Dr Javier Marcos

Hello!

My colleagues, clients and students often say that I am an inspiring educator with a great ability to bring about meaningful learning in commercial negotiation, key account management and strategic sales.

I have more than 28 years of experience working in academia, consulting and multinational corporations. I am a Professor of Strategic Sales Management and Negotiation at Cranfield School of Management and the Director of Learning for Performance, a boutique commercial training and practice for negotiation and sales effectiveness. I also hold positions as Visiting Professor University of Eastern Finland, Senior Associate at The Møller Institute, Churchill College University of Cambridge and other business schools.

My areas of teaching, research and consultancy are Business Negotiation, Professional Selling, and Key Account Management. I am also passionate and have expertise in designing and delivering impactful Executive Education & Management Development programmes. I am an accredited Belbin Team Roles facilitator and have developed original Sales Teams effectiveness tools.

Working with organisations in close partnership, I use individually tailored approaches that facilitate clients' full engagement in the process of design, delivery and evaluation of training and consultancy interventions. Combining insights from marketing, leadership and organisational development, I endeavour to help managers identify and realise meaningful business opportunities. I provide insightful advice to help executives understand and overcome the barriers that often constrain individuals' development and business growth.

I have been priviledged to work for more than 120 clients worlwide including multinational corporations, goverment organisations and smaller businesses.

I have co-authored four books, The High-performing Key Account Manager (Kogan Page 2025), Implementing Key Account Management (Kogan Page, 2018), Sales Management (Palgrave, 2016) and From Selling to Co-creating (BIS Publishers, 2014). My research has been published in Industrial Marketing Management, The Journal of Professional Selling and Sales Management, Management Learning, Journal of Marketing Education and other journals.

I also regularly write professional reports and articles in the professional media, and frequently participate as a keynote speaker in conferences and industry events.

I hope my work will be helpful for you as a practititoner and for your organization to enable sustainable growth.

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Hola!

Mis colegas, clientes y estudiantes a menudo me describen como un educador inspirador con gran habilidad de facilitar aprendizajes significativos en las areas de negociación comercial, venta estratégica, y gestión de cuentas clave.

Soy un profesional en el área de desarrollo directivo con más de 28 años de experiencia en escuelas de negocio, consultoría y compañías multinacionales. Soy Catedrático de Dirección Comercial y Negociacion en Cranfield School of Management (UK) y director de Learning for Performance, despacho profesional especializado en formación comercial y desarrollo directivo. Además soy profesor visitante en la Universidad de Eastern Finland, The Møller Institute, Churchill College y otras escuelas de negocio.

Mis áreas de docencia, investigación y consultoría se centran en Negociación Comercial, Dirección y Liderazgo en Ventas, y Gestión de cuentas clave. Además, tengo experiencia consolidada en el diseño e impartición de programas de desarrollo de liderazgo y mejora organizacional.

Como instructor innovador, estimulante y proactivo mi contribución se basa en mi habilidad de combinar de manera integrada, investigación académica de calidad con el conocimiento práctico, dada mi experiencia como directivo, formador e investigador. Mi enfoque es eminentemente práctico, pero sin comprometer la importancia de una base técnica rigurosa y a la vez relevante.

He tenido el privilegio de trabajar a nivel global con más de 120 clientes incluyendo corporaciones multinacionales, agencias gubernamentales y pequeñas empresas. Soy co-autor de cuatro libros: The High-Performing Key Account Manager (Kogan Page 2025), Implementing Key Account Management (Kogan Page, 2018), Sales Management – Strategy, Processes and Practice (Palgrave, 2016) y From Selling to Co-creation (BIS Publishers, 2014). Además mis estudios e investigación han sido publicados en revistas científicas como Journal of Business Research, Journal of Personal Selling and Sales Management, Industrial Marketing Management, Management Learning, Journal of Marketing Education y Management Decision. 

También escribo regularmente reportes y artículos en prensa especializada, y participo como ponente en conferencias y foros profesionales.

Confío en que mi trabajo te resulte útil como profesional y a tu organización en la creación de valor sostenible.