Chad Albrecht is a Principal at ZS Associates in Evanston, Ill., and the leader of the firm's B2B sales compensation practice. Chad, a Certified Sales Compensation Professional (CSCP), has 15 years of consulting experience with Hewitt Associates and ZS Associates. During that time, he has consulted with clients to create and implement motivational sales incentive plans and to set fair and challenging sales quotas. Chad has worked with clients in many industries, including software, business services, medical devices, telecom, distribution and manufacturing.
Chad is the author of several articles in publications such as Compensation and Benefits Review, World at Work Journal, Sales and Marketing Management and Workspan. In addition, he is a regular speaker on sales compensation topics at multiple conferences. Chad holds a bachelor degree in computer science from the University of Iowa and an M.B.A. with distinction from the University of Michigan.

Jerry Alderman is the founder and CEO of Valkre. Through Valkre, he has helped companies including GE, Owens Corning, Philips, Amgen, Varian, Sabre and others leverage technology to improve Customer Value Creation and Co-Creation. He started his business career at Boise Corporation where he spent 12 years learning and experiencing the unique challenges of B2B companies. Before starting his business career, Jerry served six years on nuclear submarines as a Naval Officer through the Admiral Rickover program. These experiences, combined with a Bachelor Degree in Civil Engineering, a Master’s Degree in Nuclear Engineering, and an MBA from the University of Chicago Booth School of Business provide the basis for his work.

Steve Andersen founded Performance Methods, Inc. following a successful 20-year technology career within the high-growth business applications software industry. As President and Founder, he is involved in client projects, solution development and establishing strategic direction for PMI.
Steve served as “senior sales executive” multiple times during his career, and his background includes extensive experience in sales, sales management and sales leadership. He is the primary architect of Performance Methods’ Keys to Effective Strategic Account Planning Methodology™, Integrated Opportunity Management Methodology™, Customer Engagement Methodology™, Collaborative Planning Methodology™, SAM Portfolio™ and Engage/Win/Grow™ customer engagement methodology.
He has addressed a variety of audiences on a wide-range of sales and account management topics and has published numerous articles in the areas of sales, sales management and account management best practices. Steve is a frequent speaker at Strategic Account Management Association (SAMA) conferences and universities and is a member of the SAMA Certified Strategic Account Manager (CSAM) faculty. In July, 2015, he published The Keys to Effective Strategic Account Planning eBook with SAMA, which features best practices from the most successful SAM implementations around the globe. Steve’s new book, Beyond the Sales Process: 12 Proven Strategies for a Customer-Driven World (April 2016), was co-authored by Dave Stein and published by AMACOM, the publishing division of the American Management Association.
Steve’s client work has brought him into direct contact with many of the world’s largest corporations, including Adecco, Assurant, Bayer, BNY Mellon, Boehringer Ingelheim, Duke Energy, FedEx, Fujitsu, GE, Henkel, Hilton Worldwide, Honeywell, HP, John Deere, Konica Minolta, Merck, Nike, Panasonic, P&G, SAP, Sherwin Williams, Siemens, Telefonica, Verizon and Zurich Insurance Group.
He holds BS and MA degrees in Mathematics from the University of North Carolina at Greensboro and resides with his family in Atlanta, GA.

David is in the Market Access functional area of Boehringer Ingelheim Pharmaceuticals, Inc. and holds the position of HEOR Field Team Director, Natonal and Speciality Accounts. In addition to supporting all In Line Therapeutic Areas, he has been a Strategic Advisory Team Leader in Respiratory, IPF, Oncology and Biosimilars. His team is responsible for working with national customers to deliver burden of illness, clinical (both trial and RWE), quality and Health Economic information to build advocacy for BI’s therapeutic areas and products.
A professional with over 25 years of applied research experience, he first started with BI in 2004 as an Associate Director, Health Management Resources. In 2007, he became the first field-based Associate Director, HEOR. His work resulted in growth of the department and in 2009 he was promoted to Regional Team Leader with responsibility for HEOR field team strategy. David was promoted to Director in 2013.
David joined Boehringer Ingelheim Pharmaceuticals, Inc., with 7 years experience at Schering Plough Pharmaceuticals where he worked as a Medical Science Liaison in respiratory disease and as a Sr. Manager of Outcomes Research. He also worked for 2 years with Kaiser Permanente doing research focused on improving hospital quality outcomes. He has extensive experience in design and delivery of strategically oriented clinical, quality and health economic research, strong knowledge of the managed care business and is dedicated to building highly functioning teams. A lifelong learner, he completed a Management Development Program certificate from the Marshall School of Business at the University of Southern California in 2009. He earned his Doctorate of Philosophy in Sociology with specialization in quantitative research from the University of Southern California in 1995.
David lives in Southern California with his wife of 28 years. He has two daughters, one a graduate of Azusa Pacific University and the other a student at Point Loma Nazarene University in San Diego. When he is not spending time at work or with his family, he can be found riding his bike or on a golf course.

Michael Barrett is a Senior Associate on BNY Mellon’s Client Engagement Strategies team. He is responsible for designing and delivering strategy sessions to help cross-functional teams develop solutions that best meet client needs. He also supports various competitive intelligence, pipeline management, and brand enhancement initiatives. Michael earned his B.S. in Business Administration and Leadership Studies from the University of Richmond in Virginia. In his spare time, he enjoys playing and watching baseball and football, tutoring students on reading and writing skills, and traveling.

Guy Bizzoco has been an instrumental member building the Strategic Account Management program at Merck. He has been involved in developing the overall strategy to implement and execute on the vision of partnering with our top customers. He has led the development of the learning plan, the partnership with SAMA, the capability strategy, and the creation of the tools and resources needed to launch and maintain the program. He is now responsible to steer the program from launch phase into the execution phase working with country based colleagues at the local level.

Alicia is in the Human Pharma Training and Development department at Boehringer- Ingelheim Pharmaceuticals, Inc. She holds the position of Associate Director, Marketplace and Account Management. In addition to creating and supporting the development of the account management curriculum in the United States, she is a strategic partner to marketing, field sales and the operations team. The SAM curriculum aligns all members of the account team to one account management philosophy with the ability to customize offerings based on business needs. Alicia’s vison is that skill development (leadership, account management, sales) is not a one-time event, rather a learning journey to build skill sets that drive business results.

A sales leaders with over 17 years of pharmaceutical and leadership experience, she started with Boehringer-Ingelheim in 2007 having worked prior at Sanofi- Aventis, the Department of Defense, Germany and Eli Lilly &Company. Alicia has experience in the primary care, specialty, hospital and account management (IDN, ACO) pharmaceutical market. She has lead sales and account management teams in diverse marketplaces. In these roles, she acquired experience in delivering upon sales objectives and leading teams.

Alicia has been recognized with various individual contributor and team sales awards. Alicia is passion is leadership and people development. She was 1 of 5 leaders across the US organization to earn the Global Excellence Award for Leadership. As a strategic leader, impacting organizational results, she is focus on creating an environment of sustained business excellence with the best in-class teams.

Alicia holds two undergraduate degrees, a B.S. and a B.A. from The University of Scranton and a graduate degree in Education. She lives in New Jersey with her husband and two boys. Alicia also enjoys traveling and sharing time as an assistant Cub Scout leader and elementary coach for Hero Boys Run Club. When Alicia is not with her family, she volunteers her time with Women Unlimited, Inc. as a mentor, speaker and guest panelist.

Dr. Mick Carroll has been a tenured professor, dean of two Business Schools, and a university president. He has worked as bank controller, cost accountant and practicing CPA. While being an accounting professor at schools such as Northwestern, DePaul, Loyola, and University of Illinois Chicago, he simultaneously taught courses in Creative Thinking. Due to a life-long interest on how people process information, he earned a PhD in Psychology from Loyola University focusing on how people think, make decisions, and solve problems. This unique background has given Dr. Carroll a deep understanding of the critical thinking process, (convergent thinking), and the creative thinking process, (divergent thinking). He has researched and written on these topics and has conducted numerous workshops and webinars on the creative thinking process. His style is very engaging and fun.

