As ZS’s first principal emeritus, Dan provides advice and support to ZS’s leadership and management team.

 

 

Dan’s experience includes sales force sizing, structure, targeting, deployment, effectiveness, hiring, incentive compensation, marketing strategy, tactics, ROI measurement, research, organization design, customer insight and segmentation, account planning and management, and pricing. He has deep expertise in healthcare (including pharmaceuticals, animal health, medical devices, diagnostic products, hospital equipment and supplies). Within ZS’s B-to-B and government sales practice, Dan served clients in the staffing, business services, distribution, travel, education and insurance industries. He is also experienced in B-to-C sectors such as automotive parts, insurance and personal products.

 

 

Dan joined ZS in 1984 as one of its first employees and in 1986 became a principal. In 1990, he led the establishment of ZS’s first European office in London. In 2003, he started ZS's first Asia-Pacific office in Tokyo. Dan also served as managing principal of operations for many years, and served as a member of ZS’s management advisory committee.

 

 

Dan holds an MBA from the Kellogg School of Management at Northwestern University and a B.Sc. in business administration from Drake University. A certified public accountant, he first studied as an actuary and is an instrument-rated private pilot.