Andy Earnest

Background

About Andy Earnest

I am a revenue oriented senior sales leader with experience turning around struggling field and inside sales teams. I have led commercial transformations across multiple industry sectors within PE backed and multi-national conglomerates. I am a Associate Partner in McKinsey's Atlanta office and a leader within the Marketing & Sales practice area. My particular focus areas are commercial excellence, sales transformations, revenue generation, key account management, territory and compensation alignment, and sales operations. My diverse experience has resulted in tangible results across industries, improving business outcomes for companies and people:• CPG manufacturing client: Designed sales war room and pipeline progression to reverse 30% rev. drop• Government client: New performance management tracking, sales methodology, and CRM approach to drive 600+ sellers and managers toward $6B increase in midmarket package growth• Chemical client: Developed new sales coverage model, comp plans, and Salesforce.com pipeline tracking• Solar client: Rolled out sales & operations process for 700 field reps targeting 20% national install uplift• Roofing client: Restructured coverage model between field and inside sales: 31% increase in won rev/rep• Transportation client: Deployed pipeline and key account management to grow stagnated revenue streamI also co-lead McKinsey's Sales & Pricing Academy. I created 100+ digital assets, workshops, and GenAI supported field-work to drive commercial growth. Over the 4+ years I have run this program, we trained over 10K sellers.Prior to McKinsey & Company, I was the Analytics software Business Unit Executive for IBM's distribution vertical. I managed forty eight direct sellers and six managers covering the United States. The sellers were responsible for on-premises and SaaS products within the Business Analytics, Information Management, and ECM lines. Prior to the second line managerial role, I ran the Information Management software sales team for the Southeast. I was responsible for team performance management, pipeline forecasting, and large deal closings. Sectors: • Software • Alternative energy • Manufacturing •Transportation •P&C InsuranceSpecialties: •Marketing and Sales excellence • Business analytics • Strategy • Process improvement • Information technology • Stakeholder engagement • Sales and pipeline management • Sales acceleration • Inside sales best practices