The Chair of Marketing Management (IfM) recently welcomed Tobias Frank (Sales Director DE & AT) and Christine Collot (Senior KAM DE & AT) as guest lecturers on the Sales Management course. The lecture took place on January 23rd at J490 (Juridicum/Oeconomicum).

Mr. Frank and Mrs. Collot shared valuable insights from their extensive experience at Engelhard Arzneimittel, focusing on the important topic of "Sales Territory Alignment." They gave us a detailed look into Engelhard Arzneimittel's own Sales Territory Realignment process and offered practical perspectives on managing a sales team within a nationally operating company.

Engelhard Arzneimittel started as a pharmacy in 1872 and has grown over 150 years into an international business with more than 550 employees. They are a leading brand manufacturer in the OTC (over-the-counter) pharmaceutical sector, specializing in non-prescription medicines for self-medication.

After the engaging lecture, students and faculty had the chance to meet Mr. Frank and Mrs. Collot during a "Meet & Greet" at the Marketing Center, kindly hosted by Engelhard Arzneimittel.

We sincerely thank Tobias Frank and Christine Collot for their time, expertise, and the practical knowledge they shared, which greatly helps our students understand today's sales management challenges.