| Filter Sessions |
| 03/16/2015 | |||
| 9:30 am - 5:30 pm | 101: Critical Skills for Strategic Account Managers [More Info] | ||
| 9:30 am - 5:30 pm | 103: Keys to Effective Strategic Account Planning [More Info] | ||
| 9:30 am - 5:30 pm | 107: Strategic Negotiation: Changing the Conversation from Price to Solutions [More Info] | ||
| 9:30 am - 12:30 pm | B1. Leading and Coaching the SAM’s Performance [More Info] Josh Dey, Vice President, The Summit Group | ||
| 2:00 pm - 3:00 pm | B2. Understanding Customer Types in Real World Account Management [More Info] Bernard Quancard, CEO & President, Strategic Account Management Association Hajo Rapp, Head of Strategic Accounts, Siemens Florian Kraus, Professor of Marketing, University of Mannheim Volkhard Bregulla, Global Managing Director, HP | ||
| 3:30 pm - 5:00 pm | Academic Forum - Strategic Value Co-Creation [More Info] Michael Kleinaltenkamp, Professorship of Business and Service Marketing, Free University of Berlin, School of Business & Economics Kaj Storbacka, Professor, Markets and Strategy, University of Auckland Business School, Graduate School of Management Philly Teixeira, Vice President Marketing, Global Sales & eBusiness, Maersk Line Wolfgang Ulaga, Professor of Marketing and Strategy, IMD | ||
| 5:00 pm - 7:00 pm | Welcome Reception and SAMA City Networking | ||
| 03/17/2015 | |||
| 9:30 am - 5:30 pm | 101: Critical Skills for Strategic Account Managers [More Info] | ||
| 9:30 am - 5:30 pm | 103: Keys to Effective Strategic Account Planning [More Info] | ||
| 9:30 am - 5:30 pm | 106: Using Presentations to Drive Customer Engagement [More Info] | ||
| 8:00 am - 9:00 am | Keynote - Transforming strategic customer management into a corporate strategy: The role of the CEO [More Info] Arne Frank, President & CEO, AAK AB | ||
| 9:30 am - 11:00 am | 1. Strategic Account Management in Healthcare – A Long But Profitable Road to Success [More Info] Brian Chapman, Partner, ZS Associates Ivan Tornos, Vice-President & General Manager, Bard | ||
| 9:30 am - 11:00 am | 5. Know your customer (better than they know themselves) [More Info] Roger Bottum, Principal, The Bottom Line Roland Dietz, President & CEO, Focused Connections Partners Darrell Gunter, Founder & CEO, Gunter Media Group Dr. Janny Vos, Strategic Partnership Director, CAB International | ||
| 9:30 am - 11:00 am | 6. CRM support for SAM in a professional services company [More Info] Florian Heidecke, Head of Key Account Management, Namics AG | ||
| 9:30 am - 11:00 am | 10. Managing sales in an international matrix organization with conflicting sales channels [More Info] Gaurav Mishra, Vice President Global Sales, Ottobock | ||
| 9:30 am - 11:00 am | 15. Challenges and success in global account management [More Info] Robert Box, Partner, Mercuri International Danielle Moore, Managing Director, Wacker Chemie | ||
| 11:30 am - 1:00 pm | 2. Way Beyond Strategic Planning: Metaphor as a Technique for Strengthening Your Strategic Thinking [More Info] Julie Sloan, President, Sloan International Consulting | ||
| 11:30 am - 1:00 pm | 7. Strategic Account management Handbook: implementation, experiences and learnings within a global corporation [More Info] Corrado Cesti, Head of Strategic Accounts, SKF | ||
| 11:30 am - 1:00 pm | 11. Making SAM work in the financial & professional services sector [More Info] Richard Higham, Global Practice Leader Financial and Professional Services, Mercuri Int. Ray Moore, Head of Trade Supply Chain Sales, HSBC | ||
| 11:30 am - 1:00 pm | 12. The next challenge of the SAM: quantifying and documenting value to customers [More Info] Andreas Hinterhuber, Partner, Hinterhuber & Partners Todd Snelgrove, Global Manager, Value, SKF | ||
| 11:30 am - 1:00 pm | 16. Avoiding a Re-bid at Renewal: How to Continually Evolve Your Client Relationship [More Info] Barbara Desmond, Senior Managing Director, Account Platform Lead, Cushman & Wakefield Neil Gorman, Partner, Cushman & Wakefield | ||
| 1:00 pm - 2:30 pm | Lunch & Networking | ||
| 2:30 pm - 4:00 pm | 3. Sourcing & Selecting the Right Talent [More Info] LaVon Koerner, Chief Revenue Officer , Revenue Storm Robert Racine, Vice President and Global Head of Sales Enablement, Wipro Technologies | ||
| 2:30 pm - 4:00 pm | 8. Breaking through the status quo [More Info] Tim Riesterer, Chief Strategy and Marketing Officer, Corporate Visions Inc Helena Stoy, Director of Global Sales Enablement, WiPro Technologies | ||
| 2:30 pm - 4:00 pm | 13. Leveraging Channels for KAM in the era of Social Media [More Info] Volkhard Bregulla, Global Managing Director, HP Hajo Rapp, Head of Strategic Accounts, Siemens Huw Tippett, Corporate Vice President, Baxter | ||
| 2:30 pm - 4:00 pm | 17. Elevating customer relationships through a common collaborative platform [More Info] Valery Beirnaert, Director, Program Management Automotive - Technology, DHL Andreas Johansson, Vice President, Global Account, DHL | ||
