New Sales and Sales Management Chair to Fill High-Tech Sales Gap


    BRITISH COLUMBIA, April 15 /CNW/ - In response to strong industry demand
for senior sales leadership for technology companies, the BC Innovation
Council (BCIC) has contributed $2.1 million towards creating the endowed BC
Innovation Council Chair in Sales and Sales Management with the Sauder School
of Business at the University of British Columbia (UBC).

    Labour studies conducted by the BC Technology Industry Association have
shown that senior sales leadership is critical to the growth of B.C.'s
technology industry, yet is not readily available in the B.C. talent pool. In
recent years, this demand has been filled in part by international recruitment
which is time consuming and expensive. BCIC has partnered with the Sauder
School of Business at UBC to help fill this growing demand.

    Dr. Pradeep Bhardwaj, a distinguished business professor from The
University of North Carolina, will be the first to hold the title of BC
Innovation Council Chair in Sales and Sales Management. The Sauder School of
business will have a focused approach, through both their MBA and Executive
Education programs, allowing B.C. companies to send their senior managers for
training in world-class sales leadership.

    "Sales leadership and complex sales and sales management, particularly in
the growing knowledge economy often determines if a company will be successful
in today's very competitive international business climate," said Dan Muzyka,
Dean of the Sauder School of Business at UBC. "The new Chair is the first of
its kind in Canada, and to my knowledge in North America. Dr. Bhardwaj will,
with the generous support of the BC Innovation Council, be able to develop the
next generation of sales leaders that can take B.C.'s companies to the next

    As the BC Innovation Council Chair, Dr. Bhardwaj's role will focus on
bringing the level of sales leadership to new heights, initially with the
first round of Executive Programs starting in Fall 2009. In addition, Dr.
Bhardwaj will enable and lead new research, training, and knowledge transfer
activities through publications, seminars and public lectures.

    "Sales leadership is a vital component of the high-tech sector, where
most companies are global and where highly sophisticated sales models are
needed to move companies forward," said Dean Rockwell, CEO, BCIC. "The endowed
BC Innovation Council Chair in Sales and Sales Management is an example of
BCIC's commitment to competitively position B.C.'s technology sector in the
global economy."

    BCIC enables the continued development of B.C.'s high technology
industries by: offering programs and resources that support development of
talented industry professionals and entrepreneurs, commercializing new
technologies, and raising B.C.'s profile as a top-tier technology centre in
the world.

    About Dr. Pradeep Bhardwaj, BC Innovation Council Chair in Sales and
Sales Management

    Pradeep Bhardwaj's body of work has focused on understanding the effects
of competition on marketing decision making and the interaction between
various managerial decisions. He studies the role of competition in designing
distribution channels, strategic incentives for sales personnel, provision of
information to customers, and pricing. Bhardwaj's recent research analyzes the
role of competition in customer lifetime value management, the interaction
between detailing and direct-to-consumer advertising in the pharmaceutical
industry, and the effect of outsourcing on product innovation in the biotech
industry. He has worked as a senior marketing manager for an electrical
equipment marketing and manufacturing company, a not-for-profit government
agency, and has consulted for pharmaceutical and high-tech firms.

    About the BC Innovation Council

    The British Columbia Innovation Council (BCIC) is the lead organization
charged with advancing innovation and commercialization in British Columbia.
BCIC is focused on accelerating the growth of the science and technology
communities and competitively positioning British Columbia in the global
knowledge economy in order to provide significant employment opportunities and
a high standard of living for British Columbians. BCIC is a Crown agency of
the Province of British Columbia. For more information about BCIC, visit

For further information:

For further information: Media Contact: Stephanie Leung, Communications
Coordinator, British Columbia Innovation Council, (604) 602-5249,

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