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Michael Harney

Partner, New York
Brings deep expertise in sales and marketing functions, partnering with companies across sectors to implement commercial transformations

About Michael

Michael is a leader in the Implementation Practice and an expert in the implementation of B2B commercial-transformation programs. He is passionate about helping clients drive sustainable impact across their organizations, with a focus on accelerating sales growth and commercial productivity. Michael has served leading global institutions across a range of industries, primarily in issues including commercial-growth strategy, customer segmentation, go-to-market architecture, pricing and margin management, sales-force effectiveness, capability building, and performance management.

Examples of his recent client work include the following:

  • leading a multiyear global commercial transformation for an advanced-industrial company, resulting in a fully redesigned go-to-market model, new sales processes and channels, and a revised pricing system, as well as enabling a 15–20 percent improvement in sales productivity and more than $120 million in lasting impact
  • delivering a commercial transformation for a leading global chemicals company, resulting in more than $450 million in sustained financial impact, along with radically enhanced capabilities and improved organizational health
  • managing a cross-functional team in the development of an innovative pricing and contracting strategy for a leading pharmaceutical company, incorporating McKinsey Digital expertise to build an integrated set of tools for finance and field-sales-force deployment, and resulting in increased speed to market, improved market intelligence, and up to a $50 million increase in gross profit
  • designing and implementing a B2B sales-transformation program for a leading food-services company, dramatically enhancing the sales approach of representatives and managers through leadership coaching for 20-plus change agents who implemented the program in 70 sales offices with 7,000 representatives, resulting in a $100 million increase in gross profit

Prior to joining McKinsey, Michael was a member of the operations leadership-development program at a global defense, security, and aerospace company, where he served in a range of operating leadership roles across the enterprise.

PAST EXPERIENCE

BAE Systems
Operations leadership-development program

Pratt & Whitney (United Technologies)
Operations management

PUBLISHED WORK

Putting sales organizations on the path to a successful transformation,” McKinsey & Company, July 2019

Meet the missing ingredient in successful sales transformations,” McKinsey & Company, June 2019

EDUCATION

Northeastern University, D’Amore-McKim School of Business
MBA, finance

Syracuse University, Martin J. Whitman School of Management
BS, marketing and supply-chain management