SAMA Annual Conference
 

 KEYNOTES  l  SAMA nEXtchange  l  AGENDA  l  TRACKS  l  SESSIONS  l  SPEAKERS  l  VENUE  l  PRICING  l  TEAMS  l  BROCHURE        REGISTER

 
 
A  B  C  D  E  F  G  H  I  J  K  L  M  N  O  P  Q  R  S  T  U  V  W  X  Y  Z    
Jerry Alderman
CEO
Valkre

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.

Sessions:
05/18/2020 9:30am-11:00am:   New! 37. ACCOUNT-BASED MARKETING AND STRATEGIC ACCOUNT MANAGEMENT
05/20/2020 9:30am-11:00am: New! 37. ACCOUNT-BASED MARKETING AND STRATEGIC ACCOUNT MANAGEMENT


 
Steve Andersen
President and Founder
Performance Methods, Inc.

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.

Sessions:
05/18/2020 2:30pm-4:00pm:  11. 20/20 SAM VISION: WHAT GREAT ACCOUNT PLANNING LOOKS LIKE IN 2020
05/19/2020 3:30pm-5:00pm:  11. 20/20 SAM VISION: WHAT GREAT ACCOUNT PLANNING LOOKS LIKE IN 2020


 
Alessio Arcando
Professor
Bologna Business School (retired from 3M in 2018 as Director of Strategic Key Accounts Organization EMEA)

Alessio holds a university degree in Engineering from Politecnico of Milano and a Master in Business Administration from Bocconi University of Milano.

He joined 3M in 1981 and along his 37 years experience has held different positions of increased responsibilities. In particular he was Business Director Industrial Adhesives and Tapes EMEA and Market Director of Safety and Security West Europe at 3M HQ in Brussels.

In 2015 through 2018 he has been Director of Strategic Key Accounts Organization West Europe.

Retired in September 2018, he is in the Board of Directors of Fondazione 3M , Professor and Member of the Advisory Board of Executive Master at BBS.

Sessions:
05/19/2020 10:30am-12:00pm:  New! 22. THE ARCHITECTURE OF A SUCCESSFUL SAM/KAM PROGRAM
05/20/2020 9:30am-11:00am:  New! 22. THE ARCHITECTURE OF A SUCCESSFUL SAM/KAM PROGRAM


 
Melody Astley
Chief Revenue Officer
FinListics

Melody is the Chief Revenue Officer for FinListics, where she is responsible for Sales, Marketing, and Strategy. She joined FinListics after 12 years at IBM where she sold to Financial Services Organizations and used FinListics in her sales pursuits. Melody holds her MBA in Finance from Emory’s Goizueta Business School.

Sessions:
05/19/2020 3:30pm-5:00pm: New! 18. CONQUERING THE BUYER/SELLER LANGUAGE BARRIER: HOW TO LEVERAGE FINANCIAL AND BUSINESS INSIGHTS TO SPEAK YOUR CLIENT’S LANGUAGE
05/20/2020 11:30am-1:00pm: New! 18. CONQUERING THE BUYER/SELLER LANGUAGE BARRIER: HOW TO LEVERAGE FINANCIAL AND BUSINESS INSIGHTS TO SPEAK YOUR CLIENT’S LANGUAGE


 
Dr. Nick Athanasiou
Executive Director Major Accounts
Zoetis

Dr. Athanasiou completed his veterinary training at Colorado State University, his MBA at the University of Denver - and joined Pfizer Animal Health/Zoetis after 10 years of clinical practice and practice ownership. He joined the company as a member of the Strategic Accounts Sales team in 2003 and was promoted to the US Petcare Marketing team in 2005 – successfully directing portfolios and teams in the following therapeutic areas– vaccines, pain and sedation, oncology/specialty products, and customer marketing. In 2015 he joined the Zoetis Petcare Leadership Team – as the Executive Director of Major Accounts – where he manages a team of sales, marketing and veterinary professional services colleagues dedicated solely to Zoetis’ largest Petcare customers.

Sessions:
05/19/2020 3:30pm-5:00pm: New! 19. COLLABORATIVE PLANNING WITH YOUR CUSTOMER: BEST PRACTICES FOR HIGH-IMPACT GROWTH


 
Harold Aubry
Sales Enablement
Rockwell Automation

Bio and headshot coming soon!

Sessions:
05/20/2020 9:30am-11:00am:  New! 25. IMPORTANCE OF CENTER OF EXCELLENCE AND PROGRAM OFFICE FOR SAM SUCCESS AND CORPORATE INTEGRATION


 
Bill Bardsley
Food and Beverage Segment Director
Schneider Electric

Bio and headshot coming soon!

Sessions:
05/19/2020 10:30am-12:00pm: New! 43. IMPLEMENTING SUCCESSFUL PLAYER/COACH ROLES FOR SAMS
05/20/2020 11:30am-1:00pm: New! 43. IMPLEMENTING SUCCESSFUL PLAYER/COACH ROLES FOR SAMS


 
Dino Bertani
Executive Director, SAM Excellence
Allergan

Dino Bertani has broad leadership experience in bio-pharmaceutical industry across various therapeutic areas in local, regional and global roles. He’s had responsibility for key account management, sales, marketing and business excellence. This has led to his deep knowledge of healthcare systems and value-based care shift in European & international markets.

Dino currently serves as the Executive Director, Strategic Account Management Excellence at Allergan where he focuses on the realization of the Strategic Account Management & Customer Solutions by leading Strategic Partnerships and Alliances with global Top Customers.

Sessions:
05/18/2020 11:30am-1:00pm:  New! 50. REDEFINING ALLERGAN'S TOP CUSTOMER ENGAGEMENTS IN MEDICAL AESTHETICS
05/20/2020 9:30am-11:00am:  New! 50. REDEFINING ALLERGAN'S TOP CUSTOMER ENGAGEMENTS IN MEDICAL AESTHETICS
05/18/2020 2:30pm-4:00pm:  11. 20/20 SAM VISION: WHAT GREAT ACCOUNT PLANNING LOOKS LIKE IN 2020
05/19/2020 3:30pm-5:00pm:  11. 20/20 SAM VISION: WHAT GREAT ACCOUNT PLANNING LOOKS LIKE IN 2020


 
Tiffani Bova
Customer Growth and Innovation Evangelist
Salesforce

Tiffani Bova is the growth and innovation evangelist at Salesforce and the author of the Wall Street Journal and 800-CEO-READ bestselling book GROWTH IQ: Get Smarter About the Choices that Will Make or Break Your Business (Portfolio). Bova was recently named to Thinkers50’s Radar Class of 2019 and was Thinker of the Month in December 2018. She has appeared on MSNBC and Yahoo Finance, among others, and was featured in the January 2019 issue of Rotman Management Magazine's Disruption Issue. She has also contributed to publications including Harvard Business Review, Forbes, Entrepreneur, and Huffington Post, and is a frequent guest on Wharton Business Radio and a variety of industry-leading podcasts.

Sessions:
05/18/2020 8:00am-9:00am:  Keynote: GROWTH IQ


 
Robert Box
Global Account Director
Mercuri International

Robert has been with Mercuri International since 2000.

Robert has responsibility for the sales and delivery of international projects within Central Europe. In this capacity he has successfully developed solutions for customers to support their development requirements in sales, sales management and Key Account Management. This also included the deployment of Consultative Selling and Account Management for Business Relationship Managers in several IT organizations in Europe, Asia and South America.

Robert has worked as an international project manager for a key customer in Europe, Africa and Middle East. In the role of the International Project Manager, he has implemented Consultative Selling and Sales Coaching skills as well as managed the customer relationship globally.

In addition, Robert has responsibility for Mercuri’s own development and coverage in 3 countries. In this role he has developed the business to support the needs of international clients in the region. Robert has also contributed to internal product development and the skill and knowledge development of other Mercuri Consultants.

He is based in the Czech Republic, in which he is the local champion for analytical tools and analysis. He has performed client work focused on improving the results of global KAM organizations.

Prior to joining Mercuri Robert worked as a Manager in an International company and gaining extensive experience in project management and sales management.

Robert holds a dual degree in International Studies and Philosophy from the University of Washington, Seattle, USA and an MBA from the Open University, UK. Robert resides in Prague, Czech Republic with his wife and 4 children and is an American Citizen.

Sessions:
05/20/2020 11:30am-1:00pm: New! 39. LEVERAGING AI IN STRATEGIC ACCOUNT MANAGEMENT


 
Markus Brettschneider
Group Sr. VP, Global Head of Mktg. and Sales, Industrial Automation, Group Solutions & Channels
ABB

Markus Brettschneider began his career with ABB in January 2016 as Group Senior Vice President and Head of the Food & Beverage 1,000 Day Program. In September 2017, he was appointed Head of Global Sales to oversee all Group Account Management as well as the Rail and Food & Beverage segments. In early 2019, Markus took on the additional role of Global Head of Marketing & Sales for our Industrial Automation Business.

Prior to joining ABB, Markus held various product management and sales functions in the medical device industry in Europe and Asia. This was followed by Managing Director roles with a food and beverage OEM in the US, a bottler of non-alcoholic beverages in Germany and a dairy based in Germany and the Netherlands.

Markus holds a Bachelor of Business Administration from Baden-Wuerttemberg Cooperative State University Stuttgart, Germany and a Master of Business Administration from Edinburgh Management School, Scotland. He is a German citizen and currently based in Philadelphia, USA.

