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ESADE Alumni is pleased to invite you to this Refresher Programme talk: ''B2B for CEOs: Overhaul your company to increase its business'' by Óscar Torres, director of the Executive Education B2B management programme, global director of business development at Dassault Systèmes, consultant, coach, member of several advisory boards and expert in B2B strategy and sales.
Before the 2009 crisis, many CEOs in companies selling to other companies (B2B) channelled most of their efforts into considering how to manage great market demand. During the ensuing doldrums, however, orders no longer sprang from demand and had to be created. At this point, many CEOs and GMs in B2B companies realised they lacked the inherent flexibility needed to focus their business on B2B business development. Processes were fully optimized, but sales had been overlooked!
Many CEOs in B2B companies realised that they did not need to improve just their sales department, but that they needed to reorganise their business in order to sell more with less effort and more predictably.
This talk will reveal the 5 key factors needed to transform a B2B company into a well-oiled organisation that generates business predictably.
Óscar Torres is the director of the Executive Education B2B Management Programme at ESADE and B2B Sales Management Professor of ESADE's EMBA as well as director of Global Channel Development at Dassault Systemes. He studied industrial engineering at the UPC, and holds a diploma in PDD from IESE. Torres has completed several management development courses at such prestigious institutions as Harvard Business School and Babson in USA, and CEIBS in China. He has a clear perspective of the industry after spending part of his career in companies including Valeo, Cobega (Coca-Cola) and Nacional Motor (Derbi – Piaggio), in departments ranging from process engineering and quality to purchasing, and had international responsibilities during his two years in China as head of the Customer Service and Organisation Department.
In 1995 he began his teaching career at UPC, specialising subsequently in Strategy and Sales. From 1998 to 2014 he was the associate professor of Sales Management at the IQS School of Management (URL). In 2001 he joined the US software company SolidWorks, belonging to the French group Dassault Systemes. He is quickly promoted to Sales Director of the Iberian Peninsula. and in 2005 was appointed Country Manager in Spain and Portugal. Torres has also taken part in many international conferences and participated in teacher exchanges in the MBA programmes at the Masagung Graduate School of Management (University of San Francisco), Loyola School (University of Chicago) and Fairfield University, New York. In 2013 he designed and was the academic director at EUNCET Business School of a B2B Sales Programme for sales executives and managers, which achieved a high participation (40%) of managers and was very well received by the foremost Catalan media (Semáforo Verde in La Vanguardia – 16/7/13). Advisory board member of several companies including the IMAN Corporation. Torres has also facilitated the creation of management committees in such major companies as Danone in Spain.
Each member may bring a maximum of one guest.
See you there!
How to get to ESADE: Public transport: Bus (22, 64, 78, 63 and 75), Metro (L3 Maria Cristina) and FGC (L6 Reina Elisenda). Car: NEW municipal parking B: SM in c / Marqués de Mulhacen, 51.