Kevin is active in research and is at present exploring the nature and attributes of key account managers as Political-Entrepreneurs.

Transcription

1 Dr. Kevin Wilson P R O F I L E Living in France, Dr Wilson is a full time lecturer-researcher with the marketing and client relations subject group at KEDGE Business School in Bordeaux. He is a researcher, writer and presenter with an international reputation in the field of Strategic Account Management. Kevin has spent the past fifteen years exploring the nature of strategic, national and global account management, in over 1200 companies and has in excess of 60 refereed and other publications to his credit He is the author of three books on the subject: Wilson KJ (1997) A Problem Centred Approach to KAM Nottingham University UK; Wilson KJ, Millman A, Croom S, and Weilbaker (2000) Harnessing Global Potential SAMA Chicago USA; and Wilson KJ and Spear N with Reese SJ (2002) Successful Global Account Management Kogan Page London UK. Before moving to France, Kevin was for ten years a board member of SAMA (The Strategic Account Management Association based in Chicago), the CEO of the Sales Research Trust, a not for profit organisation dedicated to the creation and dissemination of knowledge in the field of selling and sales management and the Editor of The Journal of Selling and Major Account Management. Kevin also held full time academic posts variously at Sheffield, Southampton and the Isle of Man Business Schools Kevin is active in research and is at present exploring the nature and attributes of key account managers as Political-Entrepreneurs. E X P E R I E N C E Present Activity Professeur Chaire Marketing et Relation Client KEDGE Management School Bordeaux January 2012 present CRM, Research Methodology, PG Thesis supervision, MACI (Prof. Cesar Baena) Strategic Account Management, ESC (MVS, Selling and Sales Management ESC Professeur Affilié Bordeaux BEM CRM, Research Methodology, PG Thesis supervision, MACI (Prof. Cesar Baena) Strategic Account Management, ESC (Prof. Pierre Chenet) Professeur Affilié Cité de la Formation Marmande 2011 CRM, Marketing Planning and Business English Diplome d Université, Management d Enterprise; Diplome Européen d Etudes Supérieures, Management et Gestion des PME Relevant Past Employment History: Senior, then Principal Lecturer and Marketing Departmental Head Sheffield Business School ( ) Co-founder and managing director of the Sales Research Trust Ltd ( ) Founding Editor of the Journal of Selling and Major Account Management ( ) Board member of the Strategic Account Management Association Chicago ( )

2 Q U A L I F I C A T I O N S Senior Lecturer Southampton Business School ( ) Senior Lecturer Isle of Man Business School ( ) Affiliated professor EM Bordeaux, France (2002-Present) Visiting professor EM Lyon ( ) European Editor Journal of Selling and Major Account Management (2002 Present) T.Cert. (University of Hull 1968) MBA (University of Nottingham 1990) PhD ( University of Nottingham 1997) L A N G U A G E S English (native) French (improving) R E F E R E E S Professor Peter Naude Professor of Marketing University of Manchester Business School peter.naude@mbs.ac.uk Professor Cesar Baena Professor of Strategy BEM cesar.baena@bem.edu Publications Refereed Conference Papers: Wilson K.J. (1992) "The Role of the Sales Force in Creating and Sustaining Strategic Competitive Advantage in Industrial Markets" Proceeding of the MEG Conference Wilson K.J. (1992) "The Role of the Sales Force in Industrial Markets" Occasional Paper 7 Sheffield Business School. Wilson K.J. & McCarthy B. (1993) "The Design and Management of an Undergraduate Business Appreciation Course" in R. Holden ed. Education and Training Journal. Wilson K.J. and Baker J. (1993) "Knowledge is Power: A Preliminary Study of the Role Performed by Sales People as Information Gatherers in Industrial and Organisational Markets." Proceedings of the MEG Conference Wilson K.J. and Croom-Morgan S. (1993) "A Problem Centred Approach to Buyer Seller Interaction" Proceedings of the IMP Conference 1993.

