8th Sales and Marketing Officers Meeting

Program

Tuesday, May 12, 2015

08:30 - 09:00	Welcome and Registration
09:00 – 09:15	INTRODUCTION
	• Prof. Cosimo Chiesa, IESE Business School • Prof. Julián Villanueva, IESE Business School
09:15 - 10:00	PRESENTATION OF RESEARCH ON THE FUTURE OF SALES NETWORKS: TOWARD A NEW SALES HORIZON
	• Prof. Julián Villanueva, IESE Business School
10:00 – 10:45	FUNDAMENTALS OF SALES MANAGEMENT
	• Prof. Cosimo Chiesa, IESE Business School
10:45 - 11:15	Coffee Break
11:15 - 13:00	TOWARD A NEW SALES HORIZON
	• José Manuel Inchausti, CEO, Mapfre Iberia • Javier Pijoan, Senior Regional Sales Director Europe, Heineken International • Ernest Quingles, CEO Spain & Portugal, Epson Ibérica • Sergio Escorial, Commercial Strategy Manager, Deutsche Bank, S.A.E. Moderators: Profs. Cosimo Chiesa and Julián Villanueva, IESE Business School
13:15 - 14:45	NEW WAYS TO MOTIVATE PEOPLE
	• Sergio Duque, Country Manager Iberia, Luxottica Ibérica • Susana Hidalgo, Chief People Officer, Sage Spain • Arturo Molinero, HR Director and Member of the Board, Carrefour Spain Moderators: Profs. Cosimo Chiesa and Julián Villanueva, IESE Business School
14:45 - 16:15	Lunch
16:15 - 17:30	TECHNOLOGY AND CUSTOMERS: A FUTURE IN TRANSFORMATION
	• Enrique Polo, General Manager, Salesforce España • Marta Saéz, Managing Director, OMD Moderators: Profs. Cosimo Chiesa and Julián Villanueva, IESE Business School
17:30 - 18:00	FINAL DEBATE AND CONCLUSIONS
	• Prof. Cosimo Chiesa, IESE Business School • Prof. Julián Villanueva, IESE Business School