Meet our speakers!

Andersen, Steve
President and Founder,
Performance Methods Inc.
Alderman, Jerry
Ball, Chuck
Senior Vice President of Sales & Marketing AmerisourceBergen
Bharmal, Shakeel
President (Canada),
The Summit Group
Bounsall, Phil
Brown, Stephen
Emeritus Professor
Capon, Noel
R.C. Kopf Professor of International Marketing, Columbia Business School, Columbia University
Cady, Jill
Vice President, Strategic Accounts, IHG
Cassel, Connie
Director Customer Advocacy,
NetApp, Inc.
Cates, Brad
President, Standard Register Healthcare
Chapman, Craig
Professor, Kellogg School of Management
Northwestern University
Chapman, Dennis
Founder, President and CEO,
The Chapman Group
Cochran, Jeff
Master Facilitator, Shapiro
Negotiations Institute
Coffey, Joseph
Vice President Sales,
Baxter Healthcare
Cokins, Gary
SAS Institute
Cornell, Elisabeth
Director of Knowledge & Programming, Strategic Account Management Association, (SAMA)
Dietz, Roland
Focused Connections, Inc.
Dittmar, Kirk
Principal, The Summit Group
Dreyzin, Anna
Enablement Lead: Social Software Adoption (BlueIQ) and IBM Certified Learning Specialist, IBM
Donnolo, Mark
Managing Partner, SalesGlobe
Duff, Bill
Vice President of Customer
Operations, CHEP
Edelson, Maria
President, Sales and Capability Development, LLC
Esper, Terry
Ph.D. Associate Professor of Logistics Department of Marketing & Supply Chain Management, University of Tennessee
Finkle, Marty
CEO, Scotwork (NA) Inc.
Ford, James
Vice President of Strategic Accounts, Nalco
Freier, Denise
Organizational Change Executive, Sales Force Automation, IBM
Gardner, John F., P.E.
Senior Vice President, Global
Strategic Accounts Program,
Emerson Process Management
Galzerano, Gordon
Director of Strategic Initiatives, Cisco Systems, Inc
Geehan, Sean
CEO, Geehan Group
Gouillart Francis
Co-Founder & President,
Experience Co-Creation Partnership
Helsing, Jane
Executive Consultant,
PDI Ninth House
Heneghan, Rosemary
Director, International Sales &
Operations, Worldwide, IBM
Herr, Tammy
Director of Partner Sales, HP
Heseman, Jim
Senior Vice President of Sales, John Deere Financial
Holley, Jeff
Account Operations Manager, HP
Hubsher, Ron
CEO, Sales Optimization Group
Hughes, Jonathan
Vantage Partners
Hugo, Douglas
Vice-President Sales & Service Americas & Former Transformation Project Leader, Mold-Masters
Hyde, Cam
Senior Vice President and Corporate Officer, Global Account Operations,
Hymel, Keith
Senior Global Account Director, Hilton Worldwide
Johnson, Paul
VP of Sales and Marketing, Intuit
Kamczyc, Al
Corporate Account Manager,
Keck, Cindy
Vice President Strategic Accounts North America, ABB
King, Brian
Principal, King Consulting
Koerner, LaVon
President & Chief Revenue Officer,
Revenue Storm
Kosch, Dan
Co-President, IMPAX
Director of Supplier Relations and Diversity, Kellogg Company
Leary, Renae
Senior Director Global Accounts,
Tyco International
Lieser, Brian
Vice President, Global Marketing, Belden
Lodrige-Kover, Denise
Vice President- Global Strategic
Account Management,
Hilton Worldwide
Liozu, Stephan
CEO, Ardex Americas
Mancinelli, Paul
Purchasing Manager, H.B. Fuller
Marks, Aliza
Consultant, Deloitte, Inc.
Marr, Jeffrey
Vice President, Consulting Services
McAllister, Sonya
Senior VP and SAM, Walker
Melillo, James
Executive Conversation
Merlo, Fredrico
Global Sales Manager, DuPont Sustainable Solutions
Miller, Jen
Director, Global Clients & Industries, Deloitte Touche Tohmatsu Limited (Deloitte)
Moorman, Michael
Managing Principal,
ZS Associates
Morrison Chris
Global SAM,
Murdock, David
Revenue Strategist,
Revenue Storm
Musson, Scott
Senior Director, Global Strategic Alliances, VMware
Navach, Jeff
Vice President, Services
Valkre Solutions, Inc.
O'Connor, Fritz
Director Marketing Strategy, GE
Paret, Sandra
Senior Vice President, HOK Architects
Parker, James
Senior Vice President of Sales,
Peterson, Roger
Senior Vice President Facility Services Business & Industry Group, Aramark
Posey, Karen
Senior Consultant,
Geehan Group
Pryor, Lee
Essayons! Consulting, Inc.
Quancard, Bernard
President & CEO, Strategic Account Management Association, (SAMA)
Quinn, Peter
Chief Customer Officer, Infor
Raffa, Dennis
National Account Sales Manager, Marketing, CHEP
Rapp, Hajo
VP of Account Management and
Market Development, Siemens AG
Rieth, Mario
Head of Global Account Office,
Rotenberg, Gregg
VP Strategy, Project Finance and Marketing, Chevron
Shonka, Mark
Shwery, Brett
Senior Vice President,
HOK Architects
Sloan, Julia
Sloan International Consulting
Slone, Reuben
EVP, Supply Chain and General Manager, Services, OfficeMax
Smith, Stephen
Associate Director, Global Clients & Industries, Deloitte Touche Tohmatsu Limited (Deloitte)
Sonnenberg, Steven
Executive Vice President, Emerson
President, Emerson Process Management
Spina, Vince
Senior Director, Americas West Enterprise Sales, NetApp, Inc.
Stackhouse, Brad
SGA, Inc.
Steinharter, Mike
Vice President & General Manager Financial Services Sector, Xerox
Stevens, Howard
The Chally Group
Stevens, Michael
Performance Methods, Inc.
Stocker, Jason
Global Account Manager,
Storbacka, Kaj
Founder and Chairman,
Vectia Institute, Ltd
Strong, Elizabeth
Methods, Inc.
Styrlund, Philip
The Summit Group
Teitelbaum, Karen C.
Executive Vice President/ Chief Operating Officer, Sinai Health System
Tilley, Leo
Director, Global Performance & Learning, Kimberly-Clark Health Care
Trochu, Jeremie
Vice President, Commercial Excellence, Catalent Pharma Solutions
Tuthill, Allen
Senior Vice President, Global Sales and Marketing, Assurant Solutions
Warren, Robert
EVP & Chief Operating Officer,
Boise, Inc.
Welles, Carrie
Vice President, Global Customer Management, Think! Inc
Williams, Chris
Vice President, Global Account Sales, Belden
Williams, Geoff
Vice President, Global Customers,
Schneider Electric and
President of SAMA Board of Directors
Yee, Lareina
McKinsey & Company
Speaker Bios

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 has served as “senior sales executive” multiple times during his career, and his background includes extensive experience in field operations and sales management. He is the primary architect of Performance Methods’ Keys to Effective Strategic Account Planning Methodology™, Integrated Opportunity Management Methodology™, Customer Engagement Methodology™ and Collaborative Planning 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. He recently authored the Best Practices of High Performing Sales Teams article series featured by, and will publish the Keys to Effective Strategic Account Planning article series with the Strategic Account Management Association this year.

Steve’s client work has brought him into direct contact with many of the world’s largest corporations, including Adecco, Assurant, Coca-Cola, Colgate Palmolive, Delta Airlines, EDS, ExxonMobil, Fujitsu, GE, Hasbro, Henkel, Hilton, Honeywell, HP, John Deere, Nike, P&G, SAP, Schneider, Sealed Air, Siemens, 3M, Verizon, Wells Fargo and Zurich.

He has been actively involved in global client deployments of sales and account management best practices solutions and serves his clients in a strategic, trusted advisor capacity, He demonstrates a fresh perspective and brings modern approaches to building effective customer/supplier relationships, and leverages his extensive management experience in his work.

He holds BS and MA degrees in Mathematics from the University of North Carolina and resides in Atlanta, GA.

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Jerry Alderman - CEO, Valkre

Jerry is a recognized business science thought leader, is coauthor of Beyond Six Sigma (Wiley, 2006) and the forthcoming Winning With Customers (Wiley, 2009). He has written numerous white papers, is a frequent speaker on achieving profitable growth through customer value creation, and has led and developed his innovative approach to building corporate competitive advantage through using and executing on unique, deep customer insights. He is founder and CEO of Valkre Solutions, Inc., a product and services company that develops capability with business-to-business (B2B) companies to use deep customer understanding to build and execute customer-driven operating plans. His company has developed these solutions with great partners, including Owens Corning, Kimberly-Clark, Turtle Wax, RR Donnelly, and more).

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Brett Shwery - Senior Vice President HOK Architects

Brett brings years of professional experience to HOK in a global design, architecture and consulting firm.

He oversees project delivery and is responsible for helping clients establish rigorous delivery processes and replicable standards. His goal is to enable consistent delivery across all project phases and geographies. He works with executives and staff to set strategic intent, common goals, as well as communication to the project teams. Working with clients, he is instrumental in establishing and maintaining measurable schedule and budget parameters.

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Chuck Ball - Senior Vice President of Sales & Marketing, AmerisourceBergen

Bio to come.

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Shakeel Bharmal - President (Canada), The Summit Group

Shakeel leads the Canadian practice of The Summit Group and heads its global sales and marketing effectiveness consulting practice. He has over 18 years of experience in sales and marketing strategy creation and organization change management. Before joining Summit, he was a member of Purolator's leadership team where he various positions with responsibility for Supply Chain Services, Customer Retention and Growth and Sales Effectiveness. Prior to this Shakeel was a senior consultant with Oliver Wyman where he specialized in facilitating customer focused strategy creation and process and organization re-design for clients across a wide-range of industries. He regularly writes, teaches and speaks on the subjects of value creation through the salesforce and on collaborative innovation between suppliers and their customers. He holds an MBA from the University of Western Ontario and is currently an Adjunct Professor at the University of British Columbia.

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Phil Bounsall - President, Walker

As president at Walker, Phil is focused on the development and execution of strategies and operating plans designed to enhance Walker's position as a global leader in customer strategy consulting. Phil leads Walker's efforts in the areas of business impact consulting and merger and acquisition services. Walker helps companies protect and grow their businesses by leveraging the perspectives of customers. Building on Walker's strong reputation for quality decision-making information, the consulting teams work with business leaders to develop fact-based recommendations and strategies to help drive business performance.

Phil first joined Walker Information in 1994 as chief financial officer after a 12-year career with public accounting firm, Ernst & Young, where he focused on entrepreneurial companies and corporate finance transactions, including public and private offerings. He also spent five years as the chief financial officer of Brightpoint, Inc. (NASDAQ:CELL), a global company providing distribution and logistics services to the wireless communications industry. He then joined Walker again as executive vice president in January 2004. Bounsall also served as an independent member of Walker Information's board of directors from 1998 through 2003.

Achievements and Affiliations
Phil currently serves as Chairman of the board of directors of Special Olympics Indiana. He also has served on the executive and finance and investment committees. He serves on the advisory board of the Children's Bureau, Inc. in Indianapolis. Past board responsibilities include Interactive Intelligence, Inc., a developer of customer interaction management software based in Indianapolis. He has also served as a director, and held various leadership positions with numerous local industry and civic organizations.

