David Chapnick is a Partner and leader of Vantage’s Sales and Account Management Training practice. Since joining Vantage in 2004, David has worked globally on projects focused on business-to-business sales strategy, customer centricity, sales force effectiveness, alliance management, and strategic account management. In training services, David crafts transformational learning experiences to build the critical soft skills required for selling and leading in today’s complex business environment. Today, David is leading numerous efforts to support clients in incorporating AI into training efforts to deliver personalized coaching and measurable behavior change.
Examples of David’s recent work include supporting the customer-centric transformation of a major pharmaceutical services company, leading a negotiation capability improvement effort for a medical device company’s sales force to capture new share and minimize customer attrition, launching several biopharma alliances focused on bringing novel therapies to market, developing the coaching skills of frontline sales leaders to drive revenue growth, assessing and redesigning the competency model and sales and account management curriculum of a global medical technologies company, and most recently supporting the build out and implementation of an award-winning account management university of a major pharmaceutical company.
David is a frequent speaker and author. His work has been featured in Harvard Business Review, California Management Review Insights, SAMA’s Velocity Magazine, and elsewhere. He is a co-author of the chapter on “Negotiation Systems and Strategies” in the 2020 International Contracts Manual, as well as Vantage’s studies on pricing and customer-supplier negotiations.
David is also a veteran of the Vantage Volunteers team, which creates volunteering and team-building opportunities for the firm, partnering with greater Boston nonprofit organizations such as the Jimmy Fund, Massachusetts Coalition for the Homeless, Chill, the Food Project, Cradles to Crayons, Room to Grow, and Massachusetts Audubon.
David is a graduate of Boston University.
