The Evolution of Sales
Don joined The Boston Consulting Group in 2015 as a senior advisor. He is a leader in BCG's Consumer practice and a member of the firm’s Marketing, Sales & Pricing practice.
Don previously spent more than 38 years in management and senior sales positions at companies such as E&J Gallo Winery, PepsiCo, Kimberly-Clark, and Mondelez International. He has extensive experience in both direct store delivery (DSD) and warehouse distribution systems, as well as business development, shopper marketing, go-to-market, supply chain, transportation, and global customers.
Most recently, Don was the president of US sales at Mondelez, where he led all DSD retail and customer headquarters activities for the snacks and confectionery businesses. His significant accomplishments during this time included leading sales transformation from Kraft to Mondelez and launching a new sales organization of 9,500 employees; rebuilding and reengineering the commercial planning process for all functional areas; and delivering category-leading growth in revenue and market share for his first three years. Mondelez received several notable accolades as a result of Don's work.
In addition to his work at BCG, Don is also a board member for Gold Eagle, a family-owned business in Chicago, and Matthews International Corporation, headquartered in Pittsburgh. He serves on the Kelley Business School Dean’s Advisory Council.