Roland John, leader of the North American B2B Marketing & Sales Practice, works closely with clients to help them provide both low-cost support for customer needs and go-to-market strategies that build customer relationships.
Drawing on a deep understanding of customer economics, Roland has worked with clients to redesign their customer interaction models, including their direct-sales forces, inside sales teams, and third-party channels. He has helped clients segment customers and develop key-account management approaches in multiple industries, including building products, financial institutions, and chemicals. He has also helped develop higher-performing sales forces for clients in the hospitality, chemicals, and building products industries.
“Transforming sales and service,” McKinsey Quarterly, November 2005
“Better B2B selling,” McKinsey Quarterly, June 2005
“Rechanneling sales,” McKinsey Quarterly, August 2003
||Masters in computer science/business administration