Susan Borne

Collaborator
DISC Type : si

Senior Director Customer Development at Once Upon a Farm

Greater Pittsburgh Region, United States

Overview

Susan is a sales and strategy leader in the CPG industry with extensive experience at companies like Once Upon a Farm, Del Monte Foods, and SC Johnson. She specializes in go-to-market strategy, revenue management, and building high-performing teams. Susan holds an MBA from the University of Pittsburghs Joseph M. Katz Graduate School of Business.

Her professional life has included significant international experience, having lived and worked in London, UK, and traveled to more than 20 countries for business. This global exposure has shaped her cross-functional leadership approach.

Throughout her career, Susan has frequently been tasked with creating entirely new roles, teams, and capabilities from the ground up.

Personality Overview

Consensus Builder

Fair-minded

Appreciative

They are more likely to go for proven solutions.  Unlike D or C types, they are calm as well as friendly and can give the impression of being more receptive than they actually are. Win-win scenarios can appeal strongly to them.

Topics They Care About

Go-to-Market Strategy
Her career has focused on developing and commercializing new and existing products across multiple categories and channels, from strategy to placement on the shelf.
Revenue Growth Management
She has a proven track record in leading sales planning, trade management, and pricing to drive profitable revenue growth for multi-billion dollar CPG companies.
Building New Capabilities
She repeatedly steps into newly created roles to build teams, processes, and ways of working from scratch, demonstrating a passion for creating impactful organizational structures.

Media Appearances

Beyond organic: Once Upon a Farm's brand expansion reimagines milk for a new generation. Featured in FoodNavigator USA

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How AI Helps Us Keep the Care in Customer Care Team. Featured in Once Upon a Farm Blog

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Work History

1-2026
Senior Director Customer Development at Once Upon a Farm
3-2024 - 8-2025
Senior Director Customer Strategy & Development at Del Monte Foods
9-2023 - 2-2024
Director Sales Strategy and Planning at Del Monte Foods
2-2022 - 9-2023
Director Customer Strategy and Development at SC Johnson Lifestyle Brands
7-2020 - 2-2022
Sales Director, U.S. at method products pbc

Education

1991 - 1992
MBA from University of Pittsburgh Joseph M. Katz Graduate School of Business
1986 - 1990
Bachelor of Arts from Dickinson College

More Information

Social Presence :

Prographics :

Exp : 10 Location : Greater Pittsburgh Region, United States Job Level : Senior Designation : Senior Director Customer Development at Once Upon a Farm
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Insights For Selling To Susan

During A Call Or A Meeting

DO's

  • If possible, involve their colleagues in the sales process
  • Show them how they look good by making this decision
  • Take time to make them feel comfortable before getting to the main pitch

DONT's

  • Don’t push them to make decisions very fast, let them take their time
  • Don’t sound very transactional
  • Avoid unnecessary confrontation if it arises incidentally

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Susan is

  • Relationships can play a major role, followed by low risk and strong market validation.
  • Will you ever get a clear answer from Susan

  • They are not very direct, and unlikely to say no to your face.

Insights For Deal Planning

    How fast (or slow) will Susan move?

  • They can take their time to make decisions, even if they are constantly involved and friendly.
  • Can Susan take some risk or not?

  • It is unlikely that they will take many risks.

You And Susan

Personality Compatibility


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