Meet the new dean

As seen in the fall 2025 Ivy magazine.

Raj Agnihotri [Uh g-n ee-h oh-tree] has been named the next Raisbeck Endowed Dean of Iowa State University’s Debbie and Jerry Ivy College of Business, a role he stepped into on July 1.

He succeeds David Spalding, who retired on June 30.

Even though he is new to the role, Agnihotri is not new to the college.

Since he was hired in 2018, Agnihotri’s titles and roles have increased. As a matter of fact, he has had so many titles that his coworkers tease him that he needs an 8×10 business card.

Prior to being named dean, Agnihotri served as:

• Mary Warner Professor: an endowed position.
• Morrill Professor: a prestigious title that recognizes faculty members whose professional work has demonstrated outstanding successin teaching and learning.
• Professor of marketing.
• Assistant dean for industry engagement.
• Founding director of the Ivy Sales Forum.
• Director of Ivy Custom Education.

“Dr. Agnihotri is an accomplished researcher and student-centric leader. He has the experience and vision to advance business education and strengthen our entrepreneurship and innovation ecosystem to benefit Iowa’s economy,” said Iowa State University President Wendy Wintersteen. “I am confident he will continue elevating the reputation of the Ivy College of Business, both nationally and globally, and build on the excellent momentum created by David Spalding.”

Agnihotri earned a bachelor’s degree in engineering from the University of Pune in India, an MBA in management from Oklahoma City University, and a PhD in marketing from Kent State University. Prior positions include appointments at the University of Texas-Arlington and Ohio University.

Agnihotri has received numerous awards for his teaching and research, and is also co-author of ABCs of Relationship Selling, a textbook used in sales classes around the world.

“Raj is an exceptional individual with a magnetic presence that naturally draws people in. Wherever Raj has gone, success has followed.”

— Mike Gassmann, former associate professor of practice in marketing

“It is a profound honor to be selected as the next Raisbeck Endowed Dean of the Ivy College of Business,” said Agnihotri. “I am committed to serving our students, providing an excellent education that prepares them for professional success, and to upholding the college’s tradition of excellence in research. I look forward to collaborating with the faculty, staff, students, partners, and alumni to reach new heights.”

A notable scholar

A prolific researcher in sales technology, Agnihotri is considered a global authority in digital mediation in the sales processes. Earlier this year, he received national recognition as one of the most impactful scholars in sales by ScholarGPS. The ranking is based on work over the past five years (2020–2024). He was ranked #5 in research productivity among marketing scholars worldwide based on publications in top journals listed in the Australian Business Deans Council’s (ABDC) Marketing Journal Quality List during 2018–2023.

Impact on Ivy

Even before moving into the dean’s office, Raj Agnihotri was making a positive impact on students, businesses, and the Ivy College of Business. He was hired in 2018 to start a sales program, and within the first year, it was recognized as a ‘Top University Sales Program’ by Sales Education Foundation, a nonprofit organization that elevates the sales profession through college and university programs. It has maintained that rank for five years in a row.

He was instrumental in starting the Ivy sales certificate, which is available to all Iowa State students regardless of major.

A sales program was created for good reason.

Research studies suggest that approximately 80 percent of marketing majors accept a sales position upon graduation, and 60 percent of all business students will take a job with at least some sales-related duties after graduation. The Iowa State sales program has grown exponentially since it started.

In spring 2021, 10 students added the professional sales certificate to their résumés. In spring 2025, that number rose to 364. Of those, 306 were business students.

“The growth of the sales certificate is unprecedented,” said Agnihotri. “We always hoped for growth, but we never saw this coming this fast and this big.”

A colleague connection

Mike Gassmann, a former associate professor of practice in marketing who continues to work with Agnihotri through the college’s custom education program, knows Agnihotri well.

“I’m thrilled to see Raj step into the role of dean at Ivy,” he said. “He has been instrumental in laying a strong foundation for the school, and I have every confidence that under his leadership, Ivy will reach even greater heights.”

Gassmann believes Agnihotri is well-positioned to build on the momentum already in place and guide Ivy toward an exciting and impactful future.

“Raj is an exceptional individual with a magnetic presence that naturally draws people in,” Gassmann said. “He brings out the best in those around him, and his positive energy is felt the moment he enters a room. Raj deeply values relationships and has a remarkable ability to build strong, trust-based connections. His track record speaks for itself. Wherever Raj has gone, success has followed.”

What his students say

Ava Hughes, a senior in finance, was impressed with Agnihotri as her professor in Marketing 423: Foundations of Personal Selling, which she took during her sophomore year.

“Raj has a special ability to connect with people from all backgrounds, ranging from students to alumni to industry leaders,” said Hughes, who is from Council Bluffs, Iowa, and has been so inspired that she is also pursuing a professional sales certificate and a leadership studies certificate.

“Having Raj as my professor completely changed the trajectory of my sales career. Raj not only has the academic credentials to back himself up (he wrote the textbook!), but he also challenges every student to step outside of their comfort zone. The experience gave me confidence when interacting with business professionals in settings like job interviews and while calling on customers during my sales internship.”

Riley Ruegemer (’23 management information systems, marketing), a former student who also earned a professional sales certificate, said, “Dr. Agnihotri is a visionary leader who brings people together with a clear sense of purpose.”

“His passion for student success, ability to build lasting partnerships with industry, and track record of creating impactful programs like the Ivy Sales Forum make him an ideal fit to lead the Ivy College of Business. He doesn’t just talk about innovation, he lives it.”

His impact on Ruegemer was significant. “He changed the course of my college experience and career,” she said. “He creates an environment where students feel heard, challenged, and supported.”

Anthony Nietzel (’23 marketing) is one of Agnihotri’s former students who now works at Athene in West Des Moines, Iowa.

As a community college transfer student, Nietzel wasn’t sure about his career path or what the Iowa State community would look like. “All I really knew was that I was good with people,” he said. After meeting Agnihotri and “the incredible team of marketing professors,” he found his path.

“Bring good in, get good out. That’s what he’s done for the Ivy Sales Program, and that’s exactly what he’ll do for the Ivy College of Business,” he said.

“More than anything, Raj has a gift for bringing great people together.”

— Anthony Nietzel (’23 marketing)

November 6, 2025