Sessions:
05/18/2020 9:30am-11:00am: New! 35. PEOPLE, PROCESSES & PERFORMANCE: IMPROVING SAM PROGRAM PERFORMANCE AT ABB
05/18/2020 2:30pm-4:00pm: 11. 20/20 SAM VISION: WHAT GREAT ACCOUNT PLANNING LOOKS LIKE IN 2020
05/19/2020 3:30pm-5:00pm: 11. 20/20 SAM VISION: WHAT GREAT ACCOUNT PLANNING LOOKS LIKE IN 2020


 
Lisa Brooks-Greaux
Principal & Founder
SYNC WORLDWIDE

Lisa Brooks-Greaux, EdD., is a Fortune 500 business consultant and executive coach. She also serves on the faculties of Montclair State University and Manhattanville College, where she teaches in their respective MBA programs. Before becoming a consultant, coach and an educator, she enjoyed a long and distinguished career as a sales and talent development executive, taking her own talent to multinational companies such as Pfizer Inc., Verizon Wireless, JP Morgan Chase, Zoetis, and Delphi, Inc. She also worked in three consecutive expatriate positions in Greece, Indonesia, and the Czech Republic. A familiar voice on the speaking circuit, a prominent figure in the world of mentoring, and a tireless advocate for the advancement of women and diversity and inclusion in the workplace, she was recognized by The Network Journal in 2000 as one of the 25 Most Influential Black Women in Business. In 2012, she founded SYNC Worldwide, a company through which she works with individuals to develop their leadership abilities and with multiple Fortune 500 companies to address business imperatives in the context of talent and leadership. Most recently, in 2018, she received the Professing Excellence Award from Montclair State University. She lives in New Jersey with her husband.

Sessions:
05/19/2020 3:30pm-5:00pm: New! 49. MAKING THE BUSINESS CASE FOR SAM TEAM DIVERSITY


 
Vito Cafagna
Corporate Account Manager
Sonoco

Bio and headshot coming soon!

Sessions:
05/18/2020 9:30am-11:00am: New! 4. FROM THE TRENCHES: EXPERIENCES FROM A SEASONED SAM
05/19/2020 10:30am-12:00pm: New! 4. FROM THE TRENCHES: EXPERIENCES FROM A SEASONED SAM


 
Dennis Chapman
President and CEO
The Chapman Group

Dennis J. Chapman is founder and President of The Chapman Group, a sales consulting firm that specializes in creating world class sales organizations through the implementation of sales and account management processes, methodologies, best practices and metric‐based software tools.

Dennis brings over 25 years of executive level experience in sales, marketing, and business management to his clients in helping them achieve their goals. He is a dynamic, enthusiastic speaker whose ideas and vision consistently inspire and motivate his audiences. Clients of The Chapman Group include many Fortune 500 companies as well as a diverse portfolio of mid‐tier accounts.

The Chapman Group works closely with their clients in the areas of sales, sales process improvement, sales effectiveness, strategic account management, sales coaching, training, tools, strategy, and compensation. They are widely known for their Strategic Account Management program, SMARTS™, which builds and utilizes cross‐functional teams to manage major strategic accounts. Dennis developed the SMARTS™ methodology through his many years of designing sales methodologies, processes and tools that produced significant, sustainable results for his clients, time and time again. The Chapman Group has been engaged by companies such as Dell Computer, Hercules Chemical, GE Water Technologies, GE‐ITS Healthcare, Specialty Minerals Chemicals, and many others.

Before establishing The Chapman Group in 1988 Dennis’ career included sales and management positions with Xerox, ROLM/IBM, and as Vice President of Sales and Marketing in the high‐tech reseller industry. Dennis has written on the topic of strategic account management for many years and speaks nationally to more than 50 sales teams a year. Dennis is a graduate of the University of Massachusetts School of Business and is a member of the SAMA Board of Directors.

Sessions:
05/18/2020 2:30pm-4:00pm: 31. METRICS THAT PREDICT SAM PROGRAM SUCCESS: DETERMINING STATE-OF-READINESS AND PROBABILITY OF SAM PROGRAM SUCCESS
05/19/2020 1:30pm-3:00pm: 32. THE SAM PLAYBOOK: DEFINING, OPERATIONALIZING AND INSTITUTIONALIZING SAM BEST PRACTICES INTO RIGHT ACTIONS


 
David Chapnick
Senior Consultant
Vantage Partners

David Chapnick is a Senior Consultant and leader in the firm’s Sales and Account Management and Alliance practices, where he has advised F500/G1000 clients across industries including technology, medical device, pharmaceutical and biotechnology, telecom, consumer packaged goods, energy, and healthcare.

David’s Sales and Account Management work has ranged broadly from advising account teams on the development of sales and negotiation strategies for specific accounts and transactions, implementing customer-driven innovation strategies, developing winning responses to RFPs, and establishing Strategic Account Management programs, including processes for gathering customer perspectives on market opportunities, trends, and product needs, launching strategic accounts, and customer segmentation.

David has been a speaker on effective management of strategic customer and alliance partnerships including as chair of the Strategic Alliances Conference, the Heads of Alliance Management Meeting, Strategic Account Management Association Conferences and University, Selling Power, and the Drug Information Association’s annual conference. David's work has been featured in Harvard Business Review, Velocity Magazine, the Journal of Trading Partner Practices, and he is a co-author of a chapter on “Negotiation Systems and Strategies” in the 2008 International Contracts Manual, and Vantage's recently published study on The Value of Pricing Discipline.

David is also an active member of the Vantage Volunteers team which creates volunteering and team-building opportunities for the firm and partners with Greater Boston nonprofit organizations such as the Massachusetts Coalition for the Homeless, Chill, the Food Project, Cradles to Crayons, Room to Grow, and Massachusetts Audubon.

David is a graduate of Boston University and lives in Portsmouth, NH with his wife, Jennifer, and children, Sierra, Mason, and Sage.

Sessions:
05/18/2020 2:30pm-4:00pm: New! 1. STRATEGIC THINKING FOR SAM SUCCESS: PUTTING “STRATEGIC” BACK IN “STRATEGIC ACCOUNT MANAGEMENT”
05/19/2020 1:30pm-3:00pm: New! 1. STRATEGIC THINKING FOR SAM SUCCESS: PUTTING “STRATEGIC” BACK IN “STRATEGIC ACCOUNT MANAGEMENT”


 
Jeff Cochran
Principal and Master Facilitator
Shapiro Negotiations Institute (SNI)

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.

Sessions:
05/18/2020 2:30pm-4:00pm: New! 2. THE ULTIMATE CRASH COURSE ON NEGOTIATION
05/19/2020 1:30pm-3:00pm: New! 2. THE ULTIMATE CRASH COURSE ON NEGOTIATION


 
Lindsay Conway
Managing Director, Advisory Board Research
Advisory Board

Lindsay has been a researcher at the Advisory Board since 2006. During her tenure, she has led numerous studies on health care strategy and operations for leaders at provider organizations. In 2019, she oversaw research on how market trends are reshaping provider-vendor partnerships, the role of disruptors (such as Amazon and Google) in the future of health care, and how rising drug prices will shape health system strategy.

As a managing director, she works with executives to help them adapt Advisory Board research to their unique circumstances and implement the insights to advance their strategic goals.

Lindsay received her MSEd in higher education management from the University of Pennsylvania. She received her bachelor’s degree magna cum laude from Cornell University.

Sessions:
05/18/2020 11:30am-1:00pm: New! 13. THE FIVE HEALTHCARE TRENDS EVERY SAM NEEDS TO KNOW IN 2020
05/20/2020 9:30am-11:00am: New! 13. THE FIVE HEALTHCARE TRENDS EVERY SAM NEEDS TO KNOW IN 2020


 
Dominique Côté
Principal
The Summit Group

Dominique joined The Summit Group in September 2018, bringing over 28 years of local & global experience in the Life Science sector. She leads Summit’s Life Science practice and EMEA customer development.

She is an accomplished international leader recognized as a chief architect of global account program journeys, leading corporate changes and cultural shifts for customer-centric innovation and patient value. She has been a panelist and keynote speaker in Europe and the U.S. in the areas of customer centricity/engagement, Global Account Management programing, and Pharma Commercial Excellence - as a subject matter expert.

Dominique has a scientific and research background in genetic/immunology and oncology. She is from Canada, where she worked for the first 20 years of her career in the human pharmaceutical industry with companies like Roche, (Sandoz) Novartis, and Pfizer before relocating to Europe.

During her career, Dominique held positions of increasing responsibility in the areas of sales, marketing, General Management (P&L), L&D, KAM and global commercial excellence. She managed teams in more than 36 countries, leading activities to optimize profitability and effectiveness of field forces, as well as enabling deployment of new commercial engagement business models – such as spearheading the global account management program at Pfizer EMBU and CRM deployment. She most recently served as global VP marketing for UCB biopharma.

Her career provided her with global/varied market experience and diversified culture knowledge. Dominique has been on many global councils for learning and development/KAM/patient centricity, as well as diversity. She sits on the board of SAMA (Strategic Account Management Association) since 2011 and was on the HBA (Healthcare Businesswomen’s Association) steering committee for international strategy, and the CCPE board (Canadian Council for Pharmaceutical Education).

Dominique lives in Brussels, Belgium and speaks French and English.

