The Top 100 Global Sales Leaders 2018

James Madson

Vice President of Sales Fire Protection, Johnson Controls

In the aftermath of the 2016 merger between Johnson Controls and Tyco International, Madson, a specialist in building services and security, has emerged as a leader in the conglomerate’s fire detection and alarm systems unit. Indeed, with fire sprinklers and other safety systems poised for record growth as officials nationwide rush to enact safeguards to protect against disasters such as the inferno that befell a London high-rise in June, he is at the forefront of what may soon be a $93.5 billion industry. For Madson, who following last year’s merger has confidently guided a team of 1,300 professionals, continued success is all but guaranteed.


Michael Mahoney

Chairman and Chief Executive Officer, Boston Scientific

When Mahoney was tapped to succeed J. Raymond Elliott as chief executive of Boston Scientific in 2011, it was seen by health-care analysts as a shot across the bow at its New Jersey rival Johnson & Johnson, where the talented upstart had rapidly risen through the ranks over six years at the company. Since taking the helm, however, Mahoney has contributed more than just a black eye to Johnson & Johnson. By expanding aggressively into foreign markets, strengthening core business and developing innovative new medical devices, including a promising new implantable cardio defibrillator, Mahoney has proven he’s more than qualified. “I started off in sales and marketing,” he told the health-care publication Orthopedics This Week in 2011, after his move to Boston Scientific. “My first job was actually selling nuclear medicine cardiology systems to every little hospital in the Carolinas…I’ve been in a lot of sales roles, marketing roles, sales and service roles on the commercial side.”


Ronda Majure

Vice President, Head of Global Sales, Thomson Reuters

Since joining Thomson Reuters nearly 20 years ago, the head of global sales has sought to use tech-laden legal research to protect brands from trademark violations in the age of social media. To give just one example, Majure’s research revealed earlier this year that the name “Kylie” had been registered as a trademark in China by both 90s-era Australian popstar Kylie Minogue and American reality star Kylie Jenner—a legal oddity that has allowed both celebrities to market products under the same name. While entertaining, it’s that sort of research that has escalated the Dallas native into a national name in certain legal circles and why she’ll be a success for the foreseeable future. “Undoubtedly, companies are becoming more aware of the importance of preserving the integrity of their brand, the company’s main intangible asset,” Majure told Digital Marketing Trends in 2016. “Protecting the brand means protecting the interests of the company by protecting the authenticity of its products and services, which directly affects your income statement.”


Geoff Martha

Executive Vice President and Group President, Medtronic

Since its $42.9 billion merger with the health-care device company Covidien in 2015, Medtronic has shifted its Minnesota headquarters to Ireland and, subsequently, defended itself against shareholders who claim the inversion deal cost them millions in capital gains taxes. The silver lining, however, was a pledge by Medtronic CEO Omar Ishrak to inject $10 billion into U.S. investments—including acquisitions and R&D—as part of a windfall it received by relocating. With the 2016 acquisition of Massachusetts-based cardio technology firm HeartShare, the company has slowly proceeded to make good on its promise. But for Martha, the president of the company’s Restorative Therapies group, the merger has hardly distracted from carving into the lucrative joint-replacement market, a sector expected to reach $10 billion in the short term as the geriatric population continues to expand globally. “This is about more than offering implants or individual technologies and services,” said Martha who has also reaped the benefits of Covidien’s Neurovascular division, which he now oversees. “It’s about partnering with stakeholders throughout the entire episode of care to enable patient-centered care at the best value.”


Todd McGrath

Senior Vice President and Chief Operating Officer, AIG Financial Distributors

Throughout a 30-year career that has spanned the insurance industry, with stops at regional annuities along the way, McGrath has absorbed all there is to know about retirement planning and the evolving nature of insurance models, to be sure.  But as change comes at a record pace, McGrath has trained his focus on developing sales and expense plans and working closely with information technology to spearhead cutting-edge insurance distribution plans in the wake of the 2008 financial crisis. AIG Financial Distributors’ senior vice president and chief operating officer since 2012, McGrath will continue to lead daily operations within the Financial Distributors division following a shake-up that saw AIG’s chief executive step down amid disappointing financial performances at the 98-year-old insurance company.