| 4:30 pm - 5:30 pm | 9. Metrics Drive SAM Programs: Why you can't afford to Ignore Technology [More Info] Tim Braman, VP Corporate Strategy, Revegy Lee Riles, Oracle Business Operations Director, UK (Former), Oracle Corporation | ||
| 4:30 pm - 5:30 pm | 14. Building and capturing value when selling, bidding and negotiating with Procurement [More Info] David Freedman, Associate Director, Huthwaite International | ||
| 4:30 pm - 5:30 pm | 18. From transactional sales to Global Account Management: the senior management view [More Info] Stephan Ackermann, Former Head of Global Key Account Management, Mettler-Toledo | ||
| 4:30 pm - 5:30 pm | 19. From big data to big value: Using customer specific dashboards [More Info] Philly Teixeira, Vice President Marketing, Global Sales & eBusiness, Maersk Line Thomas Christensen, Commercial Manager, Maersk Line | ||
| 4:30 pm - 5:30 pm | 21. Value of Social Selling in Account Management [More Info] Robert Box, Partner, Mercuri International Arjen Soetekouw, LinkedIn Sales Solutions, DACH, LinkedIn Corporation | ||
| 6:30 pm - 9:30 pm | Reception & Dinner (Ritz Carlton Hotel) | ||
| 03/18/2015 | |||
| 9:30 am - 5:30 pm | 102: Buyer’s Perspective: Create, Communicate and Quantify Value for CxO Impact [More Info] | ||
| 9:30 am - 5:30 pm | 105: Creating Joint Solutions with Strategic Customers [More Info] | ||
| 8:00 am - 9:00 am | Keynote - The Journey to C-Level Support [More Info] Dominique Côté, Executive Director, Commercial Operations and Excellence , Zoetis | ||
| 9:30 am - 11:00 am | 1. Strategic Account Management in Healthcare – A Long But Profitable Road to Success [More Info] Brian Chapman, Partner, ZS Associates Ivan Tornos, Vice-President & General Manager, Bard | ||
| 9:30 am - 11:00 am | 7. Strategic Account management Handbook: implementation, experiences and learnings within a global corporation [More Info] Corrado Cesti, Head of Strategic Accounts, SKF | ||
| 9:30 am - 11:00 am | 11. Making SAM work in the financial & professional services sector [More Info] Richard Higham, Global Practice Leader Financial and Professional Services, Mercuri Int. | ||
| 9:30 am - 11:00 am | 13. Leveraging Channels for KAM in the era of Social Media [More Info] Volkhard Bregulla, Global Managing Director, HP Hajo Rapp, Head of Strategic Accounts, Siemens Huw Tippett, Corporate Vice President, Baxter | ||
| 9:30 am - 11:00 am | 16. Avoiding a Re-bid at Renewal: How to Continually Evolve Your Client Relationship [More Info] Barbara Desmond, Senior Managing Director, Account Platform Lead, Cushman & Wakefield Neil Gorman, Partner, Cushman & Wakefield | ||
| 11:30 am - 1:00 pm | 3. Sourcing & Selecting the Right Talent [More Info] LaVon Koerner, Chief Revenue Officer , Revenue Storm Robert Racine, Vice President and Global Head of Sales Enablement, Wipro Technologies | ||
| 11:30 am - 1:00 pm | 5. Know your customer (better than they know themselves) [More Info] Roger Bottum, Principal, The Bottom Line Roland Dietz, President & CEO, Focused Connections Partners Darrell Gunter, Founder & CEO, Gunter Media Group Dr. Janny Vos, Strategic Partnership Director, CAB International | ||
| 11:30 am - 1:00 pm | 6. CRM support for SAM in a professional services company [More Info] Florian Heidecke, Head of Key Account Management, Namics AG | ||
| 11:30 am - 1:00 pm | 17. Elevating customer relationships through a common collaborative platform [More Info] Valery Beirnaert, Director, Program Management Automotive - Technology, DHL Joanna Tomkiewicz, Global Program Manager, DHL | ||
| 11:30 am - 1:00 pm | 20. Strategies for Being Customer-Centric with Procurement [More Info] Dan Kosch, Co-President, IMPAX Jane Wilson, Global Account Manager, Akzo Nobel Surface Chemistry | ||
| 1:00 pm - 2:30 pm | Lunch & Networking | ||
| 2:30 pm - 4:00 pm | 2. Way Beyond Strategic Planning: Metaphor as a Technique for Strengthening Your Strategic Thinking [More Info] Julie Sloan, President, Sloan International Consulting | ||
| 2:30 pm - 4:00 pm | 8. Breaking through the status quo [More Info] Ashiq Hassanali, Vice President Market Development, WiPro Tim Riesterer, Chief Strategy and Marketing Officer, Corporate Visions Inc | ||
| 2:30 pm - 4:00 pm | 10. Managing sales in an international matrix organization with conflicting sales channels [More Info] Gaurav Mishra, Vice President Global Sales, Ottobock | ||
| 2:30 pm - 4:00 pm | 15. Challenges and success in global account management [More Info] Robert Box, Partner, Mercuri International Danielle Moore, Managing Director, Wacker Chemie | ||
| 2:30 pm - 4:00 pm | 14. Building and capturing value when selling, bidding and negotiating with Procurement [More Info] David Freedman, Associate Director, Huthwaite International | ||
| 4:30 pm - 5:30 pm | Closing Keynote - Building a partnership through Innovation – DHL and Volvo. [More Info] Pascal Kemps, Sector Head Passenger Vehicles, DHL Customer Solutions & Innovation Pascal Claes, Global Key Account Manager, Volvo Truck Corporation | ||
| 03/19/2015 | |||
| 9:30 am - 5:30 pm | 102: Buyer’s Perspective: Create, Communicate and Quantify Value for CxO Impact [More Info] | ||
