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Mitch Glanville

Leading Teams - Drive for Results - Excellence in Execution

Work History

Nov 2009Present

Franchise Owner and President of KFC Franchisees Association and KFC Brand Council Member

KFC Australia

Lead and nurture 45+ team members to deliver awesome customer and retail brand experience.  Manage relationship with franchisor.  Source financing.  Manage all financial and operational aspects of the business.  Deliver Balanced Scorecard outcomes.  Was graded in Top 5% of all franchisees after first full year of operation.  Have delivered sales and profit growth more than double the rate of national brand performance.  Deliver local marketing programmes to drive sales. Repairs, maintenence, everything else!

Aug 2007Aug 2009

European Sales and Marketing Director

Mars Incorporated, Alsace, France

Lead the sales, marketing and total business strategy for €150 Million European Ice Cream Unit, and own the P&L.  In first year in role, delivered 10% Growth in European Ice Cream Business versus a budget of 4% and a five year average of 0%. Managed the cross-functional leadership team. Operated across borders, to tangibly influence results, business models and profitability in 15 European countries, and other key markets, such as Russia, UAE and Saudi Arabia. Role emphasis was on collobarating widely to accelerate performance, and to inspire category growth and team engagement. Led the centralization of marketing and advertising development. Heavy emphasis on influencing across borders and structures, with and without authority, and operating with cross-cultural sensitivity.

Feb 2006Jul 2007

General Sales Manager – Impulse Sectors

Mars Chocolate, Australia

Responsible for Senior leadership and bottom line confectionery category performance of AU$168 Million Impulse/Route/Independent Grocery sales division with 100+ people. Division had been in decline so energizing people, setting new directions, and a inspiring a new confidence in the business potential was imperative. Results in the first year were a record for this division, with all key parameters delivered, sales $4 million above plan, and made with effective S&OP controls. Assembled a strong “top team” blending high calibre internal and external recruits. Re-energised an effective field sales strategy and drove down fixed costs and trade expenditures. Personally negotiated divestment of vending business unit to a third party, in return for a long term sales and cooperation agreement.

2004Feb 2006

Group Channel Marketing Manager

Mars Chocolate, Australia

Created from the ground up a new Channel Marketing Department and provided leadership for head office sales functions including new product launches, trade propositions, category leadership, channel management, contract negotiations, sales finances, dashboard reporting and sales communications. Sales leader on cross-functional team that manages strategy and resource allocations against agreed marketing/capital projects. P&L responsibility for Seasonal, Vending and Fundraising business units. Plan, release and report fixed costs budgets of +$40 Million and trade spend budget +$75 Million. Reinforced a cultural shift in the sales organization from “push” to “pull”. Co-Led design of new interfaces between sales and marketing and a new approach to managing categories (for Mars), including more emphasis on shopper behaviour and catgeory insights.

20012004

National Sales Manager - Grocery Sector

Mars Chocolate, Australia

P&L responsibility for the Grocery division, including all customer teams and field sales execution. Led my team of National Business Managers to develop and implement customer strategic plans, to drive business success in Major Grocery retailers, Kmart, Big W and Metcash.  Led business to be the fastest growing business of all of the Top 50 suppliers to the Industry.  Based on Aztec/AC Neilsen data by exploding sales from $170m to $250m in 2.5 years

Responsible for team development, customer development, financial channel management, and trading terms negotiations. Lead, design and adjust various sales plans and programmes to over-achieve assigned budgets. Leadership of 56+ sales team, with particular success at having my team promoted within my division, and also to other areas of the business.

19982001

National Sales Manager-New Business

Mars Confectionery, Australia

Led and developed a team of National Business Managers. Drove initiatives aimed at growing outside of corporate customers. Responsible for financial channel management and maximising the growth, profit and business model sustainability. Achieved internal support to build a new route to market for a standalone snackfood vending business. Orchestrated a new marketing and sales strategy in the Mars Fundraising business, which trebled profits in its first year. Personally negotiated $3 million supply of one new item to McDonald’s Australia.

19971998

National Sales Manager-Fundraising

Mars Canada

Built and developed a network of sales agents for new Mars Fundraising business across all provinces in Canada. Conducted all recruitment and contract negotiations. Facilitated sales training for new agents, developed new sales programs, customised product range and marketing communications plans. Trained and developed a head office support team, and recruited a successor at the end of built the business from scratch to achieve $10 million sales in first full year.

19881996

Previous Roles

Mars Incorporated
  • National Sales Manager - Fundraising, 1994 - 1995
  • Major Accounts Manager, 1994 - 1995
  • State Grocery Accounts Manager, 1993 - 1994
  • Account/Field/Territory Manager, Sales Support Manager 1988 - 1993

Education

19861988

Bachelor of Commerce

Griffith University

Major in Marketing and Human Resources