André Vilares Morgado, Associate Professor of Marketing at AESE Business School. Professor Morgado has authored several prize winning case studies, while continuing his research studies in the field of industrial marketing and regular work with companies in sales, business development and training projects. He is the author of the book titled “B2B Marketing: Uma abordagem prática em mercados industriais”. He combines his teaching profile with an extensive professional and business background of more than 10 years dedicated to the fast pace telecommunications industry. During his professional life Andre had the chance to occupy highly visible roles such as Strategic Marketing Manager working on a global scale at Nokia Siemens Networks. Andre holds a Ph.D in Management awarded from University of Lisbon. He has done several consulting, conferences or in company programs for companies like: Axians, everis, Pfizer, BASF, Colt Telecom, among others. He is also a fellow member of the Industrial Marketing and Purchasing Group.
Fawaz Baddar ALHussan, Assistant Professor of Sales Management at IESEG School of Management, and the academic director for MSc International Business Negotiation. Previously he was a lecturer of marketing at Middlesex University, and the programme leader for the MA International and Cross Cultural Marketing. Fawaz research explores International Key Account Management in emerging markets. His research brings a new dimension of understanding how business is conducted in emerging economies and in the field of industrial marketing in cross cultural contexts where there is a lack of knowledge in that domain, and gives more insights about the transfer of practices across borders that enhances the understanding of global management. He has conducted research in several multi-national companies, such as Orange, LafargeHolcim, Societe General, HSBC, Polycom, Microsoft; Dell, Holiday Inn; Zain, Umniah, Arab Bank. Fawaz holds a Ph.D. in Strategic Sales and Account Management, awarded from Cranfield University (United Kingdom).