Elena is a member of our Healthcare Practice. She has served insurance carriers on a broad range of issues, including sales operations and sales effectiveness, corporate strategy, diligences, and M&A. She coleads McKinsey’s work on insurance commercial analytics and sales effectiveness, as well as our dental client-service community.
Examples of her recent client work include the following:
- setting up the core sales operations engine for a multistate carrier selling through a broker channel, including talent acquisition, retention and training, sales support, proposal delivery, pipeline management, broker strategy, and other sales-enablement tools
- deploying frontline diagnostics and designing consultative capability building training, sales coaching training, and supporting tools for a regionally concentrated insurer
- leading buyer and target leadership across dental, life, and disability business lines and developing a coordinated go-to-market strategy and path forward on integration as part of a large merger-management program
- developing a strategy for standing up portfolio-management capabilities and integrating them into annual planning processes for a diversified health insurer
Prior to joining McKinsey in New York, Elena was based in the Singapore office where she was part of the Strategy & Corporate Finance Practice and served clients on issues such as frontline transformations, economic development, and strategy.