Tom McGuinness

Chief Strategy and Commercial Officer, GE Healthcare

While General Electric has watched its stock decline, the company’s health-care division continues to soar, posting $9.8 billion in sales in 2016. Third only to General Electric’s aviation and power divisions, GE Healthcare, under McGuinness, is now poised to become one of the leading med-tech businesses in emerging markets, such as Latin America and China, where sales grew 20 percent last year. That McGuinness, an executive with prior experience in the health-care space, initially served under John Flannery before he was named chief executive of GE earlier this year should open doors as the division continues to pursue new opportunities in resource-poor countries. “When we look at the basic position of the company, we like the portfolio,” Flannery told Bloomberg in May. “So my mandate right now is to get the earnings growth going again, and there’s a lot to just better managing the portfolio we have—align it more with customers and outcomes—for a better margin rate.”


Timothy McKinney

Senior Business Leader, Global Sales, International Markets, MasterCard

To most, the credit card is one of life’s great necessities. In emerging markets across the globe, however, Mastercard, the 50-year-old payment-processing giant, is competing for dominance on an international stage—not only against longtime rivals like Visa but, frequently, state-controlled card-payment monopolies. For McKinney, a senior executive with the company’s international markets division, the race to convert first-generation bank customers in Kazakhstan and Myanmar to the glories of credit is quickly becoming one of the most fiercely fought battles in sales. In South Africa, MasterCard aligned with the country’s government to roll out 10 million benefit cards to its citizens and their families, and in Mexico City, it’s teaming with officials to launch a card payment platform for public transit. “Tim has expert knowledge of the payments industry in terms of sales, sales operations, product development and marketing,” said Colin Wright, a former colleague who consults for financial services clients. “His blend of business acumen and sharp technical skills make him an invaluable asset to any department in any organization.”


Chris Merritt

Chief Revenue Officer, CloudFlare

When CloudFlare, the website-security and performance service, made the decision in August to drop the white-supremacist site Daily Stormer from its network, Merritt played a leading role in the controversial ruling. As chief revenue officer since 2013, the resourceful MIT graduate has juggled the day-to-day of global sales and marketing with the gritty realities of a free internet, to which CloudFlare provides domain name servers to some 6 million websites. Free speech, the threat of distributed denial of service attacks and aggressive malware affect the bottom line and are all part and parcel of the modern CRO’s duties. Merritt has executed the job boldly while navigating a balancing act as treacherous as any.


Kim Metcalf-Kupres

Vice President, Chief Marketing Officer, Johnson Controls

Nobody can say that Johnson Controls, the Dublin-based conglomerate, has skimped on its marketing budget since Metcalf-Kupres signed on as chief marketing officer in 2013. With a $600 million naming-rights deal with the Pro Football Hall of Fame in Ohio and a corporate sponsorship agreement at the new Milwaukee Bucks arena, the battery- and HVAC-equipment manufacturer clearly believes bold is beautiful. And under Metcalf-Kupres, a 23-year veteran at Johnson Controls, the company continues to make a big splash while navigating treacherous waters, including the resignation in August of CEO Alex Molinaroli, and a controversial merger with Tyco International that shifted its Wisconsin headquarters to Ireland. Through it all, however, Metcalf-Kupres has remained poised while fighting for equal rights in the workplace, a mission she’s chronicled in a series of op-ed columns for Fortune. “Today, my role is broadly focused on profitable growth and includes responsibility for strategy, marketing, sales innovation, business transformation and communications,” she wrote in 2016. “This approach wouldn’t work for every company, but while we’re shaping and building new capabilities it’s working for us.”


