With a unique combination of sales and sales management experience, Rick works closely with global commercial organizations to realize the full value of sales and marketing transformation initiatives, engaging with clients at all levels of the organization from executives through to the front line.
Since joining McKinsey Implementation in 2014, Rick has focused on leading transformations for multinational clients with an emphasis on developing sales strategies, implementing best practice selling approaches, and building capabilities across various marketing and sales functions.
Examples of his work include:
- developing and implementing key account management practices across North and South America while creating more financially-focused and customer specific strategies
- creating and leading a long-term negotiation approach focused on unique customer plans that aligned with organization-wide strategy; elements of approach ranged from pricing, negotiation tactics, and terms and conditions, to specific positioning versus competition
- leading nation-wide rollout of proactive sales-management approach identifying performance management metrics and partnering with local leaders to build management capabilities
- implementing digital solutions to commercial team, training leaders and frontline personnel to improve pricing strategies, with numerous customer segments, through data analytics
Before joining McKinsey, Rick spent seven years working in various marketing and sales roles focused on industrial equipment in the oil and gas space. Through progressive roles, he has provided commercial support to dealership networks, directly interacted with customers, and led sales and operations teams.