Ray Cavanagh is currently the Global Accounts Senior Program Manager at Kronos. He is an experienced sales executive with comprehensive knowledge in integrated sales and channel techniques. Throughout his career he has managed sales offices across the world in the US, Europe, Asia-Pacific and Latin America. He's been featured in publications such as CIO, Security Integrator, and USA Today and has appeared on NBC, CBS, ABC and Fox News. Ray has also taught sales and marketing courses at Bentley University. Ray has a Master of Business Administration in International Business from Northeastern University, Boston, Massachusetts.

As CEO of The Summit Group, Phil is a recognized thought leader on business value transformation as part of the go-to-market strategies of some of the world's premier organizations, both in the public and private sectors. In addition to his keynote presentations and engaging programs, Phil serves as a coach, mentor, consultant, and advisor to top leaders across a range of industries and has delivered sessions in over 40 countries. Phil has served on the Board of Directors for SAMA (Strategic Account Management Association) and also leads the CEO Forum as part of the annual National Prayer Breakfast in Washington D.C.
Phil has written for, or been cited in, articles in leading publications that include: The Wall Street Journal, The National Account Management Journal, The Los Angeles Times, Inc., Fast Company, as well as in several best-selling books including Adversity Quotient and The Power of Purpose. In 2014, the book Relevance: Matter More was released; co-written by Phil.
His career includes key leadership positions with US West and ADC Telecommunications. Phil also teaches in various University and Executive Education programs, and has Masters Degrees in Business Administration and Telecommunications Science. He currently is engaged in a Doctorate Program at Middlesex University in London.

Jeff has coached and trained groups within organizations from 45 minutes to three days in length. His audience size has ranged from five executives around a boardroom table to 1000 people in an auditorium. And, he has done all of this in 6 continents across all industries. A few sample clients include Verizon, PwC, Chicago Bears, Bristol Myers Squibb, ESPN, Corporate Executive Board, TEKsystems, and Tony Robbins.

Dominique is an international executive recognized as a chief architect of Global account program set up, leading corporate changes and cultural shifts for customer centric innovation and patient value. She has been a panelist as well as a key note speaker in Europe and US in the area of customer centricity/engagement, Global Account Management programing and Pharma Commercial Excellence as a subject matter expert.
Dominique is originally from Canada and has a scientific and research background in genetic/immunology and Oncology from Université du Québec à Montréal and a business administration license from Université Laval in Québec.
She joined the Pharma industry in 1990 and worked for the first 20 years of her career in roles of increasing responsibilities in Sales, Marketing and Country management (P&L ). She started as a field representative and quickly moved to sales & marketing management & leadership positions, which also provided her with experience in many specialty and primary care disease areas. During that time she worked with Roche, Sandoz prior to becoming Novartis, Searle & Pharmacia and Pfizer where she won a global Leadership award as the Oncology head on leading team through changes post integration of Pharmacia.
She then moved to Regional / Global role and relocated to Brussels Belgium in 2010 to lead the business effectiveness group for Pfizer Emerging markets where she led teams in 36 countries and then spent 3 years in setting up Commercial operation excellence in the Animal health sector being part of Pfizer AH spin off and standing up the newly form Zoetis.
She has joined UCB Pharma in September 2016, as Global VP & Head Marketing excellence practice.
Her career has provided her with Global experience /varied markets experience and diversified culture knowledge. Dominique has been on many global councils for learning and development / KAM / Patient centricity as well as Diversity councils.
She has been elected on 2011 to the Board of Director for the Strategic Account Management Association (SAMA), as well as part of the HBA (Healthcare business women association), on the steering team for the globalization project.

Kelley Curtin is Director of Customization for 5600blue and Think! Inc. She is also the CEO and Founder of Enablement Group, a team of consultants focused building and executing sales and marketing enablement programs that foster alignment and accelerated growth. It was in her roles as the Director of Solution Communications for Long View Systems, where her path crossed with the team at Think! Inc. and 5600blue.
Kelley has nearly 20 years of big picture marketing and sales leadership that spans consumer packaged goods strategy, global campaign management, and B2B technology marketing and sales enablement. Her clients seek her unique point of view on campaign strategy, messaging, visual expression of complex concepts, and execution based on her experience running global sales and marketing programs.

Frankie Cusimano, Assistant Director of Certification and Training, has been with SAMA since 2008. Born in New York City back when it was cool and graduated from University of the Arts (real college) with a BFA in theater. He has won multiple regional “RISK” competitive events which qualify him to work in this strategic environment. One day he aspires to be like Michael J. Fox’s character, Brantley Foster, in “The Secret of my Succe$s” or his character from “Doc Hollywood”, really any MJF character other than teen wolf, due to the itchy nature of all that hair.

Lori is in the Human Pharma Training and Development department of Boehringer Ingelheim Pharmaceuticals, Inc. and holds the position of Director of Marketplace and Account Management. In addition to developing the account management vision, philosophy and curriculum in the United States, she is a strategic partner to marketing, market access, field operations, account management excellence team, and specialty teams. Her team is responsible for working with all customer facing teams as well as all internal departments to ensure the success of the strategic account management model. Lori’s vision is to unite all internal support teams with precision to support the customer facing account teams by creating a common language, process, and skill set to drive “Best In Class” business results with their customers.

A leader with over 18 years of pharmaceutical experience, she first started with BI in 2000 as a sales representative.She has led in multiple roles including primary care, specialty sales, strategic account manager, key account manager and marketplace and account management.This diverse background has given her insights on market access, IDNs, ACOs, and medical group account management. She is passionate about understanding the customer and finding areas of mutual interest to be a strategic partner.

Lori joined Boehringer Ingelheim Pharmaceuticals, Inc. after being a physical therapist at a health system and outpatient setting.This clinical background gave her a strong understanding of the clinical and business needs of a large account. Lori has 13 years of leadership experience leading teams in multiple areas.

Lori has received multiple awards in her career at Boehringer Ingelheim including President’s Club, Rookie of the Year SAE, and Global Excellence which awards the top 50 first line managers in the world for BI leadership.

Lori holds a Bachelor’s degree in physical therapy from the University of Buffalo.She currently resides in Rochester NY with her husband and two boys.Lori enjoys spending time with her family and is highly involved with youth sports.Lori also serves at her church and volunteers with Feed My Starving Children, Spencerport Soccer League, and the Susan G. Komen Breast Cancer Organization.

Starting his career as a sponsored student in a co-operative education program and acquiring a Dipl.-Ing. diploma in industrial engineering and business management from Fachhochschule Nordakademie, he held different positions in Product Management and Area Sales responsibility in Europe before supporting the start-up of the Global Account Management department as first team member. Key elements of his work are the creation of the GAM methodology, developing the necessary tools and tailoring new products and concepts aiming to start a new paradigm in customer partnership for Fette Compacting. Today, the GAM team takes responsibility for cooperative growth of the business and takes the lead in defining new ways of working, standardization initiatives and launches fleet management programs. Martin is the trusted ambassador for a selection of Top 10 global pharma companies.

Ronald E. Davis is Executive Vice President, Head of Customer Management, Zurich Insurance. He has more than 25 years of business experience dealing with many of the world’s largest multi-national companies. Before joining Zurich, Mr. Davis worked for Arkwright/Factory Mutual Insurance Company for 19 years in various positions in Canada and France.

Mr. Davis is Chairman of the Board of Directors of the Spencer Educational Foundation, as well as on the Executive Committee of the Board of Directors of the Strategic Account Management Association (SAMA). He is on the David Rockefeller Fellows Alumni Committee, and for 2006-2007 he was selected to be a member of the David Rockefeller Fellows Program, which is associated with The Partnership for New York City.