3 Wilson K.J. and Croom-Morgan S. (1993) "The Process of Industrial Market Relationships: Managing Networks and Channels in Different Customer Problem Scenarios." Proceedings of the International Symposium on Logistics Wilson K.J. and Croom-Morgan S. (1993) "Inter-organisational Relationships: Understanding the Process of Industrial Buyer Behaviour" Proceedings of the PSERG (IPSERA) Conference Croom-Morgan S. and Wilson K.J. (1993) "The Contribution of Service Offering to Competitive Edge in Industrial Customer-Supplier Relations" Proceedings of the OMA Conference Millman T., and Wilson K.J. (1994) "From Key Account Selling to Key Account Management" Proceedings of the 10th IMP Conference, Groningen, p53. Croom-Morgan S. and Wilson K.J. (1994) "Interaction in Buyer-Seller Relationships: Determining the Context of Relationship Management in Industrial Markets" Proceedings of the 10th IMP Conference, Groningen p287. Wilson K.J. (1995) "A Problem Centred Approach to Sales Force and Key Account Management - A UK Perspective" National Conference in Sales Management, NCSM, Atlanta, Georgia. April. Millman T. & Wilson K.J. (1995) "Developing Key Account Managers" Proceedings of the 11th IMP International Conference, Manchester Federal School of Business and Management. Editors: Turnbull P., Yorke D, & Nuade P. September. pp Millman T. and Wilson K.J. (1996) "Contentious Issues in Key Account Management" Proceeding of the 12th IMP Conference Karlsruhe University Sept 5-7 p1027. Millman T., and Wilson K.J. (1997) "Defining Key Account Attractiveness in Business to Business Markets" Paper Presented at the 33rd Annual Conference of the National Account Management Association (NAMA) Fort Lauderdale Florida USA April. Millman T., and Wilson K.J.,(1997) "Processual Issues in Key Account Management" The Proceedings of the 13th. IMP Conference Groupe EM Lyon France 4-6 September Millman T. and Wilson K.J. (1998) "Global Account Management: Reconciling Organisational Complexity and Cultural Diversity" Proceedings of the 14 th IMP Conference Turku University, Finland. Millman T and Wilson KJ (1999) "Developing Global Account Management Competencies" Paper presented at the fifteenth Annual Industrial Marketing and Purchasing (IMP) Conferences. Graduate School of Business, University College Dublin, Republic of Ireland, September Millman AF and Wilson KJ (2000) Career Development of Global Account Managers: The Dilemma of the Political Entrepreneur Work-in-Progress Paper accepted for the 16 th Annual Marketing and Purchasing (IMP) Conference, University of Bath, United Kingdom, September

4 Wilson KJ and Millman AF (2000) The Political Entrepreneur CRM Conference The Gurgaun Institute New Delhi November Pardo, Ivans and Wilson (2012) KAM and the internal alignment challenge How aligned are we? How more aligned can we be? 28 th IMP Conference Rome Wilson and Woodburn (2012) The Impact of Organisational Context on the Failure of Key and Strategic Account Management Programs 28 th IMP Conference Rome Pardo C. Ivens B. and Wilson K (2013) Assessing and strengthening internal alignment of new marketing units : An interpretative tool Industrial Marketing Management 42(7) pp Woodburn D and Wilson K (2014) The Handbook of Strategic Account Management Wiley Chichester UK (March 2014) Wilson K and Holt S (2014) The role of the Key/Strategic Account Manager in The Handbook of Strategic Account Management Ed Woodburn D and Wilson K Wiley (March 2014) Wilson K (2014) Developing Strategic Key Account Relationships in Business-to Business Markets in The Handbook of Strategic Account Management Ed Woodburn D and Wilson K Wiley (March 2014) Pardo C. Ivens B. and Wilson K (2014) Differentiation and alignment in KAM implementation Forthcoming Industrial Marketing Management Wilson K and Woodburn D (2014 The Impact of Organisational Context on the Failure of Key and Strategic Account Management Programs Forthcoming Journal of Business and Industrial Marketing Wilson K (2014) Strategic Account Managers or Strategic Account Sellers? Velocity Journal of the Strategic Account Management Association (March) Edited Publications: Wilson K.J. and Starkey M. (Eds) (1997) The Proceedings of the First International Symposium in Selling and Major Account Management Southampton Institute. June ISBN Wilson K.J. and Starkey M. (1998) Eds. The Journal of Selling and Major Account Management Vol 1 Issue 1 July ISSN The Sales Research Trust. Southampton

