Thomas is the global leader of the Sales & Channel service line and co-leader of the European Marketing & Sales Practice. He advises clients in industries including high tech, electronics, transportation, basic materials, telecommunications, and consumer goods—where he helps them outline and drive large-scale, top-line growth programs.
His ongoing investment in knowledge development led to our Customer Interaction Model of the Future, an innovative representation of how companies go to market in the digital age. He has also developed new ways to quantify customer value and new approaches to value-based pricing.
He is also a leader in knowledge and insight development. Thomas co-authored Sales Growth: Five Proven Strategies from the World's Sales Leaders. This book distills the insights from hundreds of McKinsey engagements and interviews with 120 successful global sales leaders into a set of stories and practical ideas that drive growth.
Sales Growth: Five Proven Strategies from the World's Sales Leaders, Chief Marketing & Sales Officer Forum, September 2011
"Transforming sales and service," McKinsey Quarterly, November 2005
University of Business Economics