Do you know where the greatest opportunities
of profitable growth are within your strategic
customer segment?


Keynote Speakers

Monday, May 7, 2012 | Strategic Customer Management – Becoming a
Trusted Partner through Listening and Solving


Steven A. Sonnenberg
Executive Vice President, Emerson
President, Emerson Process Management

emerson logo

Emerson is known for its rigorous planning process and disciplined execution of strategies, spanning technology innovation, globalization, emerging markets, solutions, service, sales channel, industry verticals, and acquisitions. The planning process and the resulting strategies are central to the company's profitable growth and financial performance. Steve Sonnenberg, President of Emerson Process Management will share insights on Emerson's planning and strategic focus, including the company's highly successful Global Strategic Account Management Program. He will describe how this program has evolved and matured, share lessons learned, and discuss results of the program for Emerson and its customers. The presentation will highlight how a Strategic Account Program that is focused on addressing real customer challenges and delivering measurable business value results in a new supplier/customer relationship – a trusted partner.   

About Mr. Sonnenberg...


Tuesday, May 8, 2012 | Meeting Wall Street Expectations: Balancing Short Term Pressures and Long Term Strategic Relationships


Professor Craig Chapman
Kellogg School of Management
Northwestern University

Meeting Wall Street expectations is critical for the success of public companies. In order to meet expectations each and every quarter, companies develop practices to smooth their reported earnings. Since a handful of customers account for the majority of revenue in many corporations, strategic/key account managers play a critical role in this process. Based on research conducted with Professor Tom Steenburgh (Harvard Business School) and Professor Craig Chapman (Northwestern), this presentation will cover the negative as well as positive consequences of these practices, including:

About Mr. Chapman...


Who Should Attend

· VP Directors and Managers of Strategic, Key and
Global Account Programs
·Sales executives transitioning to account management
· Senior and C-level sales & marketing executives · Strategic, Key, & Global Account Managers
· Executive sponsors · SAM Talent Management & HR professionals
· SAM Program Office Managers & Support Staff · SAM Multifunctional Teams
· Managers with SAM Direct Reports