Meet our speakers!

Josef Aechter
Head of Sector Industry Account Management Office
Siemens AG
 
David Allen
International Sales Executive,
IBM
Scott Allison
Senior Vice President, Global Sector Head, DHL
David Atkinson
Managing Director,
Four Pillars Consulting
Michael Blach
Vice President, Key Client Management, Centre Sales,
Maersk Line
Volkhard Bregulla
VP Discrete Manufacturing Industry EMEA, HP GmbH
Bev Burgess
Managing Director,
The Capsicum Group
Corrado Cesti
Key Account Sales Manager EMEA,
SKF
Lynda Chambers
Director,
The Capsicum Group
Dominique Devinat
Sr. VP Strategic Accounts & Distribution,
Schneider-Electric
Kirk Dittmar
Principal,
The Summit Group
Anna Dreyzin
Enablement Lead: Social Software Adoption (BlueIQ) and IBM Certified Learning Specialist, IBM
Maria Edelson
Founder and President, Sales and Capability Development, LLC\
Martin Flurschuetz
Account Management Programme Director, Siemens AG
Brian Fitsall
Program Executive,
Executive Conversation
David Freedman
Sales Director,
Huthwaite International
Kalle Harkki
President, Services business area, Outotec Oyj
Richard Higham
International Sector Head,
Mercuri International
Andreas Hinterhuber
Partner, Hinterhuber & Partners, and Visiting Professor,
Bocconi University
Tony Hughes
CEO,
Huthwaite International
Anette Kihl Chauhan
Director Strategic Account Management Program,
Medtronic International
Florian Kraus
Dr. Werner Jackstädt Endowed Chair of Business Administration & Marketing, University of Mannheim
Jean-Philippe Machon
Executive VP Europe Distributors & Installers Market Line, Nexans
Richard Martin
Head of Account Management, KONE
Sebastien Mehaignerie
Managing Director,
United-Notions, Inc.
Sandra Paret
Senior Vice President, HOK Architects
Bernard Quancard
President & CEO, Strategic Account Management Association, (SAMA)
Hajo Rapp
VP, Account Management, & Market Development, Siemens
Mario Rieth
Head of Global Account Office, Avaya
James Robertson
President – USA,
The Summit Group
Beth Rogers
Principal Lecturer
Portsmouth Business School
Mark Shonka
Co-President,
IMPAX
Simon Turner
Industry Director,
Cisco
Lasse Skydstofte
Director of Global Business Advisory EMEA and Asia Pacific,
SAS Institute
Dietmar Steinbach
Vice President Nexans Key Accounts, Nexans
Keynote Speaker:
Kaj Storbacka

Founder & Chairman, Vectia, Ltd.
Philip Styrlund
CEO,
The Summit Group
Fathi Tlati
Senior Vice President
Global Sector Automotive
DHL Global Customer Solutions
Keynote Speaker:
Vartan Vartanian

President, SKF Service Division, SKF Group
Patty Vega
Director of Strategic Initiatives | Assoc. Dir. Knowledge & Programming, SAMA
Cecile Viniane
CEO,
Elixir Conseil
Carrie Welles
Partner,
Think! Inc.
Michael Wiedemann
Senior Vice President, Global Strategy, DHL
Christian Wiest
Executive Vice President,
Schneider-Electric
George Yip
Professor of Management, China Europe International Business School
Speaker Bios

Josef Aechter - Head of Sector Industry Account Management Office, Siemens AGsiemens

aechter Bio to come.

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David Allen – International Sales Executive, IBM ibm

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David is the leader of the European arm of the International Sales Organization within IBM's Sales & Distribution function. In his current role he is responsible for managing a European team focused on client relationship management across multi geo's & multi countries for IBM's strategic international accounts. His team is focused on developing and enhancing the international coverage that IBM gives to its global client set & he is focused on providing international business & industry insight that will facilitate innovative client solutions across the client's operating regions.

He is the global leader of the IBM 'international' sales model & has lead many global consulting teams. Recently he has been involved in determining the global strategy for IBM's international client & industry insight information via the use of tools that deliver information such as, client propensity to buy, business aspiration modeling and opportunity management. This enables the corporation to gain a greater insight into the current international industry trends, which drive global client solutions.

David is the executive owner of IBM's international customer master record processes, and is driving the strategy for the re-engineering of the corporations client model which underpins IBM's ongoing business transformation

He has worked for IBM for 22 years since graduating from the University of the South West with a Honors' degree in electronic engineering.

During his 21 years in IBM he has spent time working in Germany, France and the United States & has spent the last 10 years focused on IBM's international business approach.

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Scott Allison - Senior Vice President, Global Sector Head Technology, DHL Global Customer Solutionsdhl

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Scott has been Global Sector Head, Technology Sector for the DP DHL group since February 2011. He is responsible for the development and execution of our global Technology strategy, including the development and delivery of supply chain solutions and profitable growth for our customers in that sector around the world.

In 2005, Scott joined DHL Global Customer Solutions working as RCM Motorola, Sub-Sector head for Enterprise Computing and PC Notebooks, eventually taking the Technology Americas Regional Sector Head role for EMEA in 2009. He had moved into the DSC Technology organization in 2000 where he led the semi-conductor sub-sector team globally at Exel.

Scott Allison has been with the DPDHL Group since December 1992. He started his career with the Group at MSAS in airfreight operations. Relocating back to Scotland in 1999, he had been account manager for Motorola.


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David Atkinson - Managing Director, Four Pillars Consulting4pillars
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Management consultant, lecturer and trainer in the areas of procurement, supplier relationship management (SRM) and strategic account management (SAM). David is managing director of Four Pillars Consulting Limited, a specialist procurement and SAM consultancy, with a global client base in multiple sectors; pharmaceuticals, financial services, government procurement, mail, logistics, manufacturing, aerospace, rail and facilities management.

