ZS Roundtable: The Opportunities—and Risks—for Medical Device Companies in Emerging Markets | ZS

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ZS Executive Leadership Team

About the Participants



Andris A. Zoltners, Founder of ZS Associates, is a Frederic Esser Nemmers Distinguished Professor Emeritus of Marketing at the Kellogg School of Management at Northwestern University, where he had been a faculty member for more than 30 years. In 1983, Professor Zoltners and former Kellogg colleague, Prabha Sinha, founded ZS Associates. The success of ZS was recognized by their induction into the Chicago Entrepreneurship Hall of Fame in 2005.

Professor Zoltners’ areas of expertise are sales force strategy; sales force size, structure and deployment; sales force compensation; and sales force effectiveness. He has personally consulted for over 100 companies in over 20 countries. In addition to his consulting, he has spoken at numerous conferences and has taught sales force topics to several thousand Executive, M.B.A. and Ph.D. students. He has published more than 40 academic articles, edited two books on Marketing Models and has co-authored a series of books on sales force management.

Prior to joining the faculty at Kellogg, Professor Zoltners was a member of the Business School Faculty at the University of Massachusetts. He received his Ph.D. from Carnegie-Mellon University.




Dr. Prabha Sinha, Co-Founder of ZS Associates, was an Associate Professor of Marketing at the Kellogg School of Management until 1987. In 1983, Dr. Sinha and former Kellogg colleague, Andris Zoltners, founded ZS Associates and the firm’s global success was recognized by their induction into the Chicago Entrepreneurship Hall of Fame in 2005.

Dr. Sinha has assisted over 250 firms with issues of sales force strategy and effectiveness. He continues to teach executives at the Kellogg School of Management and at the India School of Business. He has published over 30 academic articles in journals such as Management Science, Operations Research, Marketing Science and Mathematical Programming. In addition, he has co-authored a series of books on sales force management.

Dr. Sinha received his Ph.D. from the University of Massachusetts and graduated from the Indian Institute of Technology, Kharagpur.




Chris Wright is the Managing Director of ZS Associates and is based in Evanston, Illinois. Previously, he served as the leader of ZS's global Pharmaceuticals practice and as regional lead for the firm’s offices in the Midwestern and Western U.S. He has experience in an extensive range of sales and marketing issues in the pharmaceuticals and health care industries. In the past 20 years, Chris has helped over 100 operating affiliates of top global pharmaceutical companies develop and implement sales force sizing, structuring and resource allocation decisions. His international experience includes engagements across North America, South America, Europe, Australia, Asia and Africa.

Chris has a B.S. in accounting from Indiana University, and an M.B.A. with honors from the Kellogg School of Management at Northwestern University.




Jaideep Bajaj is Chairman of ZS Associates' board of directors and is based in Princeton, N.J. Jaideep has held a number of senior leadership roles and served as the firm's first Managing Director after the founders, holding the role between 2003 and 2012. Prior to taking the firm's helm in 2003, he was the leader of the U.S. Pharmaceuticals industry group and Managing Principal of the Princeton office, which he launched in 1995.

His areas of expertise include sales and marketing strategy and effectiveness, customer segmentation, promotion response and ROI assessment, sales force size and structure, territory alignment, call planning, incentive compensation, product performance enhancement, market research, decision support tools and dashboards. Jaideep’s assignments have included work in the United States, Canada, Australia, Mexico and various other countries.

Jaideep holds a B.S. in mechanical engineering from the Indian Institute of Technology in New Delhi, India, an M.S. in operations research from Columbia University, and an M.B.A in marketing and finance from the Kellogg School of Management at Northwestern University.