Jochen is a Partner in McKinsey & Company’s Düsseldorf Office. He leads the EMEA Marketing & Sales activities in chemicals, energy, basic materials and oil & gas. He has 15 years of experience in driving commercial excellence in B2B both as line manager in industry at BASF (7 years in various commercial roles in Germany and the UK) and as consultant with McKinsey (8 years) in more than 40 projects Recent projects include for example: – Sales force performance turn-around for the global sales team of a downstream oil company (sales management, key account management, performance culture) – Sales target setting and incentives for a global leader in the paints and coatings industry – Marketing-enabled growth transformation for a global specialty chemicals company (marketing plans, commercial tools, capability building) – Performance transparency and turn-around plan design for the UK subsidiary of an international utility – Operating model design of the B2B segment of a utility (new organizational setup, processes, key roles in sales, marketing, customer service and business support) – Commodity go-to-market model for a global chemicals company (future cost base and setup of marketing, sales, R&D and technical support) – Commercial transformation program at a European utility (customer segmentation, sales excellence and pricing) – Pricing excellence for an agrochemical player (price setting, margin management, pricing governance) – Sales excellence transformation at a global chemicals company (Sales strategy, key account management, sales incentives)