David is an experienced practitioner of the whole suite of procurement strategies, tools and techniques gained over 17 years in consumer goods, automotive and aerospace & defence.

Began career as a buyer with Black & Decker, purchasing products and components from global supply base. Joined Lucas Aerospace as Purchasing Manager, going on to take on increasingly senior procurement roles within the Lucas Group over six years. Gained automotive sector experience as Purchasing Manager of Automotive Products plc, before returning to aerospace with engine-maker Rolls Royce as Procurement Director between 1998 and 2002.

David has an MBA in Strategy & Procurement Management from the University of Birmingham and now lectures in relationship management, negotiation and performance management on the same programme and master degrees at the university's business school.

A Fellow of the Chartered Institute of Purchasing & Supply (FCIPS), also serving as a non-exec Board member. A judge on CIPS Annual Awards panel. Also a member of The Chartered Institute of Marketing. David also leads the UK Advisory Board of the Strategic Account Management Association (SAMA).


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Michael Blach - Vice President, Key Client Management, Centre Sales, Maersk Linemaersk
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Michael Blach was appointed Head of Key Client Management, Centre Sales early 2008 and took up office on April 1st. He is based in Copenhagen, Denmark.

Mr. Blach joined the A.P. Moller-Maersk Group in 1984 as a management trainee and he has held various positions at the corporate head office in Copenhagen, Denmark as well as around the world.

After graduation, Mr. Blach worked 1 ½ years in North America. For the launch of the Maersk Line Transatlantic Service, he returned to the head office for a 4 year period. In 1991 he moved to South East Asia where he worked for 7 years. The initial Asian posting was to Thailand, thereafter Indonesia and lastly 2 years in Malaysia as Country Manager.

In 1998 Mr. Blach again returned to Europe to head up the Maersk Line/Logistics organisations in Poland. In 2002 he relocated to work for Maersk in Germany and a year later he took charge of the Maersk sales organisation in Central Europe. Immediately prior to his current position, Mr. Blach was on secondment to the head office to work within the streamLINE Strategy team.

Since the mid 90'ties Mr. Blach has supplemented his practical work experience with management courses at Insead, Columbia University and most recently at Harvard.

Born in Denmark, Mr. Blach is 47 years old and lives in Copenhagen with his wife Kristina and his two sons Kasper and Mathias.


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Volkhard Bregulla - Vice President & Global Managing Director Corporate Account Enterprise Business Group , Hewlett-Packard Companyhp
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Volkhard Bregulla manages on a global base the business relationship with one of HP's top global corporate customers within the discrete manufacturing industry vertical, a key industry segment of HP's Enterprise Business Group.

In this role, he leads a global as well as a regional and local account teams who develop and position industry specific and cross industry IT products and solutions to satisfy the business and technology requirements of the client.
The customer solutions include and leverage the entire portfolio strength of HP's hardware, software, services as well as a select set of strategic partners.

Since joining HP in 1985 from Siemens AG, Volkhard Bregulla has held a series of executive management positions in regional as well as global business units including multiple lines of business in the Consulting and Systems Integration organization of HP , responsibility for the telecommunication industry vertical and global services and technology R&D.
Mr. Bregulla has extensive background in general management of international businesses and finance and has served in the Board of several of HP's equity investments and as Chairman of the Board of an HP subsidiary.

Mr. Bregulla has a bachelor's degree in electrical engineering from and a business master's degree in finance and quantitative methods from Heriot-Watt University in Edinburgh, Scotland. In his spare time, he enjoys family life with his wife and three children; his passions include motor biking and skiing.


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Bev Burgess, Managing Director, The Capsicum Groupcapsicum
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Bev has significant experience in account-based marketing programmes, having first developed this more focused marketing approach whilst Managing Director of ITSMA (the IT Services Marketing Association) in Europe. During this period, Bev supported Xerox, EDS, Steria and Atos Origin in Europe as they piloted account-based marketing (ABM). More recently, as Marketing Director for Fujitsuís private sector services business in the UK, Bev used ABM as part of a focused strategy on priority accounts that delivered market-beating growth in orders, revenue and profits.


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Corrado Cesti - Key Account Sales Manager EMEA, SKFskf
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Corrado graduated in Mechanical Engineering in Politecnico of Turin. He started his career at SKF working in The Netherlands as Product Manager and gaining some good European knowledge of main customers in the process industry, then moved into a Sales role within SKF Italy. After some years being in charge of SKF Reliability Systems organization in Italy with several successes in building value approach to customers. In 2005 moved into a Global Account Manager position and since 2008 in charge of Service Division Global Accounts for EMEA region.


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Dominique Devinat - Sr. VP Strategic Accounts & Distribution, Schneider-Electricschneider electric
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Bio to come.

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Anna Dreyzin - Enablement Lead: Social Software Adoption (BlueIQ) & Cert. Learning Specialist, IBMibm
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Anna Dreyzin is an experienced Information Technology leader: passionate about collaboration and innovation. Her expertise includes enabling individuals and companies with Social Business, creating education curriculums, and implementing business solutions. She is a senior certified Learning Specialist and has extensive skills in the world of emerging technologies (web 2.0), social business, virtual learning, social networking and remote community building. Her technical background, communication skills and initiative allow her to quickly learn and adapt to new tools and lead effectively in a changing environment.

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Lynda Chambers - Director, The Capsicum Groupcapsicum
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Prior to joining The Capsicum Group, Lynda spent eight years as a board director at Steria, responsible for marketingstrategy and communications across the UK and Ireland. Under her management, Steria marketing delivered innovative and measurable plans to support the companyís growth in key vertical markets and service lines.

