Overview

Gender

male

Andris A. Zoltners holds the Nemmers Professorship in Marketing at the Kellogg School of Management at Northwestern University, where he has been a member of the faculty for more than 30 years. Prior to this, he was a member of the Business School Faculty at the University of Massachusetts, and received his Ph.D. from Carnegie-Mellon University. Professor Zoltners has written more than 40 academic articles, edited two books on Marketing Models and has co-authored a series of books on sales force management. In 1983, Professor Zoltners and former Kellogg colleague, Prabhakant Sinha, founded ZS Associates, a global management consulting firm specializing in sales and marketing strategy, operations and execution.

ZS now serves clients worldwide with more than 1,000 people across 17 offices in North America, Europe and Asia. His areas of expertise are sales force strategy; sales force size, structure and deployment; sales force compensation; and sales force effectiveness. The success of ZS was recognized by Professor Zoltners’ induction into the Chicago Entrepreneurship Hall of Fame in 2005. He has personally consulted for over 100 companies in over 20 countries. In addition to his consulting, he is a frequent speaker on the topic of sales force effectiveness.