About Jochen

Within Europe, the Middle East, and Africa, Jochen leads McKinsey’s marketing and sales activities in chemicals, energy, basic materials, and oil and gas. He brings more than 18 years of experience and is particularly adept in driving commercial performance improvements at scale, combining the usage of big data and advanced analytics with a strong drive for execution and capability building to create tangible financial impact.

Examples of Jochen’s recent client projects include the following:

  • leading the big data-driven and advanced analytics-driven commercial performance optimization of a global specialty-chemicals company, delivering a 3 percent return on sales
  • delivering sales-force performance turnaround and pricing excellence for a global specialty-oils company, resulting in an 11 percent improvement in in earnings before interest, taxes, depreciation, and amortization
  • designing the commodity go-to-market model for a global chemicals company, decreasing the cost base by 35 percent (including the future cost base and setup of marketing, sales, R&D, and technical support)
  • facilitating the digitization of the business model of a B2B energy company in a customer-centric, design-thinking approach, cutting cost-to-serve by 50 percent
  • leading a global pricing performance-improvement program for a paints and coatings company, delivering 4 percent return on sales
  • developing a marketing-enabled growth transformation for a global specialty-chemicals company leading to above-market organic growth

Before joining McKinsey, Jochen was a line manager at chemical and industrial companies.

Published work

Fighting commoditization in chemicals with a better commercial model,” McKinsey Quarterly, August 2017

Education

University of Mannheim and Leipzig Graduate School of Management
MBA