Kevin WILSON
Professor Marketing
KEDGE
kevin.wilson@kedgebs.com
EDUCATION
1997
PhD (University of Nottingham)
1990
MBA (University of Nottingham)
1968
T.Cert. (Unversity of Hull)
EXPERIENCE AT KEDGE BUSINESS SCHOOL
Courses taught
2012 – 2015 Key Account Management ESC
Sales Management ESC
Research Method MACI
CRM MACI
Selling and Key Account Management MVS
Sales Management EBP
2012 -2015
Chaire de vante
Research Activities
Business to business marketing
Key Account Management
Supply Chain Management
Changes in managerial role
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Kevin WILSON
Other Academic Activities (Program Committees, Links with the Business Community
and Institutions of Higher Learning)
2005-2006
Member of Corporate Steering Commission
OTHER PROFESSIONAL EXPERIENCE IN TEACHING AND RESEARCH
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Senior Lecturer Isle of Man Business School (2008 - 2006)
Founding Editor of the Journal of Selling and Major Account Management
(2002 – 1997)
Co-founder and managing director of the Sales Research Trust Ltd (20021997)
Board member of the Strategic Account Management Association Chicago
(2002-1994)
Senior Lecturer Southampton Business School (2001-1996)
Senior, then Principal Lecturer and Marketing Departmental Head
Sheffield Business School (1996-1991)
BUSINESS EXPERIENCE
Pre 1990
Senior sales management roles with Siemens/GEC, Harvey Hubbel Inc and
management of small retail and contracting operations in England and
Scotland
OTHER BUSINESS ACTIVITIES
1993 – 2002 Co-founder and CEO, the Sales Research Trust, Southampton
1992 - 2002 Board member of SAMA, the strategic Account Management Association,
Chicago
1991 – 2007 Freelance consultant, speaker in key account management
Publications
Refereed Conference Papers:
Wilson K.J. (1992) "The Role of the Sales Force in Creating and Sustaining Strategic
Competitive Advantage in Industrial Markets" Proceeding of the MEG Conference 1992.
Wilson K.J. (1992) "The Role of the Sales Force in Industrial Markets" Occasional Paper 7
Sheffield Business School.
Wilson K.J. & McCarthy B. (1993) "The Design and Management of an Undergraduate
Business Appreciation Course" in R. Holden ed. Education and Training Journal.
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Kevin WILSON
Wilson K.J. and Baker J. (1993) "Knowledge is Power: A Preliminary Study of the Role
Performed by Sales People as Information Gatherers in Industrial and Organisational Markets."
Proceedings of the MEG Conference 1993.
Wilson K.J. and Croom-Morgan S. (1993) "A Problem Centred Approach to Buyer Seller
Interaction" Proceedings of the IMP Conference 1993.
Wilson K.J. and Croom-Morgan S. (1993) "The Process of Industrial Market Relationships:
Managing Networks and Channels in Different Customer Problem Scenarios." Proceedings of
the International Symposium on Logistics 1993.
Wilson K.J. and Croom-Morgan S. (1993) "Inter-organisational Relationships: Understanding
the Process of Industrial Buyer Behaviour" Proceedings of the PSERG (IPSERA) Conference
1993.
Croom-Morgan S. and Wilson K.J. (1993) "The Contribution of Service Offering to
Competitive Edge in Industrial Customer-Supplier Relations" Proceedings of the OMA
Conference 1993.
Millman T., and Wilson K.J. (1994) "From Key Account Selling to Key Account Management"
Proceedings of the 10th IMP Conference, Groningen, p53.
Croom-Morgan S. and Wilson K.J. (1994) "Interaction in Buyer-Seller Relationships:
Determining the Context of Relationship Management in Industrial Markets" Proceedings of the
10th IMP Conference, Groningen 1994. p287.
Wilson K.J. (1995) "A Problem Centred Approach to Sales Force and Key Account
Management - A UK Perspective" National Conference in Sales Management, NCSM, Atlanta,
Georgia. April.
Millman T. & Wilson K.J. (1995) "Developing Key Account Managers" Proceedings of the 11th
IMP International Conference, Manchester Federal School of Business and Management.
