Guo Martin

Be accountable for Mars Wrigley Snacking Sales in mainland China. Manage a 8000+ Sales team, 9 direct reports. As China LT, lead business strategy development, implementation, and China team development. After turning around business back to growth in 2023, we delivered 3 years of consecutive growth in 2023-2025. This sustained success is based on progress in value share, penetration, distribution and in store presence. The results are rooted from a series of organization transformations including One Demand setup, “Future of Sales” RTM, Sales operation digitization, and rebuilding execution culture. With the collective effort of Mars Snacking associates, we not only delivered strong business results, but also transform organization, process, capability to be more efficient, agile and ready to compete for future.

Main responsibilities: 1) Digitize Sales Function operation including distributor network, sales planning and execution, category management, and Master data governance and automation. 2) Recruit management trainee. Upskill Sales function capability for future success, across levels.

As leader of the BU, led distributor channel to deliver fastest sales growth and best profit and cash results in last decade, despite Covid challenge. Annual revenue 40% of total P&G China covering 8 categories and all regions across China. Total team size is 400+ managers plus 10,000+ distributor sales representatives and in store consultants.

Be responsible for P&G Sales operation system, policy, retailing innovation and industry relations. As the core of Sales Headquarter, supported Sales team to over deliver sales target, gained No.1 supplier in Advantage Monitor retailer rating and lots of industry leading awards for innovation. Led master data digitization and VAT reform project to create sustainable value.

In charge of Gillette business in US Amazon customer. As my first assignment in the US, delivered highest growth rate (20% annualized) in the US and continuously grew share as No.1 share brand. Got “Sales Master Award” in US Amazon team.

As Sales leader of P&G China biggest category Hair Care, I led a $2Bn business across channels in China, with 13 direct report and about 300 dot-line reports. We turned around business from decline to +6% and grew value share on top of the high base as market share leader. Initiated organization transformation to build an end-to end sales team and channel transformation to win share in Cosmetic Stores.

As the only Sales leader in Olay Skin Care Global Innovation team, I partnered with R&D, Marketing, Communication, Supply and other functions to build future innovation that can win in Asia market and North America. There are 13 nationalities in this global team. We together expand Olay Hydration line in Asian market and built product innovations that set foundation for Olay’s business turnaround to 20% annualized growth in China from 2016.

As team leader, I led team to develop business with the fastest growing offline customer and the No.1 Personal Beauty retailer group – AS.Watson. We doubled business in 3 years and kept growing share in both Watson’s and ParknShop China. We won “Best Supplier” Award 3 years in a row.

Highlights: 1) Led H&S brand upgrade to current 3-D shape and achieved sustainable share growth to be No.1 Shampoo brand in China. 2) Led competitor defense campaign against another world-leading Anti-dandruff Brand.