Mark Kovac is a partner in Bain & Company’s Dallas office. Mark joined Bain in 1996 and is currently global head of Bain’s B2B Commercial Excellence practice. Mark is also a leader and former head of Bain’s Technology, Media & Telecom (TMT) practice in the Americas. Mark has significant experience in developing and leading commercial excellence programs with clients in the across a variety of B2B sectors, including technology, media, telecom, financial services, travel and industrial goods & services. Mark also has deep experience working with clients across the TMT ecosystem, including telecommunications equipment & service providers, enterprise software & hardware companies, IT service providers and both traditional & digital media companies. Mark also has a significant experience working with Bain’s Private Equity Group to execute strategic due diligence assignments and Bain’s Mergers & Acquisitions practice to plan for and execute merger integration assignments.
Mark is a published author on the topics of sales effectiveness, loyalty and go-to-market strategy, including, “The New Science of Salesforce Productivity,” published in the September 2006 Harvard Business Review. Mark has also co-authored several Bain briefs, including: “Can communication service providers earn their customers love?” (2011), “Creating an adaptive go-to-market system (2012), Is complexity killing your sales model?” (2013), “Mastering the new realities of sales” (2014), Bought not sold: Marketing and selling to digitally empowered business customers (2015), When You Need Sales Specialists, Not Sales Generalists (2016) and The Analytics of Sales Time Well Spent (2017).
Earlier in his career, Mark spent three years with Price Waterhouse as a senior accountant and two years with Dell as a treasury manager. Mark earned an MBA from the Amos Tuck School of Business at Dartmouth College, graduating in 1996 as a Tuck Scholar. He also graduated magna cum laude from Miami University (Ohio) in 1989 with a Bachelor of Science in Business Administration.