Dir. Key Account Management
Center of Excellence
Geoff is a passionate believer in KAM with over 30 years of experience in posts at various operational and strategic levels. Currently Director KAM Centre of Excellence for Global Marketing in Pfizer Biopharma Group. Prior to this a Strategic Account Manager and Business Director in the UK Pfizer Business, Sales Director UK & Ireland for Siemens Healthcare, and Head of Sales & Training at UCB Pharma.
Head of Sales Excellence
As Head of Sales Excellence, Marco is responsible for developing and implementing the future sales operating model for Siemens. Besides the further development of our cross-business setup for Vertical Markets he shapes especially the company-wide Key Account Management and strongly focuses on People Development and Digital Sales Enablement. The knowledge he gained in several sales and management functions giving him the ability to set a clear focus on sustainable development of Sales processes, digital tools, and new approaches in the Sales arena. Before this, he managed Regional and Vertical Sales activities of Smart Infrastructure/Energy Management and Siemens IT Solutions and Services. Furthermore, he served several years as CEO in Siemens subsidiaries in China and South Africa and held different management positions in Strategy, Sales, and Mergers and Acquisitions.
Sr. Director CCO Office & Commercial Development
Stefan Fuehner is ‘Senior Director CCO Office & Commercial Development’ at DHL Customer Solutions & Innovation (CSI), and in this capacity the Chief of Staff to the ‘Chief Commercial Officer DHL & Head of CSI’. DHL Customer Solutions & Innovation is a Sales Organization of Deutsche Post DHL Group looking after the group’s strategic accounts across all business units.
Prior to joining CSI, he was ‘Product Manager Cross Border Shipping’ in the DHL eCommerce division spending time both in the Global Headquarter in Bonn, Germany as well as the Americas in Weston, FL, USA. Stefan joined Deutsche Post DHL Group in 2014 as part of a Graduate Management program working in various functions of the Post – eCommerce – Parcel division.
Stefan holds a Master of Science, Business Administration, from the University of Cologne, Germany.
Owner and Founder, Cosawi
and Member, SAMA Board of Directors
With more than 30 years of experience as a practitioner in the Lifesciences (human and animal health), I am a Board experienced executive and now, business owner, partnering with organizations to accelerate business transformations, go-to-market strategies, and customer-centricity. Executive coach. I am also a SAMA Board member.
CEO and Founder
Kate Burda is the CEO and founder of consulting firm Kate Burda & Co, which leads revenue performance and growth strategies for organizations, large multi-national brands, owners, and investors. Through the “revenue trifecta” of sales, digital marketing, and price modeling, many of Kate’s clients have enjoyed 25 percent growth in revenue gains through her work.
Working with companies from startups to exit strategy, financial downturns, and shifts within the marketplace over her nearly 30 years of experience, Kate has advised some of the world’s leading companies, such as Goldman Sachs, Brookfield, Abbott, Boehringer Ingelheim, Ricoh, Marriott International, Hilton, Loews Hotels, IHG and more. She has worked for multi-national firms in leading sales, marketing, and revenue management / pricing teams at the executive level.
Kate has brought thought leadership within marketing strategies within branding, awareness marketing in the digital space, as well as creating methodology in effective targeted marketing to your most valuable customer segments. She has led and developed strategy in working with teams to create a revenue roadmap and how to engage commercial teams to effectively achieve that future vision.
Recently they have just launched IGNITE, a SaaS program, that enables companies to create a revenue pathway and connect teams to goals and strategies.
As an industry leader, Kate is a Think Tank member of the Center for Hospitality Research at Cornell and has taught graduate and undergraduate courses for Fairleigh Dickinson University and Purdue University System teaching Revenue Management and Distribution, Global Marketing and Digital Marketing. Her memberships include Boutique Lifestyle Leaders Association (BLLA), International Society of Hotel Consultants (ISHC), Kate has spoken at Chesapeake Hospitality Summit, Hunter Conference, Hotel Asset Manager Association 2020 Summit, and more. She earned her MBA at University of Colorado and currently lives in Dallas.
Kaj Storbacka is Professor at the HANKEN School of Economics in Helsinki, where he moved from the University of Auckland Business School. His research focuses on solution business transformation and market and business model innovation.
Kaj has made a career out of working on the borderline between academic and applied research within marketing and strategic management. He has over 35 years’ experience as a strategy consultant to European and global companies in finance, media, travel, retail, utility, manufacturing and telecommunications.
He has a long background in executive education and is a frequent speaker at internal seminars for major global corporations, and at leading management development institutions in Europe, Asia and the US.
His academic research has been published in journals such as Journal of the Academy of Marketing Science, Industrial Marketing Management, Journal of Business Research, European Journal of Marketing, and Marketing Theory. Kaj has also published 13 books, some of which have been translated into several languages.