Bounsall currently serves on the board of directors of the Association for Corporate Growth, the Indiana State Chamber of Commerce and the Greater Indianapolis Progress Committee. He is also a member of the Strategic Account Management Association, the American Institute of CPAs and the Indiana CPA Society.

Phil earned his bachelor's degree in accountancy from the University of Illinois and a master's degree in business administration from Indiana University.

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Stephen Brown - Emeritus Professor and Edward M. Carson Chair in Services Marketing W.P. Carey School of Business, Arizona State University

Bio to come.

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Mike Bukovitz - Global Account Director, Schneider Electric

Mike Bukovitz, Team Leader, K-C Alliance, is the Schneider Electric [SE] global account director [GAD] responsible for the Kimberly-Clark Corporation ["K-C"]. His full-time job has been with K-C since 1996, during which time annual sales to K-C have grown from less than $50K per year to more than $34M per year.

Mr. Bukovitz worked as an apprentice electrician from 1976 to 1978, and also spent time working in volunteer construction and humanitarian work in several East African countries. He holds a Bachelor of Science Degree in Electrical Engineering and a Master's Degree in Finance. Prior to joining Schneider Electric, Mr. Bukovitz worked as an industrial plant engineer, and ran his own system integration business for two years. Over the years, he has worked in 54 different countries.

Mr. Bukovitz used to pride himself on being a good Schneider Electric "features and benefits" sales engineer, until in 1995 Schneider Electric created Schneider Global Business Development (SGBD), an organization focused on developing long-term strategic partnerships with customers. Inspired by SGBD's founder (Bernard Quancard) and under the tutelage of Strategic Account Director Jon Berger, Mike was slowly and with significant initial reluctance transformed into a global business partnership manager.

Through his association with SAMA (Strategic Account Management Association) and The Master's Program (Greenwich, CT), Mr. Bukovitz acquired his formal training in forging strategic sole-source relationships and global account management. He was appointed national account manager for K-C in 1996, strategic account manager in 1998, a global account manager in 2000, and a global account director in 2010. The last Schneider Electric product training class he attended was in 1996.

Mr. Bukovitz has since become a strategic alliance disciple, and has presented to more than fifty other companies on how to eliminate non-value-added costs from business processes. He firmly believes competitive forces will inevitably require all best-in-class global companies to forge strategic sourcing relationships, and that strategic relationship management is the key to long-term commercial success and profitability.

Mr. Bukovitz says the half-dozen core values he appreciates most about his company are, "we care about people as much as stockholder value, we are long-term strategists who never take our eyes off the 8-ball, we always try to do what is right for the customer, we are willing to be unconventional and paint outside the box, and we have the best executive sponsorship process on my home planet."

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Mike Byrnes - Managing Partner, The Insight Group

Mike Byrnes completed a successful 30 year career at IBM, including extensive sales and general management experience entailing responsibility for businesses with sales over $1 billion. Mike held numerous executive positions at IBM, including Vice President of the US Banking, Finance and Securities unit and Client Managing Director on one of IBM's largest accounts. Mike's last assignment was Vice President of IBM's NA Global Siebel Alliance where he developed the IBM strategic alliance support model and led a global organization of sales, marketing, services, and software development.

At the Insight Group, Mike is responsible for Global and Strategic Account Management. He has leveraged his skills and experiences to assist our clients in improving their global account management and their coverage model which has resulted in increasing their revenue & profits, improving customer satisfaction and broadening their senior customer executive relationships. He has also assisted our clients revamp their services organization and assessing their customer's wants and needs.

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Jill Cady - Vice President, Strategic Accounts, IHG

Jill Cady is Vice President, Strategic Accounts - Worldwide Sales for InterContinental Hotels Group. As part of IHG's commitment to deliver an internationally consistent sales experience to our customers, Jill has the responsibility to lead our global and hotels sales teams in developing and executing a winning strategy. Jill works closely with the global sales team in guiding the engagement strategy for IHG's top 30 customer accounts to deliver to IHG's core strategy. Further, Jill has overall responsibility for the design and development of IHG's approach to sales through the construction of core competencies for key roles, selection tools & process as well as overall sales curriculum for company's sales organization.

With over 20 years experience in the hospitality industry, Jill joined InterContinental Hotels Group in 1995 as the Director of National Sales, Mid-Atlantic Region, for Crowne Plaza Hotels and Resorts. Subsequently, she held the position of Director, Conference Sales for InterContinental Hotels Group when it was known as Six Continents Hotels. In that role she was responsible for overseeing the company's national sales effort targeting the meetings market. Following that, she served as the Director of Business Development for Global Sales in the Americas responsible for identifying new delivery channels and segments for business delivery. That role prepared Jill to assume the position of Director Global Sales Operations and Planning for the Americas Global Sales department. In 2003, Jill was promoted to a global role as the Director, Global Sales Strategy & Systems where she was responsible for the overall design & delivery of programs, systems & tools for the company's global sales organizations. In 2008, Jill assumed the position of Vice President Worldwide Sales Strategy where she guided the development and positioning of new sales initiative and programs.

Under Jill's leadership, the sales team has been able to launch several strategic initiatives designed to increase revenue delivery as well as decrease operational costs. These initiatives have enabled the sales teams to achieve a number of major milestones in growth.

Prior to joining IHG (InterContinental Hotels Group), Jill served with Ritz Carlton Hotels, Westin Hotels, The Tremont Hotel in Chicago and The Jefferson Hotel in Washington, DC. A native of Seattle, Washington, Jill is a graduate of the University of Washington with a Bachelor of Arts in Art History.

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Brad Cates - President, Standard Register Healthcare

As president of Standard Register's Healthcare Business, Brad Cates leads the company's effort to manage the critical communications that guide care, improve the patient experience and enhance patient outcomes across the continuum of care.

Previously, as vice president of Sales and Marketing, he led SR's nationwide Sales organization. He was responsible for branding and marketing strategy and execution. He oversaw market research, product management, channel marketing and corporate communications.

Cates previously held various sales and management positions within the company, including vice president, Strategic Accounts, regional sales manager and director of business development. He joined Standard Register in 1994.

Cates earned a Bachelors of Arts and Sciences degree in journalism and business from Indiana University. He also holds an MBA from Kennesaw State University. In addition, he has completed the executive management program at the Stanford University Graduate School of Business.

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Dr. Noel Capon - R.C. Kopf Professor of International Marketing, Columbia Business School, Columbia University

Prior to joining the Columbia Business School faculty in 1979, Professor Capon served on the faculties at UCLA Graduate School of Management and Harvard Business School. He has also been a Visiting Professor at INSEAD (Fontainebleau France), the Hong Kong University of Science and Technology (HKUST), and the China Europe International Business School (CEIBS) (Shanghai). He also holds the position of Distinguished Visiting Professor at Manchester Business School (Great Britain).

Professor Capon's early training was in chemistry; he holds B.Sc. and Ph.D. degrees from University College, London University. He also holds advanced degrees in business administration from Manchester (Dip. BA), Harvard (MBA), and Columbia Business Schools (Ph.D.). His publications have appeared in many refereed journals and managerial outlets. He has also written several research and managerial books on marketing, sales, and key and global account management. To address the high cost of college education, Professor Capon's publisher, Wessex Press, offers his marketing textbooks at low prices and with pay-what-you-think-it's-worth options.

Professor Capon is a highly experienced executive educator. He has designed and directed many educational programs in marketing, sales, and account management for Columbia Business School, other educational institutions, and business organizations globally. At Columbia, he is Director of the Managing Strategic Accounts and Global Account Manager Certification programs. He also teaches on Columbia's Executive MBA program and its partner programs with the University of California, Berkeley (Berkeley/Columbia EMBA) and London Business School (EMBA Global). You may learn more about Professor Capon at

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Connie Cassel - Director Customer Advocacy, NetApp, Inc.

Bio to come.

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Dennis Chapman - Founder, 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 20 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.

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Jeff Cochran - Master Facilitator, Shapiro Negotiations Institute
cochran Master Facilitator
Jeff is responsible for delivering the SNI classroom experience.  This responsibility includes making sure that customized programs are relevant to participants and that simulations are challenging and have the right amounts of education, reality, and levity.  Jeff acts as a live negotiations consultant during the day of facilitation, offering opportunities for program participants to tackle current issues that may lend themselves to an even deeper level of application of the principles.

Experience & Client History
Jeff has coached negotiation teams within organizations and has delivered high impact presentations from 45 minutes to three days in length.  His audience size has ranged from five executives around a boardroom table to 600 people in an auditorium.  In addition to his role as an educator and an entertainer, Jeff has also played a significant role in selling and designing negotiations programs for SNI.  

At ADP Total Source, SNI training implemented by Jeff had a major impact on reducing the number of days from hire to productivity for new District Managers.  He also delivered “Listening for Negotiators,” a program that demonstrates the value of better listening skills in terms of increased efficiency, improved morale, and greater productivity.

Jeff has delivered customized programs for clients across many diverse sectors: Financial Services (Barclays, PricewaterhouseCoopers, J.P.Morgan Chase, RBC Centura, Allied Capital, Citigroup Private Bank); Pharmaceutical (Sanofi-aventis, Ortho Biotech, Bristol Myers Squibb); Insurance (GeneralReinsurance, Benefitfocus, WebMD); Consulting (Gartner Group, Cedar Management); Telecommunications (Verizon Business, Comcast Cable, Cingular); Medical Devices (Toshiba Medical Systems, Siemens Medical, Suros Surgical); and a host of others.  Jeff has also worked closely with companies that provide other products and services such as TEKsystems, Ecolab, and Corporate Express.

International Experience
Jeff has lived and worked extensively in Asia and has delivered programs on six continents and in 14 countries including Canada, Argentina, England, France, Germany, Spain, Hungary, Malaysia, Thailand, China, Japan, South Africa and Australia.

Professional Background
Before joining SNI in 2000, Jeff was an Account Manager for Tessco Technologies, the nation's largest communications infrastructure supplier.  He managed a portfolio of over 250 accounts including Mitsubishi Electronics.  In his role as corporate trainer, Jeff was responsible for educating new sales professionals and handled new hire training for Tessco, a company that had grown to $196 million in annual sales at the time of his leaving. 

Jeff’s first career was working in Nepal for three years as a U.S. Peace Corps Volunteer.  Assigned to the Nepal Bank Ltd., he used his status as an outside foreign advisor to successfully implement a micro-lending project targeting poor farmers and small business entrepreneurs to help them form borrowing co-ops.  Jeff was able to overcome cultural and environmental obstacles to improve the lives of Nepalese farmers and small business people by helping them gain access to the much-needed credit that was critical to the success of their businesses.  Following his work with the Peace Corps, Jeff worked for an international non-profit agro forestry organization in Nepal, India, and Belize.  In his role as the South Asia Program Director, he raised over $300,000 to initiate community-based projects and provided on-site technical training to developing world farmers.

Education and Community Involvement
Jeff is a member of the Mensa International Society and holds a B.Sc. in Agricultural Economics from Cornell University.  Jeff lives with his wife and his two children in Fallston, Maryland.
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Joseph P. Coffey - Vice President Sales, Baxter Healthcare

Joe Coffey serves as Vice President, Sales for Baxter BioPharma Solutions, the B2B injectable drug contract manufacturing franchise within Baxter Healthcare Corporation (BAX).

Mr. Coffey's current responsibilities include leadership and development of a global executive-level sales team. Over the past 3 1/2 years, he has led the sales transformation for Baxter BioPharma Solutions, stabilizing the business and subsequently delivering 3 consecutive years of record sales and pretax achievement.

