The 2019 Top 25 Consultants: Kurt Kessler

Kessler is the firm-wide Managing Principal of ZS's Marketing Business Area and brings 25 years of experience across the entire pharmaceutical commercialization process to creating fact-based marketing strategies.  

When he joined the firm in 2001, ZS was known primarily for its sales expertise, he says. "Building the marketing practice at ZS is something I will always be proud of. I quickly built a bridge between sales and marketing by leveraging analytics to drive the marketing strategy into sales execution, Kessler says. "The idea was a first for ZS and a new value proposition for the industry at large. What started as a small market research capability grew into an expansive international marketing practice that comprises half of ZS's overall business today." 

One of the most meaningful memories of his entire career, he says, was his first visit to the firm's India offices. "I met hundreds of people whose jobs were created through ZS's expanded marketing practice," Kessler says. "It was humbling to see the impact our business growth had on so many lives—not only on our people, but also their families and community." 

Kessler has specific expertise in commercial development strategy, positioning, segmentation, and brand planning as marketing tools. "Consulting brings together two of my passions—helping others and intellectual engagement—in a creative and satisfying way," he says. "Our work is about people first—both clients and ZSers. Each experience at ZS presents a new and exciting challenge. We are growing as a team every step of the way and are constantly evolving to better serve our clients."

Several factors contributed to his success, he says. Including his innate curiosity and desire to learn, a deep appreciation for his colleagues' expertise and a willingness to take risks and challenge the status quo.

"The leadership at ZS goes to great lengths to nurture and maintain a collaborative culture that supports ambitious professionals with entrepreneurial spirit," Kessler says. "Before I started at ZS, I didn't understand the importance of culture to an organization, but now I can't imagine working for a firm that doesn't make it a top priority."

What's motivated you to excel over the course of your career?

Kessler: "It's motivating and deeply satisfying to help others through skill development and problem solving. At ZS, we work in small teams where everyone, at every level, is expected to contribute in a meaningful way, namely by asking challenging questions and developing ideas. I try to create an open environment where my team members are encouraged to speak freely and know it's OK to make mistakes. The worst thing someone can do here is not speak up when they are uncomfortable with an idea."