Steven helps companies build capabilities in a coordinated and sustainable way to realize the full potential of today’s omnichannel opportunities. He coleads our sales-capability building work, helping organizations hone new skills grounded in the right behavioral, management, and go-to-market motions, while driving change at the front line. Working across industries, with a focus on consumer companies, Steven brings his extensive commercial leadership experience to his work with C-suite leaders to accelerate growth.
His recent client work includes the following examples:
- developing and executing a sales transformation for a specialty retailer, delivering double-digit sales improvements while increasing both customer and employee satisfaction
- developing and executing a behavior-based sales effectiveness program to increase efficiency and ROI of a B2B sales force, including program management and coaching processes to sustain change
- leading a multinational consumer-packaged-goods merger, ensuring day-one readiness, designing a winning organizational structure, and developing an agile culture in a developing market
- building and deploying a category management strategy for a B2B2C distributor
Prior to joining McKinsey, Steven served as the national director of sales for a venturing-and-emerging brands business unit, where he created its food-service division.