SAMA Annual Conference Sessions

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and in some instances to hear from the speakers themselves!

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05/04/2015
9:30 am - 5:30 pmMarina 6101: Critical Skills for Strategic Account Managers [More Info]
9:30 am - 5:30 pmSeabreeze 2102: Buyer’s Perspective: Create, Communicate and Quantify Value for CxO Impact [More Info]
9:30 am - 5:30 pmMarina 3103: Keys to Effective Strategic Account Planning [More Info]
2:30 pm - 4:30 pmGrande Ballroom AAcademic Forum - Strategic Value Co-Creation [More Info]
Noel Capon, R.C. Kopf Professor of International Marketing, Columbia University, Columbia Business School
Corrado Cesti, Head of Heavy Industries, SKF
Douglas Lambert, Raymond E. Mason Chair in Transportation and Logistics; Professor of Marketing & Logistics; Director, The Global Supply Chain Forum, The Ohio State University, Fisher College of Business
Vartan Vartanian, Special Advisor to SKF CEO, SKF
5:00 pm - 6:30 pmGrande Ballroom ASAMA City [More Info]
 
05/05/2015
8:00 am - 9:00 amGrande BallroomKeynote: The Journey from Product to Customer [More Info]
Thomas Hürlimann, CEO, Global Corporate, Zurich Insurance Company Ltd.
9:30 am - 11:00 amNautilus 31. Strategic Account Management in Healthcare – A Long But Profitable Road to Success [More Info]
Brian Chapman, Partner, ZS Associates
Kevin Kelly, President, Bard Corporate Account Management, C.R. Bard
9:30 am - 11:00 amMarina 210. Coordinate a Global Team through Account Planning Technology [More Info]
Colin Anderlohr, Senior Director, Sales Effectiveness, JDA Software
Tim Braman, VP Corporate Strategy, Revegy
9:30 am - 11:00 amNautilus 111. Customer Experience - How to connect customers to your organization [More Info]
Kristy Elmore, Ex. Director Sales Operations, Johnson Controls Power Systems
Daniel Viera, Manager, Customer Experience, Johnson Controls Power Systems
Brad Linville, Principal, Senior Vice President, Walker Information
9:30 am - 11:00 amNautilus 218. Monetizing Value – Going beyond selling value to getting paid for value [More Info]
Robert Maguire, Partner, Maguire Izatt LLP
William Moore, Senior Vice President, Sales Development and Channel Management, SKF
9:30 am - 11:00 amNautilus 519. How and when to form a Strategic Alliance Partnership [More Info]
LaVon Koerner, Chief Revenue Officer , Revenue Storm
Michael Leonetti, CEO, ASAP
Mark McMichael, Vice President, Business Development, Revenue Storm
9:30 am - 11:00 amNautilus 42. Walking in the Shoes of a SAM [More Info]
Erich Brants, Strategic Account Management Director, Johnson&Johnson Medical Brasil
Tom Kurt, Strategic Account Manager, Sonoco
Julie Sheridan, Global Account Director, Hilton Worldwide
Mike McCool, Vice President, Business Development, Freeman
9:30 am - 11:00 amMarina 527. Avoiding a Re-bid at Renewal: How to Continually Evolve Your Client Relationship [More Info]
Barbara Desmond, Senior Managing Director, Account Platform Lead, Cushman & Wakefield
Mark Wanic, Executive Managing Director, Americas Head of Corporate Occupier Services, Cushman & Wakefield
9:30 am - 11:00 amSeabreeze 128. 7 Gaps in Strategic Account Support Jeopardizing Your Client Engagements [More Info]
Rick Reynolds, CEO, AskForensics
Timothy Grant, Associate Vice President, Strategic Development, Aramark Higher Education , Aramark
Hans Lindh, Vice President & Head of Global Client Group , Aramark
