Brand Learning expands its global sales capability team

Brand Learning, global experts in building capabilities to drive customer-centred growth, today announced the appointment of Paul Howlett as sales capability director. Paul joins a team headed up by Martin Adkins - formerly worldwide director of customer development capabilities of Colgate-Palmolive - who was appointed as group sales capability director when Brand Learning launched its sales capability offer in 2014.

The building of its global sales capability team is part of Brand Learning’s mission to create more customer-centred organisations. It will develop stronger growth-driving capabilities among sales teams, joining up the ‘end-to end’ customer agenda across sales and marketing functions to help drive sustainable, profitable growth.

Like Martin Adkins, Paul Howlett has a wealth of client side sales experience. He has spent the past seven years as one of the most senior sales leaders at global consumer business AkzoNobel Decorative Coatings, most recently as Global Sales & Store Excellence Director. Before AkzoNobel he worked at Johnson & Johnson in a range of sales and customer development roles.

Brand Learning has created a team of sales capability experts to help clients in categories like FMCG, pharmaceuticals and financial services where disruptive new industry models are forcing sales and marketing to work more closely together than ever before. The team is working with many clients in the areas of capability strategy, sales strategy and planning, customer engagement and field execution. Brand Learning is unique in the work that it does, bringing a joined-up perspective that integrates specific sales capabilities with marketing and the broader business agenda and so creating better value for customers.

Mhairi McEwan, Group CEO and co-founder of Brand Learning, commented: “We’ve been working for over 15 years helping world-class companies like Unilever, PepsiCo, Astra Zeneca, GSK and Shell to build their marketing capabilities. We’re increasingly finding that clients are asking us to bring our specialist capability expertise to their sales teams – and help them to join up the sales and marketing functions with a more integrated, global customer agenda.”

Martin Adkins noted: “Organisations both big and small need more sophisticated capabilities to handle digital and other disruptive models of working. The traditional ‘sales rep’ approach and even more recent models of customer development just don’t cut it any more.

 “In too many organisations, marketing and sales don’t connect with each other seamlessly and the end customer experience suffers as a result. We believe that CEOs and global teams need a far more joined-up way of thinking that goes beyond removing the functional silos. Being truly customer-centred means being insightful about adding real value right across the value chain, and refocusing on delivering an integrated and engaging end-customer experience.”