Doug Oettinger is a Managing Principal at ZS Associates in Evanston, Ill., and oversees the firm’s operations in Latin America. For more than 25 years, he has helped leading pharmaceutical, healthcare and industrial products firms address a broad spectrum of sales and marketing issues in North America, South America, Asia and Europe. His areas of expertise include sales force sizing, resource allocation and deployment, sales and marketing structure and organizational design, customer valuation, segmentation and targeting, incentive compensation plan design and administration, and data warehousing. Doug holds a B.A. with honors from Harvard University and an M.B.A. with honors from the Booth School of Business at the University of Chicago.