Joe is a proven commercial executive with a consistent record of exceeding goals and objectives, while driving organizational change. His experience includes business unit start-up, team reorganization, large team management, sales & margin achievement, strategic planning, executive-level business development, launching a major U.S. product line, worldwide product development, as well as development and deployment of a global sales force effectiveness strategy, with Asia-specific market experience.

Prior to his role at Baxter, Joe had a successful career at Abbott, Inc. (ABT), where over the period of 19 years, his increasing roles and responsibilities for sales, marketing, commercial operations and sales force effectiveness were highly valued. Always passionate about the "art and science" of strategic sales, Joe was elected to the Board of Directors for the Strategic Account Management Association (SAMA) in May 2011.

Joe received his Bachelor of Science in Economics from the University of Wisconsin-Madison.

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Gary Cokins, SAS Institute

Gary Cokins is an internationally recognized expert, speaker, and author in advanced cost management and performance improvement systems. He is principal consultant business consulting involved with analytics-based enterprise performance management solutions with SAS, a leading provider of business intelligence and analytics software headquartered in Cary, North Carolina. Gary received a BS degree with honors in Industrial Engineering/Operations Research from Cornell University in 1971. He received his MBA from Northwestern University's Kellogg School of Management in 1974.

Gary began his career as a financial controller and operations manager for FMC Corporation, and he has been a management consultant with Deloitte, KPMG, and Electronic Data Systems (EDS). Gary's third book, Activity Based Cost Management: An Executive's Guide has ranked #1 in its topic on He has written Activity Based Cost Management in Government (ISBN 1-056726-110-8). His two most recent books are Performance Management: Finding the Missing Pieces to Close the Intelligence Gap (ISBN 0-471-57690-5) and Performance Management: Integrating Strategy Execution, Methodologies, Risk, and Analytics (ISBN 978-0-470-44998-1).

Mr. Cokins can be reached at His blog is at

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Roland Dietz - President, Focused Connections, Inc.

Dynamic international business leader and chief executive with a distinguished track record delivering results and shareholder value through innovation, growth and business transformation initiatives. Lived and worked in a variety of countries.

Throughout his career Roland created and implemented successful business strategies, resulting in large profitable operations and partnerships in North- and Latin-America, Europe, Japan, China, Korea, SE Asia, Australia and New Zealand. Currently the president of Focused Connections, he is assisting companies and investors with their growth, value creation and acquisition agendas. 

Most recently (2002-2006), Roland was President and CEO of Endeavor Information Systems, Inc, a $30M division of Reed Elsevier. At Endeavor, Roland led the successful turnaround of the core business, while developing a new business with archival software solutions for digital information generating $8M of new revenue in the first year of operation.

Previously, as Executive Board director and M.D. (COO) Global Sales and Marketing for Elsevier Science, a $ 2B division of Reed-Elsevier, Roland revolutionized the business and the industry with a new site-license approach and the build up of a worldwide sales, marketing and service organization. These initiatives created an effective transformation into the largest Internet based provider of Scientific, Technical and Medical information.

Roland was founder and chairman of SciencServer, LLC and chairman of Adonis B.V. both essential components in a business development strategy for digital delivery of STM information on a worldwide scale. He served on the board of Ticer, currently assists St. Xavier University as a member of the advisory board to the President and is senior advisor at Cybersmart! Africa.

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Kirk Dittmar - Principal, The Summit Group

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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Mark Donnolo - Managing Partner, SalesGlobe

Mark is a founder and managing partner of SalesGlobe, a sales effectiveness consulting firm that works with major sales organizations on sales strategies to grow revenue. SalesGlobe focuses on helping companies grow profitably by developing and implementing strategies that improve the effectiveness of sales, marketing, and service organizations. Areas of focus include sales strategy, customer segmentation, channel strategy, sales organization design and deployment, performance management, and incentive compensation. Mark's work spans several industries including technology, telecommunications, business services, manufacturing, and financial services.

Mark Donnolo is also a founder and managing partner with The Sales Leadership Forum, a community of senior sales executives that provides a environment for addressing critical growth issues, sharing best practices among members in a confidential environment, hearing outside speakers, and building business relationships with peers in non-competitive businesses. The Forum operates with the guidance from its member Board of Advisors as well as professorial support from Georgia Tech's College of Management and SMU's Cox School of Business.

Mark formerly launched CoalTek, an emerging clean energy technology company with operations internationally, including China. He was a Senior Vice President with MarketBridge, leading the firm's Sales Effectiveness Practice. He was also a Partner and Senior Vice President with Sibson Consulting, where he was on the firm's management team and led its Sales & Marketing Effectiveness Practice. Previously, he was a Vice President with The Alexander Group and a consultant with Siegel & Gale/Saatchi & Saatchi, an international marketing and advertising firm. Mark also co-founded and was CEO of Biltmore Communications, and was President of InfraStream, a venture-funded VoIP service provider.

Mark holds an MBA from the University of North Carolina at Chapel Hill and a BFA from The University of the Arts in Philadelphia.

Mark speaks on sales and marketing topics and has been published in publications that include Fortune, Sales & Marketing Management, Selling Power, Telephony, Investment Property, Telecommunications, Velocity, Workspan, American Way, and Marketing News.

Mark serves on the Board of Trustees of The University of the Arts, founded in 1876 as the Philadelphia Museum and School of Industrial Art, now the country's first visual and performing arts university.

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Anna Dreyzin - Enablement Lead: Social Software Adoption (BlueIQ) & Cert. Learning Specialist, IBM

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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Bill Duff - Vice President of Customer Operations, CHEP

Bill joined CHEP in 1995 as an Account Representative in Mt. Laurel, NJ. Over a period of 16.5 years he was promoted into positions of increased responsibility contributing in the areas of Quality, Customer Service, Information Technology, Order Processing, Transaction Management and International Business. Bill's passion and commitment to transforming the customer experience has earned him the responsibility of championing CHEP's customer loyalty operational and strategic vision.

Over the past three years, Bill has lead the journey to re-design CHEP's customer facing organization in order to develop and sustain stronger customer relationships, while fostering profitable growth. Responsibilities covered under Bill's leadership include: Voice of the Customer, Customer On-Boarding, Customer Care, Customer Total Account Management, Customer Controls & Intelligence, and Supplier Diversity. All aspects of his organization are integrated and are committed to delivering an exceptional customer experience and winning value proposition for CHEP's customers.

Bill is a trained and qualified Six Sigma Black Belt. He has sponsored and delivered numerous high impact Six Sigma projects to improve the total customer experience, satisfaction, and backend business processes. The projects have led to millions of dollars in savings and additional business.

Bill graduated from LaSalle University with a Bachelor of Science in Marketing. He currently resides in Central Florida with his wife Kylie and three children. In his spare time, he enjoys golfing and is a founding Director of a youth recreational baseball league for his community.

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Maria Edelson - President, Sales and Capability Development, LLC

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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Terry Esper, Ph.D. - Associate Professor of Logistics Department of Marketing & Supply Chain Management, University of Tennessee , Scotwork (NA), Inc.

Dr. Terry L. Esper brings years of academic, leadership, corporate and research experience together to lecture on issues associated with logistics and supply chain management strategy to audiences across the globe. As Associate Professor of Logistics at The University of Tennessee (UT), in addition to his leadership and involvement with the UT Supply Chain Strategy and Management Forum and the UT Center for Executive Education, Esper regularly educates budding leaders and current executives from some of the world's leading business organizations. He is also a regular adjunct faculty member at the University of San Francisco, and the University of Verona in Verona, Italy.

Dr. Esper received both an MBA in Logistics and Transportation, and a Ph.D. in Business Administration with an emphasis in Marketing and Logistics, from the Sam M. Walton College of Business at the University of Arkansas.

Esper's research interests include supply chain strategy and orientation, collaboration, demand and supply integration, supply chain learning and relationship management, and supply chain for small business. His research contributions have resulted in scholarly articles appearing (or forthcoming) in the Journal of Business Logistics, Journal of the Academy of Marketing Science, Journal of Retailing, Industrial Marketing Management, the International Journal of Logistics Management, the International Journal of Physical Distribution and Logistics Management, Journal of Relationship Marketing, Transportation Journal, Supply Chain Management: An International Journal, and several conference proceedings. In addition, his attention to teaching effectiveness and commitment to diversity has resulted in two University-wide Chancellor awards for meritorious teaching and service at the University of Tennessee, and several teaching awards on the College level.

Prior to his graduate studies, Dr. Esper worked as a Senior Traffic Administrator and Logistics Solutions Strategic Planner for Hallmark Cards, Inc. and He also conducted transportation research for the Arkansas State Highway and Transportation Department, the Federal Highway Administration, and the US DOT and has provided consulting services to several military and corporate organizations.

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Marty Finkle - CEO, Scotwork (NA), Inc.

Marty Finkle, CPT, is the CEO of Scotwork (NA) Inc. Marty runs the North American business where he and his team of negotiators work with over 100 companies in over 20 industries focused on negotiations. He has a BS Degree from Rochester Institute of Technology and his Masters from Fordham University. He is one of less than 1000 Certified Performance Technologists (CPT) worldwide, a high honor bestowed on him for his work in the Training and Performance Consulting industry.

In the past Marty worked for, General Mills, Lever Brothers, Franklin Quest, Oxford Health Plans and AT&T helping shape their sales teams, managers and businesses. He has over 30 years of experience in sales, management, business development, consulting, public speaking and professional development.

He is a much sought after speaker, advisor, consultant and writer on negotiation. He works closely with many organizations on a negotiation strategy, process and behaviors across their enterprise and cultures. The companies Marty and his team work with see incredible ROI and ROE (Return on Expectations) on their negotiation engagements internally and externally. This process is adaptable to executive boardroom, sales, business development, procurement and sourcing, finance, operations, human resources at all levels of the corporation. It is also adaptable to negotiations in personal life.

Marty's strengths include creating and exploring ideas for his clients companies and his own, making connections with people in their companies and connecting them with others, maximizing opportunities for his team and his customers, thinking strategically and holistically about issues and coming up with long term solutions, and creating deep relationships with his customers and helping them nurture their relationships.

Marty lives in South Orange New Jersey with his partner and has 2 daughters who are building their careers in NYC. His Guiding Principle is "helping other help themselves," values "Negotiating with Integrity" and he follows this in his professional and personal life.

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Jim Ford - Vice President of Strategic Accounts, Nalco Company

Jim Ford has been with Nalco Company for 18 years. He started his career in field Sales, and has progressed into various roles in Sales and Sales Management, as well as Marketing, & Research Management throughout the organization. He has worked abroad in expatriate assignments in the United Kingdom and The Netherlands, managing operating groups in Europe.

He is currently the Vice President of Strategic Accounts within the Light Industries of the Water & Process Services Division. Aside from managing the global team of Key Account Managers, Jim is a certified instructor for Think Inc.'s Strategic Negotiation Course, and has been implementing the course within Nalco for the past 18 months.

In addition to his duties at Nalco, Jim serves as a Director on the Board of the Strategic Account Management Association (SAMA), where he has served for two years.

Jim is a graduate of the United States Military Academy at West Point, NY, where he received a B.S. in Engineering in 1989. He served in the Army as an Airborne Ranger in the Infantry before joining Nalco.

He is based out of the company's headquarters in Naperville, IL, a western suburb of Chicago.

