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Jan-Christoph Köstring

Senior PartnerMunich

Coleads McKinsey’s Sciences for Growth globally, innovating our clients’ Marketing & Sales (M&S) approaches and accelerating above market growth and profitability by bringing the best of McKinsey’s AI-powered intelligence, tech-enabled capabilities, and M&S expertise.

Jan-Christoph, global coleader of McKinsey’s Sciences for Growth and key member of McKinsey's global M&S Operating Committee, helps clients accelerate growth and drive value by bringing the best of McKinsey’s AI-powered intelligence, tech-enabled capabilities, and over 1,000 strong global community of practitioners with the know-how across strategy, AI, digital, and technology.

Over the past decade with McKinsey, Jan-Christoph has been working at the forefront of the digital disruption of the automotive, commercial vehicle (including cars, trucks, construction vehicle, machinery manufacturers, and suppliers), telecommunications, and high-tech industries. His areas of expertise include performance transformations, digitization, go-to-market overhauls, retail transformations, accelerations through advanced analytics and big data, and sales boosts. He has helped clients with a broad range of topics ranging from end-to-end business transformation to digital growth strategies to advanced analytics-driven product and pricing strategies, commercial excellence initiatives, dealer performance management programs, and sales boost programs across Europe, the US, China, the Middle East, and Africa.

Examples of Jan-Christoph’s recent work include:

  • transforming the go-to-market of a leading premium car manufacturer from wholesale to direct-to-consumer (D2C)
  • step-changing growth and profitability of a global high-tech company through tech, enabling their M&S capabilities
  • redefining the marketing and sales organization of a global telecommunications company to drive above-market growth
  • boosting the profitability of an automotive volume OEM by accelerating traditional product marketing through advanced analytics
  • driving short-term profitability by implementing a short-term sales and margin-push program for a high-tech manufacturer
  • developing the global M&S strategy of an automotive OEM, embracing the digital disruption
  • helping a global automotive supplier redefine its market approach to capture digital growth opportunities
  • transforming how a high-tech manufacturer tackled its M&S
  • creating a customer-centric growth strategy for a global tire manufacturer, including the build-up of an online channel
  • implementing a global automotive manufacturer’s boost program to improve dealer performance

Published work

Tech-powered growth: Three things growth leaders do differentlyTech-powered growth: Three things growth leaders do differently,” McKinsey & Company, September 2023

Leveraging Growth Analytics for B2B SalesLeveraging Growth Analytics for B2B Sales,” Harvard Business Review, March 2023

BEVolution of luxury vehicles: How customer preferences are changing the luxury vehicle market,” McKinsey & Company, Decenber 2022

How much is a brick? That depends,” McKinsey & Company, August 2022

Five trends shaping tomorrow’s luxury-car market,” McKinsey & Company, July 2022

The second COVID-19 lockdown in Europe: Implications for automotive retail,” McKinsey & Company, December 2020

A future beyond brick and mortar: Disruption in automotive retail,” McKinsey & Company, November 2020

The new realities of premium mobility,” McKinsey & Company, November 2019

Winning tomorrow’s car buyers using artificial intelligence in marketing and sales,” McKinsey & Company, February 2019

Education

Bocconi University
PhD, strategy and marketing

Ludwig Maximilian University
MA, business administration