MICHAEL MURPHY
Consumer, Shopper, Customer Insights Consultant
Atlanta,GA
Summary
Proven sales/marketing insights executive with years of client success experience. Direct, honest team leader that consistently exceeds targets and continuous improves. Passionate about bringing new ideas, can-do attitude and team-player mentality to companies committed to growing new & existing markets.
Overview
37
37
years of professional experience
3
3
Certifications
Work History
Senior Vice President – Client Engagement
1Q, LLC.
1 2019 - Current
- Have signed 55+ new clients including Home Depot, UPS, Southern Company, Bacardi, Nielsen IQ, Ulta Beauty, Newell, T-Mobile, Patagonia, and more
- Currently the client engagement lead for P&G, Coca-Cola, Chick-fil-A, Molson-Coors, Delta, Fidelity, Truist Bank, PNC Bank, Inspire Brands, Bain Consulting and more.
Vice President – Global Retail Practice Lead
COTIVITI, INC.
01.2016 - 01.2019
- Led SaaS solution practice focused on integrating predictive analytics, cloud-based technology and financial services consulting to top retail clients
- Signed first client (Lowe’s) within 4 months of developing MVP solution, revenue exceeded $4MM
- Created & executed pivot strategy to improve product margin $2MM/year.
Senior Vice President – Professional Services - East Region
NIELSEN IQ
01.2005 - 01.2016
- Region revenue surpassed $100MM and grew 7+%. Led team of 75+ global consultants focused on delivering omni-channel, marketing mix and consumer insight solutions to 25+ clients
- On-boarded L’Oreal & Coty as new clients; while also renewing Sanofi, Alcon & Brown-Forman
- Co-led e-Commerce partnership with Profitero and signed Church & Dwight as first client
Senior Vice President – Professional Services - Southeast Region
NIELSEN IQ
- Delivered revenue growth of 8+% ($50MM business) while leading 45+ consultants and 5 clients
- Achieved 100% client commitment to Walmart’s new analytic offering; $2MM annual growth
- Renewed Bacardi, Sanofi, Bush Brothers, Mission Foods and more to multi-year contracts.
- Developed program to promote new managers from within, building and maintaining cohesive leadership structure.
Vice President – Client Success
NIELSEN IQ
- Delivered revenue CAGR of 13+%; while, leading 10 consultants
- Managed 4 of the Top 10 most “highly satisfied” Nielsen clients (out of 200+ clients)
- Renewed Campbell’s, Reynolds, Sanofi & Bush Brothers to multi-year agreements.
Director – Client Success
NIELSEN IQ
- Led team of 4 delivering consumer insights & analytic solutions
- Renewed Abbott Nutrition to 5-year contract ($18+MM in revenue for Nielsen)
- Managed transition of Sunny Delight (to stand-alone company) from P&G
- Grew Kellogg’s revenue 18% in 2005 and 26% in 2006.
President – Founder & CEO
M & L MURPHY, INC.
01.2000 - 01.2005
- Founded parent corporation for five retail businesses: analytics consulting, CPG distributor, walk-in deli, convenience store and full-serve restaurant.
- Grew total revenue 25+% annually for 5 years & surpassed $5MM in annual sales
- Asked by Kroger to be one of three founders (retail analytics consulting firm)
- Gained 1,400+ points of new distribution for Dean Foods while leading KOMPASS effort as Shopper Insights consultant
- Grew walk-in diner 18+% (two consecutive years). Flipped business in three years
Vice President - Strategic Solutions Group
CIRCANA (INFORMATION RESOURCES, INC.)
01.1993 - 01.2000
- One of of four founders (initial SSG Consulting practice).
- Led consulting engagements with P&G & ABI
- Sold $3MM+ in engagements while using 66% of expenses
- Presented with Dr. Willard Bishop at IRI's annual conference
- Led multiple Retail Execution solution initiatives with P&G
Vice President - Client Sales Force Development
CIRCANA (INFORMATION RESOURCES, INC.)
- Grew revenue 36% while only using 90% of expenses (budget)
- Managed six consultants focused on P&G, Newell and Smuckers; team provided consulting on IRI analytics and software
- Took over business declining 10+% annually, turned around to achieve 15% growth
- Achieved best-in-class results selling Military service to P&G, Smuckers & Borden.