9:30 am - 11:00 amMarina 429. Product-focused to Customer-focused: Bringing the Strategic Accounts Organization into the Product Development Process [More Info]
David Hartman, Principal, Blue Canyon Partners
Doni Riddle, Protective & Marine Coatings Vice President of Global Accounts, Sherwin-Williams Company
Bernard Souche, Director of Health Systems, Medtronic Canada
Tony Stanich, Vice President Global Corporate Accounts - Food and Beverage for Water and Process Services, Nalco
9:30 am - 1:00 pmMarina 1 3. Leading and Coaching the SAM’s Performance [More Info]
James Robertson, President, The Summit Group
Josh Dey, Vice President, The Summit Group
9:30 am - 5:30 pmMarina 6101: Critical Skills for Strategic Account Managers [More Info]
9:30 am - 5:30 pmSeabreeze 2102: Buyer’s Perspective: Create, Communicate and Quantify Value for CxO Impact [More Info]
9:30 am - 5:30 pmMarina 3103: Keys to Effective Strategic Account Planning [More Info]
11:30 am - 1:00 pmNautilus 212. Strategic Account management Handbook: Implementation, experiences and learnings within a global corporation [More Info]
Corrado Cesti, Head of Heavy Industries, SKF
11:30 am - 1:00 pmMarina 414. A true one stop shop for all things SAM – the DHL CSI journey of its CRM solution from concept to implementation to user adoption [More Info]
Sebastian Sprenger, Vice President - Sales Best Practices & Development, DHL Customer Solutions & Innovation
Anand Kulkarni, VP Customer Visibility & Performance Management, DHL Customer Solutions & Innovation
11:30 am - 1:00 pmNautilus 320. The Future Model of Sales: Precision Guided Selling [More Info]
Carrie Welles, Partner, Vice President, Think! Inc. / 5600blue
Benjamin Shoham, Ph.D., Senior Strategic Relationship Manager, SAFC
Kevin Kolell, Director, Strategic Account Program, SAFC
11:30 am - 1:00 pmMarina 521. Leveraging Channels for KAM in the Era of Social Media [More Info]
Hajo Rapp, Head of Strategic Accounts, Siemens
11:30 am - 1:00 pmNautilus 431. Winning the Future: Transformational Issues Facing Customer-Centric Organizations [More Info]
Steve Andersen, President & Founder, PMI
Vincent Bellusci, CPCU, CRM Team Leader, Customer Relationship Management , Zurich Global Corporate in North America
J.P. Fowler, Executive Vice President, Head of Customer Relationship Manager, Zurich Insurance
David Henson, Global Relationship Leader, Zurich Financial Services
11:30 am - 1:00 pmNautilus 539. The Value of Pricing Discipline: An Inside Look at the Impact of Discounts and Pricing Exceptions [More Info]
David Chapnick, Senior Consultant, Vantage Partners
11:30 am - 1:00 pmNautilus 14. Gaining a Competitive Edge --> How to Leverage Your Company’s Thought Leadership and Innovation [More Info]
Ron Davis, EVP, Head of Market Customers, Zurich Insurance
Rosemary Heneghan, Director, International Sales Organization, IBM Corporation
11:30 am - 1:00 pmSeabreeze 15. The Grinch Stole My Sale [More Info]
Greg Lagiovane, Director, Global Accounts, Hilton Worldwide
Janan Moore, Global Account Director, Strategic Account Management , Hilton Worldwide
Julie Sheridan, Global Account Director, Hilton Worldwide
2:30 pm - 4:00 pmMarina 213. Accelerate, simplify, and scale your SAM process [More Info]
Jerry Alderman, CEO, Valkre Solutions
Tom Kurt, Strategic Account Manager, Sonoco
2:30 pm - 4:00 pmMarina 115. Stop falling down on SAM execution [More Info]
Adrian Davis, President & CEO, Whetstone Inc.
