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    Sales & Account Management

  • Gus Maikish

    GUS MAIKISH has over 40 years of experience in IT, sales, business strategy and management. He was at IBM for 37 years working primarily with financial services firms. For his last eight years at IBM, he was the IBM managing director for Citigroup with the global responsibility, including revenue and profit, for IBM’s largest financial services customer. Prior to this assignment he was vice president of sales for the financial services sector. He had management responsibility for the largest 300 financial firms in the United States and over 200 sales professionals. Gus was promoted to that position after successfully managing the Merrill Lynch account team as a certified client executive. Gus managed the IBM Merrill Lynch sales team for eight years. He also held sales and sales management positions on other financial services accounts including JP Morgan, The New York Federal Reserve Bank, Irving Trust, US Trust and National Westminster USA.

    Gus also worked at the corporate level of IBM as an internal marketing consultant. There he was responsible for reviewing strategies for a number of IBM product sets as well as IBM sales in Asia. Prior to joining IBM in 1972, Gus worked in application development, served in the US Army, and completed an MBA degree at Pace University. He is currently a guest lecturer at the Columbia University Business School on the subject of Global Account Management. Since retiring from IBM, he has provided coaching and development for IBM’s sales teams in Vietnam and helped to establish business relationships with bank executives there on behalf of IBM. He has also worked on account management transformation projects at Xerox and several other firms as a part of the Insight Group consulting team where he is a managing partner.

  • Ronald L. Jelinek

    Ronald L. Jelinek

    Ronald L. Jelinek, PhD., is a Professor of Marketing at Providence College. His research focuses on business-to-business selling and he has been published in numerous journals. These include Business Horizons, where he also serves on the editorial review board, as well as Journal of the Academy of Marketing Science, Journal of Personal Selling & Sales Management, and Industrial Marketing Management. In addition to his scholarly writing, Dr. Jelinek is a contributing author for several Catholic publication where he writes about the intersection of faith and business. He lives in Rhode Island with his family.
  • Pamela Peterson

    Pamela Peterson

    Pamela has more than 30 years of diversified experience in sales, strategy, key account management, and marketing at the national and global level with a proven track record of driving long-term sustainable growth. Her industry expertise includes professional service firms and industrial and durable goods manufacturers ranging in size from start-ups to Fortune 100 corporations. She has significant experience in managing complex initiatives across highly matrixed organizations with multiple stakeholders.
  • Kent Kubie

    Kent Kubie

    Kent Kubie has had the privilege of working with some of the leading IT and business professionals in the country at the top Fortune 100 accounts. He has 30 years of experience in IT Consulting, Engineering, Sales and Sales Leadership, and 15 years in healthcare with providers, bio tech and insurance companies. With a background in accounting and engineering, Kent brings a unique view to clients on how they can get value out of their assets. In his current role, he focuses on helping healthcare providers maximize their capital and expense dollars to provide the best outcomes for their organizations.
  • Robert Erffmeyer

    Robert Erffmeyer

    Robert C. Erffmeyer earned his Ph.D. in Industrial/Organizational Psychology from Louisiana State University in 1981, and worked in various human resource positions in the areas of selection and training.  He returned to LSU to complete a post--doctorate in marketing, and has worked in marketing and sales training for Deere & Company, Wausau Insurance Companies, and other organizations.  He is a professor at the University of -Wisconsin–Eau Claire, where he teaches marketing, sales and sales management courses to undergraduate and graduate students.

    Dr. Erffmeyer has been actively involved in MBA on-campus and distance education efforts for 20 years. He is the MBA Director for both the University of Wisconsin—Eau Claire and the University of Wisconsin Consortium MBA Program, an online graduate program comprised of four University of Wisconsin AACSB accredited business schools. He is also the Director of Distance Learning Programs in the UW-EC College of Business.

  • Earl Honeycutt

    Earl Honeycutt

    Earl Honeycutt is Emeritus Professor of Marketing at Elon University, N.C. When he retired in 2012, he was Martha and Spencer Love Professor of Marketing and University Distinguished Scholar. Dr. Honeycutt earned his Ph.D. at the University of Georgia where his dissertation investigated sales training. Since then he taught undergraduate, MBA, and doctoral seminars as a tenured professor at UNC—Wilmington, Old Dominion University, and Elon University.

    Prior to entering academia, he served as a B-52G flight officer in the United States Air Force and retired from the Air Force Reserve as a Colonel (0-6). After earning his MBA, he worked in B2B sales and marketing for an electronics division of TRW, Inc.

  • Jeff Krawitz

    Jeff Krawitz

    Jeff Krawitz joined New York University Leonard N. Stern School of Business as an Adjunct Professor of Marketing in 2005. Previously, he taught at Columbia University and San Jose State University, and was a guest lecturer at Santa Clara and Stanford Universities.

    Professor Krawitz works with some of the top business students in the world, exploring leading-edge concepts in professional, customer-focused sales. As a founding principal at Customer Manufacturing Group (CMG), a sales-marketing consultancy specializing in marketing processes, he encounters companies that need things fixed quickly in order to return to profitable growth. This unusual combination -- blending theory with practical business crisis management -- enables Professor Krawitz to bring a unique perspective to developing and managing the sales process in a growing business.

  • Florin Mihoc

    Florin Mihoc

    Florin Mihoc is a seasoned executive, advisor, and business scholar, with vast experience in the Fortune 500, entrepreneurship, and academic domains. After a decade in Fortune 500 managerial roles, Mihoc operates his own startups, and sits on the boards of others around the world. His expertise on business development and strategic partnerships is instrumental both for major corporations and new ventures. Mihoc’s PhD research focused on Strategic Account Management; he was a post-doctoral Fulbright Fellow, and Visiting Scholar at Columbia Business School.
  • Bernard Quancard

    Bernard Quancard

    Bernard Quancard is the president and CEO of the Strategic Account Management Association (SAMA). Quancard previously served as senior vice president and general manager of Schneider Electric’s global customers organization (SGBD), growing the organization from $180 million to more than $1 billion in consolidated sales in a four-year period. Quancard is a French native and a U.S. citizen residing in Chicago, Illinois. He holds a degree in electrical engineering from the University of Paris and an MBA from the University of Chicago Booth School of Business.
  • Jeff Tanner

    Jeff Tanner

    John F. (Jeff) Tanner, Jr. is Professor of Marketing and the Executive Director of Baylor University’s Business Collaboratory. He joined the faculty at Baylor in 1988, upon completing his Ph.D. at the University of Georgia. He has published over 70 scientific research articles, and presented over 200 conference papers or posters. Tanner’s work has appeared in the Journal of MarketingJournal of the Academy of Marketing Science, Journal of Personal Selling & Sales Management, and others. Dr. Tanner is also author or co-author of 15 books, including the leading sales text Selling: Building Partnerships, Ninth Edition (McGraw-Hill, 2014), and Principles of Marketing: How Marketing Gets Done (Flat World Knowledge, 2013). His newest book, Analytics and Dynamic Customer Strategy: Big Profits from Big Data (Wiley, 2014), is aimed at marketing execs.
  • Gary Tubridy

    Gary Tubridy

    Gary Tubridy is Senior Vice President with The Alexander Group Inc., and General Manager in charge of the Firm’s sales management consulting business. His consulting work focuses on increasing sales and marketing effectiveness. Tubridy is an expert in sales transformation, sales management issues, sales organization design, sales force sizing and deployment, sales performance management, and sales compensation design. He holds a BA from Brown University and an MBA from Columbia Business School.

    In 2001, Noel Capon and Tubridy founded the Chief Sales Executive Forum, an annual event attracting sales leaders from around the world.