Sessions:
05/18/2020 9:30am-11:00am: New! 12. CO-CREATION WITH STRATEGIC CUSTOMERS? IT’S EASIER SAID THAN DONE
05/19/2020 1:30pm-3:00pm: New! 12. CO-CREATION WITH STRATEGIC CUSTOMERS? IT’S EASIER SAID THAN DONE
05/20/2020 9:30am-11:00am: New! 25. IMPORTANCE OF CENTER OF EXCELLENCE AND PROGRAM OFFICE FOR SAM SUCCESS AND CORPORATE INTEGRATION
05/19/2020 10:30am-12:00pm: New! 28. TAKING MATURE SAM PROGRAMS TO THE NEXT LEVEL OF EXCELLENCE
05/20/2020 11:30am-1:00pm: New! 28. TAKING MATURE SAM PROGRAMS TO THE NEXT LEVEL OF EXCELLENCE
05/18/2020 2:30pm-4:00pm: New! 36. ACCELERATING SAM START-UP: LESSONS LEARNED FROM WHAT THE BEST DO TO ACCELERATE AND SUSTAIN SAM IMPACT
05/20/2020 11:30am-1:00pm: New! 36. ACCELERATING SAM START-UP: LESSONS LEARNED FROM WHAT THE BEST DO TO ACCELERATE AND SUSTAIN SAM IMPACT


 
Simon Croom
Professor of Supply Chain Management
University of San Diego

Bio and headshot coming soon!

Sessions:
05/18/2020 9:30am-11:00am: New! 7. SELLING TO PSYCHOPATHS INTERNALLY AND EXTERNALLY: ARE YOU AWARE AND PREPARED?
05/18/2020 11:30am-1:00pm: New! 7. SELLING TO PSYCHOPATHS INTERNALLY AND EXTERNALLY: ARE YOU AWARE AND PREPARED?


 
David Crow
Managing Director
Pershing LLC, a BNY Mellon Company

Bio and headshot coming soon!

Sessions:
05/19/2020 3:30pm-5:00pm: New! 19. COLLABORATIVE PLANNING WITH YOUR CUSTOMER: BEST PRACTICES FOR HIGH-IMPACT GROWTH
05/20/2020 9:30am-11:00am: New! 19. COLLABORATIVE PLANNING WITH YOUR CUSTOMER: BEST PRACTICES FOR HIGH-IMPACT GROWTH


 
Joseph Czaja
Key Account Manager, NAM
Eriks

Bio and headshot coming soon!

Sessions:
05/18/2020 11:30am-1:00pm: New! 8. NAVIGATING YOUR CUSTOMER’S DOWNTURN: PROVIDING WHAT’S IMPORTANT WHEN IT MATTERS MOST
05/19/2020 10:30am-12:00pm: New! 8. NAVIGATING YOUR CUSTOMER’S DOWNTURN: PROVIDING WHAT’S IMPORTANT WHEN IT MATTERS MOST


 
Adrian Davis
President
Whetstone Inc.

With over 30 years of experience in professional selling and account management, Adrian’s experience in the field informs his role as a sales strategist and trainer. He is the President of management consulting firm Whetstone Inc., a Principal Partner with The Summit Group and a faculty member of the Strategic Account Management Association. Adrian is a Certified Speaking Professional (CSP), the highest designation for a professional speaker, Past President of the Canadian Association of Professional Speakers (Toronto Chapter) and the author of Human-to-Human Selling. He is also a certified Competitive Intelligence Professional (CIP) and a certified Professional in Business Process Management (P.BPM). Today, he works globally to help business leaders win, keep and grow key accounts.

Sessions:
05/18/2020 11:30am-1:00pm: New! 10. CHANGE AHEAD: UNLOCKING THE POWER OF YOUR CUSTOMER STORIES
05/20/2020 9:30am-11:00am: New! 10. CHANGE AHEAD: UNLOCKING THE POWER OF YOUR CUSTOMER STORIES
05/18/2020 9:30am-11:00am: New! 4. FROM THE TRENCHES: EXPERIENCES FROM A SEASONED SAM
05/19/2020 10:30am-12:00pm: New! 4. FROM THE TRENCHES: EXPERIENCES FROM A SEASONED SAM


 
Ron Davis
EVP, Global Head of Customer Management
Zurich Insurance

Ronald E. Davis is Executive Vice President, Global Head of Customer Management, with Zurich Commercial Insurance. He has more than 30 years of business experience dealing with many of the world’s largest multi-national companies. During this time he has had various leadership roles in Europe, Canada and the United States. 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 Before joining Zurich in 2000, Mr. Davis worked for Arkwright/Factory Mutual Insurance Company for 19 years in various positions in Canada and France.

Mr. Davis is on the Board of Directors of the Spencer Educational Foundation, where he was Chairman in 2016 and 2017. As well, he is on the Executive Committee of the Board of Directors of the Strategic Account Management Association (SAMA). And he is a member of the David Rockefeller Fellows Alumni Committee. Mr. Davis holds a Bachelor of Commerce degree from Ottawa’s Carleton University, as well as an MBA from Concordia University in Montreal.

Sessions:
05/18/2020 11:30am-1:00pm: New! 9. SEPARATING NEGOTIATION FACT FROM FICTION: KEY INSIGHTS FOR SAMS
05/19/2020 10:30am-12:00pm: New! 9. SEPARATING NEGOTIATION FACT FROM FICTION: KEY INSIGHTS FOR SAMS


 
Gerry Deren
VP Academic Enablement
Siemens Digital Software

Mr. Deren has spent the past 39 years primarily focused on helping companies in mature and emerging markets find ways to improve their product and/or process development methods. His work has resulted in ways to improve efficiency, reduce development costs and helping them develop a competitive advantage. As a process SME, he helps them focus on improving quality, and improving efficiency and execution through via enabling technology, process optimization and skill enhancement. He represents the voice of the customer and coach’s and counsel’s improvement into solution development.

Gerry leads a team of Academic professionals for Siemens Digital Industries Software (DISW) Americas Zone, focused on helping academia become “relevant” for manufacturers as they face the challenges of sustainment within their innovation, validation and manufacturing lifecycles.

Mr. Deren is on many Advisory Boards focused on establishing / building an OEM to SMB to Academia (K-12 through Higher Ed) ecosystem consisting of engineering and digital manufacturing domains (eg. curriculum adaptation, research and joint projects). He is a well-known speaker on Industry 4.0, and other model-based topics including business process improvement, global supply chain collaboration and product lifecycle management.

He joined Siemens to develop their business development organization in 1998.

Sessions:
05/18/2020 2:30pm-4:00pm: New! 29. ENSURING SAM EXECUTION EXCELLENCE THROUGH PARTNER ENABLEMENT


 
Brian Dietmeyer
CEO
5600blue

Brian Dietmeyer is a sought-after consultant, speaker and columnist, and author of three books: Strategic Negotiation, B2B Street Fighting (named by Selling Power magazine as one of the top 10 must reads of the year), and Negotiation Blueprinting for Buyers. He has served on the board of the Strategic Account Management Association (SAMA) and chaired the MPI Adult Education Research Foundation. Brian speaks frequently on the subjects of B2B sales enablement, negotiation and industry trends.

Sessions:
05/18/2020 11:30am-1:00pm: New! 23. RECLAIM SAM RELEVANCE ADN RE-ENGAGE YOUR BUYERS
05/19/2020 3:30pm-5:00pm: New! 23. RECLAIM SAM RELEVANCE ADN RE-ENGAGE YOUR BUYERS


 
Kirk Dittmar
Principal
The Summit Group

With over 27 years of experience in sales and management, Kirk brings strategic insight and innovative, growth-oriented thinking from engagements with Fortune 1000 companies across high tech, healthcare, pharmaceutical, and education. He is well-versed in multiple disciplines including global/key account strategy, meeting facilitation, workshop delivery, learning program development and execution, sales operations, and leadership development.

In his current role with The Summit Group, Kirk specializes in stakeholder/account management, developing and facilitating training programs, coaching, and facilitated account management and business alignment sessions with strategic account teams and their customers.

Before joining The Summit Group, Kirk held key leadership roles for more than 11 years within Cisco System's Global Accounts and Client Director Programs. In various capacities, he led critical elements in the establishment of each program, while driving key initiatives such as the Global Customer Advisory Board, Global Resourcing and Coverage Models, and Voice of the Customer initiatives.

Kirk is a regular SAMA speaker on topics of value creation and accelerating joint solutions. Kirk holds a Bachelor of Science degree in Business Administration from the University of Pennsylvania at Kutztown.

Sessions:
05/19/2020 10:30am-12:00pm: New! 28. TAKING MATURE SAM PROGRAMS TO THE NEXT LEVEL OF EXCELLENCE
05/20/2020 11:30am-1:00pm: New! 28. TAKING MATURE SAM PROGRAMS TO THE NEXT LEVEL OF EXCELLENCE
05/20/2020 9:30am-11:00am: New! 25. IMPORTANCE OF CENTER OF EXCELLENCE AND PROGRAM OFFICE FOR SAM SUCCESS AND CORPORATE INTEGRATION
05/18/2020 9:30am-11:00am: New! 12. CO-CREATION WITH STRATEGIC CUSTOMERS? IT’S EASIER SAID THAN DONE
05/19/2020 1:30pm-3:00pm: New! 12. CO-CREATION WITH STRATEGIC CUSTOMERS? IT’S EASIER SAID THAN DONE


 
Doug Dorn
Director of Strategic Accounts
SAF-HOLLAND Group

Doug is the Director of Strategic Accounts with SAF-HOLLAND Group. He is responsible for leading the Strategic account team in North America. In addition, Doug leads the steering committee responsible for the global Salesforce.com deployment with over 400 active users. This includes integrating the IMPAX sales process and RQ for Salesforce into the day to day activity of all sales team members. He is experienced with organizational and leadership development and holds an MBA in Strategic Management. Doug resides in Holland, MI.