Director - Sales & Retail Services
CIRCANA (INFORMATION RESOURCES, INC.)
- Grew revenue 20% while using 88% of expenses
- Managed four consultants providing Category Management consulting to Procter & Gamble
- Presented with P&G at IRI’s conference on "importance of retail execution & compliance”
- Sold & managed Safeway SCOP program for Hair Care & Cough/Cold in coordination with P&G
- Managed two successful software pilots (“The Category Manager”) at Food Lion & Giant Eagle.
Account Executive
MONDELEZ INTERNATIONAL
01.1987 - 01.1993
- Managed Nabisco business for Kroger, Meijer, Cub Foods & Penn Traffic. Grew net sales 15% $8,000,000 in annual sales
- Implemented new trade promotion pilot program for more effective BDF spending at Kroger
- Led customer-marketing events with Cincinnati (Bengals & Reds) & Kings Island.
Account Manager
MONDELEZ INTERNATIONAL
- Sold chain-wide trade promos & new item intros while leading all Category Management initiatives
- Grew sales 15% while exceeding $7,000,000 in annual sales
- Ranked #1 on "Account Manager - Tops Report”
Sales Representative
MONDELEZ INTERNATIONAL
- Managed sales territory in Cincinnati (tri-state) area)
- Grew sales 41% while exceeding $1,000,000 in annual sales
- Ranked in top 10% "Sales Representative Tops Report”
Education
B.S. in Business Administration - Political Science -
Georgetown College
Georgetown, KYSkills
Agile & Adaptable
C-level Interaction
Hiring & Developing Talent
Transformative Leadership
Building Client Relationships
Actionable Analytical Thinking
Dependable & Consistent
Continuous Improvement
Agile & Adaptable
Talent Recruitment
Management Team Leadership
Change Management
Coaching and Mentoring
Contract Negotiation
Problem-solving aptitude
Time Management
Expectation Management
Negotiation and Persuasion
Problem-solving abilities
Leadership and People Development
Business Consulting
Recruiting and Hiring
Employee Motivation and Performance
Forecasting
Websites
Certification
Brian Harris .. Category Management
Professional Development
- Finance & Cost Leadership
- 4 Disciplines of Execution
- Competing on Analytics
- Strengths Finder
- Miller Heiman
- Value-Added Selling
- Consultative Selling
- Improving Emotional Intelligence
- Spin Selling
- Coaching for High Performance
- Senior Management People for Performance
- Consumer Centric Category Management
- Large Account Management Process (LAMP)
- Client Account Management Process (CAMP)
Linkedin Profile
http://www.linkedin.com/in/michael-scot-murphy
Awards
- MVP of the Year - Nielsen
- President’s Award Winner - IRI
- Most Outstanding Award Winner – IRI
- Salesforce Change Champion – Nielsen IQ
- Hensinger Award Winner – Georgetown College
Timeline
Vice President – Global Retail Practice Lead
COTIVITI, INC.
01.2016 - 01.2019
Senior Vice President – Professional Services - East Region
NIELSEN IQ
01.2005 - 01.2016
President – Founder & CEO
M & L MURPHY, INC.
01.2000 - 01.2005
Vice President - Strategic Solutions Group
CIRCANA (INFORMATION RESOURCES, INC.)
01.1993 - 01.2000
Account Executive
MONDELEZ INTERNATIONAL
01.1987 - 01.1993
Senior Vice President – Client Engagement
1Q, LLC.
1 2019 - Current
Senior Vice President – Professional Services - Southeast Region
NIELSEN IQ
Vice President – Client Success
NIELSEN IQ
Director – Client Success
NIELSEN IQ
Vice President - Client Sales Force Development
CIRCANA (INFORMATION RESOURCES, INC.)
Director - Sales & Retail Services
CIRCANA (INFORMATION RESOURCES, INC.)
Account Manager
MONDELEZ INTERNATIONAL
Sales Representative
MONDELEZ INTERNATIONAL
B.S. in Business Administration - Political Science -
Georgetown College