CHAPTER 8
Create Alliances

Four months into her new job at MedDev, Alexia Belenko already was deeply frustrated by the bureaucratic maneuvering going on at corporate headquarters. “Where’s the support for needed change?” she wondered.

An accomplished sales and marketing professional, Alexia had risen through the country-management ranks of MedDev, a global medical devices company, to become the firm’s managing director (also informally known as “country manager”) in her native Russia.

Senior leaders recognized Alexia’s potential and decided she needed broader regional experience. So they appointed her regional vice president of marketing for EMEA (Europe, the Middle East, and Africa). In this new role, Alexia was responsible for marketing ...

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