David leads McKinsey’s European dealer and aftermarket segment and is a leader of McKinsey’s sales and channel work in Europe. He built and led several initiatives and assets such as McKinsey’s Sales Navigator, our approach to measuring and benchmarking sales effectiveness, McKinsey’s Mobility spotlights, and Go-to-Market GameChanger.
In his work with clients, David has built deep expertise in growth and go-to-market strategies, as well as sales and pricing excellence programs. He also focuses on improving sales effectiveness through analytics and agentic AI. His work spans the automotive, commercial and off-road vehicle, and industrial goods and machinery sectors. He serves clients in Europe, the Middle East, and North America.
Examples of David’s recent client work include:
- transforming dealer sales for premium and volume OEMs in Germany, France, Japan, Australia, the Middle East, and the US, delivering a measurable uplift of 5 to 8 percentage points
- transforming growth for large dealer group in the Middle East (cars, trucks, buses, and construction equipment)
- deploying gen AI-based sales tools for one of Europe’s largest dealer groups
- building direct-to-consumer business for a global OEM in Europe, including end-to-end mobility and electric vehicle (EV) offering, charging, financing, micro-mobility solutions, and service partner network
- delivering corporate strategy and operating model work for a leading global agricultural equipment OEM
- designing omni-channel go-to-market strategies for a tool manufacturer, including inside sales, e-commerce, key account management (KAM), and direct sales force
- developing go-to-market strategies for a European machinery OEM globally, including inside sales, sales force setup, and sales support, detailed market plans covering dealer network, marketing, service offering, and sales steering.
