Hershey's Provocateur-In-Chief Pushes The Candy Company To $10 Billion private equity,venture capital,hedge funds,investment banking

Michele Buck, SVP and Chief Growth Officer of The Hershey Co., is riding a sugar high. Over the last four years the iconic candy company, known for its Kisses, Reese’s and Hershey’s chocolate bars, has posted consistent gains in sales and net income. Now she’s set the confectioner’s sights on an even bigger goal: hitting the $10-billion revenue mark by 2017, a 50% increase over the $6.6 billion in revenues it posted last year.


Can the century-old sweets seller reach its aggressive growth target? Buck is certainly going to try. Her role, she says, is to be the company’s chief “provocateur”—pushing the boundaries of what’s possible. The growth plan she drafted for CEO John Bilbrey calls for an increased marketing push in North America, embracing in-store impulse purchasing and seasonal buying; international expansion into high-growth markets like China, where Hershey’s has had early success selling against the Chinese New Year and the nation’s growing wedding industry; and targeting mergers and acquisitions, like its recent $85-million purchase of artisanal chocolate brand Brookside.

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