Bring your career into focus

Bring your career into focus

focus ZS FOCUS Sales & marketing management consulting strategy, operations & execution CORE INDUSTRY SECTORS Pharmaceuticals & Biotechnology Medical Products & Services

Getting your career into focus is a challenging task When you aspire to be part of something extraordinary, finding the right job is critical. And finding the right job requires focus on what you want to do, and how the company you choose can help you do it. ZS Associates offers unique career opportunities for exceptional people who seek a different kind of consulting firm: A FIRM OF CONSULTANTS WITH DEEP EXPERTISE A FIRM THAT OFFERS EARLY RESPONSIBILITY AND CAREER GROWTH A FIRM WHERE INTERACTIONS ARE INFORMAL, YET THE PACE IS INTENSE A FIRM WHERE YOUR WORK MAKES A DIFFERENCE Our origins shape our focus ZS Associates is a global management consulting firm delivering value through expertise in sales and marketing consulting, capability building and outsourcing. The firm sprang from the work of Andy Zoltners and Prabha Sinha, two marketing professors at Northwestern University s Kellogg School of Management, who began applying their mathematical modeling techniques to achieve impressive results for pharmaceutical companies. The two founded ZS in 1983. ZS has since built a strong presence in the pharmaceutical and health care industries, and expanded into other targeted industries with complex sales and marketing issues. Today, we are recognized around the world for our expertise in go-to-market and sales force strategies, and implementation capabilities. We comprise more than 1,500 professional colleagues and friends integrated in a knowledge-sharing network with offices across the globe. on your future Sales and marketing focus creates unrivaled expertise Our offerings range from broad sales and marketing strategy development to detailed tactical implementation. We work closely with our clients to: Develop and implement sales and marketing strategies on both issue-specific and large-scale change levels Build world-class sales and marketing capabilities including business process design, analytic methods, software tools and specialized information technology systems Provide cost-effective outsourcing for sales and marketing operations on short- or long-term bases. In short, we help our clients find the right answers and achieve organizational acceptance and change, run processes to keep the answers right, and build capabilities to operate the right way. Industry concentration focuses our work Health care is a dynamic and growing sector with complex issues and broad impact across world economies. Because 85 percent of ZS revenue comes from the pharmaceutical sector, our history and expertise make us a valued partner with many Fortune 100 and Fortune 500 companies. We are also committed to increasing our presence in industries outside health care. Our work in industries with significant sales and marketing resource investments expands each year.

PEOPLE 29.5 average age 56% advanced degrees (MBA, MS or PhD) 38% women 37% minorities focus CORE VALUES Do the right thing. Treat people right. Get it right.

Our culture focuses on people Many at ZS say their relationships with colleagues are one of their favorite aspects of working with us. Solid working relationships and strong friendships attract people to ZS and keep them engaged. ZS fosters a team-oriented, collaborative work environment. While externally we are very competitive, internally ZS people actively help each other. This team-based work model allows room for everyone to develop on every project to contribute, grow and succeed. To serve the needs of their clients, professional services firms must be non-bureaucratic and fluid. We run ZS on three core values: do the right thing, treat people right and get it right. We share an intense focus on project delivery, which creates a casual, open-door culture. We are all on a first-name basis. Learning and development At ZS, you are supported by an organization dedicated to your success. ZS leaders are issues experts who actively engage in project execution, so you learn from the best. Whether or not you arrive with a business background, you participate in local, regional and global training that exposes you to our ideas and our people across the firm. Our integrated mix of facilitator-led training, informal mentoring and self-guided instruction is driven by your individual development objectives and supported by online tools. Time Those who choose consulting careers understand that the field can sometimes demand long hours. ZS is no exception. ZS s focus on client service and project deadlines can mean long hours at times, and schedules can be unpredictable. Working and growing at ZS also requires effort beyond client projects. You will be expected to dedicate time for training, travelling, helping recruit others to ZS and attending social events, among other activities. on work life Travel Consulting is a client-service industry, and our interactions with clients help us understand their businesses and needs. Our project teams work from ZS offices as well as from client sites. Each project is different, and staffing can accommodate varying travel expectations: Some projects teams work at client locations regularly, cultivating strong client relationships. Team members return to ZS offices periodically. Projects with cross-office staffing may call for periodic national or international travel. Some projects don t require extensive travel. Most interaction with clients occurs via telephone or local meetings. International focus You will gain a broader perspective from working in our global environment. That view may come from working with individuals from other backgrounds and cultures you will have colleagues from around the world or working on projects in other markets, seeing how business is done elsewhere. Some ZS consultants even opt to transfer abroad to experience other markets and cultures.

focus CLIENTS Primary clients are Fortune 100 and 500 companies with significant investment in sales and marketing. Experience with more than 1000 multinational, midsize and entrepreneurial companies. Client revenue originates 80% in the Americas and 20% in Europe and Asia.

