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Isabel Huber

Partner, Munich
Leads Sales & Channel in EMEA with a dedicated focus on commercial transformations in B2B as well as B2B2C contexts. Key focus areas on sales-operating models as well as multichannel set up and digitally enabled sales

About Isabel

Isabel is a partner of the Marketing & Sales Practice at McKinsey, and also leads the sales and channel activities in EMEA.

Isabel’s recent projects include:

  • transforming sales and pricing for several building-materials companies
  • assisting in digital sales, omnichannel, business-to-business direct sales, and “next product to buy” approach for a global automotive OEM
  • redesigning sales-incentive schemes and target-setting redesigns for a global painting company, a global machinery client, and a building-materials company
  • guiding sales-automation diagnostics, proof-of-concept ideas, and transformations for a postal group, a global automotive OEM, and a chemicals company
  • transforming commercial-operating models, including sales-performance management of an automotive supplier, a global painting company, a chemicals company, and a building-materials organization
  • redesigning of sales-support activities, consolidation, and process redesign in the sales-support back office (the “digital sales factory”) of a global automotive OEM, a global white-goods OEM, and a truck OEM

Published Work

Commercial performance cockpit: A new era for data-driven steering,” McKinsey & Company, April 2021

How consumers’ behavior in car buying and mobility is changing amid COVID-19,” McKinsey & Company, September 2020

Sales automation: The key to boosting revenue and reducing costs,” McKinsey & Company, May 2020

Setting Better Sales Goals with Analytics,” Harvard Business Review, July 2019

Sales incentives that boost growth,” McKinsey & Company, October 2018

Boosting car incentive effectiveness,” McKinsey & Company, August 2018


Friedrich-Alexander University Erlangen-Nuremberg
PhD., marketing and sales

University of Hohenheim
Diploma, communication science