Sessions:
05/19/2020 1:30pm-3:00pm: New! 15. BE RELEVANT! TRANSFORM YOUR APPROACH FROM SAM TO BUSINESS ADVISOR IN FIVE EASY STEPS
05/19/2020 3:30pm-5:00pm: New! 15. BE RELEVANT! TRANSFORM YOUR APPROACH FROM SAM TO BUSINESS ADVISOR IN FIVE EASY STEPS


 
Harvey Dunham
Managing Director, Strategy and Marketing
SAMA

After a remarkable 35-year career with Schneider Electric, Harvey Dunham serves as the Managing Director of Business Development for the Strategic Account Management Association (SAMA), a nonprofit professional association based in Chicago.

During Harvey’s time at Schneider Electric, Harvey was a Strategic Account Manager (SAM), managed SAMs, lead countries from whom SAMs needed local support and supported SAMs in developing solutions for their global strategic accounts, both inside and outside the United States.

Harvey most recently held the position as the Global Solutions VP, Buildings Business, where he led the global Life Sciences, Retail and Sales Transformation teams globally to help in achieving Schneider’s vision of becoming the global leader in energy management. While in this position he led a team which piloted and deployed a new solution and consultative selling methodology which trained over 100 people and developed $1.9 billion backlog in new opportunities.

Harvey served as Country President in Poland as well as South Africa, where he had responsibilities over sales, business development, project management and P&L management.

Thanks to his impressive and long career at Schneider Electric, as well as military service, Harvey’s areas of expertise include negotiation, presentation skills, facilitation and training, coaching and collaboration as well as process improvement.

Sessions:
05/19/2020 8:00am-9:00am: Keynote: THE FUTURE OF SAM
05/19/2020 10:30am-12:00pm: New! 43. IMPLEMENTING SUCCESSFUL PLAYER/COACH ROLES FOR SAMS
05/20/2020 11:30am-1:00pm: New! 43. IMPLEMENTING SUCCESSFUL PLAYER/COACH ROLES FOR SAMS


 
Jim Ford
Chief Commercial Officer
Solecta & SAMA Chairman of the Board

Jim Ford has recently been appointed as the Chief Commercial Officer (CCO) for Solecta, a global leader in process membrane technology and solutions. Solecta is a portfolio company of True North Venture Partners, a venture capital firm focusing on Clean Technologies.

Prior to joining Solecta, Jim was the Global Head of Client Development for Arcadis, a leader in design and engineering consultancy for natural and built assets. Prior to Arcadis, Jim worked in private equity, helping environmental testing leader, TestAmerica achieve a successful turnaround and sale to a strategic partner. Jim also spent 20+ years working for the Nalco Water, an Ecolab company, in various P&L and leadership roles, most recently as VP of Global Corporate Accounts.

Jim serves on the Board of Directors for NClear Inc., a pioneer in nanocrystal, nutrient removal technology. Jim is currently the Chairman of the Board of Directors for the Strategic Account Management Association (SAMA).

Jim has been recognized as a Global Business Leader and Change Agent who drives commercial transformations in top- and bottom-line performance by defining strategic differentiation, building value-added offerings, creating channel strategies, and developing strategic client partnerships. His global experience in B2B markets ranges from small cap venture capital mid cap private equity to Global Fortune 500 companies, helping companies realize rapid commercial success.

Sessions:
05/19/2020 8:00am-9:00am: Keynote: THE FUTURE OF SAM
05/18/2020 11:30am-1:00pm: New! 33. SAM ON A SHOESTRING: HOW TO LAUNCH A PROGRAM AND REAP THE BENEFITS OF SAM WITHOUT INVESTING HEAVILY OR TAKING HUGE RISKS
05/19/2020 10:30am-12:00pm: New! 33. SAM ON A SHOESTRING: HOW TO LAUNCH A PROGRAM AND REAP THE BENEFITS OF SAM WITHOUT INVESTING HEAVILY OR TAKING HUGE RISKS


 
Gordon Galzerano
Director of Next Generation Sales and Leadership Development
Cisco

Gordon Galzerano is responsible for leading Cisco’s Next Generation Sales and Leadership programs in support 20,000 sellers and sales managers worldwide. With more than 28 years of technology and business experience, he is a strong advocate for applying people development practices and strategies to solve business challenges and improve productivity.

Within Cisco, Galzerano held a variety of sales and operations leadership positions across several of Cisco’s business segments including Global Accounts, Enterprise, Service Provider, Commercial, and Channel segments. He also served as the leader of the Sales Associates Program, overseeing all aspects of an organization designed to integrate “new in career” account managers and systems engineers into Cisco.

Prior to joining Cisco, Galzerano was responsible for Ingram Micro’s northeast sales operations. He is a graduate of Edinboro University of Pennsylvania with a BS degree in Business Administration.

Sessions:
05/18/2020 11:30am-1:00pm: New! 46. ADAPTING SAM TALENT/PROGRAMS TO NEW BUSINESS MODELS: WINNING THE HEAD, HEART AND HANDS OF THE ORGANIZATION


 
John Gardner
President Global Strategic Accounts (retired)
Emerson Process Management

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.

Sessions:
05/18/2020 11:30am-1:00pm: New! 9. SEPARATING NEGOTIATION FACT FROM FICTION: KEY INSIGHTS FOR SAMS
05/19/2020 10:30am-12:00pm: New! 9. SEPARATING NEGOTIATION FACT FROM FICTION: KEY INSIGHTS FOR SAMS


 
Francis Gouillart
President and Co-Founder
ECC Partnership

Francis Gouillart is President and co-founder of the Experience Co-Creation Partnership (ECC Partnership), a consulting firm built to implement co-creative management processes and organizational capabilities with corporate clients around the world.

Francis is considered a leading authority on the topics of strategy, innovation, transformation, and capabilities-building and is a recognized speaker, lecturer, and advisor on Experience Co-Creation, Blue Ocean Strategy, and Organizational Transformation. He works across the United States, Europe, and Asia, and has experience in most industries. Francis has been quoted in the Wall Street Journal, BusinessWeek, and Fortune, among other publications, and has been featured on CNBC. He is currently working with global management consulting firm PwC Advisory to use co-creation concepts and methods to transform enterprise operations and business models across industries globally.

Sessions:
05/19/2020 8:00am-9:00am: Keynote: THE FUTURE OF SAM


 
Brandi Greenberg
Managing Director, Advisory Board Research
Advisory Board

Brandi is currently Advisory Board’s Vice President of Life Sciences and Health Care Ecosystem Research. In this capacity, she oversees all of Advisory Board’s research, training, and interactive experiences for life sciences and digital health companies’ medical, commercial, and L&D teams. She assumed this position in early 2019, after devoting 14+ years to building out Advisory Board’s “customer insight” research subscription for commercial leaders of life sciences, digital health, and health care services firms.

In Fall 2018, her team launched the Medical Affairs Leadership Council— a subscription research membership designed to help medical and HEOR executives (from pharma and device) create more compelling, impactful medical value narratives for payers and HCPs. Prior to that work, she launched the firm’s Sales Transformation Support Initiative to help suppliers’ strategic accounts teams engage with health system leaders more effectively. After writing Twelve Surprising Truths about Engaging Hospital Purchasers and What Your Hospital Customers Really Want, Brandi has become a sought-after speaker on customer value frameworks, provider-supplier partnerships, IDN purchasing trends, and outcomes-based contracts.

While leading Advisory Board’s research for life sciences, Brandi also helped to launch constituency-based research subscriptions for health services firms, independent physician groups, and post-acute care providers. Across all these research memberships—including Advisory Board’s newest offering for leaders of US medical affairs and HEOR teams—Brandi’s goal has been the same: to share the insights and best practices that make it easier for health care organizations to understand each other’s perspectives, find common ground, and work more effectively together.

Prior to work at Advisory Board, Brandi was a Practice Manager with the Los Angeles office of the Boston Consulting Group. While at BCG, she supported clients in the biopharmaceutical, medical device, and health care delivery sectors. She has led major organizational redesign efforts to improve drug commercialization, clinical trials management, and operating room efficiency.

Brandi received her MBA from the Stanford Graduate School of Business, where she graduated as an Arjay Miller scholar. She also holds an MA in Rhetoric from Duke University and an AB with honors in English and American Studies from Stanford University.

Sessions:
05/18/2020 11:30am-1:00pm: New! 13. THE FIVE HEALTHCARE TRENDS EVERY SAM NEEDS TO KNOW IN 2020
05/20/2020 9:30am-11:00am: New! 13. THE FIVE HEALTHCARE TRENDS EVERY SAM NEEDS TO KNOW IN 2020


 
Stephanie Grimm
Strategic Account Executive
Constellation Energy

Bio and headshot coming soon!

Sessions:
05/19/2020 3:30pm-5:00pm: New! 16. ESCAPING THE COMMODITY TRAP: THE CRITICAL SKILLS AND PROCESS CONSTELLATION ENERGY USES TO BREAK DOWN BARRIERS TO BECOME AN INVALUABLE ASSET


 
Thomas Hablitzel
President, Automotive Division
The Sherwin-Williams Company

Bio coming soon!

Sessions:
05/19/2020 8:00am-9:00am: Keynote: THE FUTURE OF SAM


 
Deborah Honea
Director, National Sales Strategy & Execution
Sysco Corporation

Bio and headshot coming soon!