Our work succeeds because of a focus on results ZS specializes in areas that drive the top line of every company. Sales and marketing issues are central to key business decisions, and implementing good client solutions helps ensure their success. Expertise-driven consulting Professional growth at ZS follows an apprenticeship model: you work directly with and learn from ZS experts. This teambased approach allows you to be staffed in a learning role, which deepens your expertise and promotes innovation. It also allows our teams to create unique solutions for each engagement, and it accelerates your growth as you take on roles with increasing responsibility. Backed by our deep industry and issues expertise, we begin each project immediately engaged in problem solving, rather than having to conduct background research to develop knowledge. When you join ZS, you immerse yourself in new areas and you have direct access to experts who guide you. Innovation Innovation is central to our business. Practices and knowledge constantly evolve, so we aim to make our work obsolete before our competitors do. Much of our business is with repeat clients, and they demand that we constantly deliver fresh ideas and solutions to improve their organizations. As a ZS associate, you learn continuously. You constantly update your skills and deepen your expertise. on results Client Partnerships ZS combines an information-driven approach and fact-based analysis to deliver robust solutions for our clients. Our projects involve issues that must be solved. Our clients need results, so implementation is a logical component of project delivery. You won t simply study, make recommendations and walk away; you will help solve problems and implement solutions. Marketing Customer Insights Segmentation Value Proposition Marketing/Brand Planning Marketing Performance Measurement Integrated Product Launch Planning & Management Sales Sales Process Development Sales Force Design Territory Design Incentive Compensation Design & Goal Setting Sales Performance Measurement Sales & Marketing Operations Data Management, Performance Reporting & Analytics Incentive Compensation & Goals Administration Territory & Account Planning

focus GROWTH 16.8% compounded annual revenue growth (2000-2009)

Focus on a unique opportunity with ZS The value of any consultant rests in the wisdom and experience he or she delivers. The sales and marketing concentration you get at ZS gives you enough focus to become a strong generalist or a true specialist. Our consulting model puts new associates to work alongside world-class experts. You have the support you need to take on challenging roles. Very quickly, you have the opportunity to contribute to your projects and your teams. As your skills and experience grow, your career evolves. Your responsibility for team leadership or client relationships expands as you apply your expertise and teach it to others. You will see your work create change in your clients sales and marketing organizations. We expect and encourage members of ZS to participate in its growth. From early in your career, you will mentor others, participate in internal initiatives and contribute to innovation in project analysis and knowledge management. Working at ZS offers you an unmatched opportunity for professional and personal growth. It s the opportunity to put your education and experience to work, to stretch your thinking and abilities, and to work with others whose talent, commitment and energy will inspire and challenge you. on growth ZS can be a building block We believe consulting can be a long-term career; about 80 percent of our principals started as Associates or Consultants with us. Many who start their careers with ZS aspire to further education three to five years into their careers. ZS has built a reputation for developing strong graduate school candidates, and our associates enter top-tier business, law, medical and other academic programs around the world. That track record testifies to the value of the ZS experience. Every year, some of these graduates return to ZS. The ZS experience can also lead to careers with other employers. ZS people have taken leadership positions within health care companies, and have moved into roles in industries including financial services, consumer products and e-commerce. More often than not, our alumni become our clients. BRING YOUR CAREER INTO FOCUS. COMBINE YOUR ENERGY WITH OUR RESOURCES TO CREATE SOMETHING EXTRAORDINARY.

OFFICES Barcelona Boston Chicago Evanston Frankfurt London Los Angeles Milan New Delhi New York Paris Philadelphia Princeton Pune San Francisco Shanghai Tokyo Toronto Zurich INTERESTED? Find out more at zsassociates.com Download our position descriptions and more information. Discover more about work and life at ZS offices around the world. For consideration, submit your application materials and complete our online assessment at zsassociates.apply2jobs.com