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Denise Freier - Organizational Change Executive, Sales Force Automation, IBM

Denise brings over 25 years of executive management, organizational change and direct sales management experience in the High Tech Industry. Currently, she is the Global Organizational Change Executive of IBM's Sales Force Automation. Here she is accountable for the deployment, adoption, metrics and successful organizational change program for 40,000 sales and sales managers in IBM who are touched by our new Sales Force Automation tool.

Prior to this assignment, Denise has been instrumental in leading IBM's sales force transformation over the past 10 years. She was the Director, Worldwide Sales Initiatives for IBM, and served as one of the executive leaders of the largest global transformational initiative in IBM-- the company's renewed focus on delivering Client Value (CVI). This initiative touched all aspects of IBM sales model, including sales methods, coverage segmentation, organizational structure, and creating a culture of sales eminence among all sales professionals. Ten years earlier, Denise was Director of IBM High Performance Selling, where she led the worldwide redesign and execution of the original common sales process (Signature Selling Method) that effected our "direct interaction with customers" across all IBM divisions. In order to drive adoption, Denise also supported the development of IBM's Sales Management system (Signature Sales Leadership), which integrated the concepts of the selling method with a disciplined process to manage sales pipeline based on opportunity information and regular coaching of sales teams. Denise has spoken at several industry conferences, including Siebel's User Group in Cannes, France describing the importance of people, process and technology in cultural transformation.

The foundation of Denise's career has been primarily in direct Sales and Sales Management. She was IBM's Managing Director for a large Financial Services client in Chicago. Prior to this, Denise has had various sales leadership roles including Branch Manager in Indiana, Manufacturing Business Unit Executive in Indiana and Global Forest Products Industry Executive.

In addition to her business responsibilities, Denise remains active by leading IBM's Chicago Women's group and does IBM internal and external mentoring of young professionals with Menttium. She graduated with a BS in Management Science from the University of Illinois, and an MBA from the University of Chicago. She enjoys golf and music, and being a role model for her two daughters .

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John Gardner - Senior Vice President, Global Strategic Accounts, Emerson Process Management

John is the Senior Vice President within EMERSON Process Management. He currently leads the Global Strategic Accounts Program, and was appointed to this position in December 2008. John has led the transformation of the Accounts Program from Key Account Selling into its current structure of The Global Strategic Accounts Program across the EMERSON Management Process Group. He sets the strategic direction and implementation agenda for the Program.

In over 30 years with EMERSON, John has held many senior leadership roles in multiple Divisions of EMERSON Process Management which have included roles in Sales; Marketing; Technology; Operations and General Management with postings in N Am and Asia. John has extensively traveled globally thru-out his career. John first joined EMERSON in April 1981, at the XOMOX Division in Cincinnati, OH, where he was the Founder and General Manager, XOMOX Special Products Group.

Prior to EMERSON, John worked with the US Department of Energy, Allegheny Power Corp. and WVU-Engr. Research. John is a graduate of West Virginia University with a Bachelor of Science Degree-[1975] and a Masters of Science Degree-[1976] in Mechanical Engineering. John is a current member of ISA; ASME; ISPE and SAMA. He acts as the executive Sponsor for multiple Strategic Accounts on behalf of EMERSON. John has joined the Board of Directors of SAMA- Strategic Account Management Association in April 2011.

He has authored / co-authored over 40 published reports and articles. He was Host and Sponsor of two Symposiums on Valve Technology for Coal Conversion Processes (Gasification & Liquefaction); past Executive Sponsor and Board Member of the Emerson Global Users Exchange (1998-2004); and a Member of the Distinguished Alumni Academy of the College of engineering, West Virginia University.

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Sean Geehan - CEO, Geehan Group

Sean Geehan author of The B2B Executive Playbook, is the recognized leader in guiding B2B executives to building sustainable, predictable, profitable growth.

Sean has more than 20 years' experience in the area of B2B consulting services and is the recognized expert on driving revenue and earnings predictability in B2B organizations. Geehan Group clients include market leaders such as Microsoft, Standard Register, Springer Publishing, Harris, LexisNexis, HCL, Quest Diagnostics, Dell, Interwoven, Xerox and Jive.

Sean has extensive experience in the areas of leadership, strategy, sales, marketing and product development. He has spoken at and moderated many conferences, and hosted a weekly radio talk show. Sean is the recognized expert on B2B leadership, executive market engagement programs and integrating innovation into the strategic planning process to drive long-term and predictable business results.

Sean received the prestigious Ernst & Young Entrepreneur of the Year award in 2002 and since has been inducted into the E&Y National Hall of Fame. He holds a BA in Marketing/Finance and an MBA from the University of Dayton. He has also attended executive programs at Columbia, Northwestern and Harvard.

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Francis Gouillart - Co-Founder & President, Experience Co-Creation Partnership

Francis Gouillart is President and a founder of the Experience Co-Creation Partnership (ECC Partnership), a services firm that implements co-creation concepts with corporate clients and public organizations around the world. ECC Partnership is the vehicle Mr. Gouillart and his team use for concept development, publication, speeches, management education, workshops, and development of consulting tools. The firm has offices in Concord, MA, and Paris, France. ECC Partnership has an exclusive agreement with PWC's PRTM Management Consulting on the global application of co-creation concepts.

Mr. Gouillart has personally consulted with many large global organizations in the last 30 years, including DuPont, BASF, Monsanto, Mead, ExxonMobil, La Poste, Credit Agricole, Wells Fargo, Brown Brothers Harriman, Carhartt, Avery Dennison, and Nokia.

Mr. Gouillart is co-author (with Venkat Ramaswamy) of the newly published book The Power of Co-Creation (Simon & Schuster Free Press, October 2010) and the Harvard Business Review article "Becoming a Co-Creative Enterprise" (November 2010). Mr. Gouillart is also co-author (with James Kelly) of the book Transforming the Organization, published by McGraw-Hill, which reached the top of BusinessWeek's best-seller list in 1995. He also co-wrote (with Frederick Sturdivant) the Harvard Business Review article "Spend a Day in the Life of Your Customers," (January-February 1994). He also authored the popular boo sk Stratégie pour une Entreprise Compétitive (Editions Economica, Paris), which was named Best Strategy Book of the Year by the French Association of Strategic Planners (AFPLANE) in 1989.

Before creating the ECC Partnership, Mr. Gouillart was closely associated with the theoretical development and consulting-based implementation of major business methodologies, including:

  • The Balanced Scorecard model (working with its two creators Robert Kaplan, at Harvard Business School and David Norton, at the Balanced Scorecard Collaborative),
  • The Value Innovation / Blue Ocean Strategy model (working with Chan Kim and Renée Mauborgne at INSEAD), and
  • The Strategic Intent and Core Competences model (with C.K. Prahalad and Gary Hamel at the University of Michigan).

He is considered a leading authority on the topics of co-creation, strategy, innovation, transformation, and process design. His blog, "The Co-Creation Effect," can be found at

Mr. Gouillart received an MBA from the University of Chicago's Graduate School of Business and resides in Concord, Massachusetts.

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Rosemary Heneghan - Director International Sales & Operations Worldwide, IBM

Rosemary joined IBM Canada in 1976 and held several sales, financial and management positions over the next 20 years, with a primary focus on the Public Sector.

In 1995, as part of IBM's new worldwide Industry organization, she was appointed General Manager for the Education and Technical Computing marketplace in Canada. In 1997 she moved to Atlanta to become the Worldwide Solution Executive for the Education Industry. In this role, she was responsible for setting IBM's short-term and long-term segment and solution strategy for the Education Industry and ensuring the solutions IBM brought to market met the current and future needs of the worldwide K-12 and Higher Education marketplace.

In September 1998, Rosemary moved back to Canada and took on responsibility for International Sales and Operations for the Americas. In May 2000, she expanded this role to take on worldwide responsibility for the International Sales Organization. In this position, she is responsible for leading a global team who work with IBM's worldwide sales organizations and the major global clients around the world, helping them successfully rollout projects, generating over $9B(US) in revenue.

Rosemary is on the Board of Governors of York University, the 2nd largest University in Ontario and the 3rd largest in Canada. Rosemary is on the Board of Directors for SAMA and Past Chair of the Board (2008-2010). She is a past Board member of the Global Forum, York Technology Association and Learning Partnership in Toronto.

Rosemary has a B.A. from Ryerson University and a M.B.A. from York University. In 1994 she completed the IBM Harvard Client Executive program.

Rosemary has two daughters.

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Jane Helsing - Executive Consultant, PDI Ninth House

…is an executive consultant with PDI Ninth House. She specializes in working with leaders and strategic salespeople in Fortune 500 corporations, helping them improve their effectiveness with external customers, internal teams and other internal stakeholders.

Ms. Helsing's experience in sales and consulting spans over 15 years and includes working with numerous industries. She has consulted with executives, facilitated development programs and spoken at conferences and university programs in North America, Europe, Asia, Latin America and South Africa. She is a frequent contributor to Velocity®, the Strategic Account Management Association's (SAMA) quarterly journal. In 2003 she co-authored the book IMPACT Without Authority: How to Leverage Internal Resources to Create Customer Value, which addresses the subject of influence without authority for strategic account managers. In 2008 she co-authored a second version of the book, IMPACT Without Authority: What Successful People Know, which presents the topic in a manner that is not role-specific.

Prior to joining PDI, Ms. Helsing worked in the telecommunications industry where for several years she directed one of the business unit's forecasting and market/competitive analysis functions. She is also experienced in the management of large field teams, having led a 450-person customer service organization.

Ms. Helsing currently serves on SAMA's Board of Directors. She served as chairman of the SAMA Board of Directors from 1997-1998. She is a mentor to University of St. Catherine undergraduate sales majors.

She received her M.S. in Statistics from Rutgers University, New Brunswick, New Jersey and her B.A. from Susquehanna University, Selinsgrove, Pennsylvania

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Tammy Herr, Director of Partner Sales, HP

Tammy Herr has a unique and diverse work history having worked for HP for 25 years in a variety of cross functional and international management positions. She joined HP in 1980 as an R&D Mechanical Design Engineer for the Test and Measurement division in San Diego. She is now the HP U.S. Sales Director for the OfficeMax Account and is responsible for leading the executive collaboration that maximizes sales while driving operational efficiencies for both companies.

Tammy was most recently the Global Marketing Director of Strategic Planning for HP's Inkjet and Web Services business. In that role, she was accountable for the business planning process that consistently delivered top and bottom line improvements to the global multi-billion dollar P&L. Prior to that, Tammy held various cross functional positions in HP including Global Director of Engineering Operations for Inkjet Systems, Director of Category Marketing for Europe, Middle East and Africa based in Germany, Director of Product Marketing, plus various Manufacturing and R&D Program Management roles. Tammy also took a six year hiatus from HP in 1986, building and operating 'Tammy Herr and Associates', a CAD and Engineering services business serving the Southern California region.

Tammy received a Bachelor of Science degree in mechanical engineering from the University of California at San Diego (UCSD) in 1980, where she graduated Summa cum laude. Shortly thereafter while working as a Design Engineer for HP, she completed a three year program in Robotics at Stanford University thru HP's live remote graduate education program. In 1997 she completed the Graduate Business Management program at UCSD.