He holds a Bachelor of Commerce degree from Ottawa’s Carleton University, as well as an MBA from Concordia University in Montreal.

Maruti Dey currently works for Emerson Automation Solutions as a Global Strategic Account Leader at the platform level of Emerson. The role involves leadership across all Emerson business units, functioning as single point of contact for the customer account and leading co-creation of value. Maruti has a unique experience of Project and Account Management. With Emerson having corporate membership, Maruti has been actively engaged in SAMA (Strategic Account Management Association) training courses and further education. Previous roles in the Global Strategic Accounts group included serving as Global Lifecycle Services Program Sales Leader across all Emerson business units. In this role, Maruti was responsible for Emerson’s Operational Excellence programs for key strategic accounts. Prior to joining Emerson’s Global Strategic Accounts group, Maruti worked in Emerson’s Process Systems and Solutions business as a Program Manager. Maruti was the Program Manager for Cargill’s Renaissance program in North America. Maruti also had overall responsibility as Program Manager for BP’s largest downstream investment in the BP Whiting Refinery Modernization Project. This project resulted in Emerson winning the Emerson “Consider It Solved” award from Emerson CEO David Farr for excellence in project execution and customer satisfaction. Maruti has a Bachelor of Science degree in Chemical Engineering (BSChe) from Purdue University and a Master of Business Administration (MBA) from Rice University.

Shari has 20 years of professional experience, 16 of which with IBM spanning Sales, Customer Fulfillment, Services and Hardware Procurement, Global Business Transformation, eCommerce and most recently Watson Supply Chain Offering Management. She is a global program director, and has deep expertise in supply chain strategy and operations management, eCommerce/B2B trends and technology, and large-scale business transformation and innovation. She has extensive experience in the Retail, Utility, Industrial and Airline/Travel industries.
Shari is a proven business leader with a Bachelor of Science degree in Mechanical Engineering from the University of Cincinnati, a Master of Science in Industrial Engineering from Arizona State University and an MBA focused on International Management from Thunderbird.
With degrees and experience in both business and engineering, her passion is problem solving and process improvement, using data-driven decisions and continuous improvement methods. Her current focus is building out the IBM Supply Chain Cognitive, Blockchain and IoT strategy.

Klaus Dohrmann joined DPDHL Corporate Development department in 2008. Klaus advanced his position to become head of strategy for the Customer Solutions and Innovation (CSI) and is now Vice President Strategy and Development for the Engineering & Manufacturing (E&M) sector.
His role involves driving the global sector in alignment with all DHL divisions, including development of sector strategy, identification of new business opportunities, support of product development and execution of selected strategic initiatives.
Klaus is also responsible for the sector’s knowledge base and community, driving and supporting customer engagement for activities such as the global DHL E&M conference, as well as regional conferences and customer innovation workshops.
Asked what he saw as the importance of the E&M sector within a company like DHL, Klaus replied: “The most important trends shaping today’s world economy – globalization, the rapid growth of emerging markets, and the pace of technological development, are driven by engineering and manufacturing (E&M) businesses. Whether these companies focus on the extraction and transportation of raw materials, production of high-tech manufacturing equipment, construction of more and more advanced buildings, or sophisticated air, sea, and rail transportation, E&M operations are literally building the modern world.”
Klaus recently completed his PhD entitled “Electric vehicles for last-mile delivery – an economic analysis” from the University of Duisburg-Essen in 2015.

Jeff Durr, a Partner at Gallup, is responsible for leading large and complex consulting engagements. Jeff has extensive experience in helping companies develop and execute performance improvement programs that drive both top- and bottom-line results. In addition to his work with clients, Jeff provides strategic leadership to Gallup’s B2B consulting business and to client development teams in the Eastern United States.

Marty is a Board Director of Scotwork North America, owner of AscendU, LLC, an experienced chief executive, and a sought-after speaker, consultant, advisor and coach for Fortune 1000 executives and their teams.
Marty ran Scotwork’s North American business from 2005 to 2015, growing the business dramatically over that period - establishing Scotwork as the leading negotiation consultancy in the US and Canada and supporting their expansion to 38 countries. He remains a Director of the Board of the North American business, while managing a blue-ribbon client list across medical device, consumer package goods, luxury goods, manufacturing, advertising, business services, defense, pharmaceutical and retail sectors.
Before joining Scotwork in 2003, Marty held a range of sales and executive roles, where he helped deliver dramatically increased revenues for firms including Lever Brothers, Franklin Quest, AT&T, General Mill, and Oxford Health Plans. In 2015 Marty created the AscendU Group to expand his offerings to his clients.
Marty received his Bachelors in Business Administration and Communication from Rochester Institute of Technology and earned his Master’s in Human Resource Education from Fordham University. He is one of fewer than 1,000 Certified Performance Technologists worldwide, and is a regular strategy consultant to Boards of Directors and executive teams. He received his certification as a professional coach in 2015 so he can coach executive and their teams to their greatest potential.

James A. Flood is the Director of the Corporate Business Division and Government Sales – United States within John Deere’s Agriculture and Turf Division, a position he's held since September 2014. In this role, James is responsible for sales of John Deere products and services to John Deere’s strategic customers and government entities. James grew up in south east Wisconsin and was hired by John Deere Company as a coop student in 1993. Upon graduating from Marquette University James joined John Deere full time as a Sr. Sales and Service Representative in May of 1996.

James has held a number of sales and marketing positions including Territory Manager, Dealer Development Manager, World Wide Marketing Manager of Cotton Harvesters, and Division Sales Manager. In 2010, James was transferred to Singapore where he served as the Director of Sales & Marketing, John Deere Asia, until 2013. Upon returning to the United States, James was assigned to lead the development of Deere’s Global Competitive Strategy and was then assigned to lead Deere’s Strategic Marketing efforts for US, Canada, Australia, and New Zealand, before entering his current position.

James holds a Bachelor of Science degree in Mechanical Engineering from Marquette University and an MBA from the University of Iowa. James lives in Overland Park, KS with his wife Jenifer and three daughters: Megan, Katie, and Haley.

Jim Ford is the Global Head of Client Development for ARCADIS, a global leader in design and engineering consultancy for natural and built assets, based out of firm’s Chicago office. Joining the firm in 2016, Jim has oversight for the sales and business development function at ARCADIS, working globally across the company’s eight operating divisions.

Prior to joining ARCADIS, Jim worked in private equity, where he focused on organizational turnarounds and building sustainable growth and shareholder value. In 2013, Jim was appointed to the role of Executive Vice President Commercial Operations, TestAmerica--the leader in environmental testing. In this role, Jim led TestAmerica’s strategic account, field sales and marketing teams as well as providing the strategic direction for the company in support of its preparation for divestiture.

Prior to TestAmerica, Jim worked for Nalco, an Ecolab Company for 22 years. Ecolab is the global leader in sustainability solutions for water, hygiene, energy technologies and related services. Prior to his departure, Jim was Vice President of Global Strategic Accounts within the largest division of Nalco, an Ecolab company. Jim led the integration effort for Strategic Clients during the growth merger of Ecolab and Nalco, developing the growth strategy to deliver $500M in growth from the merger.

In his current role, John has global leadership and sets the direction for the Global Strategic Accounts Program across the Process Group. The Global Strategic Accounts Program focuses on those Accounts that are driving growth at multiples of the total Process Management business and have established a desire to collaborate with Emerson to drive increased value and business results enabled thru the Technology, Products, Services, Processes, and People of Emerson Process Management.
Under John’s Leadership, The Global Strategic Accounts Program has grown by a Growth Factor of 5X over past 5 years with the same number of total Strategic Accounts and now represents over 45% of the Total Process Group Sales. The Program was recognized in 2012 as the SAMA [Strategic Account Management Association] Global Strategic Account Program of the Year [POY] Award Winner.
John is a member of the Process Executive Group [Large-PEG], Group Global Sales Leadership Team, Sales Council, and participates actively in setting direction for sales processes and as an active Executive Sponsor & member of Executive Steering Groups with multiple Strategic Accounts. John is active in the Emerson Global Leadership Institute where he serves as a Resident Executive and Guest Speaker by actively coaching & mentoring the next generation of Leaders in Emerson Process Management.

