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Tom Kilroy

Senior PartnerChicago

As managing partner of McKinsey’s Chicago office, leads retail commercial transformation work in North America, serving retail and consumer-goods clients on growth strategy, digital, merchandising, and marketing issues

Tom serves retail and consumer-goods clients on growth strategy, digital, merchandising, and marketing topics. He currently leads McKinsey’s work in retail merchandising for the Americas. Prior to this, Tom was based in the Peru office, where he led our Consumer Packaged Goods and Retail Practices for Peru, Chile, and Colombia.

Examples of his recent client work include the following:

  • reinvigorating the strategy of a home-improvement retailer through strategic shifts in branding, format, and merchandising strategy
  • leading a digital-marketing transformation at a North American electronics retailer, increasing sales return per digital-marketing dollar spent by more than 15 percent
  • leading the corporate-strategy process for a major office-supplies retailer, defining an approach to target category and customer segments for growth and to improve underlying capabilities in the business
  • designing a strategy for an emerging-markets grocer to win versus traditional informal markets through innovations in format, management of brand and price perception, and regulatory strategy
  • developing a multichannel marketing strategy for a hardline retailer, including the launch of personalized marketing campaigns with an 8x response rate relative to historical investments

Published work

Four ways to achieve pricing excellence in retail marketplaces,” McKinsey & Company, August 2022

Automation in retail: An executive overview for getting ready,” McKinsey & Company, May 2019

Lessons from Latin America’s leading consumer-goods companies,” McKinsey & Company, June 2016

“A mixed reception for global grocers,” McKinsey Quarterly, 2016 Number 1

Modern grocery and the emerging-market consumer: A complicated courtship,” McKinsey & Company, August 2015

Pricing in retail: Setting strategy,” McKinsey & Company, April 2015


Tuck School of Business

University of Notre Dame
BA, program of liberal studies