Evanston men win pharmaceutical industry honor

Evanston residents Andy Zoltners and Prabha Sinha received the 2012 Pharmaceutical Management Science Association Lifetime Achievement Award at the organization’s annual conference this month.
Zoltners and Sinha, who founded global sales and marketing consulting firm ZS Associates in 1983, were presented with the award for their pioneering and paradigm-shifting contributions to the management analytics field in the pharmaceutical and biotech industry – particularly in data-driven modeling of sales force size and structure.
ZS Associates is headquartered in Evanston. Zoltners and Sinha were inducted into the Chicago Entrepreneurship Hall of Fame in 2005.
Zoltners is a Frederic Esser Nemmers Distinguished Professor Emeritus of Marketing at the Kellogg School of Management at Northwestern University, where he has been a faculty member for more than 30 years.
His areas of expertise include sales force strategy, sales force size, structure and deployment, compensation and effectiveness. He has presented and taught at numerous conferences and published more than 40 academic articles. Additionally, he co-authored a series of books on sales force management.
Sinha was an associate professor of marketing at Kellogg until 1987. He continues to teach and present to executives at Kellogg and the India School of Business.
His areas of expertise include sales force strategy and effectiveness. He has published more than 30 academic articles and co-authored a series of books on sales force management.