About David

David is a leader within our European Marketing and Sales Practice. His work spans growth and go-to-market strategies as well as sales performance transformations across the automotive, industrial equipment and machinery industries. David also leads McKinsey’s sales performance benchmarking approach “Sales Navigator.”

His recent work includes:

  • developed and supported the implementation of a market growth plan for an industrial equipment provider in Europe
  • developed a strategy for the Russian sales company of a large global automotive OEM
  • concluded a customer loyalty transformation program across the dealer networks in multiple markets for a large European automotive OEM
  • conducted a frontline sales transformation with 20 automotive dealers focusing on enhanced lead management, customer activation and retention and performance management in EU market
  • led a global pricing transformation for an industrial equipment provider
  • completed a turnaround program for a national sales company and dealer network restructuring for an automotive OEM in Southern Europe
  • supported the new setup of the sales organization of two merged companies to generate significant revenue growth from cross-selling at a global scale

Published work

4 ways the best sales teams beat the market,” Harvard Business Review, April 2014

Education

Swiss Federal Institute of Technology (ETH) Zurich
PhD

Otto Beisheim School of Management
MS, business

Ecole Supérieur de Commerce Bordeaux (France)
BA

Warwick Business School (UK)
BA

WHU Koblenz (Germany)
BA