About David

David is a leader in McKinsey’s Marketing & Sales Practice in Europe. His work spans growth and go-to-market strategies and sales-performance transformations across the automotive, industrial, and agricultural-equipment and -machinery industries.

Examples of David’s recent client work include the following:

  • driving multiple sales-uplift programs for automotive OEMs (volume, premium) in Europe and the United States, delivering a six to eight percentage point uplift in retail sales
  • developing and supporting the implementation of a market-growth plan for an industrial-equipment provider in Europe, turning the business from –1 percent to more than 3.5 percent per annum growth in orders
  • leading a global pricing transformation for an industrial-equipment provider across products, solutions, and services, delivering a 1.5 percent return on sales after 12 months
  • supporting the new sales organization of two merged companies to generate significant revenue growth from cross-selling on a global scale, delivering over €300 million in revenue synergies
  • completing a turnaround and dealer-network restructuring for the national sales company of an automotive OEM in Southern Europe, bringing the network back to profitability within 18 months

Published work

In the Best Sales Teams, About Half of the People are in Support Roles,” Harvard Business Review, May 2016

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, Germany
MS, business

Ecole Supérieur de Commerce, Bordeaux
BA

Warwick Business School
BA

WHU School of Management, Koblenz
BA