Javier Marcos in

Javier Marcos

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Professor of Strategic Sales Management and Negotiation at Cranfield School of Management
📍 United Kingdom

Javier Marcos is a Professor of Strategic Sales Management and Negotiation at Cranfield School of Management with over 25 years of experience. He also directs a consultancy, Learning for Performance. Colleagues and students describe him as an inspiring, innovative, and engaging educator who previously held management roles at Unilever and the University of Cambridge.

He is an accredited Belbin instructor, specializing in using behavioral insights to help teams perform effectively.

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Experience
24 Years
Current Role
Professor of Strategic Sales Management and Negotiation
Job Level
Mid-senior
Location
United Kingdom
Personality Overview

How Javier shows up

Communication Style
Decision Approach
Work Preference

Behavioral traits and communication patterns that shape how this person evaluates opportunities, builds trust, and makes decisions in professional settings.

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Priorities

Topics Javier cares about

Key Account Management
He is the Director of the KAM Best Practice Forum at Cranfield, and has co-authored multiple books on implementing effective key account management.
Strategic Negotiation
A core part of his professional title and a frequent topic for his keynote speeches, focusing on reframing perspectives to achieve better outcomes.
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Career

Work history

10-2022
Professor of Strategic Sales Management and Negotiation
Cranfield School of Management
12-2019 - 9-2022
Associate Professor, Strategic Sales Management and Negotiation
Cranfield School of Management
1-2006
Director
Learning for Performance Ltd.
6-2015 - 2-2017
Director Custom Programmes, Executive Education & Senior Faculty Cambridge Judge Business School
University of Cambridge
9-2008 - 5-2015
Senior Lecturer in Sales Performance
Cranfield School of Management
In the press

Media appearances

Negotiation Strategy Series: 3 – Navigating the ‘mind‑field’. Featured in Cranfield School of Management Blog
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Education
2015 - 2015
Advanced Leadership Programme
University of Cambridge
2011 - 2011
International Teachers Programme
Northwestern University - Kellogg School of Management
2001 - 2006
PhD
Cranfield School of Management
Social presence
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Behavioral profile

DISC profile (public)

DISC behavioral profile

Dominance, influence, steadiness, and calculativeness scores with guidance on how this person prefers to communicate and decide.

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