Sessions:
05/18/2020 2:30pm-4:00pm: New! 27. ACCOUNT MANAGEMENT FROM THE OUTSIDE IN, PLACING THE FOCUS ON THE CUSTOMER BUYING JOURNEY
05/19/2020 1:30pm-3:00pm: New! 27. ACCOUNT MANAGEMENT FROM THE OUTSIDE IN, PLACING THE FOCUS ON THE CUSTOMER BUYING JOURNEY


 
Ron Hubsher
Managing Director
Sales Optimization Group

Ron Hubsher is an international acclaimed and recognized sales and negotiation expert. He is author of the acclaimed and ground-breaking book “Closing Time: The 7 Immutable Laws of Sales Negotiation” which is based on his research of world class organizations.

Mr. Hubsher is CEO of the Sales Optimization Group (www.salesog.com), an international sales, strategic account and negotiation training and consulting organization. The company assists clients in health services, medical devices, financial services; technology, professional services, business services and manufacturing accelerate sales by using its patented sales and negotiation methodologies and tools. Some of their notable clients include Walgreens, Kimberly-Clark Healthcare, WebMD, Oracle, Google, Adobe, Morgan Stanley, Walgreens, Prudential, ADP, Sun Microsystems, Comcast, Thomson Reuters, Columbia Business School and others. He is the architect of numerous proven patented processes and methodologies to optimize and accelerate sales and negotiation success. His patents are approved and registered with the United States Patent and Trademark Office.

He is regularly asked to participate, contribute, present and share his sales, strategic account management and negotiation thought leadership at many conferences and with publications world-wide including the BusinessWeek, LA Times, Inc. Magazine, Selling Power Magazine, America Marketing Association, Columbia Business School, Wharton Alumni Association, University of Chicago Graduate School of Business Sales Leadership Roundtable, CBS Executive Speaker Series, National Association of Small Business Investment Companies, The Indus Enterprise, Marketing Executives Network Group , Webex, CRM Radio, CRM Guru, Professional Society of Sales and Marketing Training and others.

He has over 25 years of strategic account management experience. Prior to the Sales Optimization Group, Mr. Hubsher was in sales management at a leading on demand CRM provider UpShot (acquired by Siebel, acquired by Oracle) where he helped hundreds of companies accelerate sales, strategic account management and strategic account negotiation performance. A former Management Consultant with Booz, Allen & Hamilton, Mr. Hubsher has worked with and provided thought leadership for Fortune 500 companies on their strategic account management, negotiation and business strategies.

Mr. Hubsher holds an MBA from Columbia Business School and a Bachelor of Science degree in Operations Research from Columbia University.

His presentations are customized, interactive, informative, entertaining and practical. Participants leave with immediately actionable ideas to implement and put into action immediately. Payback for his presentation is usually achieved many times over within a matter of days.

Sessions:
05/19/2020 3:30pm-5:00pm: New! 16. ESCAPING THE COMMODITY TRAP: THE CRITICAL SKILLS AND PROCESS CONSTELLATION ENERGY USES TO BREAK DOWN BARRIERS TO BECOME AN INVALUABLE ASSET


 
Jonathan Hughes
Partner
Vantage Partners

Jonathan Hughes is a partner at Vantage Partners, and head of the firm’s Sourcing and Supplier Management practice. As an expert in supply chain management, strategic alliances, negotiation, and change management, he has worked with leading companies across a range of industries in North and South America, Europe, Asia Pacific, and Africa to develop and implement new supply chain and go-to-market strategies that leverage internal and external collaboration. Jon is the lead author of Vantage's global studies on customer-supplier negotiations, customer-supplier collaboration, and SRM best practices. He is also the lead author of the chapter on Negotiation Systems and Strategies in the 2008 International Contracts Manual. Jon is a frequent keynote speaker on supply chain management, strategic alliances, and negotiation, and has been published in a variety of leading business publications including the Harvard Business Review, Global Business and Organizational Excellence, The Journal of Strategic Alliances, CPO Agenda, Supply Chain Asia Magazine, Inside Supply Management, CIO Magazine, The Journal of Trading Partner Practices, Supply Chain Strategy, and The Outsourcing Journal.

Sessions:
05/18/2020 11:30am-1:00pm: New! 9. SEPARATING NEGOTIATION FACT FROM FICTION: KEY INSIGHTS FOR SAMS
05/19/2020 10:30am-12:00pm: New! 9. SEPARATING NEGOTIATION FACT FROM FICTION: KEY INSIGHTS FOR SAMS


 
Chris Jensen
Director Customer Solutions and Head of Business Development
SAMA

Having been with DPDHL for 41 years, Chris has worked in all areas of logistics. The last 20 years have been in industry customer relationship management/leadership. In 2012 he became a SAMA board member and in 2017 Chris retired from DHL and accepted the role of Director of Membership and Acquisition at the Strategic Account Management Association.

Chris’ passions and interests are heavy equipment manufacturing, mining, aviation, and conglomerates.

Born and raised in the Chicagoland area, Chris has three sons with his wife of 31 years. The two oldest are now working in logistics and the youngest is in his first year of high school. For fun he enjoys distance running, reading, traveling, and landscape design.

Sessions:
05/19/2020 10:30am-12:00pm: New! 22. THE ARCHITECTURE OF A SUCCESSFUL SAM/KAM PROGRAM
05/20/2020 9:30am-11:00am: New! 22. THE ARCHITECTURE OF A SUCCESSFUL SAM/KAM PROGRAM


 
Craig Jones
Managing Director
Performance Methods, Inc. (PMI)

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.

Sessions:
05/19/2020 3:30pm-5:00pm: New! 19. COLLABORATIVE PLANNING WITH YOUR CUSTOMER: BEST PRACTICES FOR HIGH-IMPACT GROWTH
05/20/2020 9:30am-11:00am: New! 19. COLLABORATIVE PLANNING WITH YOUR CUSTOMER: BEST PRACTICES FOR HIGH-IMPACT GROWTH


 
Frédéric Kahn
Vice President Marketing and Sales
Hovione

Frédéric 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. Frédéric`s responsibilities focused on development, production and formulation of Anesthetics and Analgesics’ APIs.

In 2003 Frédéric 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, Frédéric 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 Frédéric early 2016 as head of Global Key Account Management with the same mission and similar results.

Passionate about sales and strategic account management, Frédéric 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.

Frédéric 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, Frédéric is also a writer and a marathon runner.

Sessions:
05/19/2020 8:30am-9:00am: Keynote: THE FUTURE OF SAM


 
Brian Kiep
COO
Valkre

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.

Sessions:
05/18/2020 9:30am-11:00am: New! 37. ACCOUNT-BASED MARKETING AND STRATEGIC ACCOUNT MANAGEMENT
05/20/2020 9:30am-11:00am: New! 37. ACCOUNT-BASED MARKETING AND STRATEGIC ACCOUNT MANAGEMENT


 
LaVon Koerner
President & Chief Revenue Officer
Revenue Storm

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.

Sessions:
05/18/2020 9:30am-11:00am: 41. CREATING A COACHING CULTURE AROUND YOUR SAM PROGRAM
05/20/2020 9:30am-11:00am: 41. CREATING A COACHING CULTURE AROUND YOUR SAM PROGRAM
05/18/2020 2:30pm-4:00pm: 45. THE ROLE OF LEADERSHIP IN ACCOUNT MANAGEMENT
05/19/2020 1:30pm-3:00pm: 45. THE ROLE OF LEADERSHIP IN ACCOUNT MANAGEMENT


 
Dan Kosch
Co-CEO
IMPAX

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.

Sessions:
05/18/2020 9:30am-11:00am: New! 14. HOW TO GET TO AND SELL TO THE C-SUITE
05/20/2020 11:30am-1:00pm: New! 42. COACHING AND ENABLING YOUR SAMs TO SELL YOUR COMPANY'S VALUE (AND SOLUTIONS)


 
Alexander Kotschi
Vice President Key Account Management Power Utilities
Siemens AG

Alexander Kotschi is responsible for Key Account Management for major European power utilities customers across Siemens businesses. He graduated from University of Erlangen-Nuremberg with a diploma in Business Management. Mr. Kotschi joined Siemens in 1990 and has held various positions in sales, marketing, strategy and finance for both power generation and oil & gas.

Sessions:
05/19/2020 1:30pm-3:00pm: New! 26. DEVELOPING AND RUNNING A GLOBAL SAM ORGANIZATION FOR LARGE INFRASTRUCTURE BUSINESSES: EXPERIENCES FROM SIEMENS POWER UTILITIES’ BUSINESS


 
Todd Lenhart
Managing Director
PMI

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.

Sessions:
05/18/2020 2:30pm-4:00pm: New! 6. BENCHMARKING YOUR ACCOUNT PLAN AND PLANNING PROCESS FOR MAXIMUM IMPACT


 
Tania Lennon
Head of Talent, Assessment and Leadership Expertise
ZS

As an organizational psychologist, Tania’s focus is on the intersection of business and people. She has accumulated over 20 years experience as a practitioner supporting organisations to build the capability they need to execute their strategy and sustain success in a dynamic environment. As part of the ZS Strategy and Transformation team, Tania has been focusing on defining the success drivers for new approaches to customer engagement, including KAM. She has led the development of some innovative tools for assessing and developing KAM, blending evidence-based insights with cutting-edge approaches to shaping behavior and mindsets.

Tania’s early career focused on internal people roles in retail, life sciences and financial services. A move to consulting saw her focus on MNCs in the Life Sciences Sector as client advisor. Tania served as Leadership and Talent Practice Leader for Europe for Hay Group.