Early in my career, I realized the critical importance of working with others, earning the right to influence, effect change and lead. This is the essence of leadership, and the driving force behind my story. I believe that people and organizations have untapped potential for growth and I knew that effective communication was critical to inspiring high performance.
My story begins at West Point where the leadership training and academic structure influenced me greatly. The following six years of leading highly-trained and motivated soldiers laid a useable foundation that could be applied to business. After the military, I worked in the high-growth computer software industry with smart, aggressive and motivated people. I was promoted multiple times from Sales to CEO with challenges and struggles along the journey. Understanding people and effective listening became even more critical skills.
I formed CI Squared with co-founder, Christine Miles, combining my deep operational experience with her behavioral psychology and emotional intelligence background to help leaders improve communication through storytelling for real business results. The dramatic changes occurring in our workforce along with the cutting-edge research we studied on the brain and behavioral economics has inspired me to grow and improve my own leadership skills. We invented an innovative communication framework, The Art of The Nudge (TATN), that helps with the 'HOW'.
Our vision is to disrupt traditional training and impact millions of people and organizations. Buyer 2.0, Organization 2.0, Employee 2.0 and Leader 2.0 all want and need a new style of interaction and most of us need to adapt. Come have fun with us.

Bodo is the Global Account Manager for the Multi-National Telecommunication Operators Deutsche Telekom and Orange at Kathrein Group, and is based out of Kathrein Group Headquarters in Rosenheim (Bavaria, Germany). Drawing on deep expertise in a wide variety of customer-facing senior sales & service delivery roles for over 20 years, Bodo is the lead customer voice of Deutsche Telekom and Orange within Kathrein Group and is responsible for the global customer business relationship.
His recent work includes setting up and leading the global key account management organization for his global account as well as introducing key account management best practices and processes. The ultimate goal is the transformation of Kathrein Group into a customer-focused organization, keeping in mind the Kathrein values and nearly 100 years of history as well as the constantly changing markets and needs of Multi-National Telecommunication Operators.
Prior to joining Kathrein Group in 2015, Bodo worked for T-Systems, the Deutsche Telekom Business Customer Division, for over 12 years. Prior to his departure he was Global Account Manager for a Top 10 customer of T-Systems. Before being appointed to a Global Account Manager Role, Bodo experienced various customer facing working roles in for enterprise customers ranging from Lead Technical Architect up to Business Management for Global Accounts.
He earned a Global Account Management Certificate from University St.Gallen/Columbia University and a Diploma’s degree in computer sciences from the University of applied sciences Wiesbaden in Germany.

Andreas Hinterhuber is a Partner of Hinterhuber & Partners (www.hinterhuber.com). He is also a visiting professor at USI Lugano, Switzerland and was acting chair and head of the Department of International Management at Katholische Universität Eichstätt-Ingolstadt (Germany). Previously he has been working for ten years in global management positions in the chemical and pharmaceutical industry. His main research interest is pricing. He has published articles in Industrial Marketing Management, Long Range Planning, MIT Sloan Management Review, Journal of Strategic Marketing, Business Horizons and other journals. Together with Stephan Liozu he is co-editor of the books Innovation in Pricing (Routledge, 2012) and The ROI of Pricing (Routledge, 2014).

John led the launch of QSCC, the independent purchasing co-op that serves the Wendy’s system, in January 2010. He works closely with QSCC’s Board of Directors and Wendy’s senior leadership, ensuring that his team accomplishes everything needed to exceed member and Brand expectations. John’s range of executive experience -- including supply, distribution, procurement, and operations -- gives him powerful insight into every link of the supply chain and a keen understanding of how they interact. Most recently, he served in the supplier and manufacturing community as EVP for the Commercial Division of Nice-Pak/PDII, the global expert in preventing infection and cross-contamination from bacteria in foodservice and healthcare settings. Previously, John served as Chief Procurement Officer of U.S. Foodservice, one of the country’s largest broad-line foodservice distributors. He also served as SVP of Purchasing, Distribution, and Logistics for Unified Foodservice Purchasing Co-op, LLC (the co-op for Yum! Brands), overseeing the procurement and distribution interests of franchise and corporate stores across A&W, KFC, Long John Silver’s, Pizza Hut, and Taco Bell. John serves on the boards of the Dave Thomas Foundation for Adoption and GS1. He also co-chairs the Supply Chain Sub-Committee of the National Council of Chain Restaurants.

Mike Johnson is a Corporate Account Manager with SAMA. He is a Chicago native with a degree in Finance from the University of Illinois at Chicago. In addition to his 20 years’ experience in the commodities industry, Mike is a 15-year veteran of the Chicago Improv scene. Mike has performed at such venerable institutions like Second City’s training Center, iO Theater, the Annoyance Theater, CIC Theater and The Playground Theater. Mike is currently an instructor at iO Theater.

Craig Jones is a sales management veteran, offering 30 years of invaluable marketplace experience in sales and consulting to the Fortune 500 corporate environment. As a Management Consultant, Craig uses his experience in sales, sales management and sales coaching/consulting to help organizations institutionalize best practices for their customer engagement teams. Craig has played a key role for Performance Methods in designing, developing and delivering such programs as Executive Level Positioning, Management Coaching, Strategic Account Management, Customer-Specific Value Propositions, Collaborative Planning and Sales Process Design. Craig’s client work has brought him into direct contact with corporations such as Assurant, AT&T, Citi, Experian, GE, Hilton Worldwide, Honeywell, HP, IBM, Panasonic, SAP, SAS, Staples, SunGard TaylorMade, Verizon and Zurich. Craig is a contributing member of the Strategic Account Management Association (SAMA) where he has been a speaker on such topics as: Keys to Effective Strategic Account Planning Creating and Delivering Customer-Specific Value Propositions The Impact of Collaborative Planning with Strategic Accounts Prior to PMI, Craig held various sales, sales management and leadership positions in the technology industries such as VP Sales, Strategic Account Manager, Sales Manager, Account Executive and Customer Account Manager. Craig is credentialed through the International Coach Federation as a Professional Certified Coach (PCC) and is a SAMA Certification Fellow where he certifies Strategic Account Managers. Craig graduated from the University of Florida with a Bachelor of Science degree in Business Administration. He, his wife, and their two daughters reside in Atlanta, GA.

Denise Juliano has worked for MSD, an innovative, global healthcare leader that is committed to improving health and well-being around the world for 30 years. Her current role within the global health organization is to manage all enterprise efforts with one of Merck's top customers, as part of an executive management initiative to transform the company from product and geographic focus into a leading customer centric organization. In previous roles, Denise has worked in various areas within the Commercial Organization including Global and US Marketing, US Sales, leading a large team of Business Managers, Medical Group Account Executives and Customer Team Representatives in the Greater NYC/CT Region. She has extensive experience in Account Management, leading both National Account Executives and Customer Managers in Managed Markets for over 10 years. Denise graduated magna cum laude, with a degree in Health Science from Seton Hall University. She also obtained her Master’s degree from East Stroudsburg University with a degree in Exercise Physiology/Cardiac Rehabilitation. Denise has also participated in the Executive Education at the Harvard Business School of Harvard University and the Wharton School of the University of Pennsylvania. She was interviewed and featured for her work with Premier Healthcare Alliance in Beyond the Sales Process: 12 Proven Strategies for a Customer-Driven World. She currently serves on the Board of SAMA and has achieved her SAMA certification in 2016.

