Managing Sales Performance

for Growth

Cornell Course

Roland John, leader of the North American B2B Marketing & Sales Practice, works closely with clients to help them provide both low-cost support for customer needs and go-to-market strategies that build customer relationships.

Drawing on a deep understanding of customer economics, Roland has worked with clients to redesign their customer interaction models, including their direct-sales forces, inside sales teams, and third-party channels. He has helped clients segment customers and develop key-account management approaches in multiple industries, including chemicals, building products, and financial institutions. He has also helped develop higher-performing sales forces for clients in the hospitality, chemicals, and building products industries.

Results oriented manufacturing and distribution executive with a blend of strategy, line management, and transformation experience. Deep expertise across a variety of manufacturers and distributors on growth strategy, business development, due diligence, M&A, performance management, commercial and operational transformations. Respected leader who has built, developed, and mentored highly effective teams