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Jim Heseman - Senior Vice President of Sales, John Deere Financial

Jim Heseman has served as Senior Vice President, U.S. & Canada Sales for John Deere Financial since January 2010. He provides leadership and guidance to our North American sales team for agriculture, agribusiness, lawn & turf, and construction & forestry business segments. John Deere Financial is one of the largest equipment finance companies in the U.S. with more than 2.3 million customers worldwide and a managed portfolio over $26 billion. Today, John Deere Financial has approximately 1,900 employees worldwide and has operations in 20 countries.

During his tenure at John Deere, Mr. Heseman has served in various positions at the corporate headquarters in Moline, Illinois and in the Agricultural Equipment Division including sales, credit, and administrative roles. Since moving to the finance division in 1994, he has served in numerous capacities managing John Deere Financial operations including agricultural and consumer lending in the United States, Canada, Australia, New Zealand, Mexico, the United Kingdom, Germany, and France. Since 2001, he has led various aspects of John Deere Financials' sales efforts focusing on customers and channels. In 2006, he initiated John Deere Financials' Strategic Account Management program focusing sales efforts on channel and customer needs. Mr. Heseman recently celebrated 36 years with John Deere.

Mr. Heseman is a graduate of Pittsburgh State University; earning his B.S. in Business Administration. He has served on various community boards in the Des Moines metro area and resides today in Urbandale, Iowa.

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Jeff Holley, Account Operations Manager, HP

Jeff Holley joined Hewlett-Packard in August 1997 and now works in its America's Sales organization as an Account Operations Manager (AOM) supporting HP's reseller partner – OfficeMax. He is responsible for the supply chain, operational and planning activities between HP and OMX for both the retail and contract business units.

Mr. Holley has held the role of Account Operations Manager since 2002. In this role he has supported HP's business with several different reseller partners across the diverse consumer channels and has supported OfficeMax since 2010. Preceding his current role, he held various category and consumer planning management positions. Prior to joining HP, Mr. Holley worked for Lowrance Electronics Inc. as a Production Control Analyst.

Mr. Holley earned a Bachelor of Business Administration degree in Marketing and Production/Operations Management from Baylor University in 1994.

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Ron Hubsher - CEO, 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.

roup (, 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.

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Jonathan Hughes - Partner, Vantage Partners
hughesJonathan 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.
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Douglas Hugo - Vice-President Sales & Service Americas & Former Transformation Project Leader, Mold-Masters

Bio to come.

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Cameron Hyde - Senior Vice President and Corporate Officer, Global Account Operations, Xerox

Cameron Hyde is senior vice president of Xerox Global Accounts Operations, named to this position in January 2009. Hyde is responsible for this organization, a division of Xerox Global Services. GAO provides enhanced worldwide focus and support to Xerox's premiere global accounts. Hyde also serves as a corporate vice president.

Hyde joined Xerox in 1975 as a sales representative in Edmonton, Alberta, Canada. Since then he has held a wide variety of sales, general management and marketing positions in Canada and the United States. Hyde was president of North American Partners Group, including agent, reseller and dealer channels from 2007 through 2008. From 2003 until 2007 Hyde was senior vice president and general manger, Xerox North American Agent Operations and the North American Dealer Channel. He was president and CEO of Xerox Canada Ltd. from 2000 to 2003.

Prior to 2003 Hyde held positions including vice president, Xerox Business Services; vice president and general manager of both Xerox British Columbia and Greater Toronto Area customer business units in Canada; and vice president, global accounts, Industrial Business Operations in New York. Hyde earned Bachelor of Arts and Bachelor of Commerce degrees from the University of Alberta in Edmonton in 1973 and 1975. He has an executive MBA from Queens University in Kingston, Ontario, Canada.

Hyde is a current board member of the Strategic Accounts Management Association, the Rochester Business Alliance, the Business Council of New York State and Colgate Rochester Crozer Divinity School. He is the past chair of the National Quality Institute of Canada (2002-2007). He is the Xerox Champion for the National Black Employee Association.

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Keith Hymel - Senior Global Account Director, Hilton Worldwide

Keith Hymel has spent 25+ years with Hilton Worldwide and has served in several management capacities including his current role as Senior Global Account Director, Strategic Account Management since 2006.

In his current role, Keith is responsible for growing enterprise strategic relationships and synergies that drive revenue, growth and mutual cost saving opportunities with some of Hilton Worldwide's largest global accounts. Keith was recognized as a strategic account "Breakaway" Award winner in 2011 and achieved Hilton's Inaugural "Circle of Excellence" Award for Strategic Account Management in 2009 and again 2010.

Prior to 2006, Keith served for 5 years in a senior executive role involved in sales strategy and technology and helped build technology integration and web distribution strategies that supported the enterprise and b2b relationships with top customer accounts.

Keith spent 12 years as managing director of sales for Hilton's various regional sales offices in Washington DC, Chicago and Dallas, primarily leading teams that worked with Hilton's 2000+ national accounts.

Keith currently resides in the Dallas area with his wife Kathy and has two daughters attending Baylor University and The University of Texas at Austin.

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Paul Johnson - Vice President of Sales and Marketing, Intuit

Paul Johnson is responsible for the sales and marketing of Intuit's financial services and solutions for the online and mobile banking channels. In this role, Paul oversees all of our financial institution-client relationships, including current clients and new sales. He also leads our corporate and end user marketing services.

Paul joined Intuit in January of 2011 and works from our offices in Woodland Hills, California. He is an accomplished sales leader with 25+ years of sales and business management experience. He has led large teams as an executive at Sage Business Solutions, IBM, Towers Perrin, and KPMG Peat Marwick.

In his role as executive vice president at Sage, Paul managed a multi-product $500 million+ multi-channel software sales team comprised of 400+ internal sales professionals; value added resellers, certified consultants, retail distributors, and implementation services professionals. Sage Business Solutions products included enterprise resource planning products and small business accounting offerings, as well as customer relationship management products.

Prior to Sage, much of Paul's career was focused in financial services, including selling into retail banking and other financial institutions. During his tenure at IBM's Financial Services Industry Solutions Group, he managed a team of business development professionals, regional services executives as well as IT architects across Canada, United States, and Latin America to achieve annual services and solutions signings of more than $5 billion. Paul also spent 10 years in well-known consulting organizations providing consulting services to the financial services industry for revenue generation, operations improvement, management analytics and valuation models.

Paul has an MBA and a Bachelor of Science degree in Business Administration from the Marshall School of Business at the University of Southern California. He is also a CPA in the state of California.

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Al Kamczyc - Corporate Account Manager, Siemens

kamczycCorporate Account Manager Assigned 2006

  • Focus: Chemical Industry Account
  • Previous Business Experience
  • Vice President GM Siemens Industrial Services GM Siemens Instrumentation Business Unit President & GM MIlltronics Inc., USA National Sales Manager Bailey Controls (now ABB)


  • Cleveland Sate University: Bachelor Degree. Major: Industrial Management. 1981
  • University of Minnesota: Executive Program. Focus: General Management. 1999


  • Married since 1980,
  • 2 children
  • Lives in Atlanta, GA USA
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Cindy Keck - Vice President Strategic Accounts North America, ABB

Bio to come.

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Brian A. King - Principal, King Consulting

Brian King is a Principal at King Consulting, a management consulting firm focused on increasing the effectiveness of sales and marketing functions through enhanced go-to-market strategies, marketing and sales capabilities, and leadership.

Specific areas of expertise include sales and marketing strategy, strategic account program design and execution, customer relationship management strategy and technology, and field sales force effectiveness. Brian has extensive facilitation and sales strategy experience and has led sales transformation initiatives for customers in the hospitality technology, pharmaceutical, healthcare, communications, and non-profit industries.

Brian was formerly a Principal with North Highland, where he led the global and national account management, business development and delivery of consulting services to an 18B dollar hospitality client. Brian previously served in leadership and sales consulting roles with Accenture, BearingPoint and KPMG. Brian started his career with KPMG Consulting as a sales strategy and systems integration consultant. His sales based clients include Microsoft, Red Hat, InterContinental Hotels Group, Marriott, Eli Lilly, Novartis, Red Hat, America Online, AT&T, Aetna, Highmark Blue Cross & Blue Shield, Empire Blue Cross & Blue Shield.

Most recently, Brian led a sales transformation engagement for a Hospitality company whose 2010 sales revenues of 4B focused on the marketing and sales teams from a product focus to a solution selling focus.

Brian also led the development of a global strategic pricing offering that is outperforming standard pricing models by 29% increase in revenue for a hospitality company. This initiative also supported the evolution of sales training and engagement techniques for over 600 sales people in four regions of the globe.

Brian has led the design and development of several strategic account management organizations that include the business case development, account grading and selection, development of strategic account management roles, executive engagement, processes and sales enabling infrastructure.

Brian has also led a global sales transformation and change management initiative (over 500 sales people across 35 international offices) for the world's largest technology provider. Key focus included establishing global sales business process and platforms, executing change management activities to include user adoption, communication, and training tracks. Responsible for alignment of global and regional back office and sales support organizations; Customer Marketing, Finance, Credit Management, and Order Management.

Brian earned a Bachelor of Business Administration from the University of Alabama. Brian is also a member of Hospitality Sales & Marketing Association International, Strategic Account Management Association and Customer Advisory Board Association.

Brian enjoys spending time with his family and friends, exploring the globe, snow skiing and his fair share of good food and wine.

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LaVon Koerner – President & Chief Revenue Officer, Revenue Storm
koernerLaVon Koerner has spent the last 23 years consulting in the highly specialized field of revenue acceleration through Sales and Marketing Effectiveness. He is internationally recognized as a leading subject matter expert in diagnosing and transforming sales and marketing organizations. He has been privileged to contribute to and assist many of today's Fortune 500 companies. LaVon's insights from having worked with so many global market leaders uniquely position him at the forefront of thought leadership in formulating the design and installation revenue acceleration processes and sales and marketing methodologies. After years of running a sales training firm, LaVon is enjoying working as the Chief Revenue Officer for Revenue Storm. This has enabled him to fill in the final pieces for providing a "total" solution for addressing the "growth engine" of a company.
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Dan Kosch and Mark Shonka – Co-Presidents, IMPAX

Dan Kosch and Mark Shonka are Co-Presidents of IMPAX Corporation and co-authors of Beyond Selling Value: A Proven Process to Avoid the Vendor Trap. Both are 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. Their 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. Together, they have more than 40 years of experience in direct sales, sales management, and sales consulting and training. They are highly sought-after speakers 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.

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Renae Leary - Senior Director Global Accounts, Tyco International

Bio to come.

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Brian Lieser - Vice President, Global Marketing, Belden

Brian Lieser has an extensive background in marketing, business development and management with Rosemount Inc, Rockwell Automation, MTS Systems and Belden. Brian joined Belden in 2009; Belden is a global leader in signal transmission solutions for mission critical applications. At Belden, he first served as the Director of Vertical Marketing - Infrastructure. Today he holds the position of Vice President of Marketing, Belden Global Sales & Marketing. In his current role he leads the Belden Market Delivery System process that includes both Outbound Marketing and Vertical Marketing. Brian received his B.S. in Aerospace Engineering and Mechanics at the University of MN Institute of Technology and has a MBA from the Opus School of Business, University of St. Thomas.

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Stephan Liozu - President & CEO, Ardex Americas

ARDEX Americas is a manufacturer of high performance and differentiated building products in the Pittsburgh area ( In his current role, Stephan defines overall corporate pricing strategy and works closely with his Business Unit Managers in designing and implementing value–based and premium pricing programs. For the past nine years, Stephan has been a visiting Professor at Universities in Toulouse, France where he teaches International B2B Pricing Strategies to Master's degree students.