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Kirk Dittmar - Principal, The Summit Groupsummit group
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Kirk brings over 24 years of sales, management, global account strategy, program development and execution, sales operations, process improvement, leadership development, and change management experience to The Summit Group. He has worked across industries, including high tech, data processing, and freight/shipping.

Before joining Summit, 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 key strategic account initiatives such as: the Global Customer Advisory Board, Client Director Program, Global Accounts Program, Global Resourcing and Coverage Models, and Voice of the Customer initiatives.

Much of Kirk's career has been focused on account team leadership, account planning and customer alignment, client leader skills development, and sales processes and tools to maximize sales effectiveness and revenue growth, while ensuring customer value and account profitability. All engagements required senior executive sponsorship, program strategy development, and management, and governance over complex, cross-functional, cross-industry segment work teams.

Kirk holds a BS degree in Business Administration from the University of Pennsylvania at Kutztown.


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Maria Edelson - Founder and President, Sales and Capability Development, LLC
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As a Director with Procter & Gamble, an $80B worldwide leader in the consumer package goods industry, Maria was a transformational leader, change agent, pioneer in new business development, and capability development leader.

She was responsible for major customers in the Eastern U.S. with revenues estimated at $750M. As the Director, Sales Capability Development, she was responsible for strategy development and direction setting of P&G's Capability Program for their 2000 Sales Managers in North America.

As the most senior sales training manager at P&G globally, Maria designed, developed and implemented breakthrough sales training to take P&G from a selling organization to a Customer Business Development organization, transforming the selling organization from transactional selling to strategic selling.

Maria was the Vice President of Customer Business Development at Evenflo Company, a $325M worldwide leader in the baby products industry. Maria was responsible for their $260M North America's business. She delivered revenues 15% ahead of the 2009 recessionary marketplace and +4% of profit goals while leading a CBD organization of 40 people in Sales and Customer Service, and a National network of Brokers.

Currently, Maria is Founder and President of Sales and Capability Development, LLC (SCD) a consultancy specializing in sales transformation and sales training. Maria's client's include, but are not limited to, Samsung Electronics, Time Warner Cable, Coca Cola Hellenic. SCD has done projects in 11 countries on 5 continents, and is recognized as a valuable global resource.

She is a graduate of St. Lawrence University with BS in Chemistry. She has a certificate from Columbia Business School, Executive Education course, Finance for the Non Finance Executive. She is a contributing author to Fortify Your Sales Force (San Francisco: Pfeiffer, 2010). She is married with 3 wonderful children.


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Martin Flurschuetz - Director, Account Management Programme, Siemenssiemens
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Currently Martin Flurschuetz is member in the team which drives the AM program at Siemens on corporate level. This program concentrates on market specific approaches to customers for many defined customer and industry segments.

Martin's activities focus mainly on driving competence networks within Siemens to help to position solutions as answers to customer's needs.

Here Martin can make use of his profound experience within Siemens across many business units and countries during his professional life, having spent many years abroad in different functions and regions, but always very close to customers listening to their requirements.

As the involvement into SAMA provides valuable information on AM related issues also for Siemens, Martin also coordinates the Siemens activities in SAMA.


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Brian Fitsall - Program Executive, Executive Conversationexecconversation
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In a ten year career at DHL International, Mr. Fitsall served in three significant senior management roles during a period of unprecedented international expansion.
As Sales and Marketing Director for UK and Ireland, he spearheaded the company's British expansion, opening numerous offices throughout the region, and developing the corporate brand, raising spontaneous awareness to 90% and increasing sales enquiries by 70% in an eighteen month period. During this period, Mr. Fitsall re-engineered the sales force to focus on the development of cost-effective long term contracts.

Moving to Europe, he was appointed to the new post of General Manager, Northern Europe, managing the corporate expansion in eight countries with responsibility for the sales, finance and administration operations, bringing financial discipline to planning, budgeting and managed growth.

Returning to UK and Ireland as Managing Director, he led the company to a 94% revenue growth from $170 million to $330 million over three years. More importantly, his financial management of this growth ensured that profit budget was exceeded by 10%.

At Galileo Belgium, he took over a stagnant business, and in a three year period improved productivity 25% and profitability 55%, and took the business to market leadership. This was achieved through coaching the managers in financial awareness, empowering them to control their centres, whilst at the same time working with the sales force to develop individual business plans for the major clients, based upon the overall business objectives of those clients, ensuring that Galileo became an integral part of the future of those businesses.

Subsequently, as General Manager and Director of Global Sales, based in the USA, he built and led international sales teams in three continents, winning long term multi-million dollar contracts.

He served for some years as a member of the Europe Committee of the Confederation of British Industry.

Earlier in his career, after a period as an investment analyst, he held sales and marketing management positions in three high technology companies.


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David Freedman - Sales Director, Huthwaite Internationalhuthwaite
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David joined world-leading sales performance training provider and consultancy Huthwaite International in 2002 as Business Director for the information and communications technology industry. In that role he oversaw the acquisition of clients and growth of business from companies across the software, services, solutions and hardware segments. He drove some of Huthwaite's largest global deals which incorporated the entire range of sales, account strategy, negotiation, and related products and services.

After joining the Board as Sales Director in 2009, David became responsible for winning and developing global enterprise business for all sectors. He ensures the continued growth in Huthwaite's range of clients, the scope of projects and the variety of solutions, including newly-launched offerings in the important "Service/Sales Continuum" and in the world of selling to Procurement. He has been involved in some of Huthwaite's most complex and innovative new products such as the Virtual Training Campus and the first major Account Strategy Toolbox.

