Considering just the end customer for SAMs is proving increasingly insufficient, even limiting. The future will find SAMs looking at the end customer ecosystem, transforming the SAM job into one of “ecosystem orchestration.” This will mean mobilizing and connecting an entire community of stakeholders in order to create value for the end user – and, in turn, both the customer and the supplier.
SAMA is the leading enablement community of practice in strategic customer management for not only the SAM but also for the executive, who will need to organize his company structure, management processes, digitalization capabilities and talent management to enable the entire enterprise to become strategic customer-centric.
Get practical tools and insights into
✓ Learning how to advance your strategy with your most
important customers
✓ Building and managing your roadmap for success
✓ Planning, executing and measuring to improve results at
each phase in the customer journey
✓ Embracing change and operating with speed and agility
Who should attend
✭ SAM program directors
✭ Strategic/global/key account managers
✭ Account team members
✭ Field sales supporting key customers
✭ Sales & marketing executives
✭
Senior management
(business units & geographies)
✭ Sales support & operations
✭ Sales training & development
✭ Human Resources
✭ Chief sales officers
Keynote Speakers
Hak Cheol (H.C.) Shin
Vice Chair and Executive Vice President
3M
Marty Finkle
CEO, AscendU Group and Board Director,
Scotwork Negotiation
Shari Diaz
Innovation, Strategy and Portfolio Operations Program Director,
Watson Supply Chain
IBM
nEXtchange Speakers
SAMA’s nEXtchange is a series of TED talk-style presentations on future-forward subjects that will alter your mindset and leave you energized and inspired.
Tim Riesterer
Chief Strategy and Marketing Officer
Corporate Visions, Inc.
Jennifer Stanley
Partner
McKinsey & Company
Jeff Cochran
Principal/Master Facilitator
Shapiro Negotiations Institute
DON'T MISS OUT! REGISTER NOW
Summary Agenda
From practical, hands-on breakout sessions to relaxed social gatherings with your peers, we’ve
packed even more value into the conference for 2018.
Sunday, May 20
Monday, May 21
Tuesday, May 22
Shari Diaz, Innovation Strategy and Portfolio Operations Program Director, Watson Supply Chain, IBM
Marty Finkle, CEO, AscendU Group and Procurement Panel
Wednesday May 23
2018 Conference Tracks
SAMA's Annual Conference offers tracks to help guide your journey and maximize your time. All sessions suggest an audience recommended for its content. The distinctions are important so that individuals can attend sessions best-suited for their needs.
Enabling SAM Talent
Audience: Senior Management, SAM Program Heads, SAM Managers, HR/Learning & Development
SAMA research shows that nothing influences the success or failure of a strategic account management initiative more than the leadership capabilities of the SAM. Is your organization screening for the right traits, attracting the best candidates, and then enabling your SAMs with the technology, coaching and organizational mettle they need to thrive? Enable your SAM teams by implementing efficient global processes and smart digitalization strategies, and learn to screen for tough-to-train traits that correlate with SAM success.
Driving and Realizing SAM Organizational Capabilities
Audience:Head of SAM Programs, Vice Presidents, Chief Sales Officers
Your SAMs don’t work in a vacuum. Without having the right management systems and processes in place to enable them, all the talent in the world won’t make a difference. Learn how the best companies make the business case for SAM, how they structure their SAM program and how they align the strategic account management initiative with their larger corporate objectives. Sessions will cover issues related to internal alignment, executive sponsorship, account selection and deselection, and many other universal SAM challenges.
Strategic Account Manager Critical Skills
Audience: SAMs – Beginning to Mature, SAM team members
An enabled, empowered SAM with the right combination of leadership traits and business acumen is an unbeatable combination. Learn what’s in the DNA of an elite account team leader and how the best SAMs and GAMs orchestrate the strategic value creation process and drive business outcomes for their customers. Sessions will cover managing teams with diverse cultural backgrounds, understanding and outwitting Procurement, using data to bring new value streams to your customer, how to win bigger (and better) deals through upstream certification and specification, and much, much more.
Transformative Practices for Next Generation SAM
Audience: General audience sessions for those looking for high-level provocative sessions for leading edge practices, strategy and cutting-edge trends
If you think you’ve mastered the basics of strategic customer relationship management, don’t worry: B2B is changing faster than ever, so there will always be new avenues to create differentiation from your competitors. This track looks at the future state of SAM and the strategic customer-centric organization – from institutionalizing processes of co-innovation and understanding the role of digitalization in customer buying behavior to account-based marketing and driving change management in your own organization.
Location
Hilton Orlando Bonnet Creek
SAMA is excited to host the 2018 Annual Conference at the beautiful Hilton Bonnet Creek Orlando. With modern amenities and plenty of light and open space for learning and networking, it's the perfect venue for SAMA's exceptional event.
The Hilton Orlando Bonnet Creek is just minutes from Disney® theme parks, water parks, and Disney Springs™. World-class shopping, arts and entertainment venues, and the best of Orlando’s exciting attractions are all within a short drive of the hotel.
The SAMA block of rooms at the Hilton Bonnet Creek is now FULL. Please see below for other accommodations near the event.
Wyndham Grand Orlando Resort Bonnet Creek (4 minute walk from Hilton Bonnet Creek) 1 (407) 390-2300
- $189.00 + Tax - 1 night's room and tax due while booking ($28 daily resort fee has been waived for this offer)
- Offer based on availability
- Deposit is refundable only for reservations cancelled 7 days prior to arrival date
- Call: l (407) 390-2300, ask for the SAMA rate of $189
For questions on the hotel please contact Rhodonna Espinosa at espinosa@strategicaccounts.org
Conference Pricing
Pricing Level
Corporate Member
Individual Member
Non Member
$2,495
$2,620
$2,820
Do more with many. Bring a team to:
✓ Share and discuss best practices ✓ Expand your network ✓ Connect outside the office experience
Email registration@strategicaccounts.org to customize your team.
Team Pricing
Corporate Member
Individual Member
Non Member
*Team pricing applies to groups of 10 or more paid attendees.
$2,395
$2,520
$2,720