5 Wilson K.J. and Starkey M. (1998) Eds. The Journal of selling and Major Account Management Vol 1 Issue 2 November ISSN The Sales Research Trust. Southampton Wilson K.J (1999) Ed The Journal of Selling and Major Account Management Vol 1 Issue 3 March ISSN The Sales Research Trust. Southampton Wilson K.J and Napolitano L (1999) Ed The Journal of Selling and Major Account Management Vol 1 Issue 4 June(Summer) ISSN The Sales Research Trust. Southampton Wilson K.J. (1999) Ed "Managing Global Customers" Proceedings of the 3 rd International Symposium on Selling and Major Account Management The Chilworth Manor, Southampton: The Sales Research Trust and The Southampton Business School July Wilson K.J. (1999) Ed The Journal of Selling and major Account Management Vol 2, Issue 1 Autumn ISSN The Sales Research Trust Wilson K.J. (2000) Ed The Journal of Selling and major Account Management Vol 2, Issue 2 Winter ISSN The Sales Research Trust Wilson K.J. (2000) Ed The Journal of Selling and major Account Management Vol 2, Issue 3 Spring ISSN The Sales Research Trust Wilson KJ (2000) Ed The Proceedings of the 4 th International Symposium on Selling and Major Account Management The Chilworth Manor July The Sales Research Trust ISBN Wilson K.J. (2000) Ed The Journal of Selling and major Account Management Vol 2, Issue 4 Summer ISSN The Sales Research Trust Wilson KJ (2000) Ed The Journal of Selling and Major Account Management Volume 3 Issue 1 Autumn ISSN The Sales Research Trust Wilson KJ (2001) Ed The Journal of Selling and Major Account Management Volume 3 Issue 2 Winter ISSN The Sales Research Trust Wilson KJ (2001) Ed The Journal of Selling and Major Account Management Volume 3 Issue 3 Spring ISSN The Sales Research Trust Wilson KJ (2001) Ed The Journal of Selling and Major Account Management Volume 3 Issue 4 Summer ISSN The Sales Research Trust Wilson KJ (2001) Ed The Journal of Selling and Major Account Management Volume 4 Issue 1 ISSN The Sales Research Trust Wilson KJ (2002) Ed The Journal of Selling and Major Account Management Volume 4 Issue 2 ISSN The Sales Research Trust Wilson KJ (2002) Ed The Journal of Selling and Major Account Management Volume 4 Issue 3 ISSN The Sales Research Trust

6 Wilson KJ and Weilbaker D (2003) Eds The Journal of Selling and Major Account Management Volume 4 Issue 4 ISSN The Sales Research Trust Invited Conference Papers: Wilson K.J. (1998) "Global Account Management: Theory and Practice" Workshop in proceedings of NAMA University Conference, Chicago, October 14 th -20th. Wilson K.J. (1999) "Global Account Management: Strategies and Practice" Proceedings SAMA Conference, Chicago. January th. Wilson K.J. (1999) "Global Account Management: Problems Strategies and Practice" Keynote Speech Proceedings of the 2 nd International Conference on Key Account Management, Amsterdam February 11 th and 12 th. Wilson KJ (1999) Global Customer Management Panel: Getting Started, Developing the Capability and Sustaining the Effort SAMA Annual Conference, Miami, May 3rd- 5 th Wilson KJ (1999) "Global Account Management: Problems Strategies and Practice" Academy of Marketing (USA) Conference, Malta, June 1999 Panel member Wilson K.J. (1999) Global Account Management Workshop SAMA Leadership Symposium, New York October. Wilson (2000) Global Account Management Keynote Speech Euromanagement Key Account Management Conference Barcelona March Wilson K.J. (2000) The Dilemma of the Political Entrepreneur Invited speech at the Emory CRM Conference October. Emory University Atlanta, GA USA Wilson KJ, Pardo C and Naude P (2004) Changes in GAM A SAMA Perspective Proceedings of the SAMA Pan-European Conference Nice March Pardo C, Naude P and Wilson KJ (2004) Teams in Strategic Account Management Naude P, WilsonKJ and Pardo C (2004) Value Creation in SAM Proceedings of the SAMA Pan-European Conference Nice March Wilson KJ (2004) The Political Entrepreneur-An Emerging Management Role Netherlands SMA Amsterdam February Wilson KJ and Mandjak T (2004) The Political Entrepreneur in Global Markets Paper for 2 nd International Value Conference The Budapest University of Economic Sciences and Public Administration Budapest Refereed Journal Articles: Wilson K.J. (1993) "Managing the Sales Force of the 1990s." JOURNAL OF MARKETING MANAGEMENT 9. 2pp