As a Sales Director, Fellow of the Institute of Sales & Marketing Management and a former Chairman of the Chartered Institute of Public Relations MarComs group, David has a wealth of speaker experience and a special interest in the extension of consultative approaches to selling and account management beyond the constraints of job role or traditional sales silos.

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Dr. Kalle Harkki - President, Services business area, Outotec Oyjoutotec
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Dr. Kalle Harkki is since three years acting as the President of Services Business Area of Outotec, a global technology company for mining and metallurgical process industries. As a result of his strategic visioning and inspiring leadership, the Services business area has quickly grown to represent a significant portion of Outotec's business.

Kalle has five years of leadership experience as President of Outotec's Research Centre in Pori, Finland.

He started his career in 1998 in Outokumpu Copper where he held several managerial positions.

Kalle holds a Doctor of Technology degree in Metallurgy from the Helsinki University of Technology.

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Richard Higham - International Sector Head, Mercuri International mercuri
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Richard is an engaging speaker who combines a warm, enthusiastic style with powerful insight into customer interaction. He has won and led highly effective development programmes with some of Europe's largest financial institutions. His deep experience of long term projects in the financial sector include the design and delivery of comprehensive relationship management, sales, service and leadership programmes for financial institutions across Europe and the US.

Over the past twenty years he has helped in the development over 5000 individuals from more than 100 financial institutions, ranging from banks to accountants, actuaries, insurers, fund managers and private equity.

He writes regularly for financial publications on business development and relationship management issues.

His speaking has ranged from sales strategy for asset finance CEOs in Texas to professional selling for actuaries in London; from delivering the global account management sessions of a postgraduate diploma in international sales in Dublin to "Structuring Global Account Teams" in Paris; from "Being a Customer Centred Financial Institution" for an executive forum in Vienna to "Extreme Customer Intimacy" for Scandinavian insurers in the Pyrenees.

Beyond the financial sector Richard focuses particularly on strategic account management. He has consulted and trained for leading manufacturing, logistics and engineering companies; is a guest speaker for business schools, trade associations and professional bodies on both sides of the Atlantic.

Richard holds an MA in English Literature from Cambridge, is a Fellow of the Royal Society of Arts and a Fellow of the Institute of Sales & Marketing Management. He retains a love for the spoken and written word, a fascination with military history and a delight in good conversation. He lives in the West of Scotland with his wife and dogs, where he helps lead a community church and continues to appear as a hockey goalkeeper for club and country!


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Dr. Andreas Hinterhuber - Partner, Hinterhuber & Partners, & Visiting Professor, Bocconi Universityhuber
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Andreas Hinterhuber heads the company's Pricing practice.

In its December 2008 edition, Business Strategy Review, the strategy journal published by London Business School, lists Andreas Hinterhuber among major management thinkers worldwide.

Andreas has over 10 years of business experience in marketing and general management: his roles at Aventis SA and Bayer AG have included Strategic Planner (based in Bridgewater, USA), Head of Strategic Projects Asia Pacific (based in Tokyo, Japan), CFO of two country subsidiaries (based in West and South Africa), and, most recently, Global Marketing Manager with worldwide P&L responsibility for Bayer AG's best selling product range.

Andreas is also a visiting professor at Bocconi University (Milan, Italy) and at Tsinghua University (Beijing, China) where he teaches Strategic Pricing and Strategic Marketing.

His articles on pricing and business/marketing strategy have been published in the Financial Times Handbook of Management, Journal of Business Strategy, Industrial Marketing Management, Long Range Planning, and Business Strategy Review.

As a consultant Andreas has worked for leading companies in Europe and China, particularly in the automotive, FMCG, chemical, pharmaceutical, and the luxury goods industry.

Andreas is born in Bruneck (1972) and has business degrees from Bocconi University (1994) and the University of Vienna (1996).

On pricing he frequently speaks at international conferences and is part of the core faculty of the Professional Pricing Society.


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Tony Hughes -CEO, Huthwaite Internationalhuthwaite
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Tony is the CEO of Huthwaite International – an international sales and negotiation consultancy which provides sales and negotiation skills training in 30 languages across the globe.

Tony is passionate about enhancing the skills and knowledge of his audience. Delegates that sign up for the three–hour session will be reassured to know he a relaxed and informal presentation style. Tony will keep you engaged throughout the workshop with real–world stories about what successful SAMs are doing differently to increase their win rates.

Huthwaite's wealth of researched sales best practice and Tony's industry expertise will ensure you leave with powerful strategies that you can immediately implement when back on the job.

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Anette Kihl Chauhan – Director Strategic Account Management Program, Medtronic Internationalmedtronic
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Anette Kihl Chauhan is the Director of the Strategic Account Management Program for Medtronic Europe. The last 15 years, Anette has worked in the medical device industry with global and regional responsibilities in marketing, business management and finance. Neurology, Urology and Vascular are therapeutic areas where Anette has experience. She has a Master's in International Management and a BSc in Business Administration and Economics.


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Florian Kraus – Dr. Werner Jackstädt Endowed Chair of Business Administration & Marketing, University of Mannheim

krausFlorian Kraus is Professor of Marketing, Dr. Werner Jackstädt Endowed Chair, University of Mannheim (Germany) and Research Fellow, C.T. Bauer College of Business, University of Houston (USA).

Professor Kraus' current research focuses on frontline employees' behavior and performance. He also conducts research on house brands, motivation, and organizational identification in the context of services marketing, sales and key account management. Professor Kraus' work appeared in the Journal of Marketing, Journal of Service Research, Schmalenbachs Zeitschrift für betriebswirtschaftliche Forschung, and Zeitschrift für Betriebswirtschaftslehre.

