.As Vice President of Consumer Sales for the past 7 years, Clark Brown had responsibility for GlaxoSmithKline’s (GSK) Consumer Healthcare U.S. sales force which included its customer sales, retail broker and retail merchandising divisions. Clark joined GSK’s consumer sales organization in 1986 and has 25 years of experience in the Consumer Packed Goods industry and holds a B.S. degree from the 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 and enabling the sales organization to become more “strategically” focused. Exemplifying a robust career at GSK, Clark held more than 8 leadership roles to include the firm's 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 instrumental in the planning and gold-standard execution of five Rx-to-OTC switch launches for large brands such as Tagamet HB, Nicorette Gum, and NicoDerm CQ, Abreva, and alli.In recent work, Clark can be credited with championing strategic account management for the GSK Consumer Sales organization. More specifically, 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. When asked about its importance to future success Brown says, “the practice of strategic account management is an ongoing focus, and a matter of practical interest to surviving current economic conditions.” The goal of segmentation was to achieve excellence, create a competitive advantage, and to create long term sustainable growth