Frederic started his career in 1985 as Division Controller of the Specialty Chemicals firm Rhone-Poulenc Organic Chemicals (later known as Rhodia Pharmaceutical Ingredients and then Aventis) where he held several Senior Executive positions in Sales and Business Management in the US, Europe and Singapour. Frederic`s responsibilities focused on development, production and formulation of Anesthetics and Analgesics’ APIs. In 2003 Frederic joined the CDMO NextPharma as EVP Sales and Marketing to generate sustainable growth by setting up a dedicated Key Account Management strategy and organization. After five successful years, Frederic joined the German Pharmaceutical Packaging and Medical Devices leader Gerresheimer based in Duesseldorf where sales to strategic accounts went double digit. Lonza AG Switzerland hired Frederic early 2016 as head of Global Key Account Management with the same mission and similar results. Passionate about sales and strategic account management, Frederic is a speaker at SAMA Association, holds a Bachelor of Sciences in Economics from College of New Jersey and an MBA from ISG - Institut de Controle de Gestion, Paris. Frederic has acquired more than 30 years of experience in sales and marketing, finance and business management with a proven track-record of building and developing successful organizations. Father of two daughters, Frederic is also a writer and a marathon runner.

Brian spent over 12 years focusing on the strategies, processes, and technologies of Differential Value Proposition (DVP) and Customer Relationship Management. He worked in many industries including telecommunications, finance, insurance, health care, building materials, and technology. As a result, he has extensive practical experience in general management, eCommerce, B2B marketing and sales, and change management. Brian holds an MBA from the University of Chicago Booth School of Business and a BS in Engineering from the University of Illinois at Urbana-Champaign.

With over two decades of international consulting experience, LaVon Koerner is recognized worldwide as a leading expert in diagnosing and transforming sales and marketing organizations. LaVon passionately believes that companies and people can tap systematic disciplines and rigorous analysis to unleash profitable revenues and professionalize the business of sales.
Since co-founding Revenue Storm in 2001, LaVon remains zealous in his pursuit to provide organizations a comprehensive suite of proven tools and techniques that drive profitable revenue growth. As Chief Revenue Officer, LaVon helps organizations achieve revenue acceleration through demand creation and reap immediate, sustainable gains.
Prior to co-founding Revenue Storm, LaVon spent fifteen years with Holden Corporation, ultimately as its president. LaVon developed Holden’s core training methodology, which has been installed in hundreds of organizations worldwide. Called upon as both a thought leader and coach, LaVon traveled the globe to help organizations uncover the true cost of sales.
A major portion of LaVon’s work involves evaluating and assisting under-leveraged sales and marketing organizations and analyzing market dynamics in a wide array of industries. As a result, he has helped create sales processes that reduce the cost of sales while increasing revenue through aggressive market share acquisition.
LaVon has been privileged to help many of today’s Fortune 500 companies achieve sales excellence, including ABB, HP, IBM, Schneider Electric, TCS, and Wipro. He is uniquely positioned at the forefront of the design and installation of sales and marketing methodologies.

Dan Kosch  Shonka is Co-President of IMPAX Corporation and co-author of Beyond Selling Value: A Proven Process to Avoid the Vendor Trap. Dan is leading authorities in the areas of strategic account selling, strategic account management (including account planning), sales management/leadership and the integration of strategic selling efforts into broader management systems. His concepts enable organizations to catapult themselves beyond today’s challenges, steering them away from selling based on price and product alone–a long-term formula for failure–and establishing unwavering competitive immunity by creating high-level, long-term strategic customer relationships. 
He has more than 40 years of experience in direct sales, sales management, and sales consulting and training. He is a highly sought-after speaker on a range of sales topics including selling value, strategic account selling, strategic account management, account planning and sales leadership, presentations and gaining competitive immunity.

An expert in end-to-end solutions sales, Matt has spent the last 20 years helping leading technology companies improve their performance through a range of strategy, consulting and training programs. Matt is a Principal and co-founder of Solutions Insights, a B2B consulting and training firm that helps companies develop, market, and sell high-value solutions. At Solutions Insights, Matt leads customized programs for top firms including CableLabs, Cisco, EMC, GE, Intel, NEC, Nokia, Northrop Grumman, RFS, Tellabs and WESCO. Programs include solutions go-to-market strategy, sales transformation, sales process development, top account development and coaching, solutions sales training, and sales enablement. Matt has delivered these programs in over 40 countries. Matt also co-teaches a masters-level Sales Management course at the Hult International Business School, and speaks often on sales topics at industry events hosted by SAMA, ISA, ITSMA and others. Prior to Solutions Insight, Matt was Vice President of Business Development for commercial partnership activities at a Boston-area technology start-up. Previously, he was Director of Member Engagement at a leading technology marketing and sales association, where he developed custom research, consulting, and training programs. Earlier in his career, Matt helped create and manage custom marketing and sales programs for Telecommunications Magazine. Matt holds a Bachelor’s degree in Anthropology from the University of Chicago.

Todd Lenhart is a sales executive with over 25 years of experience in sales, sales management, corporate leadership, strategic planning, negotiations, and strategy execution. He brings a broad business background to PMI with extensive executive involvement working in and consulting with large multinational corporations. His corporate experience in sales and as a CLO coupled with his technical background as a CPA provide a unique perspective on the challenges facing sales leadership today and the solutions that help leading companies maximize every aspect of the customer engagement life cycle.
Prior to joining PMI, Todd most recently served as President of Shapiro Negotiations Institute, a global training and consulting firm focused in the area of negotiation and influence. During his 13 years with SNI he worked with salespeople, buyers, and leaders in global Fortune 500 clients across a range of industries including financial services, healthcare, professional services, media and entertainment, energy, pharmaceuticals and medical devices, information technology, manufacturing, and telecommunications. In addition to partnering with companies to help drive results through their most important strategic relationships, Todd’s role at SNI included business development, marketing, product development, and strategic partnerships.
Prior to SNI, Todd worked in multiple capacities with Allegis Group, the largest privately held staffing firm in the world. Starting out as a Controller, he eventually took on roles as Vice President of Sales and Chief Learning Officer with oversight for the training and development of 2,000+ sales and operations professionals. During his time at Allegis Group the company grew annual revenue by over 3 Billion. Todd also worked in the Audit Practice of Arthur Andersen with a focus in the area of Banking & Finance. He utilizes his roots in the financial world to drive measurement and results in every aspect of his training, coaching, and consulting activities.

Carolyn Lese is the Global Program Leader for IBM Strategic Account Planning. In this role, Ms. Lese leads the strategy and execution of IBM’s account management program, adopted by 1500 IBM account teams worldwide. She is a seasoned leader with over twenty-nine years of experience in strategy, sales, marketing and consulting for technology, financial services and retail industries. In her 16 years at IBM, Ms. Lese has held both client facing and internal management positions. She started her career at IBM in consulting, leading a transformation strategy team within IBM. Her diversified career in IBM includes positions in Corporate HR and Talent Management, Software Strategy, Sales Incentives and Quota Design. Prior to her current role, Ms. Lese was a Client Sales Executive on IBM’s Morgan Stanley account team. Before joining IBM, Ms. Lese held positions as a Director of Business and Customer Strategy at Mainspring, Director of Consulting Innovation at Scient and an eCommerce Manager at Ernst and Young. Ms. Lese has a BA from University of Vermont and an MBA from Columbia Business School.

