Arnau is an expert in pricing and commercial excellence across B2B sectors and a leader of McKinsey’s B2B dynamic pricing work globally. He helps leading B2B companies take their commercial capabilities to new horizons and supports less advanced companies in reaching the next level of commercial and pricing excellence. Arnau has managed the deployment of dynamic pricing models in more than 25 B2B companies, spanning industries such as chemicals, high tech, automotive supply, metals, utilities, semiconductors, software, services, distribution, and agriculture, achieving a 2 to 7 percent return-on-sales (RoS) impact.
Additionally, Arnau is a pioneer in leveraging advanced analytics and (Gen)AI to help B2B companies gain additional insights to optimize pricing and sales decisions. Arnau also has global experience, having lived in Asia, the Americas, and Europe. He has worked closely with clients across these regions, gaining a deep understanding of the local and cultural nuances in commercial and pricing topics.
Examples of Arnau’s recent client engagements include the following:
- leading a technology company’s comprehensive three-year sales transformation, including defining a new organization and processes, launching full capability-building initiatives, designing and running sales-push programs, and building new commercial and pricing models to achieve more than €600 million in bottom-line impact
- developing, implementing, and rolling out a specialty-chemical client’s dynamic pricing model, including a new cloud-based pricing solution and capability building of sales teams, resulting in an annual impact of €100 million (8 percent RoS)
- leading a prominent medtech company’s pricing excellence transformation, deploying dynamic deal scoring on the product business and aftermarket commercial excellence for services to achieve over €150 million in impact
- helping a leading technology company with a multiyear journey to develop new commercial models and capabilities when transitioning from hardware to software and subscription pricing, resulting in over €350 million in impact
- supporting the end-to-end pre- and post-merger integration of the commercial aspects of two large high-tech companies, including organization and process design, synergies, and day-one readiness
- executing a short-term pricing transformation for a distributor, achieving 2 percent RoS in 100 days