Max Carter

Observer
DISC Type : ic

Head of Commercial Strategy & Planning ANZO at The Hershey Company

Sydney, New South Wales, Australia

Overview

Max is an experienced FMCG commercial leader at The Hershey Company, specializing in sales and strategic growth. He leads the commercial strategy and planning for the Australia & New Zealand region, focusing on pricing, promotion, and portfolio strategy to drive top-line growth. He holds a Bachelor of Science and is a Qualified Negotiator®.

A unique achievement of his was leading the implementation of Hershey Australias first-ever team of field merchandisers.

Personality Overview

Example Seeker

Assertive

Curious

They ask a lot of questions and rely heavily on information and collaterals.  They are generally good communicators and can be hard to convince. They can sound friendly and charming but can quickly change gears to become inquisitive and probing.

Topics They Care About

FMCG Commercial Strategy
His career is focused on delivering growth in the FMCG sector by leading pricing, promotion, and portfolio strategy for major brands like Hershey's and Lucozade.
Revenue Growth Management
His current role involves implementing Revenue Growth Management (RGM) strategies to ensure rapid top-line growth while maintaining sustainable margins.
Retail Channel Development
He has extensive experience managing strategy and P&L for diverse channels, including grocery (Tesco), wholesale, convenience (BP & Shell), and foodservice.

Media Appearances

Max has no verified media appearances

Work History

3-2023
Head of Commercial Strategy & Planning ANZO at The Hershey Company
1-2022 - 3-2023
Head of UK Wholesale, Convenience & Foodservice at The Hershey Company
6-2020 - 1-2022
Channel Lead - UK Wholesale, Convenience & Discounters at The Hershey Company
6-2018 - 6-2020
Senior National Account Manager - Grocery (Tesco & Onestop) at Suntory Beverage & Food GB&I
10-2017 - 6-2018
National Account Manager - Convenience (BP & Shell) at Suntory Beverage & Food GB&I

Education

2009 - 2012
Bachelor of Science (BSc) from University of Hertfordshire
2007 - 2009
Education details unavailable from Wollaston School 6th Form

More Information

Social Presence :

Prographics :

Exp : 10 Location : Sydney, New South Wales, Australia Job Level : Mid-senior Designation : Head of Commercial Strategy & Planning ANZO at The Hershey Company
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Insights For Selling To Max

During A Call Or A Meeting

DO's

  • Be prepared for a lot of questions, answer them objectively
  • Ask them questions to understand their needs better while staying affable
  • Build rapport, it will come handy to handle hard questions later

DONT's

  • Don’t brush off any concerns, take all questions seriously
  • Don’t try to rush them into a decision, provide all necessary information first
  • Don’t be too objective but make sure to pad your storytelling with data points

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Max is

  • Proven value, strong testimonials are important for them, rapport can impact decisions a little.
  • Will you ever get a clear answer from Max

  • They are practical and friendly, don't expect a clear-cut response often.

Insights For Deal Planning

    How fast (or slow) will Max move?

  • They like to be detailed and take their time to arrive at decisions.
  • Can Max take some risk or not?

  • They weigh all decisions systematically and are unlikely to take many risks.

You And Max

Personality Compatibility


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