Editors: Turnbull P., Yorke D, & Nuade P. September. pp1663-1686.
Millman T. and Wilson K.J. (1996) "Contentious Issues in Key Account Management"
Proceeding of the 12th IMP Conference Karlsruhe University Sept 5-7 p1027.
Millman T., and Wilson K.J. (1997) "Defining Key Account Attractiveness in Business to
Business Markets" Paper Presented at the 33rd Annual Conference of the National Account
Management Association (NAMA) Fort Lauderdale Florida USA April.
Millman T., and Wilson K.J.,(1997) "Processual Issues in Key Account Management" The
Proceedings of the 13th. IMP Conference Groupe EM Lyon France 4-6 September
Millman T. and Wilson K.J. (1998) "Global Account Management: Reconciling Organisational
Complexity and Cultural Diversity" Proceedings of the 14th IMP Conference Turku University,
Finland.
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Kevin WILSON
Millman T and Wilson KJ (1999) "Developing Global Account Management Competencies"
Paper presented at the fifteenth Annual Industrial Marketing and Purchasing (IMP)
Conferences. Graduate School of Business, University College Dublin, Republic of Ireland,
September
Millman AF and Wilson KJ (2000) “Career Development of Global Account Managers: The
Dilemma of the Political Entrepreneur” Work-in-Progress Paper accepted for the 16th Annual
Marketing and Purchasing (IMP) Conference, University of Bath, United Kingdom, September
Wilson KJ and Millman AF (2000) “The Political Entrepreneur” CRM Conference The Gurgaun
Institute New Delhi November
Pardo, Ivans and Wilson (2012) “KAM and the internal alignment challenge How aligned are
we? How more aligned can we be?” 28th IMP Conference Rome
Wilson and Woodburn (2012) “The Impact of Organisational Context on the Failure of Key
and Strategic Account Management Programs” 28th IMP Conference Rome
Edited Publications:
Wilson K.J. and Starkey M. (Eds) (1997) The Proceedings of the First International Symposium
in Selling and Major Account Management Southampton Institute. June ISBN 1874011575
Wilson K.J. and Starkey M. (1998) Eds. The Journal of Selling and Major Account Management
Vol 1 Issue 1 July ISSN 1463-1431 The Sales Research Trust. Southampton
Wilson K.J. and Starkey M. (1998) Eds. The Journal of selling and Major Account Management
Vol 1 Issue 2 November ISSN 1463-1431 The Sales Research Trust. Southampton
Wilson K.J (1999) Ed The Journal of Selling and Major Account Management Vol 1 Issue 3
March ISSN 1463-1431 The Sales Research Trust. Southampton
Wilson K.J and Napolitano L (1999) Ed The Journal of Selling and Major Account Management
Vol 1 Issue 4 June(Summer) ISSN 1463-1431 The Sales Research Trust. Southampton
Wilson K.J. (1999) Ed "Managing Global Customers" Proceedings of the 3rd International
Symposium on Selling and Major Account Management The Chilworth Manor, Southampton:
The Sales Research Trust and The Southampton Business School. 14-16 July
Wilson K.J. (1999) Ed The Journal of Selling and major Account Management Vol 2, Issue 1
Autumn ISSN 1463-1431 The Sales Research Trust
Wilson K.J. (2000) Ed The Journal of Selling and major Account Management Vol 2, Issue 2
Winter ISSN 1463-1431 The Sales Research Trust
Wilson K.J. (2000) Ed The Journal of Selling and major Account Management Vol 2, Issue 3
Spring ISSN 1463-1431 The Sales Research Trust
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Kevin WILSON
Wilson KJ (2000) Ed The Proceedings of the 4th International Symposium on Selling and Major
Account Management The Chilworth Manor July 12-13 The Sales Research Trust ISBN 1874011141
Wilson K.J. (2000) Ed The Journal of Selling and major Account Management Vol 2, Issue 4
Summer ISSN 1463-1431 The Sales Research Trust
Wilson KJ (2000) Ed The Journal of Selling and Major Account Management Volume 3 Issue 1
Autumn ISSN 1463-1431 The Sales Research Trust
Wilson KJ (2001) Ed The Journal of Selling and Major Account Management Volume 3 Issue 2
Winter ISSN 1463-1431 The Sales Research Trust
Wilson KJ (2001) Ed The Journal of Selling and Major Account Management Volume 3 Issue 3
Spring ISSN 1463-1431 The Sales Research Trust
Wilson KJ (2001) Ed The Journal of Selling and Major Account Management Volume 3 Issue 4
Summer ISSN 1463-1431 The Sales Research Trust
Wilson KJ (2001) Ed The Journal of Selling and Major Account Management Volume 4 Issue 1
ISSN 1463-1431 The Sales Research Trust
Wilson KJ (2002) Ed The Journal of Selling and Major Account Management Volume 4 Issue 2
ISSN 1463-1431 The Sales Research Trust
Wilson KJ (2002) Ed The Journal of Selling and Major Account Management Volume 4 Issue 3
ISSN 1463-1431 The Sales Research Trust
Wilson KJ and Weilbaker D (2003) Eds The Journal of Selling and Major Account Management
Volume 4 Issue 4 ISSN 1463-1431 The Sales Research Trust
Invited Conference Papers:
Wilson K.J. (1998) "Global Account Management: Theory and Practice" Workshop in
proceedings of NAMA University Conference, Chicago, October 14th-20th.
