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Katia Khvatova


Leads our Telecommunications and Marketing & Sales Practices, with a focus on delivering impact through commercial transformations

Katia joined McKinsey in 2005 and has previously worked in the Paris and London offices. She has served the world’s leading telecommunications and media companies across Asia, Australia, Europe, New Zealand, and the Middle East. Katia also works across a number of other industries, leading large-scale commercial transformations. These transformations help organisations deliver revenue growth and improved profit margins, while building the internal capability to ensure improvements are sustained.

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

  • supporting the merger of two large telecommunication companies, from initial business plan development through every step of the integration process and up to commercial launch of joint propositions
  • supporting the execution of a large-scale transformation for an oil and gas company, focusing on the commercial areas such as pricing, B2B sales effectiveness, B2C distribution model improvement, simplification, and digitisation of customer support
  • designing and implementing a performance management system for a private-equity-owned global media company, including reorganisation, definition of key performance indicators, and the design of an individual performance tracking system
  • designing and executing a sales growth and margin-improvement program for a major rail operator, focusing on improving their B2B contract performance management, developing KAM capabilities, and implementing digital support to the sales force to simplify processes and increase sales


Ecole Nationale Superieure des Mines de Paris (France)
MS, industrial economics

Ecole Polytechnique, France
MS, applied mathematics and economics