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.