PETER CHEVERTON- a founding Director of INSIGHT Marketing and People Ltd, Peter has established an international reputation as a specialist in Key Account Management, working with clients in Europe, The Americas, and Asia Pacific.
He is the author of
Key Account Management, the
seminal work in this important area now in its Fourth Edition. Translated into Chinese, Korean, Swedish, Polish, Russian, Indonesian and Hungarian.
He is also the author of Global Account Management,Understanding the Professional Buyer (with Jan Paul van der Velde), Building the Value Machine, Key Marketing Skills, and Understanding Brands.
Peter is a visiting Professor at the IHM Business School in Stockholm and Gothenburg, Sweden, and regularly presents the INSIGHT KAM Masterclass in London, Budapest, Brussels, Paris, Warsaw, Beijing, Shanghai, Singapore and Chicago.
Prior to establishing INSIGHT in 1991 he worked for many years with ICI in a range of sales and marketing roles, and latterly as the European Sales and Marketing Manager for Dulux Paints. Before joining ICI, Peter was an officer in the British Army, and before that he studied History at St Catharine's College, Cambridge.
He is known as a motivating and energetic speaker with a passion for helping clients to
make it happen.
Peter is married, lives in Epsom, and fortunately both he and his wife share a passion for travel, positively relishing clients in far-flung places .....
SANDRA DU CROS- has extensive experience in the Health Service, the pharmaceutical industry and corporate coaching.
For much of her career Sandra has been a highly successful business manager working in blue chip pharmaceutical companies including Merck, GlaxoWellcome, Eli Lilly and Amgen. In this challenging environment she has held a variety of senior positions including National Sales Manager, Head of Training and Development, Commercial Manager and, most recently, Director of Sales and Marketing.
Sandra’s business success has been built on decisive leadership and in building highly successful teams – this formula has delivered outstanding financial results as well as accelerating the development of leaders within organisations.
Sandra is trained as a business coach and received a distinction from The Coaching Academy in 2001.
Sandra’s particular interests include Key Account Management, Executive Coaching and Leadership Development.
Sandra is married to Neil and has two children, Chelsea and Daniel. Her interests include NLP, coaching and personal development and writing.
Jan Paul van der Veldegraduated in Mechanical Engineering and joined the Philips Electronics Procurement trainee program. After 4 years with Philips, he moved to Frito Lay where he became responsible for the entire European Procurement Operation (26 production units in EMEA), based in the UK and Switzerland.
Subsequently Jan Paul moved to Heineken where he was globally responsible for all packaging materials. With a team of 7 buyers he managed USD 1.7b spend for all breweries around the world.
After 2 years at Heineken, Jan Paul moved to Quest International, one of the leading Flavours and Fragrances manufacturers. As VP Procurement he was as part of the management team responsible for all 3rd party spend (USD 700mio, 64 people globally, 6,000 raw materials, both chemicals as natural (crop) materials). The main achievements has been moving procurement from quite traditional to a global world class organization, having a full set of specific procurement tools, driving cost out of the processes and materials as well as ensuring an improved link towards product pricing and development. After the sales of Quest to Givaudan, Jan Paul joined Flint Group, one of the world leading ink companies, with 170 plants around the world. As SVP Procurement, part of the Executive Management Team, he is responsible for over Euro 1.7b.
Jan Paul is a regular speaker in the “Key Account Management Masterclass” events. He regularly gives training on subjects related to “Procurement for Sales People”, either linked to improving Key Account Management, or focusing on “Working with Buyer” and “How to get Price Increases”, both in open-subscriptions and in-business programs.
He is the author (with Peter Cheverton) of Understanding the Professional Buyer.
Bob Cinnamon - is Bachelor of Science (Mechanical Engineering), graduating in 1982 when he worked for Courtaulds Plc at
Coventry. In 1985 Bob moved to ICI Plc where he worked in a number of production and commercial positions before joining INSIGHT in 1992.
Using a hands-on approach, Bob helps managers to practically apply business concepts and tools in their own organisational setting. This normally involves working with senior managers to establish the business context and to ensure that the company's terminology is incorporated into the workshops he delivers.
Bob’s special training interests are Marketing and Finance and developing global training packages for Blue Chip Companies. He has a Graduate Diploma in Management Studies (DMS) and a Diploma in Marketing (Dip M). He is also an active member of the Chartered Institute of Marketing (CIM) and is a Chartered Marketer.
He has recently worked for a number of multinationals including ICI Plc, TNT Postal Group, Marks & Spencer Plc, Pfizer, Stryker Corporation, and Huntsman Inc. He has also run training on MBA programmes for
AshridgeManagementCollege and
BostonUniversity.
Bob has written a book on Understanding Finance, which has been translated into many languages. This builds on the approach that he takes in teaching financial concepts and so provides a good follow-up or stand-along text which is easy to read and explains complex financial terms in simple ways.
Bob is married and lives in the South of England. His interests include skiing, golf and motorcycling.
Rachael Colemanhas extensive experience in the pharmaceutical industry and has worked in senior sales and marketing roles across a range of both specialist and primary care therapy areas including Oncology, Cardiovascular, GI, Respiratory, CNS and Infection.
Rachael has expertise in the design and delivery of strategic plans, operational plans and organisational change to meet the needs of an ever changing customer environment and the commercial requirements of brands.
Rachael’s recent work includes - Leading field force organisational design, sizing and structural change: Development and implementation of key Sales Force Effectiveness initiatives: Development and delivery of account management programmes in specialist care:
Managed entry and launch of high value specialist care brands: Leadership development and performance coaching.
Judy Willits- is a senior healthcare professional with wide-ranging experience in the NHS, private sector and management consultancy.
After commencing her career as a research pharmacist she went on to become one of the first Pharmaceutical Adviser to be appointed in the
UK.
An executive MBA from
CranfieldUniversity facilitated a career move into the pharmaceutical industry where she undertook roles in product development, market development and brand management.
Judy moved into management consultancy at WestawayGillis where as a Business Unit Director she combined her expertise in the NHS and the pharma industry supporting clients in new product / service introduction, issues arising around funding and service re-configuration.
Most recently Judy has lead AstraZeneca’s PCO activities working across the portfolio to develop PCO strategies and support brand teams and NHS development managers to deliver tactical solutions.