2:30 pm - 4:00 pmNautilus 122. Know your customer (better than they know themselves) [More Info]
Roger Bottum, Principal, The Bottom Line
Roland Dietz, President & CEO, Focused Connections Partners
Darrell Gunter, Founder & CEO, Gunter Media Group
Dr. Janny Vos, Strategic Partnerships Director, CAB International
2:30 pm - 4:00 pmMarina 423. Challenges of Establishing SAM in Emerging Markets [More Info]
David Hartman, Principal, Blue Canyon Partners
2:30 pm - 4:00 pmMarina 524. Strategies for Being Customer-Centric with Procurement [More Info]
Mark Shonka, Co-President, IMPAX Corporation
Scott McMeekin, Senior Vice President of Sales, Healthcare Data Solutions
2:30 pm - 4:00 pmSeabreeze 130. Blasting Through Plateaus [More Info]
Mo Bunnell, President, Bunnell Idea Group
Robert Blaisdell, Sr. Director Sales Training & Communications, Express-Scripts
2:30 pm - 4:00 pmNautilus 232. Conversations that win - three critical conversations your sales team must master [More Info]
Tim Riesterer, Chief Strategy and Marketing Officer, Corporate Visions Inc
Audra Scheer, Senior Director, ES Sales Operations, ADP
2:30 pm - 4:00 pmNautilus 433. The Role of the Customer Executive Sponsor: How to identify, align, engage, and integrate into Strategic Account Management [More Info]
Kirk Dittmar, Principal, The Summit Group
Gordon Galzerano, Director, Global Enterprise Business, Cisco Systems
Cam Hyde, Senior Managing Director, The Summit Group
Kimberly Park, Worldwide VP, Customer Strategy and Innovation, Merck
2:30 pm - 4:00 pmNautilus 56. Connecting Emotional Competencies (EI/EQ) to SAM Success [More Info]
James Choat, Senior Vice President, The Simplexity Group
Justin Kotzur, National Key Accounts Manager, Boehringer Ingelheim Vetmedica
Michael Stevens, Founder & CEO, The Simplexity Group
2:30 pm - 4:00 pmNautilus 37. The Right Strategic Account Manager [More Info]
Dennis Chapman, President & CEO, The Chapman Group
4:30 pm - 5:30 pmNautilus 416. Understanding Customer Types in Real World Account Management [More Info]
Dominique Côté, Executive Director, Commercial Operations and Excellence , Zoetis
John Gardner, President, Global Strategic Accounts, EMERSON Process Management Group
Bernard Quancard, CEO & President, Strategic Account Management Association
Hajo Rapp, Head of Strategic Accounts, Siemens
4:30 pm - 5:30 pmSeabreeze 117. Strategic Account Selection and De-Selection Criteria [More Info]
Doni Riddle, Protective & Marine Coatings Vice President of Global Accounts, Sherwin-Williams Company
4:30 pm - 5:30 pmNautilus 125. Innovative Negotiation: How to increase your position in the value-chain, deliver superior value to clients, and grow margins, market share and influence [More Info]
Ron Hubsher, Managing Director, Sales Optimization Group
Dottie Spruce, EVP of Sales, CyprusOne
4:30 pm - 5:30 pmMarina 226. Redefining CRM:  Moving from a system of record to a system of engagement [More Info]
Steve Atherton, Transportation Sales and Logistics Manager, C. H. Robinson
Brian Kiep, COO, Valkre Solutions
4:30 pm - 5:30 pmNautilus 534. Success or Failure: Your Interactions with Executive Management will Determine the Outcome [More Info]
Bob Erickson, Director, Business Development, Fuji Filter Manufacturing Company
4:30 pm - 5:30 pmNautilus 235. Turning Insights into Winnable Opportunities [More Info]
Mike Schultz, President, RAIN Group
Van Hansen, Director, Customer Accounts, Hitachi Solutions
4:30 pm - 5:30 pmMarina 140. Laozi and transformation toward a customer-centric organization [More Info]
Blair Child, Regional District Manager, Whirlpool Corporation
William Eisele, Strategic Account Manager, Penske Logistics
John Parillo, Director of Enterprise Accounts, Penske Logistics
4:30 pm - 5:30 pmNautilus 38. SAM Incentives: Benchmarks and Best Practices [More Info]
Chad Albrecht, Principal, ZS Associates
4:30 pm - 5:30 pmMarina 49. SAYING YES TO COLLABORATION: Translating Comedy Improv Skills to a Business Environment [More Info]
 