Wilson K.J. (1999) "Global Account Management: Strategies and Practice" Proceedings SAMA
Conference, Chicago. January 21-25th.
Wilson K.J. (1999) "Global Account Management: Problems Strategies and Practice" Keynote
Speech Proceedings of the 2nd International Conference on Key Account Management,
Amsterdam February 11thand 12th.
Wilson KJ (1999) Global Customer Management Panel: Getting Started, Developing the
Capability and Sustaining the Effort SAMA Annual Conference, Miami, May 3rd-5th
Wilson KJ (1999) "Global Account Management: Problems Strategies and Practice" Academy
of Marketing (USA) Conference, Malta, June 1999 Panel member
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Kevin WILSON
Wilson K.J. (1999) “Global Account Management Workshop” SAMA Leadership Symposium,
New York October
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Wilson (2000) “Global Account Management” Keynote Speech Euromanagement Key Account
Management Conference Barcelona March
Wilson K.J. (2000) “The Dilemma of the Political Entrepreneur” Invited speech at the Emory
CRM Conference October. Emory University Atlanta, GA USA
Wilson KJ, Pardo C and Naude P (2004) “Changes in GAM – A SAMA Perspective”
Proceedings of the SAMA Pan-European Conference Nice March
Pardo C, Naude P and Wilson KJ (2004)“Teams in Strategic Account Management”
Proceedings of the SAMA Pan-European Conference Nice March
Naude P, WilsonKJ and Pardo C (2004)“Value Creation in SAM”Proceedings of the SAMA
Pan-European Conference Nice March
Wilson KJ (2004) “The Political Entrepreneur-An Emerging Management Role” Netherlands
SMA Amsterdam February
Wilson KJ and Mandjak T (2004) “The Political Entrepreneur in Global Markets” Paper for 2nd
International Value Conference The Budapest University of Economic Sciences and Public
Administration Budapest
Refereed Journal Articles:
Wilson K.J. (1993) "Managing the Sales Force of the 1990s." JOURNAL OF MARKETING
MANAGEMENT 9. 2pp123-139.
Millman T., and Wilson K.J. (1995) "From Key Account Selling to Key Account Management"
JOURNAL OF MARKETING PRACTICE: APPLIED MARKETING SCIENCE Vol 1, No. 1.
pp9-21.
Millman T. and Wilson K.J. (1997) "Developing key account management competencies"
JOURNAL OF MARKETING PRACTICE: APPLIED MARKETING SCIENCE Vol2 Number
2 pp7-22 (ANBAR EXCELLENCE CITATION)
Millman T. and Wilson K. J. (1998) "Contentious Issues in Key Account Management"
JOURNAL OF SELLING AND MAJOR ACCOUNT MANAGEMENT Vol 1. Issue 1 July,
Sales Research Trust, Southampton.