Stephan is a native of France and a US citizen. Fluent in English, French, and Spanish, he gained extensive international business and pricing experience working on three continents and living in six different countries. He has more than 15 years of professional experience in the industrial and building materials sectors. Before joining Ardex, Stephan served as the Vice President and General Manager of Freudenberg & Company where he managed the North America Spunlaid Division / Automotive & Building Segments. Prior to joining Freudenberg & Company, Mr. Liozu worked in the building materials / construction industry for two Fortune 500 companies: the Saint–Gobain Group and Owens Corning.

Stephan Liozu holds an MBA in Marketing from Cleveland States University (1991), a European Master degree from Toulouse IAE School of Management in France with a major in Innovation Management (2005) and attended The General Management Program (TGMP) at Harvard Business School. He achieved the Certified Pricing Professional designation from the Professional Pricing Society July 2009.

Stephan is married and has one child. His hobbies include business reading, learning, playing and watching rugby.

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Denise Lodrige-Kover – Vice President- Global Strategic Account Management, Hilton Worldwide

Denise Lodrige-Kover designed and developed the Hilton Worldwide Strategic Account Management (SAM) program, and oversees its operation today. She and her team are responsible for developing long term business-to-business relationships throughout a SAM account's enterprise, creating executive engagement, delivering enterprise-wide solutions to meet customers' business objectives, and achieving the highest customer loyalty to Hilton Worldwide across all market segments. The SAM team serves as the guardian of the global strategic relationship and identifies opportunities between companies on many business levels to make and save money for both organizations. In 2010, Denise was given responsibility for integrating Hilton's SAM Program on a global basis. Managed assets under Denise's leadership exceed one billion USD.

Prior to deploying 100% effort against SAM, Denise also oversaw the Business Travel Sales organization in The Americas. She has also served as Vice President, National Sales, overseeing the entire National Sales operation, including business travel, group, and leisure. Thirty years with Hilton, she has served in numerous roles, managing three (3) of Hilton's key national sales offices and holding several Director of Sales & Marketing positions at Hilton hotels.

Denise serves on the Board of Directors for Strategic Account Management Association and throughout her career has served on numerous boards, councils, and committees for key industry associations.

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Aliza Marks - Consultant, Deloitte, Inc.

Aliza Marks is a Manager in Deloitte's Strategy & Operations practice, specializing in organic and inorganic growth strategies. Marks has worked primarily on new market entry and M&A engagements across High Tech, Consumer Products and Healthcare industry sectors. Marks focuses specifically on Sales and Channels as well as Customer Experience, leading transformation initiatives to define and achieve the desired future state.

Marks received an MBA from the Stanford Graduate School of Business and a BA from Bowdoin College.

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Sonya McAllister - Senior VP and SAM, Walker

Bio to come.

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James Melillo - Chairman, Executive Conversation

Jim Melillo combines executive-level experience running companies with broad financial credentials, including dozens of global mergers, acquisitions, divestitures and financings. At the investment bank RCL Northwest, he had dual responsibilities as President and as a registered broker dealer specializing in mid cap stocks and debt instruments. As CFO and director of National Pizza Co., he was instrumental in building the company into the largest Pizza Hut franchisee in the world. He handled one of the first "roll ups" of a franchisee, growing from 40 to 150 highly profitable units in two years. Responsibilities included taking the franchisee public while negotiating a revenue ruling with the Internal Revenue Service and creating a tax-free dividend for the founders. During his tenure in Strategic Planning and Technology Acquisitions for Marion Merrill Dow, Melillo was involved in structuring and negotiating licenses or joint ventures with leading corporations around the world, including Dow Pharmaceutical in the U.S., Hoechst Russel of France, and Perstorp Chemical of Sweden. Prior to that he worked for Boston Consulting Group where he served such clients as Smith Kline, OMC/Evinrude, Corning Fiber Optics and Alpha-Philco.

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Frederico Merlo - Global Sales Manager, DuPont Sustainable Solutions

Bio to come.

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Jen Miller - Director of Global OCEO Client Program & Operations, Deloitte Touche Tohmatsu

Jennifer Miller moved into DTTL as the director of Global OCEO Client Programs & Operations and L&D programs in June 2011. Previously, Ms. Miller led the U.S. Market Intelligence team of 100+ professionals, including a support team in Hyderabad, India. Prior to this role, Ms. Miller led the Research & Analysis function of the U.S. Central Atlantic Business Development Center, playing a key advisory role to the region's leadership in all activities related to business development and marketplace and client program planning. She has more than 20 years of experience in research and analysis in academic and corporate settings.

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Michael Moorman – Managing Principal, B2B Sales & Marketing, ZS Associates

Mike Moorman is Managing Principal for ZS Associates' B2B Sales & Marketing practice. Since joining ZS in 1993, Mike has consulted with more than 30 organizations in the high–tech, transportation, financial services, industrial products, consumer goods, media & publishing and healthcare industries. Mike's primary expertise is in B2B value–based sales and marketing strategy and capabilities building, sales organization design, sales resource optimization, and sales force motivation systems. Mike's experience spans a diverse range of sales models including global, strategic and key accounts management, generalist and specialist field sales, channel partners, and telesales. Mike's assignments have included work throughout the Americas, Europe and Asia. In 2007, Mike was named one of the "Top 25" consultants by Consulting Magazine for his thought leadership in value–based sales strategy and sales force optimization.

Mike is a frequent guest speaker on sales and marketing topics. He has presented at the Kellogg School of Management Marketing Conference, the Strategic Account Management Association, The Conference Board, Frost and Sullivan, the Institute for the Study of Business Markets, the Selling Power Sales Leadership conference, and numerous executive off–sites. He is the lead author of more than a dozen ZS articles and whitepapers and has been published and quoted in numerous journals. Mike is an active member of the Strategic Account Management Association (SAMA) and is a graduate of the Kellogg School of Management at Northwestern University.

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Chris Morrison - Global SAM, Nalco

Chris Morrison is a 30+ year global veteran of Nalco. He has recently back to San Francisco from his assignment in Geneva, Switzerland. Chris has had a variety of executive assignments in leadership, technical and commercial roles, mostly focused on large clients for Nalco. He and his teams have provided Green technical solutions to a variety of industries to reduce water footprint, re-use and recycle strategies. Chris has led these assignments starting in the 80's from San Francisco and in the 90's, living and leading teams for Nalco in Sydney, Australia and Jakarta, Indonesia. Chris was previously an elected public official and director/Chairman of the Marin Municipal Water District. He was also a California Governor appointee of the Regional Water Control Board for San Francisco. Chris graduated with a degree in Biology from UC San Diego (La Jolla, CA, USA) and extension courses in business at University of Sydney and Northwestern. Chris has been involved in Strategic accounts at Nalco for the last 14 years and is a former board member of SAMA.

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David Murdock Revenue Strategist, Revenue Storm

As a Revenue Strategist for Revenue Storm, David Murdock works with senior leaders and management to transform their sales performance and accelerate their revenue generation. With over 20 years of experience in business-to-business sales management and front-line sales, David specializes in developing and leveraging strategic relationships at the executive level, winning highly competitive sales opportunities for key accounts, setting up Strategic Account Management (SAM) programs, and overhauling low performing regions or channels.

An accomplished and highly skilled consultant and coach, David helps clients achieve success through insight and practical analysis using Revenue Storm methodologies and tools. David's passion for developing people's potential, combined with his competitiveness to win key accounts and large deals, allows him to deliver real value to both individuals and teams alike.

Sincerely committed to bringing thought leadership and support to the sales community, David is on the Board of Directors for the Strategic Account Management Association (SAMA) and is an active speaker at industry events and contributor in industry publications. Prior to joining Revenue Storm, David held multiple executive sales leadership roles at Bradley Corporation, a commercial fixtures manufacturer. In his role as Director of the Strategic Account Group, David grew strategic account sales from $250,000 to $30 million. As Director of Sales, he restructured two sales channels, which resulted in a 10% sales growth with a 14% reduction in field sales resources.

David's extensive career in sales and marketing has also included serving as Director of Sales at Koala Corporation, National Marketing Director at SureVoid Products, Regional Sales Manager at Architects' First Source, and District Manager for the Sweets Group of McGraw-Hill Companies.

David holds a Bachelor of Science degree in Electrical Technology from Metropolitan State College.

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Scott Musson - Senior Director, Global Strategic Alliances, VMware

Bio to come.

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Jeff Marr, Vice President, Walker

Collaborating with clients and colleagues, Jeff designs approaches that bring leading B2B companies closer to their customers. This includes facilitating customer-driven action at the corporate, functional and account team levels, and creating new measurement solutions. Formal approaches that Jeff helped create include value mapping for strategic account selection, account engagement, won/lost bid assessment, and assessing lost/diminished customers. Jeff provides thought leadership to Walker and the customer strategy profession by blogging on B2B customer relationship management issues and speaking at conferences.

Since joining Walker over thirty years ago, Jeff gained extensive global client management and program design experience supporting his leading role in Walker's innovation and consulting with senior client contacts. Industries in which he has notable experience include software/hardware, telecommunications, pharmaceuticals, industrial manufacturing, utilities and financial services. He conducts training in various forms for Walker's partners and clients, as well as colleagues.


In addition to sharing his insights blogging, Jeff also authored white papers or articles published by CustomerThink, SAMA's Velocity, AMA Marketing Encyclopedia, Quirk's Marketing Research Review and Positive Leadership.

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Fritz O'Connor, Director Marketing Strategy, GE

Fritz O'Connor leads the DVP initiative for GE globally. He works closely with GE's senior leaders across geographies, segments and business units to drive training, adoption, implementation, and scaling of DVP for the corporation and its customers. He is based in Fairfield, CT.

Fritz joined GE in 2002 as a member of the inaugural Experienced Commercial Leadership Program class (ECLP). On program, he worked in Network Marketing at NBC (NYC), as a Global Account Manager at Plastics (MA), and in product marketing and sales at Appliances (KY). Post-program, Fritz was promoted to National Account Sales Manager and then Channel Manager at Appliances in Louisville, KY.

Prior to GE, Fritz worked for twelve years in the printing paper industry for Scott Paper and Georgia Pacific. He held various sales and marketing positions in Los Angeles, Boston and New York.

Fritz is married and has two boys and a chocolate lab. When not working, he enjoys playing with his sons, and training for and competing in triathlons.

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Sandra Paret - Senior Vice President, HOK Architects

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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James Parker - Senior Vice President of Sales, Savvis

Bio to come.

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Roger W. Peterson Jr. - Senior Vice President Facility Services Business & Industry Group, Aramark

Experienced business leader currently overseeing operations throughout the United States and Canada. Provide leadership and guidance to a 5,000 person work force. Varied experience ranging from hands-on responsibilities of running on-site Fortune 500 corporate facilities – telecommunications, manufacturing, pharmaceutical research and development, high-visibility facilities, critical environments – to managing facility management staffs and supporting strategic plans of facilities services organizations. Construction management expertise with the U.S. Military. Background encompasses expertise in operations, sales, marketing, and executive management. Frequent speaker at company and industry events in the areas of customer relations and facilities management.

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Karen Posey - Senior Consultant, Geehan Group

Karen Posey is a Senior Consultant with an extensive background in executive engagement and facilitation, sales leadership, strategy, coaching, and the best practices that drive BEST (Better Engaged Selling Time).

