Michelle Pastrana
Vice President of Sales at Mars Pet Nutrition | $2B+ P&L | Walmart, eCommerce, Digital & Omni-Channel Growth | CPG | Transformation Leader
- Role
- Vice President of Sales - Walmart at Mars
- Location
- Franklin, TN, US
- LinkedIn followers
- 500 followers
About Michelle Pastrana
Senior sales executive with a track record of leading large, complex CPG businesses through growth, transformation, and turnaround. I’ve spent my career managing P & Ls from $100M to $2B+ across Walmart, eCommerce, Grocery, and Value channels—most recently leading Mars Pet Nutrition’s largest global retail partnership.I’m at my best in high-stakes environments—stepping into underperforming businesses, rebuilding strategy, strengthening customer relationships, and aligning teams to deliver results. My experience spans enterprise strategy, joint business planning, and large-scale negotiations, with a consistent focus on driving both top-line growth and margin improvement.I also care deeply about building strong teams. Across each role, I’ve focused on developing leaders, strengthening organizational capability, and creating environments where teams can execute with clarity and accountability.Core areas of focus:• Omni-channel growth strategy (Walmart, eCommerce, Grocery, Value)• Commercial transformation and turnaround leadership• Trade optimization and margin expansion• Executive customer partnerships and negotiations• Organizational design and team developmentAlways open to connecting with others in the CPG and retail space.
Experience
Vice President of Sales - Walmart
Mar 2025 — Present · Nashville, TN, US
Led the Walmart U.S. business for Mars Pet Nutrition, reporting to the SVP of Sales. • Developed and executed a multi-year commercial strategy. • Rebuilt the leadership pipeline, enhancing team capabilities for sustained growth. • Established an executive engagement model with Walmart to improve collaboration.
Education
University of Houston
Bachlor of Science, Hotel, Motel, and Restaurant Management
1999
Crummer Graduate School of Business at Rollins College
Master of Business Administration (MBA), Business Administration and Management, General
2007 — 2009
Skills
- Customer Insight
- Consumer Products
- Fast-Moving Consumer Goods (Fmcg)
- Key Account Management
- Account Management
- B2b
- Management
- Direct Sales
- Sales Process
- Selling
- Sales Management
- Negotiation
- Forecasting
- Solution Selling
- Marketing
- Sales
- Business Development
- New Business Development
- Cross-Functional Team Leadership
- Marketing Strategy
- Sales Operations
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