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Isabel Huber


Leads sales and channel in Europe, the Middle East, and Africa, as well as growth, marketing, and sales for engineering, construction, and building materials with a focus on transformations, operating models, and multichannel set up

Isabel is a partner of the firm’s growth marketing and sales work and leads the sales and channel activities in Europe, the Middle East, and Africa (EMEA) as well as the growth marketing and sales activities for engineering, construction, and building materials in EMEA.

Isabel’s recent projects include the following:

  • transforming sales and pricing for several building-materials companies
  • redesigning sales-incentive schemes and target-setting redesigns for a building-materials company, a global painting company, and a global machinery client
  • assisting in digital sales, omnichannel, business-to-business direct sales, and “next product to buy” approach for a global automotive OEM
  • 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 a building-materials organization, an automotive supplier, a global painting company, and a chemicals company
  • 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

How much is a brick? That depends,” McKinsey & Company, August 2022

Insights to impact: Creating and sustaining data-driven commercial growth,” McKinsey & Company, January 2021

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

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 of Erlangen-Nürnberg
PhD, marketing and sales

University of Hohenheim
Diploma, communication science