Becoming a Trusted Advisor
The ultimate aim of a Strategic Account Manager is to reach Trusted Advisor status. This status is frequently reached if you FIRST bring growth and profitability to your strategic customer. Best of all, trusted advisor status frequently coincides with the best-case no-bid situation.
This year's theme – Bringing Mutual Measured Strategic Value – is directly tied to bringing growth and profitability to your customer and becoming a trusted advisor. To bring growth and profitability to your company, you must first bring them to your strategic customers. But the question of how to strategically impact your strategic customers' metrics with your value solutions still remains.
How does a jet engine manufacturer impact the mileage cost of its airline customers?- How does an electrical equipment company impact the energy savings of its industrial customers?
- How does a major logistics company impact the on-time delivery and carbon footprint of its major customers?
- How does a financial services company impact the financial risk of its corporate customers?
Or their insured corporate customers' operations?
Each strategic customer views value through its own prism of strategy, organizational priorities, business objectives and metrics.
This conference will reveal best practices in the strategic account management process of mutual measured value creation, while also examining the alignment of your own company's strategy, organizational capabilities and business performance for customer-specific solutions. This process creates trust, co-creation, innovation, loyalty, risk management solutions, sustainable growth and profitability.
Keynotes
More Than the Sum of Your Parts – Creating Customer Value in a Global Multi-Business Unit Enterprise
William F. Meahl
Chief Commercial Officer
DHL
Leading Through Connections:
Implications From the IBM Global CEO Study
Saul J. Berman
Partner & Vice President, Global Strategy & Transformation Service Area Leader
IBM Global Business Services
49th Annual Conference Fees |
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| solo | team | ||||||
| Corporate Member | $2,295 | $2,145 | |||||
| Individual Member | $2,420 | $2,270 | |||||
| Non-Member | $2,620 | $2,470 | |||||
| You are welcome to attend the Annual Conference and substitute a SAMA University class on any of the dates that sessions are offered – Monday, May 20, through Wednesday, May 22. You will simply pay the Conference fee. | |||||||
SAMA University
In-Depth Skill-Building For Strategic Account Managers
Open Enrollment for Full Day Workshops
SAMA University and the Annual Conference are now co-located, expanding your options to combine full day workshops on foundational SAM skills and Conference sessions to best meet your objectives.
Each workshop is part of our Certified Strategic Account Manager (CSAM) program, giving you the opportunity to continue your CSAM journey, or begin the certification process in Hollywood. For more information on SAMA's CSAM program, email certification@strategicaccounts.org.
For assistance in selecting the best SAMA University workshops for you, email us at sessionhelp@strategicaccounts.org to schedule a call.
SAMA University Fees |
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| 1-Day | 2-Day | 3-Day | ||||||||||
| Corporate Member | $995 | $1,545 | $2,045 | |||||||||
| Individual Member | $1,145 | $1,695 | $2,345 | |||||||||
| Non-Member | $1,245 | $1,895 | $2,545 | |||||||||
| SAMA University attendees are welcome to join us for evening networking at the SAMA Conference. | ||||||||||||
Who Should Attend?
VP Directors and Managers of Strategic, Key and Global Account Programs | Sales executives transitioning to account management positions | Senior and C-level sales & marketing executives | Strategic, Key, & Global Account Managers | Executive sponsors | SAM Talent Management & HR professionals | SAM Program Office Managers & Support Staff | SAM Multifunctional Teams | Managers with SAM Direct Reports
Board of Directors
- Michael Blach
- VP, Key Client Management
Maersk Line - Volkhard Bregulla
- VP Global Accounts Germany and Central Eastern Europe
HP GmbH - Dennis Chapman
- President & CEO
The Chapman Group - Joe Coffey
- Chief Commercial Officer
Gallus BioPharmaceuticals, LLC - Dominique Côté
- European Regional Director, EURIT
Pfizer Pharmaceutical - Barbara Desmond
- Account Management Platform Leader-Americas
Cushman & Wakefield
- Jim Ford
- VP of Strategic Accounts
Nalco - Stephanie Fuller
- Director of Global Business Development
Office Depot BSD - John Gardner
- SVP - Global Strategic Accounts
Emerson Process Management - Rosemary Heneghan
- Director, International Sales Organization
IBM - Cameron Hyde
- Corporate VP, SVP Global
Accounts Operations
Xerox - Chris Jensen
- SVP & Global Industry
Head, Engineering &
Manufacturing/Energy
DHL Global Customer Solutions
- Denise Lodrige-Kover
- VP - Global SAM
Hilton Worldwide - Jean-Philippe Machon
- Executive VP, Distributors &
Installers Market Sector
Nexans - Bernard Quancard
- President & CEO
SAMA - Dr. Hajo Rapp
- SVP Account Management &
Market Development
Siemens - Michael Stevens
- Senior Partner
PMI - Dr. Kaj Storbacka
- Professor of Marketing
University of Auckland Business School - Phil Styrlund
- CEO
The Summit Group
- John Summers
- VP & GM, Life Sciences
Johnson Controls, Inc. - Gary Summy
- Director of Sales Development
Trane Commercial Systems - Huw Tippett
- Global Head of Commercialization
Novartis - Allen Tuthill
- SVP, Strategic Sales & Business Development
Assurant Solutions - Carrie Welles
- VP, Global Customer
Management
Think! Inc. - Geoff Williams
- VP Global Enterprise Customers
Schneider Electric-SGBD
*Chairman of the Board*