05/06/2015
8:00 am - 9:00 amGrande BallroomKeynote: The Journey to C-Level Support [More Info]
Dominique Côté, Executive Director, Commercial Operations and Excellence , Zoetis
9:30 am - 11:00 amNautilus 312. Strategic Account management Handbook: Implementation, experiences and learnings within a global corporation [More Info]
Corrado Cesti, Head of Heavy Industries, SKF
9:30 am - 11:00 amMarina 214. A true one stop shop for all things SAM – the DHL CSI journey of its CRM solution from concept to implementation to user adoption [More Info]
Sebastian Sprenger, Vice President - Sales Best Practices & Development, DHL Customer Solutions & Innovation
Anand Kulkarni, VP Customer Visibility & Performance Management, DHL Customer Solutions & Innovation
9:30 am - 11:00 amSeabreeze 121. Leveraging Channels for KAM in the Era of Social Media [More Info]
Hajo Rapp, Head of Strategic Accounts, Siemens
9:30 am - 11:00 amMarina 123. Challenges of Establishing SAM in Emerging Markets [More Info]
David Hartman, Principal, Blue Canyon Partners
9:30 am - 11:00 amNautilus 227. Avoiding a Re-bid at Renewal: How to Continually Evolve Your Client Relationship [More Info]
Barbara Desmond, Senior Managing Director, Account Platform Lead, Cushman & Wakefield
Mark Wanic, Executive Managing Director, Americas Head of Corporate Occupier Services, Cushman & Wakefield
9:30 am - 11:00 amNautilus 531. Winning the Future: Transformational Issues Facing Customer-Centric Organizations [More Info]
Steve Andersen, President & Founder, PMI
Vincent Bellusci, CPCU, CRM Team Leader, Customer Relationship Management , Zurich Global Corporate in North America
J.P. Fowler, Executive Vice President, Head of Customer Relationship Manager, Zurich Insurance
David Henson, Global Relationship Leader, Zurich Financial Services
9:30 am - 11:00 amNautilus 14. Gaining a Competitive Edge --> How to Leverage Your Company’s Thought Leadership and Innovation [More Info]
Ron Davis, EVP, Head of Market Customers, Zurich Insurance
Rosemary Heneghan, Director, International Sales Organization, IBM Corporation
9:30 am - 11:00 amNautilus 47. The Right Strategic Account Manager [More Info]
Dennis Chapman, President & CEO, The Chapman Group
9:30 am - 1:00 pmSeabreeze 236. Getting to Yes with Procurement: Managing Common Challenges of Negotiating with Procurement [More Info]
David Chapnick, Senior Consultant, Vantage Partners
Mark Gordon, Partner, Vantage Partners, LLC
Jonathan Hughes, Partner, Vantage Partners
9:30 am - 1:00 pmGrande Ballroom A37. Building and Sustaining a Successful Strategic Account Program [More Info]
Jay Mohr, Manager, Global SAM Implementation, John Deere
Michael J. Stevens, Senior Partner, PMI
9:30 am - 5:30 pmMarina 3104: Leading & Managing a Multifunctional Team [More Info]
9:30 am - 5:30 pmMarina 4105: Creating Joint Solutions with Strategic Customers [More Info]
9:30 am - 5:30 pmMarina 6106: Using Presentations to Drive Customer Engagement [More Info]
11:30 am - 1:00 pmNautilus 41. Strategic Account Management in Healthcare – A Long But Profitable Road to Success [More Info]
Brian Chapman, Partner, ZS Associates
Kevin Kelly, President, Bard Corporate Account Management, C.R. Bard
11:30 am - 1:00 pmMarina 110. Coordinate a Global Team through Account Planning Technology [More Info]
Colin Anderlohr, Senior Director, Sales Effectiveness, JDA Software
Tim Braman, VP Corporate Strategy, Revegy
11:30 am - 1:00 pmNautilus 211. Customer Experience - How to connect customers to your organization [More Info]
Kristy Elmore, Ex. Director Sales Operations, Johnson Controls Power Systems
Daniel Viera, Manager, Customer Experience, Johnson Controls Power Systems
Brad Linville, Principal, Senior Vice President, Walker Information
11:30 am - 1:00 pmMarina 515. Stop falling down on SAM execution [More Info]
Adrian Davis, President & CEO, Whetstone Inc.
