Bio Jennifer Stanley
2015 Terex Cranes Sales & Service Meeting Jennifer Stanley
Jennifer is an Expert Associate Partner in McKinsey’s B2B Marketing and Sales practice where she specializes in go-tomarket transformation, sales force and channel management issues. She serves a range of companies, focusing in basic materials (e.g. chemicals), OEMs (e.g. large machinery, medical products), and multi-tier distribution environments. She has specific expertise in go-to-market (GTM) strategy, design and channel architecture, value pricing & selling, and key account management.
Some of her client work includes: Redesigning the GTM architecture and sales resource deployment model for a multi-billion global device manufacturer, including launch of strategic account planning and capability building programs. Supporting a long-term GTM transformation with a focus on global/key account strategy and corresponding management processes for an industrial packaging firm. Developing a new GTM architecture for an electronics manufacturer, including launch of a new direct sales channel alongside existing wholesale and retail distribution and expanding the key account program. Redesigning a GTM strategy and channel architecture for a global chemicals company, inclusive of commercial terms, for dealers/distributors Implementing a sales capability improvement program for a multinational B2B services company simultaneous to transforming their GTM strategy. Architecting a commercial transformation program for a global basic materials conglomerate, including revised customer segmentation, sales strategy development, and launch of an inside sales force Jennifer is based in McKinsey’s Boston office.
Prior to McKinsey, Jennifer held various sales and marketing roles with a subsidiary of Trans World Airlines while completing her higher education. She also taught sales management at the university level. Jennifer was a Rhodes Scholar at Oxford University, holds a MSc. in international political economy from the London School of Economics and has her BA from the University of Tennessee at Knoxville.
Jennifer is an Expert Associate Partner in McKinsey’s B2B Marketing and Sales practice where she specializes in go-tomarket transformation, sales force and channel management issues. She serves a range of companies, focusing in basic materials (e.g. chemicals), OEMs (e.g. large machinery, medical products), and multi-tier distribution environments. She has specific expertise in go-to-market (GTM) strategy, design and channel architecture, value pricing & selling, and key account management.
Some of her client work includes: Redesigning the GTM architecture and sales resource deployment model for a multi-billion global device manufacturer, including launch of strategic account planning and capability building programs. Supporting a long-term GTM transformation with a focus on global/key account strategy and corresponding management processes for an industrial packaging firm. Developing a new GTM architecture for an electronics manufacturer, including launch of a new direct sales channel alongside existing wholesale and retail distribution and expanding the key account program. Redesigning a GTM strategy and channel architecture for a global chemicals company, inclusive of commercial terms, for dealers/distributors Implementing a sales capability improvement program for a multinational B2B services company simultaneous to transforming their GTM strategy. Architecting a commercial transformation program for a global basic materials conglomerate, including revised customer segmentation, sales strategy development, and launch of an inside sales force Jennifer is based in McKinsey’s Boston office.
Prior to McKinsey, Jennifer held various sales and marketing roles with a subsidiary of Trans World Airlines while completing her higher education. She also taught sales management at the university level. Jennifer was a Rhodes Scholar at Oxford University, holds a MSc. in international political economy from the London School of Economics and has her BA from the University of Tennessee at Knoxville.