Tania has undergraduate degrees in economics and psychology and an MSc in occupational psychology. She served as Associate Teaching Fellow at Birkbeck College and has collaborated with institutions such as MIT and the Open University. She is currently undertaking a professional doctorate in organizational psychology.

Sessions:
05/19/2020 10:30am-12:00pm: New! 44. ATTRACTING, DEVELOPING AND RETAINING Strategic ACCOUNT MANAGERS
05/20/2020 9:30am-11:00am: New! 44. ATTRACTING, DEVELOPING AND RETAINING Strategic ACCOUNT MANAGERS


 
Martyn Lewis
Principal
Market-Partners Inc.

Martyn Lewis is a recognized leader in transforming sales and marketing approaches based upon how markets actually buy. His beliefs were shaped over two decades in corporate sales and marketing from front line sales to CEO of a multinational. In 1995 he started his own company, Market-Partners Inc., interacting with many clients and most importantly with their customers. He consults globally with start-ups to industry giants and his work has been used across 44 countries in 17 languages impacting over 85,000 sales professionals. The results of his work and the research he led have now been published in the book How Customers Buy…& Why They Don’t. His book has been well received with industry leaders saying it is a seminal work for businesses, changes the game, and brings much needed new thinking to the topics of sales and marketing. After starting his career in the UK and then moving to Canada, he now resides in Sonoma County, California.

Sessions:
05/18/2020 2:30pm-4:00pm: New! 27. ACCOUNT MANAGEMENT FROM THE OUTSIDE IN, PLACING THE FOCUS ON THE CUSTOMER BUYING JOURNEY
05/19/2020 1:30pm-3:00pm: New! 27. ACCOUNT MANAGEMENT FROM THE OUTSIDE IN, PLACING THE FOCUS ON THE CUSTOMER BUYING JOURNEY


 
Lisa Maggiore
Vice President Global Strategic Account Management and Intermediary Group Sales
Hilton Worldwide

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.

Sessions:
05/18/2020 11:30am-1:00pm: New! 9. SEPARATING NEGOTIATION FACT FROM FICTION: KEY INSIGHTS FOR SAMS
05/19/2020 10:30am-12:00pm: New! 9. SEPARATING NEGOTIATION FACT FROM FICTION: KEY INSIGHTS FOR SAMS


 
Myla Maloney
Vice President, Strategic Accounts, Applied Sciences
Premier Inc.

Myla Maloney is the Vice President of Strategic Accounts for Premier Applied Sciences with 17 years of experience in strategic account management, healthcare sales, marketing, customer segment strategy, sales leadership and pharmaceuticals. Maloney supports Premier’s mission to transform healthcare by leading the Premier Life Sciences Business Development group’s efforts to collaborate with Life Science Organizations on Population Health Improvement initiatives to improve the quality of patient care. Prior to this position, Maloney was the Vice President of Strategic Supplier Engagement for Premier where she worked with biopharmaceutical and IT organizations. Maloney received her B.S. in business administration and MBA from East Carolina University.

Sessions:
05/18/2020 2:30pm-4:00pm:  11. 20/20 SAM VISION: WHAT GREAT ACCOUNT PLANNING LOOKS LIKE IN 2020
05/19/2020 3:30pm-5:00pm:  11. 20/20 SAM VISION: WHAT GREAT ACCOUNT PLANNING LOOKS LIKE IN 2020


 
Jane McGinty
Manager, Strategic Accounts
Donaldson

Bio and headshot coming soon!

Sessions:
05/20/2020 11:30am-1:00pm: New! 40. BLAZING A SAM TRAIL AT A CENTURY OLD COMPANY – DONALDSON COMPANY


 
Kim Moon
Director, Marketplace and Account Management HPT&D
Boehringer Ingelheim Pharmaceuticals, Inc.

Bio and headshot coming soon!

Sessions:
05/18/2020 2:30pm-4:00pm: New! 47. “PUT ME IN COACH”: STRATEGIC SUCCESSION PLANNING
05/19/2020 3:30pm-5:00pm: New! 47. “PUT ME IN COACH”: STRATEGIC SUCCESSION PLANNING


 
Mike Moorman
SAM Practice Area Leader
ZS Associates

Mike Moorman is Managing Principal Sales Business Area and Practice Leader B2B Go-to-Market Strategy & Transformation for ZS Associates.

Since joining ZS in 1993, Mike has led consulting engagements with more than 40 companies spanning twelve industry verticals throughout the Americas, Europe and Asia. Mike brings deep expertise in B2B go-to-market strategy and sales force effectiveness, with a focus on sales force transformations. Mike has deep experience in a diverse range of sales models including global, strategic and key accounts management, generalist and specialist field sales, indirect channels, and inside sales. In 2007, Mike was named one of the “Top 25” consultants by Consulting Magazine for his thought leadership in value-based sales strategies and sales force transformations.

Mike is a member of the Board of Directors for the Strategic Account Management Association, and a frequent guest speaker on sales and marketing topics. He lectures on sales strategy and effectiveness topics at the Kellogg School of Management Executive Program and has been a guest speaker at more than 60 conferences held by leading associations and academic institutions. Mike has authored numerous whitepapers and has been cited in leading journals including Harvard Business Review, Financial Times, Wall Street Journal, Industry Week and USA Today.

Mike has an MBA from the Kellogg School of Management at Northwestern University and a BS in Aeronautical Engineering from Wichita State University. Prior to attending Kellogg, Mike was an aerospace engineer at NASA Johnson Space Center and Rockwell International. Mike has also served as interim Vice President of Customer Experience for a Fortune 200 company.

Sessions:
05/19/2020 3:30pm-5:00pm: New! 30. ACHIEVING AN ORGANIZATION DESIGN FOR HIGH-IMPACT SAM


 
AJ Novak
Vice President of Sales
ServiceMaster Restore

Strategic Business Director, Waste Management, Inc.

With over 25 years of experience in the environmental industry, A.J. Novak has held numerous leadership positions in Marketing and Sales. A.J. currently works for Waste Management, Inc., North America’s largest environmental services company, with annual revenues over $14 Billion. In his sales leadership roles, A.J. has successfully grown market share in existing and new markets; both domestically and internationally. He has led sales teams in public sector markets at the Federal, State, and Local levels; and in the private sector, with a focus on Fortune 1000 Corporations across all market segments. A.J. helped grow Waste Management’s Strategic Account Department annual revenue from $ 50 MM to over $ 1 Billion. Additionally, he led a sales force transformation for Waste Management’s vertical market strategy that delivered over $1Billion in new business.

Sessions:
05/18/2020 9:30am-11:00am: New! 41. CREATING A COACHING CULTURE AROUND YOUR SAM PROGRAM
05/20/2020 9:30am-11:00am: New! 41. CREATING A COACHING CULTURE AROUND YOUR SAM PROGRAM
05/18/2020 2:30pm-4:00pm: New! 45. THE ROLE OF LEADERSHIP IN ACCOUNT MANAGEMENT
05/19/2020 1:30pm-3:00pm: New! 45. THE ROLE OF LEADERSHIP IN ACCOUNT MANAGEMENT


 
Chris Pirotte
Region Manager
Donaldson

Bio and headshot coming soon!

Sessions:
05/20/2020 11:30am-1:00pm: New! 40. BLAZING A SAM TRAIL AT A CENTURY OLD COMPANY – DONALDSON COMPANY


 
Tim Pollard
CEO
Oratium

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.

Sessions:
05/19/2020 9:00am-10:00am: Keynote: CRACKING THE CODE ON C-SUITE MESSAGING
05/19/2020 10:30am-12:00pm: New! 5. CRACKING THE CODE ON C-SUITE MESSAGING


 
David Pyle
SVP Enterprise Dealer Partnerships
Cox Automotive

David Pyle is Senior Vice President of Enterprise Dealer Partnerships at Cox Automotive. His team supports the account management and growth needs for 119 of the largest dealer groups in the United States. Leveraging the full breadth of the Cox Automotive portfolio, the EDP team brings the best insights, strategic development, solutions and execution to their clients’ most significant challenges and growth opportunities.

Before leading EDP, Pyle led Cox Automotive’s Client Services group. He has been with Cox since 1998, when he joined Autotrader. He also held a number of leadership roles there, including SVP of Sales for Autotrader’s more than 900 sales professionals nationally, Vice President of Sales for the company’s West Division, Vice President of Sales Operations, and Senior Director of Advertising Strategy.

Pyle brings more than 30 years of experience in the automotive industry, including retail automotive. He began his career in sales at a Lincoln-Mercury dealership while working his way through Auburn University.

For his personal passions, David is involved with the growth, well-being, and protection of today’s children and their parents. He is on the board of Camp Highland, the board of Johnson Ferry Christian Academy, and is also a Mentor to younger husbands and fathers in the Radical Mentoring Program.

Sessions:
05/18/2020 11:30am-1:00pm: New! 46. ADAPTING SAM TALENT/PROGRAMS TO NEW BUSINESS MODELS: WINNING THE HEAD, HEART AND HANDS OF THE ORGANIZATION


 
Jeff Raber
Head of Strategic Accounts
Aggreko

Bio and headshot coming soon!

Sessions:
05/19/2020 10:30am-12:00pm: New! 43. IMPLEMENTING SUCCESSFUL PLAYER/COACH ROLES FOR SAMS
05/20/2020 11:30am-1:00pm: New! 43. IMPLEMENTING SUCCESSFUL PLAYER/COACH ROLES FOR SAMS


 
Hajo Rapp
SVP Strategic Account Management & Sales Excellence
TÜV SÜD AG

Born February 19, 1962 in Germany, Dr. Hajo Rapp graduated in business sciences from the Hohenheim University in Stuttgart, Germany, after which he obtained a doctoral degree in business ethics from the University of Vienna in Austria.