11:30 am - 1:00 pmNautilus 118. Monetizing Value – Going beyond selling value to getting paid for value [More Info]
Robert Maguire, Partner, Maguire Izatt LLP
William Moore, Senior Vice President, Sales Development and Channel Management, SKF
11:30 am - 1:00 pmNautilus 52. Walking in the Shoes of a SAM [More Info]
Erich Brants, Strategic Account Management Director, Johnson&Johnson Medical Brasil
Tom Kurt, Strategic Account Manager, Sonoco
Julie Sheridan, Global Account Director, Hilton Worldwide
Mike McCool, Vice President, Business Development, Freeman
11:30 am - 1:00 pmNautilus 322. Know your customer (better than they know themselves) [More Info]
Roger Bottum, Principal, The Bottom Line
Roland Dietz, President & CEO, Focused Connections Partners
Darrell Gunter, Founder & CEO, Gunter Media Group
Dr. Janny Vos, Strategic Partnerships Director, CAB International
11:30 am - 1:00 pmMarina 228. 7 Gaps in Strategic Account Support Jeopardizing Your Client Engagements [More Info]
Rick Reynolds, CEO, AskForensics
Timothy Grant, Associate Vice President, Strategic Development, Aramark Higher Education , Aramark
Hans Lindh, Vice President & Head of Global Client Group , Aramark
11:30 am - 1:00 pmSeabreeze 130. Blasting Through Plateaus [More Info]
Mo Bunnell, President, Bunnell Idea Group
Robert Blaisdell, Sr. Director Sales Training & Communications, Express-Scripts
2:30 pm - 4:00 pmNautilus 413. Accelerate, simplify, and scale your SAM process [More Info]
Jerry Alderman, CEO, Valkre Solutions
2:30 pm - 4:00 pmNautilus 319. How and when to form a Strategic Alliance Partnership [More Info]
LaVon Koerner, Chief Revenue Officer , Revenue Storm
Michael Leonetti, CEO, ASAP
Mark McMichael, Vice President, Business Development, Revenue Storm
2:30 pm - 4:00 pmSeabreeze 120. The Future Model of Sales: Precision Guided Selling [More Info]
Carrie Welles, Partner, Vice President, Think! Inc. / 5600blue
Benjamin Shoham, Ph.D., Senior Strategic Relationship Manager, SAFC
Kevin Kolell, Director, Strategic Account Program, SAFC
2:30 pm - 4:00 pmMarina 224. Strategies for Being Customer-Centric with Procurement [More Info]
Mark Shonka, Co-President, IMPAX Corporation
Scott McMeekin, Senior Vice President of Sales, Healthcare Data Solutions
2:30 pm - 4:00 pmNautilus 232. Conversations that win - three critical conversations your sales team must master [More Info]
Tim Riesterer, Chief Strategy and Marketing Officer, Corporate Visions Inc
Audra Scheer, Senior Director, ES Sales Operations, ADP
2:30 pm - 4:00 pmNautilus 138. The four megatrends upending sales and how to approach them [More Info]
Jennifer Stanley, Associate Principal, McKinsey & Company
2:30 pm - 4:00 pmSeabreeze 25. The Grinch Stole My Sale [More Info]
Greg Lagiovane, Director, Global Accounts, Hilton Worldwide
Janan Moore, Global Account Director, Strategic Account Management , Hilton Worldwide
Julie Sheridan, Global Account Director, Hilton Worldwide
2:30 pm - 4:00 pmNautilus 56. Connecting Emotional Competencies (EI/EQ) to SAM Success [More Info]