Matthew Miller

Vice President, Sales Insights and Incentive Planning, ADP

Activist hedge fund manager Bill Ackman fired a shot across the bow at ADP this summer, calling the human resources company a “sleeping giant” desperately in need of a technology upgrade. But while some analysts predict the Pershing Square offensive may be a proxy fight for the ages, it seems nobody alerted Miller, an inveterate sales professional whose knowledge of ADP’s Incentive Compensation Management software is unrivaled at the company. Since joining the New Jersey–based payroll giant in 2012, from the wireless data company Avaya, he’s swiftly scaled the ladder, working up from a position as director of employment services to vice president of sales insights and incentive planning. At ADP, where “In the Business of Your Success” is scrawled across marketing material and the walls of its Paterson headquarters, Miller has executed the slogan’s aim with deft and precision.


Michael Monahan

Executive Vice President and Chief Operating Officer, Pitney Bowes

As e-commerce grows worldwide, so too has shipping volume, which in 2016 rose to 65 billion parcels a year, a 48 percent increase from just two years earlier, according to the Pitney Bowes Parcel Shipping Index, a shipping industry report published annually by the 97-year-old company. Monahan, more than anybody, is intimately familiar with the dramatic growth in parcel shipping. A 30-year veteran of Pitney Bowes, he helped lead the creation of the Connecticut-based company’s Presort Mail Services division and later oversaw the expansion of its mail services markets. Now, with the company’s September acquisition of the Austin, Texas–based retail logistics firm Newgistics, Monahan and Pitney Bowes are poised to benefit from a gradual shift by small and mid-size businesses to new technology over the coming years.


Jeff Montelisciani

Senior Vice President of Sales, Total Quality Logistics

Montelisciani was the fourth employee hired at the 20-year-old logistics provider, and, like the industries to which he markets freight services, he’s motored forward at top speed ever since. Expanding his expertise across a spectrum of commodities, Montelisciani has steadfastly maintained a focus on produce shipping, helping longtime clients like the Raleigh, North Carolina–based L&M Companies track the fruits and vegetables it sells nationwide. “I’m a no-nonsense guy,” Montelisciani told The Packer, a newspaper covering the produce industry. “I don’t expect things to be easy, and I know things won’t always go as planned, but you don’t whine, and you don’t make excuses. You find a solution and get it done. My personality is a good fit for an industry where the only thing you can expect is the unexpected.”


Jackie Morales

Chief Operating Officer, Legal and General America

Since joining the British financial services company’s North American arm as chief operating officer in late 2016, Morales has been plotting a cutting-edge digital transformation within the multinational’s insurance division. By creating diverse distribution channels, the Florida native is now seeking to draw new customers to its William Penn and Banner life-insurance imprints while developing innovative IT solutions to meet aggressive sales and marketing goals. “The insurance industry is such an important part of the financial security of millions of Americans and I have had the privilege of having this be my life’s work,” said Morales, a former managing director at AXA US, following her appointment. “I am very excited to join the team at LGA as we optimistically focus on an innovative and customer-centric future.”


Ihssane Mounir

Vice President, Global Sales and Marketing, Boeing Commercial Airplanes

Since joining Boeing in 1997, Mounir has rapidly ascended the corporate totem, rising from a position as a senior aerodynamics engineer to vice president of global sales and marketing, a title he attained in 2016 following successful stints in sales positions across Latin America and Asia. In his latest role, the Moroccan-born sales executive, who emigrated to the United States at 17, is responsible for the sales and marketing of all airlines and related services across the globe, a heavy responsibility his colleagues believe he will handle with aplomb. “His extensive knowledge of our products and services puts him in the best position to help our customers address their fleet and operational needs and be successful in today’s competitive environment,” said former CEO Ray Conner  following his appointment last October.


Molly Murphy

Senior Vice President, Sales and Marketing, Eaton

Her reach expands from North America to Brazil, India and China, but Murphy, now based in Ohio, remains centered around energy efficiency, no matter the locale. Whether marketing electrical, hydraulic or mechanical components, the Gonzaga University graduate has helped drive annual sales in excess of $19 billion, in part through the integration of new acquisitions, including Cooper Industries, the electrical equipment supplier whose sales and marketing functions she helped assimilate in 2013. And with the multinational company eyeing the possible acquisition of Mumbai-based Larsen & Toubro’s electric and automation division, expect a renewed international push, from Eaton and Murphy alike, in the foreseeable future.



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