José Antonio Segarra

Biography

 José Antonio Segarra is a professor in the Marketing Department, where he teaches sessions on sales management and governance in small and medium-sized companies. His areas of interest include the transformation toward a focus on sales in organizations, sales team management, restructuring and rescue processes, and corporate governance in family-owned companies. Besides teaching at IESE, he is also a visiting professor at different European and Latin American universities. He is the author of several books and more than a hundred case studies and technical notes in the areas of marketing, sales and family-owned companies. His professional experience includes sales strategy and transformation projects implemented in IBEX-35 companies in Spain, Europe and Latin America, namely, in Argentina, Brazil, Chile, Colombia, Ecuador, Mexico, Peru and Venezuela.  He consults for several family-owned groups and regularly collaborates in the areas of business, corporate development and restructuring and rescue processes. His professional activity also includes his work as an entrepreneur in initiatives in industrial sectors and services, and on the boards of different educational and healthcare foundations.

Research Interest

Areas of Interest * Restructuring and turnaround processes in small and medium-sized companies * Telecommunications industry * Market orientation of the business and organization * Applied market research