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Karen Passmore

PartnerChicago

Focuses on driving profitable growth and commercial excellence in the MedTech industry with a passion for sparking transformative change in organizations.

Karen has been involved in a wide variety of commercial transformations across B2B selling environments, most often with MedTech products and services, and has led thinking on end-to-end commercial topics from go-to-market strategy through omnichannel customer engagement and salesforce effectiveness.

Recent project highlights

  • leading a global transformation to drive profitable growth in a MedTech organization, including transforming the global footprint, product and service offering, and supporting functions to unlock performance
  • delivering a multi-region transformation to implement an omnichannel commercial model, developing new channels, creating integration across channels, and optimizing mix based on deep customer insights to unlock growth of 5%+
  • redesigning the go-to-market model and territory mapping for a specialty device player based on market opportunity and customer attributes and behaviors
  • enhancing salesforce effectiveness (including new tools, targeting, and sales training) to grow a previously stagnant therapy by >200bps, significantly increasing enterprise value

Prior to McKinsey, Karen helped launch and grow a customer strategy consultancy, focusing on B2B customer segmentation, go-to-market strategy, and customer growth planning, and spent time as a sales rep selling custom-designed executive education programs to the C-suite of Fortune 500 companies.

PUBLISHED WORK

Delivering a stellar experience for all key stakeholders in medtech,” McKinsey & Company, June 2023

How medtechs can meet industry demand for omnichannel engagement,” McKinsey & Company, March 2023

Omnichannel engagement in medtech: The time is now,” McKinsey & Company, May 2021

EDUCATION

University of Chicago - Booth School of Business
M.B.A.

Wilfrid Laurier University
H.B.A. (Undergraduate)/Business Administration