estate](https://www.google.com/maps/search/?api=1&query=51.529672,-0.896401) - [Henley-on-Thames](https://www.google.com/maps/search/?api=1&query=51.529672,-0.896401) - [Oxfordshire](https://www.google.com/maps/search/?api=1&query=51.529672,-0.896401) - [RG9 1HE](https://www.google.com/maps/search/?api=1&query=51.529672,-0.896401) **Tel: [+44 (0) 1491 728 090](tel:44001491728090)** [info@totalnegotiation.com](mailto:info@totalnegotiation.com) #### Find us on - [![linkedin](https://totalnegotiation.com/hs-fs/hubfs/skyron-2023/linkedin.png?width=60&height=60&name=linkedin.png)](https://uk.linkedin.com/company/total-negotiation) - © 2024 Total Negotiation Group - [Privacy Policy](https://totalnegotiation.com/privacy-policy?hsLang=en-gb) - [Diversity & Inclusion](https://totalnegotiation.com/diversity-inclusion?hsLang=en-gb) - [Sitemap](https://totalnegotiation.com/sitemap?hsLang=en-gb) ![arrow-img](https://totalnegotiation.com/hs-fs/hubfs/skyron-2023/arrow-img.png?width=28&height=19&name=arrow-img.png)