Dr. José Antonio Segarra Torres

José Antonio Segarra is an Ordinary Professor in the Marketing Department of IESE, where he teaches business and government management for small and medium-sized companies. His areas of research and professional work include: the transformation towards the commercial orientation of organizations, the direction of sales teams, the processes of restructuring and refloating, corporate governance in family businesses and the governance of social enterprises.

In addition to his teaching activity at IESE, he is a visiting professor at several European and Latin American universities. He is the author of several books and 170 cases and technical notes in the fields of Marketing, Sales, and Small and Medium Enterprises.

His professional experience includes strategy and commercial transformation projects carried out during the last 30 years for IBEX 35 companies in Spain, Europe and Latin America -Argentina, Brazil, Chile, Colombia, Ecuador, Mexico, Peru, and Venezuela-.

Counselor of diverse family groups, ordinarily performs collaborations in the areas of business, corporate development and restructuring and refloating. His professional activity also extends as an entrepreneur with initiatives in industrial sectors and services and in the patronages of various educational and welfare foundations.

Education

University of Navarra. IESE Business School. Barcelona. Spain
Doctor in Business Administration 1992-1996.

University of Navarra. IESE Business School. Barcelona. Spain
Master in Economics and Business Management (1978-1980)

Polytechnic University of Catalonia, Higher Technical School of Industrial Engineers of Barcelona. Spain.
1973-1978. Industrial Engineer (specialty Industrial Organization).

Professionally

Teaching:

IESE Business School. Barcelona. Spain.
1980-2016. Department of Commercial Management. Professor in the MBA, EMBA and Management Improvement programs of the different Marketing Management modules. Professor responsible for the Management course for Small and Medium Enterprises.
Visiting Professor: Universidad de los Andes (Santiago, Chile), University of Piura (Piura, Peru), University of Montevideo (Montevideo, Uruguay), Getulio Vargas Institute (Sao Paulo, Brazil), AESE (Lisbon, Portugal) and Instituto Internacional San Telmo (Seville, Spain).
Company:

1992-2012 General Councilor of La Caixa.
1987-2016 Shareholder and proprietary director in various companies in the services and industry sector, listed and private equity.
1985-1995 Faculty associate The Mac Group and Gemini Consulting.
1980-2016 Consulting and executive advice in family businesses. 180 projects carried out in the areas of business, organization, corporate governance, acquisitions and sales, international expansion, restructuring and refloating.
1995-2014 Faculty Parthner Europraxis consulting (Indra group).
Consulting in strategy, organization and commercial implementation. Responsible for customer development Telefónica, directing all commercial development projects in Europe (Spain, England, Ireland, Italy, Germany and the Czech Republic) and Latin America (Mexico, Brazil, Argentina, Chile, Peru, Colombia, Venezuela, Puerto Rico and Guatemala) ).
2003-2013 Patron Foundation Codespa.
2005-2010 Mutual Insurance President Mapres.
2009-2016 Trustee Fundación Escuela Teresiana.
2009-2016 Patron Foundation La Fageda.
Publications

“Listening to the voice of the Market: decisions of segmentation and positioning” with Pedro Agell. Eunsa (Editions University of Navarre) 2001.
“Market research” with Pedro Agell. Folio 1997
“Agricultural marketing” with Joan Farrán. Eunsa 1997.
“Les Euro-PMI” with Miguel Angel Gallo. Economic management. 1997
“The financial behavior of families: implications for the segmentation approaches of financial entities”. Doctoral thesis. IESE 1996
“Customer service online: The HP DesignJet”. In: Michael R. Czinkota, Ilkka A. Ronkainen. International Marketing Fort Worth, TX: Harcourt College Publishers, 2001. pp 792-798 (The Harcourt series in marketing).
“Customer service online: The HP DesignJet”. In: Subhash C. Jain. International Marketing Cincinnati, Ohio: Thomson South-Western, 2001. pp 131 – 145
Writing of 170 business cases, technical notes, research documents and articles in the areas of Marketing, Sales and Small and Medium Business.