Dr. Vincent ‘Vini’ Onyemah is associate Professor of Sales and Marketing at Babson College (Massachusetts, USA), the global leader in Entrepreneurship education. He teaches and conducts research on Professional Selling, Sales Force Management, Business Development, and Marketing Management. Prior to joining Babson College, he taught at Boston University and Lagos Business School. As a teenager, he started two companies and after obtaining a first class BSc honors degree in Civil Engineering from the University of Ibadan, Nigeria, he worked many years in industry before pursuing his academic career. He obtained an MBA from IESE Business School, Barcelona (Spain), an MSc and a PhD in Management from INSEAD Fontainebleau (France). Professor Onyemah’s practical selling experience spans over two decades, starting when he was twelve in Nigeria working for his parents, and including work as an independent sales agent in Europe. He has taught and conducted consulting projects in over 25 countries in Africa, Asia, Europe, Middle East, Latin America, and North America. He also consults for the IFC/ World Bank and teaches in several international Executive Education programs. He is the field operations director for Babson Entrepreneurship Ecosystem Platform (BEEP), an accelerated growth-focused program for scaling up businesses and economies of cities around the world. In this capacity, he has implemented multi-year Entrepreneurship Ecosystem and Scalerator® projects such as Manizales Más (Colombia), Scale Up Milwaukee (USA), Scale Up Rio (Brazil), and Scale Up North-East Ohio (USA).
His articles have appeared in Harvard Business Review, Innovations (MIT Journal), Journal of International Business Studies, Journal of Personal Selling & Sales Management, European Journal of Marketing, Journal of African Business, International Journal of Bank Marketing, Marketing Letters, International Journal of Human Resource Management, Journal of Business to Business Marketing, International Marketing Review, and Organizations and Markets in Emerging Economies. Vini is coauthor of the first ever book on Entrepreneurial Selling. Additionally, he has won a number of research and teaching awards including the M. Wayne DeLozier Best Conference Paper Award, Academy of Marketing Science, American Marketing Association (AMA) Sales SIG Doctoral Dissertation Award, and Boston University’s Beckwith Award for Teaching Excellence and Service.
Business Development; Business to Business Marketing; Entrepreneurial/Professional Selling; Sales Force Management; Selling to Women; Customer Relationship Management