Can anyone help me to understand the general path to P&L ownership, specifically for retail or CPG? I have 3 years of consulting experience (no MBA) and want to position myself for this type of role

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Both of these industries have very defined paths for these roles. In retail you’d be gunning for a merchandising / category manager role and in CPG you’d be going for a brand manager or sales leadership role. In these roles you’ll find that the vast majority of talent is home grown and came up through the ranks (eg. for retail it’s usually some form of: merchandise assistant >assistant category manager > category manager > senior CM > DMM > GMM > CMO, in CPG it’s often something like assistant brand manager > brand manager > senior brand manager > brand/portfolio lead > GM of brand portfolio). These companies tend to hire young and promote from within, or hire from competitors with the exact skills and role experience.

That said, I’m finally seeing more appetite from companies to hire more diverse and external talent into these roles where there was resistance for decades. I’ve seen consultants lateral in a few ways:

- MBA then join as a category manager / brand manager through a leadership program or as a direct-to-role hire. This is a great way to transition into P&L ownership, usually in the double to triple digit millions quite quickly, but tends to be limited to companies that can meet post-MBA salary demands and can attract good talent (think Walmart, Amazon, Target, Pepsi, etc.)
- join a strategy team out of consulting and pivot in a year or 2. With 3YOE you *should* be able to land a category / brand manager role through this type of transition but it’s competitive and depends on the company’s ethos and talent pipeline. I’ve seen people go from strategy associate > associate category manager and work their way up from there.
- join a functional (non P&L) team that aligns to a category or brand, builds relationships with the leadership (eg. Pricing, finance, analytics, digital, merchandise strategy etc.) and pivot to a CM/BM role from there. if you’re aligned to a category/brand vs in a corporate role, it’s easier to build relationships and category/brand knowledge and step into a P&L role IMO.

Happy to answer any questions if helpful!

helpfullike

Thank you McK1 that was a very detailed and helpful answer!

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Following!

New guy here, whats p and l?

Gotcha thanks for the clarity

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