7 Millman T., and Wilson K.J. (1995) "From Key Account Selling to Key Account Management" JOURNAL OF MARKETING PRACTICE: APPLIED MARKETING SCIENCE Vol 1, No. 1. pp9-21. Millman T. and Wilson K.J. (1997) "Developing key account management competencies" JOURNAL OF MARKETING PRACTICE: APPLIED MARKETING SCIENCE Vol2 Number 2 pp7-22 (ANBAR EXCELLENCE CITATION) Millman T. and Wilson K. J. (1998) "Contentious Issues in Key Account Management" JOURNAL OF SELLING AND MAJOR ACCOUNT MANAGEMENT Vol 1. Issue 1 July, Sales Research Trust, Southampton. Millman T. and Wilson K.J. (1999) "Processual Issues in Key Account Management: Underpinning the Customer facing Organisation" Invited paper in JOURNAL OF BUSINESS AND INDUSTRIAL MARKETING University of Georgia. Wes Johnson (Ed) (at press) Wilson KJ. (1999) "Developing Global Management Programmes: Observations from a GAM Panel Presentation" Thexis Fachzeitschrift fur Marketing, Research Institute for Marketing and Distribution, University of St Gallen, Switzerland Wilson KJ and Richard S (2000) Developing Organisational Commitment to Strategic Account Management Programmes The Global Context JOURNAL OF SELLING AND MAJOR ACCOUNT MANAGEMENT Vol 2 Issue 4 Summer The Sales Research Trust, Southampton Wilson KJ and Millman T (2003) The Global Account Manager as Political Entrepreneur Journal of Industrial Marketing Vol 32 No 2 February pp Wilson K J and Weilbaker D (2004) Global Account Management: a literature based conceptual model American Journal of Business Spring 2004 Vol 19 No 1 Wilson KJ and Woodburn D (2013) The Impact of Organisational Context on the Failure of Key and Strategic Account Management Programs Journal of Business and Industrial Marketing (forthcoming) Pardo C, Ivens BS, and Wilson KJ (2013) Assessing internal alignment of marketing units - An interpretative tool IMM Special Issue (forthcoming) Practitioner Journal Articles Wilson KJ and Croom S (1999) "Defining Global Account Attractiveness" Velocity Spring SAMA Chicago Wilson KJ (1999) "Whatever happened to GAM: A case study of GAM Failure" Velocity Spring SAMA Chicago Wilson KJ, Millman AF, Croom S, Weilbaker and Senn (1999) Managing Global Customers Velocity Fall SAMA Chicago

8 Wilson KJ (2001) The Political Entrepreneur: Are we seeing a new management role emerging with the Global Account Manager? Velocity, Winter, SAMA Chicago Wilson KJ (2001) Global Account Management (GAM) The New Strategic Imperative. In Winning Business January Issue Quest Media Publications London Wilson KJ (2001) Building the Company Through Account Management Programs: Leadership at the Client Interface Velocity Vol3 No3 3 rd Quarter pp13-16 Wilson KJ (2003) BBV and SAM: No Longer Enough for P&G! Velocity Focus Europe Vol 3 No 1 Ist Quarter pp1-5 Research Reports Wilson, Croom, Millman, Senn and Weilbaker (2000) Global Account Management Study Report: Executive Summary of the preliminary findings of the SAMA/SRT GAM project October The Sales Research Trust ISBN Contributions to Books: Wilson K.J. (1996) in Hartley and Starkey "The Management of Sales and Customer Relations" Thomson Wilson K.J. (1997) in Jobber "Strategic Sales Management" CIM Wilson KJ and Millman AF (2000) The Global Account Manager as Political Entrepreneur in Customer Relationship Management: Emerging Concepts and Applications Sheth, Parvatyar and Shainesh (Eds) Tata McGraw-Hill NEW DELHIISBN pp Books Wilson K.J. (1997) "An Interaction Approach to Key Account Management" Unpublished PhD Thesis, University of Nottingham, November. Wilson KJ, Millman A, Weilbaker D and Croom S (2001) Harnessing Global Potential: Insights into Managing Customers Worldwide SAMA/SRT Chicago ISBN Wilson KJ, and Speare N with Reese S (2002) Successful Global Account Management Kogan Page London ISBN