At Geehan Group, Karen leads the Executive Sponsor Program (ESP) practice. In addition to writing and publishing her work in this leading practice area, she has conducted the first and most comprehensive research on Executive Sponsor Programs and is called upon by Fortune 500 companies to speak and consult with them.

Karen also provides thought leadership and execution around Geehan's other executive engagement programs, Strategy Alignment, Customer Advisory Boards, and Executive Summits. Through the establishment of these programs as well as Strategic Partnership Reviews, she has helped improved sales organizations at leading companies such as Dell, Harris Broadcasting, Juniper Networks, Standard Register, Savvis and AmerisourceBergen.

Karen has a track record of high performance and leadership recognition. She came to Geehan Group from P3 Sales Strategy, where she was CEO and Principal. Karen has 25 years of Sales Leadership, General Manager, and Sales Strategy & Productivity experience working for LexisNexis, Misys Healthcare, SARCOM, Agil-IT, and Reynolds & Reynolds. She has transformed two sales forces from product-centric to solutions-based selling, and has extensive industry experience in high-tech, on-line business and legal research, and healthcare IT.

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Lee Pryor - Principal, Essayons! Consulting, Inc.

Lee J. Pryor is principal of Essayons! Consulting, Inc., a firm specializing in helping clients design and profitably implement strategic account management strategies. From 1991 to 1998 he was part of the strategic accounts organization with Square D/Schneider Electric, responsible for all major account programs and a team of 8 project managers and 50 engineers. In 1999 he joined the Schneider Electric Global Business Development (SGBD) department in Paris, where he served in a number of roles including Deputy Director and Vice President of Global Automotive Business Development. In addition to his business career, Pryor served for 30 years as an officer in the United States Army and Army Reserve. He has an MBA from Marquette University and is a registered Professional Engineer.

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Bernard Quancard – President & CEO, Strategic Account Management Association (SAMA)

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 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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Peter Quinn – Chief Customer Officer, Infor

Bio to come.

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Dennis Raffa - National Account Sales Manager, CHEP

Dennis joined CHEP in 2003 as an Account Representative in Breinigsville, PA. Over a period of 9 years he was promoted into positions of increased responsibility contributing in the areas of Customer Service, Sales & Business Development.

He currently holds the position of Strategic National Account Sales Manager, where he is responsible for the company’s largest global customer and over an $87m budget.

Dennis is a trained and qualified Six Sigma Green Belt. He also holds certifications in the Miller Heiman program. He has delivered millions of dollars in savings for both Customers & CHEP through various joint projects. Dennis has developed strong relationships with his customer base securing joint press releases with the top customers.

Dennis graduated from Seton Hall University and The Sorbonne, Paris, France. He currently resides in New Jersey with his wife Rebecca. In his spare time, he enjoys surfing and deep sea fishing.


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Hajo Rapp – Vice President of Account Management and Market Development, Siemens 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. 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, Avaya

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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Gregg Rotenberg - VP Strategy, Project Finance and Marketing, Chevron

Gregg Rotenberg is responsible for business strategy, project finance and product marketing for Chevron Energy Solutions. Gregg has led strategic initiatives at several of the largest and most respected companies in the technology and energy industry.

Gregg has led the strategy, project finance and product marketing teams at CES for the last four years. Before joining CES, Gregg served as a Senior Partner of Keystone Strategy, a strategy consulting firm founded by three professors from Harvard Business School. At Keystone, Gregg led strategy engagements at technology industry leaders such as IBM and Microsoft, and ultimately led a strategy team that assisted Microsoft in their attempted acquisition of one of the largest web portals and web search tools.

Earlier in his career, Gregg worked for Enron Capital & Trade Resources, where he co-led the development and launch of a new energy consulting practice and he served as a member of the energy pricing team that established the twenty year forward prices that Enron would use in pricing energy contracts.

Gregg holds a Bachelor of Science degree with a concentration in finance and accounting from The Wharton School, where he graduated Magna Cum Laude and an MBA from Northwestern's Kellogg School of Management, where he graduated first in his class (tied).

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Julia Sloan - President, Sloan International Consulting

Dr. Julia Sloan, author of the definitive book, Learning to Think Strategically (Elsevier, 2006), is widely recognized for her pioneering work in the application of complex cognitive theory to everyday global strategic thinking practice. Her work draws upon more than two decades of her own expatriate corporate experience in Asia, Africa, the Middle East, Eastern Europe, and the United States working on strategy to align the business agenda with prevailing economic, cultural and social issues. She has lectured at some of the premier academic institutions including: Columbia University, MIT and Harvard University (US); Nanjing University (China); Tokyo University and Keio University (Japan); Singapore University and India Institute of Management (India). She is also a contributing author to Democratic Practices as Learning Opportunities (Sense, 2007). A resident of New York City, Dr. Sloan's educational background includes a doctorate from Columbia University; master's studies at Yale University and University of Alaska; and undergraduate studies from Kent State University.

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Reuben Slone - EVP, Supply Chain and General Manager, Services, OfficeMax

Reuben Slone joined OfficeMax in November 2004 as executive vice president, supply chain. He is responsible for inventory management, supply chain operations and strategic sourcing. In 2011, Mr. Slone took on oversight for Services, where he is responsible for developing processes, operational standards and a differentiated brand proposition for ImPress and Managed Print Services, the two arms of the company's print services and solutions business.

Mr. Slone was most recently vice president, global supply chain for Whirlpool Corporation, where he led the transformation of Whirlpool's supply chain over a four-year period. Prior to joining Whirlpool, Mr. Slone held various executive positions with General Motors in global supply chain, ebusiness, product development, manufacturing and information technology. Before joining General Motors, Mr. Slone led global strategy, distribution and information technology for Federal-Mogul. Prior to joining Federal-Mogul, Mr. Slone spent almost 10 years in management consulting with Ernst & Young and EDS/AT Kearny.

Mr. Slone received a Bachelor of Science degree in engineering from the University of Michigan in 1984, where he graduated cum laude. In 1985, he received a graduate fellowship in mechanical engineering.

Mr. Slone has been widely recognized for his achievements in supply chain. Harvard Business Review published two of his articles: "Are You the Weakest Link in your Supply Chain?" in September 2007 and "Leading a Supply Chain Turnaround" in October 2004. Harvard Business Publishing published his book, The New Supply Chain Agenda, based on the former article in May 2010.

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Stephen D. Smith - Associate Director, Global Clients & Industries, Deloitte Touche Tohmatsu Limited (Deloitte)

Stephen Smith is responsible for Deloitte Touche Tohmatsu Limited's (DTTL) global strategic client program operations and support for Deloitte member firms' most important global accounts.

Stephen was instrumental in the original conception and design of the global client program strategy at DTTL and continues to develop and enhance program performance.

His team focuses on program operations which includes strategy and development, reporting and metrics, client service planning, client feedback, and stakeholder alignment. His team is also actively involved in developing and deploying account management / marketing methodology, tools and advisory/training.

Stephen has a background in global account management, corporate marketing, business development, and human resources. He has worked in professional services, information technology, financial services, and manufacturing industries.

Stephen graduated from McGill University in Montreal and has a master's degree from the University of Toronto. Stephen currently lives in New York with his wife and three busy daughters.

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Vince Spina - Senior Director, Americas West Enterprise SalesNetApp, Inc.

As Sr. Director of Systems Engineering and Architectures, Vince Spina is a third level technical leader responsible for the Systems Engineering community covering the 12 most western US states and $850M+ in product and service sales. Vince's responsibilities include leading a 130+ direct and matrixed employee organization made up of first and second level leaders and individual contributors. His major activities include; setting the Area's vision, strategy, and execution plans, coaching and development, performance management, and fostering relationships with customers, vendors, partners, and corporate organizations to manage successful storage and cloud implementations that allow his customers to gain competitive advantage through the use of NetApp technology.

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Steven Sonnenberg - Executive Vice President, Emerson
President,Emerson Process Management

Steve Sonnenberg leads Emerson's process management business which posted sales of $6.0 billion in fiscal 2010. He was appointed as Emerson executive vice president and the business leader of Emerson Process Management in October 2008. Since joining Emerson in 1979, he assumed a number of marketing and general management positions in Germany, London, and Asia Pacific. In 2000, Sonnenberg was appointed president of Emerson Process Management Asia Pacific, and in 2002 he was appointed president of Emerson's Rosemount division. During his tenure, he has also been responsible for several Emerson acquisitions including: Rosemount TankRadar (formerly Saab Marine), Mobrey, Damcos, and Metran. Emerson Process Management helps process industries better manage plants through intelligent control systems and software, measurement instruments, valves, and industry expertise.

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Brad Stackhouse - CEO, SGA, Inc.

Brad Stackhouse is the co-founder of SGA Inc., a global company that for 25 years has specialized in researching, developing, and facilitating learning experiences that help SGA's clients engage more effectively with the C-level executives of their customer/client organizations.

“We learned that if you or members of your team are trying to sell more effectively to the C-Suite, you have likely defined the problem incorrectly. SGA conducts its research in over 30 countries, and while we were able to confirm that there are few if any global best practices, we have found something more profound. No matter where in the world, the Masters all think similarly as they prepare for meetings with their respective C-level executives, and retain this mindset and perspective throughout their dealings with them.”

“Further, we learned that what Masters do cannot be taught – yet can be learned. Today, clients such as Accenture, Booz, Cognizant, Emerson, HP, IBM, KPMG, Siemens, and Vodafone are working with us to apply these insights and are telling us that the results are transformative. We think we know why.”

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Mike Steinharter - Vice President & General Manager Financial Services Sector, XeroxV

Bio to come.

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Howard Stevens - CEOThe Chally Group

Howard Stevens is Founder, Chairman and CEO of The HR Chally Group, a talent management, leadership development, and sales improvement corporation providing personnel assessment and research services to more than 2,500 customers in 35 countries for over 33 years. Mr. Stevens specializes in sales benchmarking, and is the creator of the original sales product lifecycle classifications. Chally has also created the largest statistical database and validation research for the evaluation of requirements for sales and executive positions, and in market and customer analyses. A licensed clinical psychologist, he is also known for his research and programs to develop a professional sales curriculum at the university level.

Howard has also been an innovative leader and been recognized for his contribution to the Profession of Sales with a National Business lifetime award. He is the founder and active president of the University Sales Education Foundation. He has established an annual magazine listing the top sales colleges with in depth analysis of their impact on the profession. He conceptualized and "executive produced" the first public television series on sales, the first "special" to be nationally broadcast this fall. He also provides a regular segment on professional sales at the tri-annual Sales Leadership Conference Series Sponsored by Selling Power Magazine.

With diversified interests, he is the author of several books on sales and management including Achieve Sales Excellence, The Quadrant Solution and Selling the Wheel (all published in multiple languages). He has written many articles and is a frequent speaker and radio and television guest. His world class sales benchmarks program has been presented over 500 times across 43 countries for corporations, trade associations, government agencies, and universities. He has been a guest on CNN, Bloomberg USA, National Public Radio, Radio Free America, and other business based programs. Mr. Stevens also teaches "World Class Sales" benchmarks at the Columbia University Graduate School of Business, and serves on the Sales Advisory Board for Ohio University and the Theatre Board of Wright State University. He also founded the Ohio Institute of Photography and is listed in Who's Who and many professional references.

He has been professionally associated with several Washington-based groups where he has consulted for the Justice Department, the Defense Department, the Intergovernmental Personnel Act, and the Atomic Energy Commission.

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Michael Stevens - Senior PartnerPerformance Methods, Inc.