Dr. Rapp started his career in management consultancy in 1994 where he worked for three years for Management Partner GmbH in Stuttgart.

Then he moved on to Siemens Nixdorf to become a sales representative for IT Services, where he gained initial experiences in Key Account Management as a member of the global key account team. In 1998 Dr. Rapp took over his first leadership position in a Key Account team to drive business concentrating on European activities for Siemens. From 2002 to 2007 Hajo managed one of Siemens' largest global customers covering the company portfolio in Industry, Energy, Healthcare as well as IT and Communications technologies. In June 2007 he took up an appointment as Senior Vice President and Head of "Account Management & Market Development" within Corporate Development at Siemens in Munich, Germany driving the global Key Account Management approach for Siemens.

2017 he moved to TÜV SÜD heading the global KAM and Sales Enablement activities.

Besides his engagement at SAMA, Dr. Rapp is a regular speaker at Sama and different universities all over the globe.

Hajo lives in Munich with his wife and two children. He is passionate about soccer, jogging, skiing, biking and squash; he is an avid reader and takes a keen interest in languages and cultures.

Sessions:
05/18/2020 11:30am-1:00pm: New! 20. SAM AS ENABLER FOR SELLING INNOVATION IN A SERVICE ENVIRONMENT
05/19/2020 10:30am-12:00pm: New! 20. SAM AS ENABLER FOR SELLING INNOVATION IN A SERVICE ENVIRONMENT
05/19/2020 3:30pm-5:00pm: New! 30. ACHIEVING AN ORGANIZATION DESIGN FOR HIGH-IMPACT SAM


 
Kevin Reilly
Head of Global Sales Development
3M

With over 20 years of 3M experience in various sales, marketing and leadership roles, Kevin brings thoughtful insight and practical application. He is an experienced leader with a mindset focused on growth through professional, personal and purposeful development. He is well-versed in multiple disciplines including global/key account strategy, strategic business development, learning program execution, and customer success.

In his current role with 3M, Kevin leads and specializes in sales strategy, strategic transformation, training and development and business alignment for all 3M Business Groups and Area teams.

When Kevin isn’t working, you may find him still trying to be an athlete on the soccer pitch, skiing the mountains, and coaching his kids or taking a turn to perfect barbeque and relax lakeside.

Sessions:
05/18/2020 9:30am-11:00am: New! 34. RE-IGNITING A MATURE SAM PROGRAM IN THE DIGITAL AGE
05/20/2020 11:30am-1:00pm: New! 34. RE-IGNITING A MATURE SAM PROGRAM IN THE DIGITAL AGE
05/19/2020 3:30pm-5:00pm: New! 38. DRIVING ABM AS A KEY LEVER FOR STRATEGIC CUSTOMER GROWTH


 
Friederich Richter
VP Strategy & Innovation, Strategic Customers & Segments
Schneider Electric

Friedrich has 20 years of experience working for large B2B customers in pre-sales or sales environments. This includes 8 years as a consultant, advising customers on large commercial and key account management transformations. While at McKinsey & Company, Friedrich was a leader of the B2B Sales practices.

In his current position as VP Strategy & Innovation for Schneider Electric’s Strategic Customers and Segments, Friedrich leads various strategic initiatives, including the next horizon of Strategic Account Management.

Friedrich holds a master’ degree in Engineering from one of the French Elite Engineering schools, Centrale-Supélec, and an MBA from INSEAD.

Sessions:
05/18/2020 9:30am-11:00am: New! 34. RE-IGNITING A MATURE SAM PROGRAM IN THE DIGITAL AGE
05/20/2020 11:30am-1:00pm: New! 34. RE-IGNITING A MATURE SAM PROGRAM IN THE DIGITAL AGE


 
Tim Riesterer
Chief Strategy Officer
Corporate Visions, Inc.

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.

Sessions:
05/20/2020 8:00am-9:00am: SAMA nEXtchange: SORRY SHOULDN'T BE THE HARDEST WORD: THE SCIENCE OF APOLOGIZING TO YOUR CUSTOMERS
05/19/2020 1:30pm-3:00pm: New! 3. FOUR MUST-WIN CONVERSATIONS TO KEEP AND GROW YOUR BUSINESS WITH EXISTING CUSTOMERS
05/20/2020 9:30am-11:00am: New! 3. FOUR MUST-WIN CONVERSATIONS TO KEEP AND GROW YOUR BUSINESS WITH EXISTING CUSTOMERS


 
James Robertson
President
The Summit Group

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.

Sessions:
05/18/2020 2:30pm-4:00pm: New! 36. ACCELERATING SAM START-UP: LESSONS LEARNED FROM WHAT THE BEST DO TO ACCELERATE AND SUSTAIN SAM IMPACT
05/20/2020 11:30am-1:00pm: New! 36. ACCELERATING SAM START-UP: LESSONS LEARNED FROM WHAT THE BEST DO TO ACCELERATE AND SUSTAIN SAM IMPACT
05/19/2020 10:30am-12:00pm: New! 28. TAKING MATURE SAM PROGRAMS TO THE NEXT LEVEL OF EXCELLENCE
05/20/2020 11:30am-1:00pm: New! 28. TAKING MATURE SAM PROGRAMS TO THE NEXT LEVEL OF EXCELLENCE


 
Barbara J. Ruhland
Senior Director, Strategic Accounts & Channel Management
US Radiology

Bio and headshot coming soon!

Sessions:
05/18/2020 11:30am-1:00pm: New! 33. SAM ON A SHOESTRING: HOW TO LAUNCH A PROGRAM AND REAP THE BENEFITS OF SAM WITHOUT INVESTING HEAVILY OR TAKING HUGE RISKS
05/19/2020 10:30am-12:00pm: New! 33. SAM ON A SHOESTRING: HOW TO LAUNCH A PROGRAM AND REAP THE BENEFITS OF SAM WITHOUT INVESTING HEAVILY OR TAKING HUGE RISKS


 
Malaea Seleski
Associate Director Marketplace & Account Management
Boehringer Ingelheim Pharmaceuticals Inc.

Bio and headshot coming soon!

Sessions:
05/18/2020 2:30pm-4:00pm: New! 47. “PUT ME IN COACH”: STRATEGIC SUCCESSION PLANNING
05/19/2020 3:30pm-5:00pm: New! 47. “PUT ME IN COACH”: STRATEGIC SUCCESSION PLANNING


 
Kurt Shaver
Chief Sales Officer & Co-Founder
Vengreso

Kurt Shaver is a co-founder and Chief Sales Officer of Vengreso. Kurt is an expert at getting sales teams to adopt new sales tools and techniques. Through a successful career in technology sales, Kurt learned what it takes to reach B2B decision makers. As a VP of Sales for a global software company, Kurt was the executive sponsor of a Salesforce.com rollout. That’s how he learned what it takes to get salespeople to adopt new tools and techniques. That knowledge led to him launch his own Salesforce consulting business in 2008. When LinkedIn went public in 2011, Kurt recognized that LinkedIn would be the next great sales technology and that it would require expert training. He pivoted his business and now has over 10,000 hours of experience training corporate sales teams like CenturyLink, Ericsson, and TelePacific Communications.

Kurt is the creator of the Social Selling Boot Camp and is a member of the National Speakers Association. He frequently speaks at corporate sales meetings and conferences like Dreamforce, Sales 2.0, and LinkedIn’s Sales Connect.

Sessions:
05/18/2020 2:30pm-4:00pm: New! 17. REFRIGERATORS ARE INTERNET-ENABLED NOW, WHAT ABOUT YOUR SAM SKILLS?
05/19/2020 10:30pm-12:00pm: New! 17. REFRIGERATORS ARE INTERNET-ENABLED NOW, WHAT ABOUT YOUR SAM SKILLS?


 
Jesse Shoff
Key Account Manager, NAM
Eriks

Working in the industrial distribution market for more than 16 years, Jesse trained and managed teams of up to 80 employees focusing on customer prospecting, acquisition, implementation, and continuous improvement projects. During this time, he created customer value through technology-enabled cost savings, strategic and data-driven sales, and process and value stream mapping across a variety of industries, including aerospace, defense, and manufacturing. Jesse also developed and taught numerous sales trainings to create a unified sales culture and on-the-job learning.

Moving to ERIKS North America in 2018 as a Strategic Account Manager, Jesse oversees customers in the steel, tire and glass manufacturing markets.

Sessions:
05/18/2020 11:30am-1:00pm: New! 8. NAVIGATING YOUR CUSTOMER’S DOWNTURN: PROVIDING WHAT’S IMPORTANT WHEN IT MATTERS MOST
05/18/2020 10:30am-12:00pm: New! 8. NAVIGATING YOUR CUSTOMER’S DOWNTURN: PROVIDING WHAT’S IMPORTANT WHEN IT MATTERS MOST


 
Mark Shonka
Co-CEO
IMPAX Corporation

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 a 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-to-business 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 a 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.

Sessions:
05/18/2020 9:30am-11:00am: New! 14. HOW TO GET TO AND SELL TO THE C-SUITE
05/20/2020 11:30am-1:00pm: New! 42. COACHING AND ENABLING YOUR SAMs TO SELL YOUR COMPANY'S VALUE (AND SOLUTIONS)


 
Jacques St. Laurent
Business Development Consultant Fellow
Siemens Digital Software

Jacques brings 38+ years of industry knowledge and hands-on experience of which the past 20 as senior business consultant for an industry-leading software company.

