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Tom O'Brien

Senior Advisor


Trends and Challenges with Today’s Sales Functions

Tom O’Brien discusses the latest trends in sales, such as CPGs and the emergence of ecommerce. He notes that companies will need a unique set of tools to keep pace—and reveals how BCG can equip them.

Tom O'Brien joined The Boston Consulting Group in 2010. He is a core member of the firm’s Consumer and Marketing, Sales & Pricing practices. Tom brings 31 years of experience in consumer product leadership at P&G, where he served in a variety of roles including—most recently—vice president of business development, global business units, and e-commerce.

While at P&G, Tom developed strategies, conceptual innovations, outstanding organizations, and top customer relationships. His projects consistently delivered best-in-class revenues, market share, and productivity results. Under his leadership, P&G was rated the most respected customer business development organization in North America.

Among his many accomplishments, Tom pioneered P&G's external strategic-choice process and created in-store design capabilities. He also transformed P&G's budget-planning process and developed a strategic talent management process across their retail and professional organizations.

In addition to his role at BCG, Tom serves on the P&G board of directors and has served on the National Board of Inroads and the St. Vincent De Paul Cincinnati board of directors.

Areas of Expertise

  • Consumer products
  • Marketing and sales
  • Budget transformation
  • Strategy
  • Conceptual innovation


  • BS, UMass Amherst
  • MBA, Harvard Business School
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