Mikhail’s passion is helping clients deliver sustainable sales and margin improvements that can drive long-term growth and support investments. He offers clients broad international experience on these issues and actively participates in McKinsey’s development of proprietary knowledge and methodologies within the Marketing & Sales Practice, where leads the firm’s sales and channel and pricing work in Europe.

Mikhail has deep expertise in the B2B context and is skilled in bringing significant innovations to clients, especially when it comes to the use of advanced analytics and digital in commercial processes. He often works hands-on with clients to drive change and takes pride in delivering tangible and sustainable profit and loss improvements.

Examples of his recent client work include the following:

• leading a commercial transformation at a global high-tech company and achieving significant in-year growth while maintaining margin performance
• implementing an analytics-enabled pricing transformation at a global high-tech company, creating a twofold sustained margin increase through implementation of change on the front line
• executing several frontline-sales-acceleration programs in the technology and advanced industries with a focus on megadeal sales
• designing and implementing a more agile and efficient commercial organization supported by a sales-leader capability-building program to help industrial companies transition to profitable solution selling

Prior to McKinsey, Mikhail pursued his interest in technology and worked as a software developer. In his leisure time, he enjoys endurance sports such as cross-country skiing and road cycling.