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Jan-Christoph Köstring

Senior PartnerMunich

Coleads McKinsey’s sales-and-channel work globally, ranging from transforming clients’ sales performance to achieve profitable above-market growth to disrupting go-to-market approaches to fully embrace digital opportunities

Jan-Christoph co-leads McKinsey’s sales and channel work globally. Over the past decade, he has worked at the forefront of digital disruption in the automotive, commercial-vehicle, and high-tech industries—including cars, construction vehicles, high-tech machines, networks, suppliers, trucks, and telecommunications services.

Jan-Christoph’s areas of expertise include digitization, go-to-market overhauls, retail transformations, acceleration through advanced analytics and big data, and performance boosts. His client work spans digital-growth strategies to product and pricing strategies driven by advanced analytics, commercial-excellence initiatives, dealer performance-management programs, and sales-boost programs across Africa, China, Europe, the Middle East, and the United States.

Examples of Jan-Christoph’s recent work include:

  • shaping the future global market setup of a leading car manufacturer
  • transforming the marketing and sales organization of a global telecommunications company to drive above-market growth
  • boosting the profitability of an automotive-volume OEM by accelerating traditional product marketing through advanced analytics
  • driving short-term profitability by implementing a short-term sales and margin-push program for a high-tech manufacturer
  • developing the global sales and marketing strategy of an automotive OEM to face the coming digital disruption
  • helping a global automotive supplier redefine its market approach to capture digital-growth opportunities
  • transforming how a high-tech manufacturer tackled its marketing and sales
  • creating a customer-centric growth strategy for a global tire manufacturer, including the build up of an online channel
  • implementing a global automotive manufacturer’s boost program to improve dealer-performance

Published work

BEVolution of luxury vehicles: How customer preferences are changing the luxury vehicle market,” McKinsey & Company, Decenber 2022

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

Five trends shaping tomorrow’s luxury-car market,” McKinsey & Company, July 2022

The second COVID-19 lockdown in Europe: Implications for automotive retail,” McKinsey & Company, December 2020

A future beyond brick and mortar: Disruption in automotive retail,” McKinsey & Company, November 2020

The new realities of premium mobility,” McKinsey & Company, November 2019

Winning tomorrow’s car buyers using artificial intelligence in marketing and sales,” McKinsey & Company, February 2019


Bocconi University
PhD, strategy and marketing

Ludwig Maximilian University
MA, business administration