His intellectual capital spans multiple industries from Aerospace with mechanical engineering and design on power plants for the F-15, F-14, and the SR-71 Blackbird, helped design and build the F-16D Falcon flight simulator where he provided 3 innovative design patents. In Automotive, significant contributions as advanced engineering design instructor to Ford Motor Company. In the fields of Electronics, Industrial design, Machinery, Energy, Process, and Medical, his accomplishments are reflected in consumer products purchased daily around the globe.

Jacques is consistently focused on helping company leaders understand the “Why before How” by developing disruptive business strategies and guide their functional transformation. In parallel, he is determined to bridge the gap between academia and industry by redefining industry preparedness at its source – Academia.

Sessions:
05/18/2020 2:30pm-4:00pm: New! 29. ENSURING SAM EXECUTION EXCELLENCE THROUGH PARTNER ENABLEMENT


 
Jennifer Stanley
Associate Principle
McKinsey & Company

Jennifer Stanley is an Expert Associate Principal 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.

Sessions:
05/19/2020 8:00am-9:00am: Keynote: THE FUTURE OF SAM


 
Phil Styrlund
CEO
The Summit Group

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 sales consulting firms, 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. He 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. He is on the board of OppSource, an AI-guided sales platform developer, and a board advisor for Nanocopoeia, Fourteen Foods, and The Frauenshuh Companies. Phil is also a founding board member of the Minnesota Silent Warrior Project, an initiative to support veterans with PTSD. Mr. Styrlund is also one of the co-founders of The International Journal of Sales Transformation, based in London.

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. He is also a contributing author to the recently released book Crisis of Disengagement: How Apathy, Complacency, and Selfishness Are Destroying Today’s Workplace.

His career includes key leadership positions with US West and ADC Telecommunications. Phil also teaches in various university and executive education programs and has master’s degrees in Business Administration and Telecommunications Science.

Phil resides in Minneapolis, Minnesota and Santa Barbara, California.

Sessions:
05/18/2020 11:30am-1:00pm: New! 46. ADAPTING SAM TALENT/PROGRAMS TO NEW BUSINESS MODELS: WINNING THE HEAD, HEART AND HANDS OF THE ORGANIZATION
05/19/2020 10:30am-12:00pm: New! 28. TAKING MATURE SAM PROGRAMS TO THE NEXT LEVEL OF EXCELLENCE
05/20/2020 11:30am-1:00pm: New! 28. TAKING MATURE SAM PROGRAMS TO THE NEXT LEVEL OF EXCELLENCE


 
Scott Summers
Former Strategic Account Director
Emerson Automation Solutions

Bio and headshot coming soon!

Sessions:
05/19/2020 10:30am-12:00pm: New! 43. IMPLEMENTING SUCCESSFUL PLAYER/COACH ROLES FOR SAMS
05/20/2020 11:30am-1:00pm: New! 43. IMPLEMENTING SUCCESSFUL PLAYER/COACH ROLES FOR SAMS


 
Sanchita Sur
CEO
Emplay

A significant contributor to the creation of Jenny Dearborn’s Data Driven book and a published author herself, Sanchita is the founder of Emplay, an award-winning analytics-driven performance consulting company.

Sanchita has over 13 years of experience in enterprise-performance management, process consulting and direct sales. She has advised CEOs, CFOs, CSOs, CIOs and CLOs in Asia, Europe and North America on business strategy and operations. Prior to founding Emplay, she worked at KPMG, Cable and Wireless, iGATE, BTS and BlueShield of California in management consulting and account management roles.

At Emplay, she is responsible for strategy, sales and product management. She has a passion for mining insights and operationalizing them to deliver measurable value. She holds a B.E. degree in Electronics Engineering from Nagpur University and Post Graduate Diploma in Industrial Management from NITIE, Mumbai.

Sessions:
05/20/2020 11:30am-1:00pm: New! 39. LEVERAGING AI IN STRATEGIC ACCOUNT MANAGEMENT

 
Pierre Tabary
Strategic Accounts Management Program VP, Strategic Customers & Segments
Schneider Electric

Bio and headshot coming soon!

Sessions:
05/19/2020 8:00am-9:00am: Keynote: THE FUTURE OF SAM
05/18/2020 9:30am-11:00am: New! 34. RE-IGNITING A MATURE SAM PROGRAM IN THE DIGITAL AGE
05/20/2020 11:30am-1:00pm: New! 34. RE-IGNITING A MATURE SAM PROGRAM IN THE DIGITAL AGE


 
Michael Thomas
Principal
Magnetic Consulting Services

Michael brings experience from a career of more than 25 years in solutions-selling, consulting and professional services management roles, serving account bases that include some of the largest companies in the world. With direct experience selling complex portfolios of products and services, and acting as a mentor and coach for executing sales strategies around the world, Michael has a background of demonstrated successes at the strategic level. He provides effective leadership to account teams, segment managers and executive sales leadership across a wide span of verticals and markets.

As the principal and founder of Magnetic, Michael helps lead diverse teams towards transforming their sales and customer management practices. Starting in 2011, Magnetic has engaged with customers in over 15 countries across the globe, bringing innovative sales strategies and delivery experience to multiple industries and channels. In the past 5 years, Magnetic has directly impacted over $1.6B USD in revenue and sales for their customers.

Before founding Magnetic, Michael worked at Microsoft for 15 years within their enterprise accounts group and consulting organizations. Additionally, he served key transition roles in their Silicon Valley area as part of major cloud-based acquisitions. His responsibilities included readying customer accounts and businesses for introduction into the multibillion-dollar enterprise sales organization, as well as managing the ongoing P&L of those customer business teams during the transitions.

Prior to Microsoft, Michael held positions with several boutique consulting and custom software development firms in the Great Lakes, United States region, leading and managing both revenue lines and services teams.

Michael is a frequent speaker and presenter for private and public functions. He holds a Bachelor’s degree in Psychology from The University of Ohio State in Columbus, Ohio. Michael currently resides in Nashville, Tennessee.

Sessions:
05/18/2020 9:30am-1:00pm: New! 48. BUILDING SAMS INTO CEOS
05/19/2020 10:30am-12:00pm: New! 43. IMPLEMENTING SUCCESSFUL PLAYER/COACH ROLES FOR SAMS
05/20/2020 11:30am-1:00pm: New! 43. IMPLEMENTING SUCCESSFUL PLAYER/COACH ROLES FOR SAMS


 
Astrid Uka
Director Strategic Accounts
Microsoft

Bio and headshot coming soon!

Sessions:
05/18/2020 9:30am-11:00am: New! 24. REINVIGORATING OUR STRATEGIC ACCOUNT PROGRAM WHILE TRANSFORMING OUR SALESFORCE: OUR JOURNEY AT MICROSOFT
05/19/2020 1:30pm-3:00pm: New! 24. REINVIGORATING OUR STRATEGIC ACCOUNT PROGRAM WHILE TRANSFORMING OUR SALESFORCE: OUR JOURNEY AT MICROSOFT


 
Max Walker
Director, Strategic Account Management | CVG EMEA
Medtronic

Max has spent over 29 years in various leadership roles spanning SAM, General Management, Sales Excellence, Six Sigma Master Black Belt & a variety of Sales & Marketing roles. He worked for 3M and is now Director of SAM at Medtronic.

Max led Global Commercial Operations for 3M’s Strategic Account Management (SAM) programme where he was instrumental in establishing 3M’s enterprise-wide Strategic Account organisation.

Prior to his focus on SAM, Max led businesses at both a UK and EMEA level and has experience in a variety of market sectors, with extensive experience in the implementation of commercial transformation & sales excellence initiatives.

Max is married with three children, and lives in Windsor, UK.

Sessions:
05/20/2020 9:30am-11:00am: New! 25. IMPORTANCE OF CENTER OF EXCELLENCE AND PROGRAM OFFICE FOR SAM SUCCESS AND CORPORATE INTEGRATION


 
Ed Wallace
President, Human Capital Practice
AchieveNEXT Human Capital

Ed Wallace 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 the #1 best-selling 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.

Sessions:
05/20/2020 8:00am-9:00am: SAMA nEXtchange: COMPETITOR-PROOF RELATIONSHIPS
05/19/2020 1:30pm-3:00pm: New! 15. BE RELEVANT! TRANSFORM YOUR APPROACH FROM SAM TO BUSINESS ADVISOR IN FIVE EASY STEPS
05/19/2020 3:30pm-5:00pm: New! 15. BE RELEVANT! TRANSFORM YOUR APPROACH FROM SAM TO BUSINESS ADVISOR IN FIVE EASY STEPS


 
Carrie Welles
Partner
Think! Inc. & 5600blue

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 long career at Marriott International 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 teaches she also has implemented.

Carrie is a member of Strategic Account Management Association (SAMA) since 1996 and held a 10-year position on SAMA’s Board of Directors. Think! Inc is one of learning 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.

Sessions:
05/18/2020 11:30am-1:00pm: New! 23. RECLAIM SAM RELEVANCE AND RE-ENGAGE YOUR BUYERS
05/19/2020 3:30pm-5:00pm: New! 23. RECLAIM SAM RELEVANCE AND RE-ENGAGE YOUR BUYERS


 
Mariels Almeda Windhoffer
IBM Vice President, Sales Experience and Growth
IBM

Bio and headshot coming soon!

Sessions:
05/19/2020 3:30pm-5:00pm: New! 30. ACHIEVING AN ORGANIZATION DESIGN FOR HIGH-IMPACT SAM