President & CEO
As Vice President of Consumer Sales, Clark Brown was responsible for GlaxoSmithKline’s (GSK) Consumer Healthcare U.S. sales force which included its customer sales, retail broker and retail merchandising divisions.
He has 25 years of experience in the Consumer Packed Goods industry and holds a B.S. degree from Michigan State University where he also was a member of the Spartan football team. Using principles of customer centricity, Clark focused on building a single, integrated view of GSK in the retail community, enabling the sales organization to become more strategically focused. Understanding how to satisfy customers, and learning more about the practices and processes to be relevant to customers was a main focus during his time with GSK.
While working for GSK, Clark held more than 8 leadership roles in the sales strategy, operations and learning and development departments. Previously, he served in a consumer promotion leadership role for GSK’s Nicorette and NicoDerm brands. He was also instrumental in the planning and gold-standard execution of five Rx-to-OTC switch launches for large brands such as Tagamet HB, Nicorette Gum, NicoDerm CQ, Abreva, and alli.
Under his leadership, GSK implemented the practice of value-based segmentation; analyzing and identifying GSK’s groups of customers in terms of the revenue they generate and the costs of establishing and maintaining relationships with them. The goal of segmentation was to achieve excellence, create a competitive advantage, and to create long-term sustainable growth.