Millman T. and Wilson K.J. (1999) "Processual Issues in Key Account Management:
Underpinning the Customer facing Organisation" Invited paper in JOURNAL OF BUSINESS
AND INDUSTRIAL MARKETING University of Georgia. Wes Johnson (Ed) (at press)
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Kevin WILSON
Wilson KJ. (1999) "Developing Global Management Programmes: Observations from a GAM
Panel Presentation" Thexis Fachzeitschrift fur Marketing, Research Institute for Marketing
and Distribution, University of St Gallen, Switzerland
Wilson KJ and Richard S (2000) “Developing Organisational Commitment to Strategic
Account Management Programmes – The Global Context JOURNAL OF SELLING AND
MAJOR ACCOUNT MANAGEMENT Vol 2 Issue 4 Summer The Sales Research Trust,
Southampton
Wilson KJ and Millman T (2003) “The Global Account Manager as Political Entrepreneur”
Journal of Industrial Marketing Vol 32 No 2 February pp151-158
Wilson K J and Weilbaker D (2004) “Global Account Management: a literature based
conceptual model” American Journal of Business Spring 2004 Vol 19 No 1
Pardo, Catherine, Ivens, Björn S., and Wilson Kevin (2013) "Assessing and strengthening
internal alignment of new marketing units: An interpretative tool Original Research Article"
Industrial Marketing Management, Volume 42, Issue 7, October 2013, Pages 1074-1082
Wilson KJ and Woodburn D (2014) “The Impact of Organisational Context on the Failure of
Key and Strategic Account Management Programs” Journal of Business and Industrial
Marketing Vol. 29 No. 5
Practitioner Journal Articles
Wilson KJ and Croom S (1999) "Defining Global Account Attractiveness" Velocity Spring
SAMA Chicago
Wilson KJ (1999) "Whatever happened to GAM: A case study of GAM Failure" Velocity
Spring SAMA Chicago
Wilson KJ, Millman AF, Croom S, Weilbaker and Senn (1999) “Managing Global
Customers” Velocity Fall SAMA Chicago
Wilson KJ (2001) “The Political Entrepreneur: Are we seeing a new management role
emerging with the Global Account Manager?” Velocity, Winter, SAMA Chicago
Wilson KJ (2001) “Global Account Management (GAM) – The New Strategic Imperative.” In
Winning Business January Issue Quest Media Publications London
Wilson KJ (2001) “Building the Company Through Account Management Programs:
Leadership at the Client Interface” Velocity Vol3 No3 3rd Quarter pp13-16
Wilson KJ (2003) “BBV and SAM: No Longer Enough for P&G!” Velocity Focus Europe
Vol 3 No 1 Ist Quarter pp1-5
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Kevin WILSON
Research Reports
Wilson, Croom, Millman, Senn and Weilbaker (2000) Global Account Management Study
Report: Executive Summary of the preliminary findings of the SAMA/SRT GAM project
October The Sales Research Trust ISBN 1-874011-83-4
Contributions to Books:
Wilson K (2014) Deveoping Key Account Relationships in Woodburn and Wilson “Handbook
of Strategic Account Management” Wiley
Wilson K and Holt S (2014) The Role of the Key Strategic Account Manager in Woodburn and
Wilson “Handbook of Strategic Account Management” Wiley
Wilson KJ and Millman AF (2000) “The Global Account Manager as Political Entrepreneur” in
“Customer Relationship Management: Emerging Concepts and Applications” Sheth, Parvatyar
and Shainesh (Eds) Tata McGraw-Hill NEW DELHIISBN 0-07-043504-9 pp316-327
Wilson K.J. (1997) in Jobber "Strategic Sales Management" CIM
Wilson K.J. (1996) in Hartley and Starkey "The Management of Sales and Customer Relations"
Thomson
Books
Wilson KJ (1997) “A Problem Centred Approach to KAM” Nottingham University UK;
Wilson KJ, Millman A, Croom S, and Weilbaker (2000) “Harnessing Global Potential”
SAMA Chicago USA;
Wilson KJ and Spear N with Reese SJ (2002) “Successful Global Account Management”
Kogan Page London UK.,
Diana Woodburn and Kevin Wilson (2014) The Handbook of Strategic Account Management
Wiley Chichester
OTHER PERSONAL INFORMATION
English: native
French: improving
Hobbies : The hunt, Gardening, Walking