Prior to joining the University of Mannheim he worked as an Assistant Professor at the Ruhr-University in Bochum. Florian Kraus obtained his Ph.D. from the Philipps University in Marburg and held a research position at the University of Houston, Texas, USA. He has substantial experience conducting marketing research with companies in the B2B sector as well as service firms.

He is Editorial Board member of the Journal of Personal Selling & Sales Management as well as the British Journal of Management.

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Jean-Philippe Machon – Executive Vice President Europe Distributors & Installers Market Line, Nexans nexans
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Jean-Philippe Machon started his career in 1978 with Nortel Canada as Product Line Manager.

Then he held different positions in financial control before becoming Financial Controller of the Nortel Telecom Cable division.

He joined the Thomson Group in 1985 as Chief Financial officer of the Thomson S.A metallurgy branch which became Alcatel Copper.

He was appointed in 1989 Managing Director of Euromold NV located in Belgium and became Chairman and Chief Executive Officer of Alcatel Interface SA. Subsequently he was responsible for the Energy and Telecoms Accessories Business Group.

In 2000, after the spinoff of Alcatel Cable activities and the creation of Nexans, he was appointed Country Product Line Manager of Industrial Applications cables for Nexans France.

He moved to the head of the Group Marketing Department in 2004 and became in 2007 Sales & Marketing Vice President for Europe.

Since June 2011, he has been appointed as Executive Vice President Europe for Distributors & Installers. He is a member of the Nexans Group Executive Committee.

Holding the French and Canadian citizenship, Jean-Philippe Machon graduated as mechanical engineer from the Institut National des Sciences Appliquées de Lyon. He has a MBA degree in finance from the Lyon Management Business School and a MBA in international Marketing from HEC Montréal.

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Richard Martin – Head of Account Management, KONEkone
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Richard has worked for KONE for the last 5 years in a number of senior sales and account management Roles. His most recent position has been designing, implementing and leading KONE's account management development programme across the globe. Prior to working with KONE, Richard has held a number of senior Sales, operational and general management positions with market-leading organisations.

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Sébastien Méhaignerie - Managing Director, United-Notions, Inc.united notions
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Sébastien, graduated from ICAM Nantes, ESCP Europe Paris and Indian Institute of Management of Ahmedabad, India, has over 15 years of intercultural and intra-cultural experience both living and working in France, Japan, the UK, the US and Germany. His corporate expertise is in international sales and marketing, where he has held senior positions, managing international teams and global projects for NTT, IBM and AT&T across many countries. In these roles, Sébastien has developed strong international competences to deliver strategic and operational synergies internationally in the area of global account management. Sébastien is a certified coach/facilitator in global key account management methodology. Sébastien founded united-notions in 2010, a culture change agency, bringing his expertise to various clients.

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Sandra Paret - Senior Vice President, HOK Architects
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Sandra has more than 25 years of experience serving client accounts around the world for HOK in a global design, architecture and consulting firm.

Her experience with delivery of projects for client’s portfolios gives her a clear understanding of the challenges corporate real estate faces today. With registrations in multiple states, and the geographic diversity of HOK offices across the globe, Sandra brings the best of HOK’s resources to clients and customizes tailored solutions to support their business.

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Bernard Quancard – President & CEO, Strategic Account Management Association (SAMA)sama
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Bernard started his career in 1969 with The Boston Consulting Group in the Boston and Paris offices. He joined Telemecanique (Schneider Electric Group) in 1975 as Vice President, Corporate Strategy and became VP/General Manager of the Switch Gear division in 1978 and of the Uninterruptible Power Supply (UPS) division in 1988. In 1994, he joined the management board of AEG Schneider Automation (Schneider Electric Group) as Executive VP, Worldwide Sales and Marketing.

Bernard moved to Chicago in 1997 for Square D/Schneider Electric as Senior VP/General Manager of Schneider Global Business Development (SGBD), the entity managing global strategic accounts (GSAs) for Schneider Electric worldwide. That year, SGBD was managing 24 GSAs, driving $180 million of consolidated sales. By 2001, the entity was managing 74 GSAs with over a billion dollars of consolidated sales. The compounded growth of Schneider Electric sales at GSAs was twice the average growth rate of the total company. Strategic Account Management at Schneider Electric was recognized by the organization and its competitors as a major competitive advantage. "Bernard's wealth of knowledge, experience and engaging style will be a true asset to SAMA and under his leadership we look forward to a bright future," states Rosemary Heneghan, Chairperson of the Board.

Retired from Schneider Electric since March 2005, Bernard is president of the French American Chamber of Commerce in Chicago, a permanent Chicago resident and also a native of France. Bernard holds a BS degree in electrical engineering from the University of Paris and an MBA from the University of Chicago.


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Dr. Hajo Rapp – VP, Account Management, & Market Development, Siemens AGsiemens
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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. 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. Today he leads a team of specialists driving the global Key Account Management approach within Siemens. Besides his engagement at SAMA, Dr. Rapp is regularly invited to speak at 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.


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Mario Rieth – Head of Global Account Office, Avayaavaya
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Mario Rieth is Head of Global Account Office at Avaya, a global leader in enterprise communications systems which provides unified communications, contact centers, data solutions, and related services to improve efficiency, collaboration, customer service and competitiveness.

Since he started in 2009 his key focus is on the design and implementation of a fit for purpose Global Account Program to provide state-of-the-art benefits and elements to both customers and internal divisions of Avaya.

Before joining Avaya he worked for almost 6 years at Symbol/Motorola as Senior Global Account Manager serving and growing several global T&L customers. Prior to Symbol/Motorola he has been with Lucent Technologies for about 5 years where he held business development and sales management positions.