Currently, teaching strategy and management to MBA students. Stephan helps his students discover the importance of strategy, business model innovation, and entrepreneurship in the global business environment.
Stephan has over 20 years of global business experience. He has worked for both Fortune 500 companies and family-owned businesses. Most recently he served as President & CEO at ARDEX Americas. He specializes in crafting and designing unique innovation and business strategies leading to differentiated business models. Stephan moderates brainstorming, mind mapping and creativity sessions with executives, partners and customers to generate ideas, value models, value propositions and innovation strategies.
Stephan holds an MBA in Marketing from Cleveland States University (1991), a European Master degree from Toulouse IAE School of Management in France with a major in Innovation Management (2005). He holds a Ph.D. in Management from Case Western Reserve University (“Pricing Capabilities and Firm Performance: A Socio-technical Framework for the Adoption of Pricing as a Transformational Innovation”.)
Over the past few years, Stephan published academic articles in the Journal of Revenue & Pricing Management, Journal of Business Strategy, MIT Sloan Management Review, Industrial Marketing Management as well as in the Journal of Strategic Marketing. He has also written several articles on strategic pricing issues for the Journal of Professional Pricing and is a regular presenter at Professional Pricing Society conferences in Europe and North America as well as the Strategic Account Management Association conferences. He is also co-authoring Innovation in Pricing – Contemporary Theories and Best Practices (with Dr. Andreas Hinterhuber) that was published in the fall of 2012.

Lisa has worn many hats in her 31 years with Hilton, but she currently serve as Vice President, Global Strategic Account Management and Intermediary Group Sales. She and her teams aim to drive incremental growth for our business across Hilton’s portfolio of more than 4,300 properties. Since beginning her career in 1984 as a guest service agent at Hilton New York’s front desk, she has steadily moved up the sales ladder, ultimately joining Hilton’s corporate team. In the process, she became familiar with sales and catering, worldwide business travel sales, marketing, international sales and strategic account management. This cross-training through Hilton’s sales segments armed her with a holistic understanding of Hilton sales, which in turn, equipped her to provide a higher level of strategy and guidance to her team and her clients.

A graduate of the University of Texas, Mark has over 30 years of experience in the computer industry. For the first 10 years, Mark held IT leadership roles in some of the top US companies including American Airlines and Holiday Inn Worldwide. While in internal IT, Mark held positions from programmer to Director of IT. At Holiday Inn Worldwide, Mark was responsible for the team that launched the first hotel internet reservation system for a major hotel chain. For the last 20 years, Mark has worked in the Software Industry for BEA, Oracle and SAP. During that time, Mark has worked with enterprise customers to recommend software solutions to solve their business problems. Currently, Mark heads the Cloud and Mobility Ambassador Programs. Mark works with SAP’s top customers to make sure they maximize their investment in SAP. About the Chief Customer Office Organization Our mission is to be the true trusted customer advocate for SAP’s largest customer segment. The group is comprised of highly experienced professionals to support our customers and to reduce organizational and engagement complexities. As a team we will continually access all lines of business to execute, and exceed, on customer expectations. We will bring the right mix of resources, experience and commitment to promote mutually beneficial long term relationships while driving customer value. Our only goal is superior customer satisfaction.

Working for more than three decades with OEM’s, End Users and Channel Partners, Bill has demonstrated his talent at understanding customer needs and how to deploy resources to identify and capture customer value. For the last decade, Bill has been the principle architect for the industrial aftermarket and channel strategy for the worlds largest manufacturer of bearings, SKF, Bill has been able to integrate his knowledge of Strategic Account selling, field sales strategies and customer value propositions. An acknowledged industry leader Bill has authored more than 25 articles, presented at SAMA and was a guest lecturer at London Business School. Understanding value chains and how to capture them for mutual gain is where he enjoys working with and leading collaborative teams.

International Strategic Business Development > International New Growth Ventures and Megatrend projects Managing International Strategic Executive Relationships & Customer Inspired Innovation 3M Global Customer Innovation Centers (54 sites) > Brand , Design, Vision & Strategy (Playbook) 3M IOT world Forum Relationship Director for 3M - Nobel Prize Partnership

Global Sales Talent Manager Global Key Account Development MEA Talent Development Manager MEA Sales Excellence Learning and Development MEA Strategic Business Development MEA Lean Six Sigma Commercialization Coach

Tim Pollard is the founder and CEO of Oratium and the author of The Compelling Communicator: Mastering the Art and Science of Exceptional Presentation Design. Over a long career in sales and marketing at Unilever, Barclays, and CEB, Tim Pollard has developed remarkable insight into the “science” of designing extraordinary sales messaging. The result has been the development of unique tools and concepts, and a remarkable ability to teach and coach others in the learnable processes of exceptional communications.
As a result, Tim is one of the world’s leading thinkers on advanced communication skills, particularly sales messaging.
Not only is Tim a highly sought-after speaker in the communications field, but the thinking that he has developed at Oratium has been translated into a repeatable process, which allows any organization to see a renaissance in its sales communications.

Bernard started his career in 1969 with The Boston Consulting Group in the Boston and Paris offices. He joined Telemecanique (Schneider Electric Group) in 1975 as Vice President, Corporate Strategy and became VP/General Manager of the Switch Gear division in 1978 and of the Uninterruptible Power Supply (UPS) division in 1988. In 1994, he joined the management board of AEG Schneider Automation (Schneider Electric Group) as Executive VP, Worldwide Sales and Marketing.
Bernard moved to Chicago in 1997 for Square D/Schneider Electric as Senior VP/General Manager of Schneider Global Business Development (SGBD), the entity managing global strategic accounts (GSAs) for Schneider Electric worldwide. That year, SGBD was managing 24 GSAs, driving $180 million of consolidated sales. By 2001, the entity was managing 74 GSAs with over a billion dollars of consolidated sales. The compounded growth of Schneider Electric sales at GSAs was twice the average growth rate of the total company. Strategic Account Management at Schneider Electric was recognized by the organization and its competitors as a major competitive advantage.
Bernard retired from Schneider Electric in March 2005, and was recruited in 2006 by the Strategic Account Management Association Board of Directors to lead the organization in a new, more practitioner-focused direction. Under Bernard’s leadership, SAMA has experienced significant growth in its corporate membership, numbering more than 90 at the beginning of 2014, SAMA’s 50th Anniversary year. He is a frequent keynote speaker and regarded as a leading expert in the principles and practices of strategic customer management. Bernard has also led the expansion of SAMA’s global footprint, with a greater presence in Europe and in 2013 into Asia Pacific.
Bernard is a native of France, but currently resides in Chicago and became a U.S. citizen in 2013. He holds a BS degree in electrical engineering from the University of Paris and an MBA from the University of Chicago.

Virun leads BNY Mellon’s Client Engagement Strategies group. In this capacity Virun works closely with BNY Mellon’s business leaders, as well as Global Client Management, Technology, Marketing and Client Service Delivery to collaboratively drive improvements in our company’s global business development and client management processes. This is especially important in the areas of business development best practices, data analytics, account planning and client feedback. Since joining BNY Mellon in 1998, Virun has held several roles that have been primarily in a business development capacity. Prior to his current role, he led the Client Experience Strategies team within Global Client Management. In addition, he spent 11 years as a senior Client Executive in the Financial Institutions group managing relationships for some of our largest clients. He then led the sales, marketing and strategy functions for a group of businesses within BNY Mellon’s Investment Services group before becoming the company’s Global Head of Innovation in 2012. Virun was recognized by American Banker Magazine in 2015 for his leadership in innovation, and was one of BNY Mellon’s Chairman Circle Honorees for outstanding business development in 2008. Before joining BNY Mellon, Virun was with Bankers Trust Company for five years where he served in various sales, financial and operational roles in the asset servicing, securities lending and cash management businesses. Prior to that, Virun was a financial analyst with W.R. Grace & Co. in New York. Virun earned his undergraduate degree from The University of Michigan in Ann Arbor and his Masters from Columbia University in New York. He is a frequent speaker at industry events and a regular guest lecturer at various universities, including Columbia Business School. Virun is actively involved in mentoring and other leadership development initiatives within and outside the company.