James Choat, Senior Vice President, The Simplexity Group
Justin Kotzur, National Key Accounts Manager, Boehringer Ingelheim Vetmedica
Michael Stevens, Founder & CEO, The Simplexity Group
4:30 pm - 5:30 pmNautilus 516. Understanding Customer Types in Real World Account Management [More Info]
Dominique Côté, Executive Director, Commercial Operations and Excellence , Zoetis
Jim Ford, Executive Vice President Commercial, Testamerica
John Gardner, President, Global Strategic Accounts, EMERSON Process Management Group
Bernard Quancard, CEO & President, Strategic Account Management Association
4:30 pm - 5:30 pmSeabreeze 117. Strategic Account Selection and De-Selection Criteria [More Info]
Doni Riddle, Protective & Marine Coatings Vice President of Global Accounts, Sherwin-Williams Company
4:30 pm - 5:30 pmNautilus 125. Innovative Negotiation: How to increase your position in the value-chain, deliver superior value to clients, and grow margins, market share and influence [More Info]
Ron Hubsher, Managing Director, Sales Optimization Group
Dottie Spruce, EVP of Sales, CyprusOne
4:30 pm - 5:30 pmSeabreeze 226. Redefining CRM:  Moving from a system of record to a system of engagement [More Info]
Steve Atherton, Transportation Sales and Logistics Manager, C. H. Robinson
Brian Kiep, COO, Valkre Solutions
4:30 pm - 5:30 pmNautilus 334. Success or Failure: Your Interactions with Executive Management will Determine the Outcome [More Info]
Bob Erickson, Director, Business Development, Fuji Filter Manufacturing Company
4:30 pm - 5:30 pmNautilus 235. Turning Insights into Winnable Opportunities [More Info]
Mike Schultz, President, RAIN Group
Van Hansen, Director, Customer Accounts, Hitachi Solutions
4:30 pm - 5:30 pmMarina 140. Laozi and transformation toward a customer-centric organization [More Info]
Blair Child, Regional District Manager, Whirlpool Corporation
William Eisele, Strategic Account Manager, Penske Logistics
John Parillo, Director of Enterprise Accounts, Penske Logistics
4:30 pm - 5:30 pmNautilus 48. SAM Incentives: Benchmarks and Best Practices [More Info]
Chad Albrecht, Principal, ZS Associates
4:30 pm - 5:30 pmMarina 29. SAYING YES TO COLLABORATION: Translating Comedy Improv Skills to a Business Environment [More Info]
 
05/07/2015
9:00 am - 11:00 amGrande BallroomGeneral Session: nEXtchange [More Info]
Joseph Pinzon, Vice President of Enterprise Accounts, Konica Minolta Business Solutions
Tim Riesterer, Chief Strategy and Marketing Officer, Corporate Visions Inc
Jennifer Stanley, Associate Principal, McKinsey & Company
9:30 am - 5:30 pmMarina 2107: Strategic Negotiation: Changing the Conversation from Price to Solutions [More Info]
9:30 am - 5:30 pmMarina 1108: Becoming "Customer Intelligent" - Driving Trust and Value for Strategic Accounts [More Info]
11:00 am - 11:45 amGrande BallroomKeynote: Creative Courage to Challenge the Status Quo [More Info]
Welby Altidor, Executive Creative Director, Cirque du Soleil