Rieth has a Master Degree in Computer Science and Business Administration and is currently located in the Frankfurt/Main area in Germany.


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James Robertson, President – USA, The Summit Groupsummit group
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James brings over 20 years international and cross-industry experience in consumer products, advertising, business consulting, manufacturing and packaging industries.

He leads The Summit Group's 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 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 enterprise-wide strategic customer management and customer loyalty programs. He also led global account teams, re-designed customer-facing business processes and managed CRM and ERP technology initiatives.

James' strengths lie in strategic customer management, business value creation, sales transformation, collaborative innovation and go-to-market execution - enabling companies to accelerate growth, elevate strategic account relationships and differentiate how they go to market. He has taught at the University of St.Gallen's Global Account Management Executive Program (Switzerland) and speaks at the Strategic Account Management Association.

James holds a B.Com (Hons) degree from University of South Africa, a Diploma in Financial Management from University of New York and has participated in Executive Development Programs at IMD, Kellogg and Carlson Schools of Business.

James lives in Minneapolis, Minnesota.

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Beth Rogers - Principal Lecturer, Portsmouth Business School
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BA(Hons), MBA, FCIM, FInstSMM, FRSA, FHEA

Beth Rogers runs the MA Sales Management programme, undergraduate sales options and in-company sales programmes and contributes to the MBA, and MA Marketing. She is a member of the Academic Senate of the Chartered Institute of Marketing. She also chaired the UK National Sales Board from 2005-2009, and is an advisor to the committee of the Global Sales Science Institute. Previously Beth was Business Development Manager with an international IT company and a Visiting Fellow at Cranfield School of Management conducting consultancy projects at a senior level.

Beth's recent involvement with industry includes applied research for a large service provider in the pharmaceutical sector, in-company workshops for the senior sales managers of a global company and implementation support for key account management in a specialist services company.

In addition to academic papers, Beth is a regular contributor to professional magazines such as Winning Edge, and has also been featured in the US publications Selling Power and Velocity.

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Mark Shonka - Co-President, IMPAXimpax
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Mark Shonka is Co-President of IMPAX Corporation. He is a leading authority in the areas of value selling, strategic account selling, strategic account management, account planning, sales management/leadership and the integration of strategic selling efforts into broader management systems.

Mark has taught, lectured and consulted with all sizes of sales organizations representing privately and publicly held companies. He has experience in a wide range of selling environments, such as selling to senior-level management, major account sales, telesales, value-oriented system sales and commodity sales. This experience covers many industries, including high technology, chemicals, transportation, telecommunications, printing and publishing and professional services. He has consulted with hundreds of businesses, including some of North America's leading companies such as Du Pont, 3M, IBM, Dun & Bradstreet, AT&T, and Northwest Airlines.

Mark is a highly sought after speaker, regularly addressing groups of all sizes. He has also authored numerous articles, including "What You Should Tell Your Salesforce...Learn to Sell Value Rather than Price" and "Form Partnerships That Mean Business."

Mark has been associated with IMPAX Corporation since 1988 and a Principal since 1991. Prior to joining IMPAX Corporation, Mark had a successful career in the Information Systems industry, working for IBM and Memorex-Telex. His background consists of over 17 years of direct sales, sales leadership and sales consulting experience. He received his Bachelor of Arts degree in Marketing/Management from the College of St. Thomas in 1983 and received his Masters of Business Administration (MBA) degree from the University of Minnesota Carlson School of Management in 1991.


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Simon Turner - Industry Director, Ciscocisco

Dietmar Steinbach - Vice President Nexans Key Accounts, Nexanscisco
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Dietmar is the Head of the Key Account Organization of Nexans, the worldwide leader in the cable industry. Since the beginning of 2009, he is responsible to structure the program and to manage the Corporate KAMs.

Dietmar had joined Nexans in 2002 as Managing Director of the Industry Business Unit in Germany and held later further management positions. In addition he took over the responsibility as KAM for a major customer when the KAM Program was started in 2004 and was then deeply involved in the evolution of the program.

Prior to joining Nexans he was Managing Director of the medium-sized company Winkhaus in Germany from 1999.

During 1989-1999 he held various management positions within the ABB Group.

Dietmar spent most time of his career in operational management positions with global responsibilities and can demonstrate a wide track record of successful implemented growth strategies, always realized in close cooperation with key customers.

Dietmar is a graduate engineer (Dipl.-Ing.) of the University of Karlsruhe/Germany.



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Lasse Skydstofte - Director of Global Business Advisory EMEA and Asia Pacific,SAS Institutesas
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Career Highlights

Mr. Skydstofte has more than 16 years of experience in Performance Management, and in the course his career, he has helped numerous companies improve their strategy execution within this area, as an employee as well as an external consultant.

In addition to his work in SAS Institute, Mr. Skydstofte also works as Associated Professor and has recently founded the Analytical Management Laboratory at Aaarhus School of Business where students are educated in the use of SAS® Business Analytics.

Degrees and Credentials

Mr. Skydstofte obtained his Master of Science Degree in Total Quality Performance Management from Aarhus School of Business, University of Aarhus. In addition, Mr. Skydstofte has obtained an MA in IT and Management Accounting from Copenhagen Business School. Mr. Skydstofte is accredited Assessor at the National Danish Quality Price of Business Excellence.

Areas of Expertise

Mr. Skydstofte has extensive experience in implementing Corporate Performance Management focusing on the Change Management process. His experience is founded in more than five years' work in the Financial Sector with Financial Performance Management. In his daily work, Mr. Skydstofte advices customers, particularly in the banking and communications industries, on the advantages of applying and implementing Performance Management methodologies and Business Analytics.