Michael joined Performance Methods, Inc. in early 2007, bringing four decades of Fortune 100 high-technology sales, marketing, business management, international and P&L experience. Michael spent 35 years with 3M, in the data storage and electronics industries with executive positions in the US and Japan. His last assignment at 3M was to define, design, develop and deploy a Global Strategic Accounts program that became recognized as a best practice program both internally and externally.

He has spoken many times at SAMA Annual Conferences, SAMA University sessions, SAA Webinar Series and the 2006 Pan-European Conference. Recognizing his passion, experience and willingness to share and contribute best practice knowledge of strategic account management, Michael was elected to the Board of Directors of SAMA in 2006, where he continues to help guide and influence this critical subject of strategic customer focus and effective engagement.

Michael grew up in Atlanta, Georgia, attended the University of North Carolina in Chapel Hill, NC, and Georgia State University in Atlanta, GA, holding degrees in management and marketing. His graduate work was at done at Georgia State University and also the Executive Advanced Management Program at Stanford.

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Jason Stocker - Global Account Manager, SKF

Jason has been with SKF since 2003, and Global Account Manager for General Motors since 2009. He has held a number of sales positions responsible for several automotive customers, such as Chrysler, Toyota, Nissan, and Honda. Jason has an MBA from Oakland University and a BA from Eastern Michigan University. He is a member of OESA (Original Equipment Supplier Association). The SKF Automotive Division serves the global automotive market and draws on over 100 years of knowledge in five distinct areas of expertise - bearings, seals, lubrication, mechatronics, and services - in order to deliver advanced technology solutions to its customer partners.

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Kaj Storbacka - Founder and Chairman, Vectia Institute, Ltd.

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. 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 of 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 knowledge-sharing and advancing the practice of strategic customer-supplier collaboration. Dr. Storbacka is a frequent speaker global corporation events, Executive MBA programs and leading management development institutions in Europe, Americas and Asia.

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Elizabeth Strong – Partner, Performance Methods, Inc.

Elizabeth joined PMI following 25 years in sales and business management in F500 enterprises as well as early stage companies. In addition to sales excellence, she has a special focus on strategic account management and has worked with senior executives in a variety of industries to help them achieve significant business growth. She has held the position of Global Account Vice President multiple times in her career, bringing real-world expertise to the challenges of managing high-profile customers across borders.

Recognized for outstanding leadership in the book A Force for Change by Harvard Professor John Kotter, Elizabeth has led sales organizations on how to break through barriers, align with customer buying practices, and earn customer loyalty.

Most recently, Elizabeth was Vice President of Global Accounts at MeadWestvaco (MWV), a $6B global leader in high-end packaging. She joined MWV in 2002 as a member of their New Ventures executive team, responsible for managing a portfolio of technology based early stage businesses. She assumed operational roles in the businesses to lead them to commercial viability. In this capacity, she was General Manager of Intelligent Systems, an RFID network infrastructure business, which was acquired by Tyco. Later she was VP of Sales for Paxonix, a software subsidiary that specialized in workflow software and was acquired by Persistent Systems.

Before joining MWV, Elizabeth held executive positions at high tech companies, including Electronics for Imaging (EFI) where she was Global Vice President of their business with Xerox, one of their largest OEM's; Cognet, where she was Vice President of Sales; and Digital Equipment Corporation (DEC) where she was Global Vice President of their business with Citigroup. Throughout her career.

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Philip 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 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.

ership 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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Karen C. Teitelbaum, Executive Vice President/ Chief Operating Officer Sinai Health System

Karen Teitelbaum is the Executive Vice President/Chief Operating Officer at Sinai Health System, with responsibility for all aspects of hospital daily operations at Mount Sinai Hospital, Sinai Children's Hospital, and Schwab Rehabilitation Hospital. She oversees operations as diverse as nursing, quality and safety, facilities, ancillary services, cardiovascular, surgery, environmental, and emergency department, with nearly 3,000 employees and 550 hospital beds. Focused on the delivery of high quality services in an efficient and cost effective manner, the Hospitals have achieved national recognition in quality while reducing costs by millions of dollars due to greater efficiency. Karen holds a Master's of Management degree in Finance from Northwestern University, Kellogg School of Management.

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Leo Tilley – Director, Global Performance & Learning, Kimberly-Clark Health Care

Leo has over 30 years experience in strategic account management, sales, sales management and global account management roles. Mr. Tilley specializes in helping teams apply world-class best practices to optimize sales and manage strategic accounts.

Mr. Tilley has held senior leadership positions with world-class companies including Kodak, Johnson & Johnson, Boston Scientific and Kimberly-Clark.

Previously Mr. Tilley served as the Japan country manager for Johnson & Johnson, Ortho-Clinical Diagnostics. He can speak Japanese and is familiar with the culture.

Mr. Tilley has lived and traveled abroad and brings a unique, practical and global perspective on strategic account management best practices.

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Jeremie Trochu –Vice President, Commercial Excellence, Catalent Pharma Solutions

Jeremie joined Catalent Pharma Solutions in 2012 as Vice President, Commercial Excellence, to develop this new capability for their organization. His current responsibilities include Sales Force Effectiveness, Commercial Training, Sales Operations, Inside Sales and Strategic Accounts.

Jeremie worked at GE Healthcare for almost 10 years prior to joining Catalent. Most recently, he was the General Manager, Sales Resource Optimization for GE Healthcare's US and Canada $8B division. Prior to that, he held the position of Commercial Transformation Leader for GE Healthcare, managing a major sales force design project focused on driving organizational alignment across 35+ business units and 1,800+ sales professionals.

Earlier in his career, Jeremie held various commercial leadership roles in Enterprise Sales, Net Promoter Score and Lean Six Sigma.

Jeremie graduated from the EM Lyon Business School in Lyon, France with a Masters in International Management & Entrepreneurship in 2004.

Jeremie, his wife Julie, and their two daughters, Olivia and Lea, live in new Jersey. Jeremie likes skiing, playing golf, wine tasting, reading and traveling .

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Allen Tuthill - Senior Vice President, Global Sales and Marketing, Assurant Solutions

Allen has been with Assurant for 22 years. During his tenure, he has held a variety of positions, progressing through the sales organization, sales management, as well as providing leadership and oversight for several businesses within the organization. Currently, Allen serves as Senior Vice President of Global Sales and Marketing. In this capacity, he has responsibility for the company's Global Client Management strategy and process; strategic marketing and communications, sales development, training, rewards, recognition, and sales operations. Through these initiatives, Allen endeavors to improve enterprise sales execution and client coordination to collaborate with our clients in growing their business.

During a six-year hiatus from Assurant, Allen was engaged in the mortgage banking industry. The majority of this period was spent with EquiCredit Corporation, which became a subsidiary of Bank of America, via acquisition. At EquiCredit, he developed a mortgage banking and acquisition business, and eventually became Executive Vice President of that operation.

Allen also serves on the Assurant Solutions' Strategic Leadership Team, Board of Directors and Executive Committee of the Strategic Account Management Association; and is an Advisory Board member of the Center for Professional Selling at Kennesaw State University.

Allen has 2 children, Elizabeth-21 and Parker 17.

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Elisabeth Cornell - Director of Knowledge & Programming Strategic Account Management Association (SAMA)

Bio to come.

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Robert A. Warren - EVP & Chief Operating Officer, Boise, Inc.

Bob Warren serves as executive vice president and chief operating officer at Boise Inc. From April 2008 to October 2010, Bob served as senior vice president and general manager of Paper operations and the supply chain management function. From February 2008 to April 2008, he served as general manager of supply chain. From 2006 to February 2008, Bob was general manager of Boise Cascade, L.L.C.'s supply chain, and from October 2004 to 2005, he was the business leader for Boise Cascade, L.L.C.'s printing papers business. From 2003 to October 2004, Bob was a project leader for Boise Cascade Corporation.

Prior to joining Boise, Bob was president and CEO of Young & Roehr Group, a b-to-b marketing communications firm serving Fortune 1000 clients in the Western US. Bob began his career with Procter & Gamble Manufacturing Company in the packaged soap and detergent business.

Bob holds an MBA from Kellogg Graduate School of Management, Northwestern University, and received his Bachelor's degree from Oregon State University in General Engineering.

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Carrie Welles – Vice President, Global Customer Management, Think! Inc.

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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Chris Williams – Vice President, Global Account Sales, Belden

Chris Williams has 12+ years of Strategic Account Management experience. In his current role he is the Vice President of Global Accounts at Belden. The Belden Global Account organization is responsible for development of Belden's most strategic and global accounts; providing them objective and tangible value through an aligned and standardized effort between their global enterprise and Belden. Prior to joining Belden Chris was Vice President at Kon-Cept Manufacturing Information Solutions in Birmingham, MI where he was responsible for Operations, Finance, and Sales & Marketing. He has also served as Director of the Automotive Global Account Program with Rockwell Automation. Chris received his B.S. in Industrial Engineering from West Virginia University.

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Geoff Williams – Vice President, Global Customers, Schneider Electric

Geoff Williams has been working for SGBD - Schneider Electric for almost 9 years and, most recently, as Director of Global Strategic Accounts for Microelectronics Customers.

Prior to this assignment, Geoff was a project leader based in Paris working on Schneider's Change Management effort to move from a product-based company to a customer-oriented approach. Geoff has also participated for the last 2 years in the Columbia University Business School Global Account Initiative to identify and develop industry best practices for various Global account Management functions. Prior to working for Schneider Electric, Geoff co-founded Integrated Dynamics Engineering, Inc. in the Boston area to develop advanced control systems for the semiconductor industry.

Geoff spent 7 years at Analogic Corporation as International Sales Manager developing business and setting up operations and distribution in over 40 countries. A recent Velocity™ article titled the "Global Business Citizen" sums up his feelings about global business.

Geoff lives in Raleigh N.C. with his wife, 2 children, spending spare time cooking, Cub Scouts, soccer, basketball, daughter's violin and other family activities.

Past SAMA Treasurer of the Board 2006 – 2007 and current SAMA Chairperson of the Board .

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Lareina Yee - Partner, McKinsey & Company

Lareina Yee is a Partner in McKinsey's San Francisco Office. With over 11 years of experience she has been a part of McKinsey's Greater China and West Coast Offices. A leader of McKinsey's North American Marketing and Sales Practice, she spends her time primarily in the High Tech Sector.

In addition to her client work, Lareina co-led McKinsey's research with the Wall Street Journal on Women in the US Economy. She has been a speaker on gender balance topics at Stanford Director's College, Leadership California, United Way Bay Area/ APEC Women and The Economy Summit, and The British American Business Briefing Series. On topics of economic productivity and sales-led growth she has been a speaker at the National Sales Account Management Conference and published articles on sales transformation and new applications of collaboration technology.

Within McKinsey, Lareina is focused on mentorship and growing the next generation of leaders. She oversees the West Coast Women's Recruiting Initiative and co-leads McKinsey' Global Analyst Learning Program.

Lareina is on the San Francisco Ballet School Committee and focuses on supporting young artists' performance and international learning opportunities. She also led a pro-bono effort with San Francisco Ballet on ways to improve their subscriber reach.

Before joining McKinsey, Lareina was a Jacob Javitz Fellow for U.S. Senate Committee on Foreign Relations and was a Henry Luce Scholar in China, conducting research on ethnic minority townships. Lareina completed her Masters and BA at Columbia University. She and her husband live in San Francisco with their two boys.

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