Tim Riesterer has dedicated his career to improving the conversations salespeople have with prospects and customers. He is the co-author of three books on the subject and has consulted and trained the top companies in the world. As chief strategy and marketing officer for Corporate Visions, he sets the direction and develops products for this leading marketing and sales messaging, tools and training company.

James brings over 20 years of international and cross-industry experience in consumer products, advertising, manufacturing, and packaging industries.
He leads The Summit Group’s business relationship with covenant clients including 3M, Cisco Systems, Cooper Industries, General Mills, Hilton Hotels, Medtronic, Novozymes, Procter & Gamble, Textron, and U.S. Postal Service.
James joined The Summit Group as Vice President Business Development from Tetra Pak, where he held general management as well as senior sales and marketing roles in Southern Africa, India, Europe and the USA. James championed the companies’ approach towards the customer by leading the implementation of Tetra Pak’s enterprise-wide strategic customer management and customer loyalty programs. He also led global customer teams, re-designed customer-facing business processes, and implemented enterprise and CRM technology solutions.

Jesse Rowell is the Managing Director of Global Mobility and Market Development at Aperian Global. He has been with the company since 2007 when he joined in a client strategy capacity. Having worked prior at US firms IBM and Harbinger Corporation, as well as the French Lowendal Masai, the last 17 years his career has focused on strategic account management and global cross-border business development. In addition to living abroad in parts of South America, he has worked in Asia, Europe, the Middle East, Africa and Latin America in support of market development needs. Jesse has a Bachelor of Science in Management from the Georgia Institute of Technology and a Master of Business Administration in International Marketing from Emory University in Atlanta, Georgia.

After graduating as a Mechanical Engineer from the University of Bridgeport, Connecticut, Alvin Ruiz spent the next twenty-two years in the US Army where he held several roles such as Infantry, Communications and Procurement officer based in different regions such as North and Latin America and Asia. Upon completing his Master’s Degree in Aeronautical Engineering and MBA, Alvin went to West Point Military Academy where he served as Associate Professor and Course Director of Thermodynamics at the Civil and Mechanical Engineering Department.
Since retiring from the US Army, Alvin has spent most of his follow-on career as a Procurement professional. After a very enjoyable fourteen-years tenure at Pfizer, Alvin is now the Global Category Lead - Engineering Procurement at AstraZeneca based in Gaithersburg, Maryland.
In his free time, Alvin loves to travel with his wife Tatiana, photography, and cycling.

Mike and the team at RAIN Group have worked with organizations such as Hitachi, BNY Mellon, HP, SAP, Boeringer Ingelheim, Deloitte, Harvard Business School, and dozens of others to unleash their sales potential.
As a sales leader himself, Mike oversaw a sales force at a leading business-to-business company, engineering growth in his division by 800% in a four year period while increasing margins significantly. Mike has also personally sold tens of millions of dollars in products and services to companies across industries and of various sizes.
News outlets such as Bloomberg Businessweek, The Globe and Mail, Inc. Magazine, and MSNBC, and hundreds of others have featured Mike's original articles and white papers, and frequently quote him as an expert. Mike’s most recent research includes The Top-Performing Sales Organization, Rainmaking Conversations, What Sales Winners Do Differently, and Benchmark Report on High Performance in Strategic Account Management.
Along with his books, Mike has written hundreds of articles, case studies, research reports, and other publications in the areas of selling and marketing.
Mike is a graduate of Brandeis University in Waltham, MA with a B.A. in American Studies, and holds an MBA from the F.W. Olin Graduate School of Business at Babson College. Mike also enjoys fly fishing and golf, and actively studies and teaches the traditional martial arts of Seirenkai Karate and Jujitsu, holding the ranks of third degree black belt and Sensei. He lives on a lake west of Boston.

By education and upbringing, H.C. (Hak Cheol) Shin has gained global perspective and experience that he puts to daily use as 3M’s vice chair and executive vice president. In this role, he leads critical 3M functions including research and development, strategy and business development, supply chain operations and information technology. Business transformation, which is enabling 3M to serve customers with even greater agility and efficiency, is also part of his responsibilities.
Born in Chungju, South Korea, H.C. earned a degree in mechanical engineering from Seoul National University. Just a few years later, he launched a career with 3M that has spanned upwards of three decades – and two continents. He began as a technical service supervisor with 3M Korea in 1984. He went on to become a sales and marketing manager for two divisions, then a business group manager, where he came to value meaningful customer relationships. Throughout his career, H.C. has made it a priority to dedicate a significant portion of his time to listening to customers' challenges, and learning all he can about their businesses.
He eventually moved to 3M Philippines in 1995 to become managing director. H.C. takes a measure of pride in the three years he ran 3M Philippines, which overcame regional challenges to double its sales. After his Philippines assignment, he ran three operating divisions at 3M’s headquarters in Minnesota. Then H.C. assumed the role of executive vice president of 3M’s Industrial and Transportation Business in 2005, the position he held until 2011 when he was named executive vice president, International Operations. In July 2017, he was appointed vice chair and executive vice president, reporting directly to 3M chairman, president and CEO Inge Thulin. H.C.’s background has provided broad experience in different geographies, markets and businesses around the globe.
3M puts core strengths to work to overcome challenges across the world, he says. “Not many companies can claim the depth and breadth of our technologies, our manufacturing intricacies, our supply chain capability, the capabilities of our global reach – or our integrity,” H.C. says. “Our people underlie all of it, and you soon realize that our people are what make 3M such a strong company.”
H.C.’s deep-rooted curiosity about the world extends to his off-work hours. When he's not in the office, he can be found reading everything from analyses of recent political dynamics to historical novels set in China. He’s also active with his church and organizations that support Asian adoptees.

As Co-President of IMPAX Corporation, Mark Shonka unites powerful thought leadership and decades of high-level selling experience to launch the world’s leading sales organizations to the next level of selling success. Intensely results- and action-oriented, Mark does far more than merely spout ideas about how to improve sales; he details precisely what sales teams need to do to within their unique corporate structures and business cultures to achieve stellar sales success. His expertise is valued by organizations such as Microsoft, IBM, DHL, US Bank, DuPont and GE Healthcare. Mark is highly sought-after speaker globally, has authored numerous articles by top selling publications and co-authored with Dan Kosch, Beyond Selling Value, a business bestseller that was named one of the top 40 books of the year by Business Book Review.
Mark’s sales acumen stays razor sharp because he practices what he preaches every day – expertly selling to the complete business-tobusiness spectrum and leading a team of top sales professionals who do the same. Mark’s knowledge is founded in more than 25 years of experience in direct sales, sales management, and sales consulting and training. He is an authority on a range of sales topics including selling value, strategic account selling, strategic account management, account planning and sales leadership.
Mark has been associated with IMPAX Corporation since 1988 and has been a Co-President since 1991. Prior to joining IMPAX, he had a successful sales career in the information systems industry working for IBM and Memorex-Telex. He has bachelor’s degree in Marketing/Management from the College of St. Thomas and a Master’s of Business Administration from the University of Minnesota Carlson School of Management. Mark is actively involved in the community, providing leadership in academic foundations, sports associations and his faith community.

Curtis is the global leader for Sales Education and Training with the Dow Chemical Company. Globally, he is responsible for designing and delivering sales training workshops to entry-level through highly experienced salespeople along with coaching, mentoring, and development programs to sales leaders and high-performing / potential sales professionals. He is experienced with organizational and leadership development with Fortune 500 companies. Curtis resides in Mount Laurel, NJ.