Mr. Skydstofte also works as Associated Professor at Aarhus School of Business, Aarhus University, where he teaches the master program in "Balanced Scorecard Modeling: An Analytical Simulation Approach". The course is part of the MSc in Business Administration and also includes teaching the use of Activity-Based Costing in financial accounting.

SAS Consulting and Advisory Experience

Mr. Skydstofte currently works as Director of SAS' Global Business Advisory EMEA and Asia Pacific. He is responsible for assisting local SAS offices in the EMEA and Asia Pacific region in advising clients on how to deal with complex business challenges and help them enhance their strategy execution capabilities by help of the different SAS® solutions.

Prior to this, Mr. Skydstofte worked for more than five years in SAS Institute Denmark as Director of Business Advisory Performance Management and as a consultant working with the financial industry in particular. Through this work, Mr. Skydstofte gained extensive experience in implementing SAS Activity-Based Management as well as all other SAS solutions in the SAS Performance Management suite.

Prior Experience

Before joining SAS Institute, Mr. Skydstofte served as Senior Business Controller in Danske Bank, Group Finance, where he headed a team that managed the budgeting and cost allocation processes in the bank. Preceding this, Mr. Skydstofte worked as CFO in the Danish Postal Services. In this position, Mr. Skydstofte had strong focus on Corporate Performance Management and executed a turnaround in the company's management principles by implementing the business excellence quality model of European Foundation Quality Management (EFQM) as a guide for doing business.


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Professor Kaj Storbacka - University of Auckland Business School, Founder and Chairman, Vectia Ltd.vectia

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Dr. Kaj Storbacka is one of the forerunners in the field of developing customer-oriented business models. Presently, he is Professor of Marketing at the University of Auckland Business School in New Zealand. Professor Storbacka also holds the chair of Marketing Strategy at Hanken School of Economics in Helsinki. In 2006-2009 professor Storbacka held the chair of Sales and Account Management at Nyenrode Business Universiteit in the Netherlands. He has a Ph.D. in Marketing from Hanken School of Economics and a Master's degree in Naval Architecture from the Helsinki School of Technology.

Dr. Storbacka serves as Chairman of Vectia, Ltd., a consultancy he founded in 1994. Vectia has 30 experts specializing in customer-oriented strategy development, and sales and account management. Since 2004, he has served on the board of the Strategic Account Management Association (SAMA), a Chicago based, global non-profit organization focused on exchanging knowledge and advancing the practice of strategic customer-supplier collaboration.

Dr. Storbacka is a frequent speaker at internal seminars for major global corporations, at several Executive MBA programs and leading management development institutions in Europe, Americas and Asia. He is also Program Director for Hanken & SSE's Growth Accelerator Program. He has over twenty-five years of experience as a strategy consultant to major international firms in finance, manufacturing, media, travel, retail, utility, and telecommunications.

Professor Storbacka has published extensively both academically and managerially. His research has been published in the Journal of Marketing Management, Journal of the Academy of Marketing Science, Journal of Business Research, European Journal of Marketing, Journal of Business and Industrial Marketing, Industrial Marketing Management, and Journal of Personal Selling and Sales Management.

His managerial books include: Create Value with Strategic Accounts (2000), Customer Relationship Management (2001), Selling Value – Maximize Growth by Helping Customers Succeed (2003), Driving Growth with Customer Asset Management (2006), and Market Design (2010).

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Phillip Styrlund – CEO, The Summit Groupsummit group
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As CEO of The Summit Group, Phil is a recognized thought leader on business value transformation as part of the go–to–market strategies of some of the world's premier organizations, both in the public and private sectors. In addition to his keynote presentations and engaging programs, Phil serves as a coach, mentor, consultant, and advisor to top leaders across a range of industries. Recently, Phil was elected to the Board of Directors for SAMA (Strategic Account Management Association).

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.

His career includes key leadership positions with US West and ADC Telecommunications. Phil also teaches in various University and Executive Education programs, and has Masters Degrees in Business Administration and Telecommunications Science.

Phil resides in Minneapolis, Minnesota.


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Fathi Tlati - Senior Vice President, Global Sector Automotive, DHL Global Customer Solutions, DHLdhl
tlatliFathi Tlatli is responsible for the strategy, the development and the global customer management program for the Automotive and Aerospace industry group at DHL.
He is a specialist in the fields of international management, cross-cultural management and global integrated supply chains.
He is holder of an MBA in International Management (University of Leuven), a Bachelor Degree in Applied Economic Sciences (University of Louvain), besides diplomas in Integrated Supply Chain Management (University of Stanford) and International General Management (IMD).
Fathi has held several positions including: business development and regional management, global sales and customer supply chain management.
He is professor of Corporate Strategy and Cross-Cultural Strategic Marketing at the ICHEC Brussels Management School.
He is the author of books on time management (Effective Time Management, Gestion 2000) and marketing in Emerging Markets (Successful Marketing in Emerging Markets, Gestion 2000), as well as articles in the international management field.
Fathi is a Belgian citizen born in Tunisia. He speaks six languages and is a fervent and enthusiastic international traveler for both business and cultural trips across the five continents.

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Vartan Vartanian - President, SKF Service Division, SKF Groupskf
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Vartan has been with SKF since 1990, and President of the SKF Service Division since 2008. He has held a number of executive positions in Poland, Czech Republic and Sweden and is a board member of Endorsia.com International AB. The SKF Service Division serves the global industrial aftermarket providing products and knowledge-based services to increase customers' plant asset efficiency. Solutions are based on SKF's knowledge of bearings, seals, lubrication systems, mechatronics and services, and customers are served by SKF and its network of over 7,000 authorized distributors. The Division's sales represent around 33% of the SKF Group's sales.

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Patty Vega - Director of Strategic Initiatives | Assoc. Dir. Knowledge & Programming, Strategic Account Management Association (SAMA)sama
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Patty joined SAMA's leadership team after completing her MBA at Columbia Business School. Patty has applied her expertise in leadership and organizational strategy in the development of SAMA's Certified Strategic Account Manager (CSAM) Program. She has helped expand SAMA's role in the strategic account management community by spearheading the incorporation of member trends and quantitative data-driven analysis with the qualitative voice of the customer (member) and SAMA's strategic partners in the development of programs. A member of SAMA's Knowledge Committee, Patty works with SAMA's Board of Directors, SAMA's strategic partners, and various exteral advisory teams on new initiatives that will shape the future of SAMA's programming.


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Cécile Viniane, CEO, Elixir Conseilelixir
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Cécile Viniane draws upon 15 years of business experience in various operational positions in Marketing and Sales: from purchasing and Key Account functions to the management of marketing and sales departments. As a consultant, she has also developed an in-depth understanding of issues related to Marketing and Sales and customer expectations accross a wide range of sectors, organizational contexts (from small and medium size businesses to multinational groups) and cultural environments (Europe, Africa, USA, Australia, South America).

In her teaching and consultancy work, Cécile particularly focuses on supplier attractiveness levers. She helps companies better understand their markets, their customers and their customers' customers, and building profitable value propositions based on their product and service offering, their supply chain or sales behaviour. Her approach, combining strategic, technical and relational expertises, is further enriched by her double background in business and psychology.

Cécile resides in France and has three children. She enjoys cooking, autheur dramatics and theatre.


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Carrie Welles - Partner, Think! Inc.think inc
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Ms. Welles is a seasoned sales executive with a majority of her career centered on the strategic/global account management profession. Her role at Think! Inc. includes business development, workshop facilitation, and managing strategic customer relationships. Carrie also manages her own consultancy, The Welles Group, focused on assisting organizations to start, or jump-start, their SAM program. Her experience includes being VP of Business Development with a privately held start-up company with an offshore operational model in India. Prior to that, Carrie held a 15-year career at Marriott focused on national, global, and strategic account management. She contributed to the creation and implementation of Marriott's first strategic account management model and strategy, in addition to managing the global complex business relationship between Marriott and its largest accounts. Carrie has been a member of Strategic Account Management Association since 1993 and has been on the Board of Directors since 1999. Carrie also serves on the Board of Directors for The Professional Society of Sales & Marketing Trainers, as well as the Northern Illinois University Sales Advisory Board. 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, Illinois.


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Michael Wiedemann - Senior Vice President, Global Strategy, DHLdhl
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Michael Wiedemann is the Global/EMEA Head of Solutions Management for DHL's Global Customer Solutions (GCS) organization. In this role, Michael provides global leadership for customer response management, promoting cross-business unit IT community-building and ensuring global process maintenance, while also leading the GCS Global Contract Governance and Compliance activities.

Having held roles within Procter & Gamble and Cap Gemini Consulting, Michael joined DHL in 2003 as Global Integration Director, Marketing and Sales at Express, moving on to Acting MD Marketing & Sales DHL Express and Director of TDI at Express Europe, before joining GCS as SVP Global Strategy at GCS in 2009.

Since joining GCS, Michael has played a key role in the successful planning and execution of a number of strategic initiatives, including the management of the DPDHL Group's newly-formed Technology sector.

Michael studied Engineering at the technical University of Munich and at the Stanford University. He obtained an MBA with WHU in Koblenz in an Executive Program in parallel to his employment with Procter & Gamble.

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Christian Wiest - Executive Vice President Customers & Alliances, Schneider-Electricschneider electric
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Christian Wiest, 60 years old, joined Schneider Electric in 1975. He is Executive Vice President Customers & Alliances since October 2009.
After a brief stint with an IT services provider, he joined Schneider Electric to promote the control accessories business in English-speaking European countries. In 1978, he was in charge of English-speaking countries in Africa. He moved to Greece in 1980 to set up a marketing subsidiary for the Group. Christian returned to France in 1988 and served as Distributors Manager in the Marketing Division. In 1993, he travelled back abroad to create and develop Schneider Electric's Eastern and Central Europe/CIS Zone. He joined the Executive Committee in 2000 and was designated Executive Vice President, Europe Operating Division. In 2007, he was appointed Executive Vice President, International Operating Division.

Christian graduated from ICN Business School in Nancy (France) and holds an Executive MBA.


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George Yip - Professor of Management, China Europe International Business School ceibs
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George Yip is Professor of Management and Co-Director of the Centre on China Innovation at China Europe International Business School, which is the top business school in China. He is based in London, Shanghai, and Maine, U.S.A. Previous positions include VP for Research & Innovation at Capgemini Consulting, product manager at Unilever, Dean of Rotterdam School of Management, assistant professor at Harvard, and full professor at Cambridge and London business schools. George is one of the world's leading academic experts on the subject of global account management. He has been researching and consulting about this topic for over fifteen years, and is the author of both a recent book, Managing Global Customers, and a recent Harvard Business Review article on this subject. He has advised numerous major companies on global account management, including Andersen Consulting, Bank of America, Capgemini, Coopers & Lybrand, Energizer, Ernst & Young, Hewlett-Packard, KPMG, McKinsey, Microsoft, NEC, PeopleSoft, Price Waterhouse, Statoil Hydro, Vopak and Wilhelmsen Group. He has written case studies about GAM at Hewlett-Packard, Siemens, and WPP-Star Alliance. (gyip@ceibs.edu)


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