Jennifer Stanley is an Expert Partner in McKinsey’s B2B Marketing and Sales practice and is the expert in megatrends that are disrupting sales. Her guidance, based on customer-centered research, has enabled countless sales executives to make winning strategic decisions. Jennifer specializes in go-to-market transformation, sales force and channel management issues and serves a range of companies, focusing in basic materials (e.g. chemicals, pulp and paper), OEMs and multi-tier distribution environments. Jennifer has specific expertise in go-to-market (GTM) strategy, design and channel architecture, distribution management and key account management. She also helps clients implement professional development programs as part of transformational initiatives. Prior to McKinsey, Jennifer held various sales and marketing roles with a subsidiary of Trans World Airlines while completing her higher education. She also taught sales management at the university level. Jennifer was a Rhodes Scholar at Oxford University, holds a MSc. in international political economy from the London School of Economics and has her BA from the University of Tennessee at Knoxville.

Michael Stevens has more than three decades of Fortune 100 high-technology sales, marketing, senior business management, international and P&L experience, having spent a total of 35 years with 3M, 27 of which were in the globally competitive data storage industry with management positions in the US and Japan.
From 1996-1999 he was with a 3M spin-off company, Imation Corp., where he was General Manager for Optical Storage, and then for Enterprise Storage. He rejoined 3M in 1999, where he spent eight years in the electronics industry. In this capacity, he held executive management, business development and global strategic account management positions, dealing primarily with strategy development and sales execution of leading technologies in the electronic components area.
Michael also developed a new go-to-market (customer-focused) strategy for the company, which was acknowledged within 3M and outside the company as a “best practice” for launching a Global Strategic Account Management (SAM) program.
Recognizing his passion, experience and willingness to share and contribute best practice knowledge on strategic account management, Michael was elected to the Board of Directors of SAMA in 2006 and served through 2014. He continues today to work with SAMA to help guide and influence this topical subject of strategic customer focus.
In early 2007, Michael joined Performance Methods, Inc. (PMI) as a Senior Partner, focused primarily on companies needing assistance with designing, developing and deploying a Strategic Account Management program.
Michael is the CEO of a new best-practice consultancy, The Simplexity Group (TSG), based in Leesburg, VA. TSG is focused on Strategic Customer Engagement business initiatives through four foundational elements: Transformation, Enablement, Globalization, and Sustainability. The TSG business model is built on simple and practical client-customized methodologies, concepts, applications and field-ready tools.

As CEO of The Summit Group, Phil is a recognized thought leader on business value transformation as part of the go-to-market strategies of some of the world's premier organizations, both in the public and private sectors. In addition to his keynote presentations and engaging programs, Phil serves as a coach, mentor, consultant, and advisor to top leaders across a range of industries and has delivered sessions in over 40 countries. Phil has served on the Board of Directors for SAMA (Strategic Account Management Association) and also leads the CEO Forum as part of the annual National Prayer Breakfast in Washington D.C.
Phil has written for, or been cited in, articles in leading publications that include: The Wall Street Journal, The National Account Management Journal, The Los Angeles Times, Inc., Fast Company, as well as in several best-selling books including Adversity Quotient and The Power of Purpose. In 2014, the book Relevance: Matter More was released; co-written by Phil.
His career includes key leadership positions with US West and ADC Telecommunications. Phil also teaches in various University and Executive Education programs, and has Masters Degrees in Business Administration and Telecommunications Science. He currently is engaged in a Doctorate Program at Middlesex University in London.

Greg Sunset is Divisional Vice President, Strategic Accounts at Abbott Diagnostics Division, a global and diversified healthcare company that is all about helping people live their best and fullest lives through better health. Greg brings 34+ years of experience in sales, marketing, general management, strategic account and strategic pricing leadership to his clients. Greg holds a Bachelor of Science in Business Administration degree from Colorado State University; and a Masters of Business Administration from the University of Colorado at Boulder. He is a current member of the SAMA Board of Directors. He has served as a board member on the National Blood Data Resource Center, Trustee and Trustee’s Agent for the National Blood Foundation Research and Education Fund, and Trustee for the National Blood Foundation.

Ed Wallace is President of AchieveNEXT®-Human Capital. He consults with and speaks for corporations and associations across the globe with a client list that is a Who’s Who of Fortune 500 companies. He is the author of Fares to Friends, Creating Relational Capital, Business Relationships That Last, and his most recent #1 Bestseller The Relationship Engine. In addition, Ed is currently on the Executive Education faculty of Drexel’s LeBow College of Business and Villanova University’s Human Resources Master’s program.

Steffen has collected almost 20 years of sales experience in various positions and technology sectors. Starting his career as Key Account Manager UPM Kymmene one of the leading paper companies serving the biggest German publisher he developed a clear focus for customer value co-creation which lead him to a number of roles as Sales Director such as search engines and machine building. Today he leads the EMEA sales organization and has set up the Global Account Management Team at Fette Compacting together with Martin Davies. Fette Compacting is a medium-sized, family owned German specialist and market leader in tablet presses for the Pharmaceutical Industry. Key elements of his work are the creation of the GAM methodology, developing the necessary tools and tailoring new products and concepts aiming to start a new paradigm in customer partnership for Fette Compacting. Today, the GAM team takes responsibility for cooperative growth of the business and takes the lead in defining new ways of working, standardization initiatives and launches fleet management programs.

Carrie has been a Partner at Think! Inc. & 5600 blue since 2001. Her role includes consulting clients on implementing value creation and value capture ecosystems, business development, developing sales strategy, and onboarding new consultants.
Prior, Carrie held a 16-year career at Marriott focused on sales & strategic account management. She contributed to the creation and implementation of Marriott’s first Strategic Account Management model and strategy.
She is a practitioner first, consultant second, meaning that everything she’ll talk about today she also has implemented.
Carrie is been a member of Strategic Account Management Association (SAMA) and held a 10 year position on SAMA’s Board of Directors. Think! Inc is one of 7 partners that contribute content to SAMA’s certification program; they are the only negotiation content provider.
She is a graduate of the Executive Development Program at the Aspen Institute/University of Maryland and holds a B.A. from the University of Colorado. Carrie resides in Lake Bluff, IL with her husband, John, and four children.

Formerly VP Global Enterprise Customers | Schneider Electric-SGBD currently Vice President Global Accounts, Danfoss In April, 2014, Geoff became Vice President, Global Accounts at Danfoss, where he is responsible for the Global Accounts strategy, startup, development and management for Danfoss Climate & Energy. Geoff Williams worked for SGBD - Schneider Electric for almost 9 years and, most recently, as Director of Global Strategic Accounts for Microelectronics Customers. Prior to this assignment, Geoff was a project leader based in Paris working on Schneider’s Change Management effort to move from a product-based company to a customer-oriented approach. Geoff has also participated for the last 2 years in the Columbia University Business School Global Account Initiative to identify and develop industry best practices for various Global account Management functions. Prior to working for Schneider Electric, Geoff co-founded Integrated Dynamics Engineering, Inc. in the Boston area to develop advanced control systems for the semiconductor industry. Geoff spent 7 years at Analogic Corporation as International Sales Manager developing business and setting up operations and distribution in over 40 countries. A recent Velocity™ article titled the “Global Business Citizen” sums up his feelings about global business. Geoff lives in Raleigh N.C. with his wife, 2 children, spending spare time cooking, Cub Scouts, soccer, basketball, daughter’s violin and other family activities. Past SAMA Treasurer of the Board 2006 – 2007 Current SAMA Chairperson of the Board

Nathan is the Associate Director of Procurement for Teva Pharmaceuticals, the world’s leading provider of generic pharmaceuticals. He overseas supplier management for manufacturing, packaging and R&D across three sites in Southern Florida. Prior to Teva, Nathan spent 7 years with British Petroleum in various procurement, category management and project management roles in Australia and the USA. He’s managed local, regional and global contracts with many multinational suppliers and has a keen interest in jointly developed Account Management Programs. Nathan has a Bachelors Degree in Business, Masters Degree in Project Management and an MBA in Technology. He’s also a Certified Project Manager with the Australian Institute of Project Management.