Strategic Sales and Negotiation
Javier is Associate Professor of Strategic Sales Management and Negotiation at Cranfield School of Management and Director of the Key Account Management Best Practice Forum.
Javier brings a unique combination of practical and theoretical knowledge being a practicing manager, instructor and an active researcher. His expertise, firmly grounded in business and informed by the latest research, focuses on professional selling, sales and key account management, and executive education and development.
He was previously the Director of Custom Programmes, Executive Education, and Senior Faculty at the University of Cambridge, Judge Business School. Prior to his career in academia, he worked for Unilever in management positions in Spain and in the UK. He is an accredited Belbin instructor.
Javier has a PhD in Management (Organisational Learning), a PCert in Teaching, Learning and Assessment in Higher Education (Cranfield University), and has completed the Advanced Leadership Programme (Cambridge University Judge Business School) and the International Teachers Programme (Northwestern University, Kellogg School of Management). His education also includes a Postgraduate Degree in Training Management in Organisations and a Diploma in Advanced Studies in Social Psychology (University of Barcelona). He has a BSc (Hons) in Economics and Business Administration (University of Zaragoza).
Brian has a rich business background with more than 40 years of experience in sales, operations and management. Having earned his BA in Management from Hofstra University in 1976 and after holding several entry level positions, he started his career in logistics in Chicago in 1979. In 1985, he earned an MBA from Fairleigh Dickenson University. Over the years, he has held both regional and global positions with DHL, a Deutsch Post Company, working in their heavy freight division. Brian started his career in sales and quickly moved to operations management. He has managed at the station, regional and national levels. He also served as CEO of the company’s North American Unit (USA and Canada) from 2009 until 2012.
Brian was a key player on all the integration teams during the years when Deutsch Post was acquiring companies to build its global logistics business. He was charged with overseeing many organizational and leadership changes, which expanded and built upon his already robust skill set. The time spent facilitating these mergers greatly impacted Brian’s leadership style. His focus and passion shifted to serving and supporting others in the organization.
Brian has been a life-long learner and has earned a degree in Professional Coaching from the University of Texas. Brian is also an ICF Certified Coach, and he is currently serving as a Mentor/Coach, developing younger talents as they progress in their careers.
Brian was raised in New York and currently lives with his wife in St. Charles, IL. In his spare time, he enjoys spending time with his family, traveling, boating, gardening, and doing DIY projects.
President and CEO
Denise brings over 40 years of executive management in Sales, Sales Operations and Sales Transformation. In August, 2018, she became President and CEO for SAMA. She will be leading the strategy of the association to provide essential and relevant research and skills to clients’ strategic account programs.
Previously, Denise held several sales and sales transformation roles in IBM, including Strategic Account Director for one of IBM’s largest accounts. Most recently, she led IBM’s CRM implementation where she was accountable for the design, deployment and adoption to over 40,000 global sales and sales managers.
Prior to that assignment, Denise was instrumental in leading IBM’s sales force transformation over the past 10 years. She served as one of the executive leaders of the largest global transformational initiative in IBM — “Delivering Client Value” which 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. Denise’s team developed the foundation of the initiative, IBM’s Signature Selling Method, which was a common sales methodology for all 40,000 global sales professionals.
Yet the foundation of Denise’s career has been primarily in direct sales and sales management where she has led regional and global industry sales organizations for IBM, largely in manufacturing, process and financial industries.
Denise is a certified change management professional (CCMP). She led IBM’s Chicago Women’s Group in Chicago and does 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, singing, theater…and most importantly being a role model for her two daughters.
Strategy & Marketing
After a remarkable 35-year career with Schneider Electric, Harvey Dunham serves as the Managing Director of Strategy & Marketing for the Strategic Account Management Association (SAMA), a nonprofit professional association based in Chicago.
During Harvey’s time at Schneider Electric, Harvey started as an Account Manager then progressively became a District Sales Manager, a Strategic Account Manager (SAM), a SAM Leader, a Country President (South Africa & Poland), and, finally a Global Solution VP who supported SAMs in developing solutions for their global strategic accounts around the world.
Thanks to his impressive and long career at SAMA, Schneider Electric, as well as military service, Harvey’s areas of expertise include B2B sales, account management, channel strategy and management, negotiation, presentation skills, facilitation, training, coaching and process improvement.
|7 AM - 8 AM||Opening Remarks and Session 1: “Key Account Management at Siemens – Next Level”
|8:15 AM - 9 AM||Session 2: “Account-Based Marketing: Customer-Led, Team-Enabled Where Marketing and SAM Co-Orchestrate”
|9:15 AM - 10 AM||Session 3: “Aligning Internal and External Orientation and Other Competing Demands for Strategic Account Managers”
|10 AM - 11 AM||Networking Event: The SAMA Game Show
|7 AM - 8 AM||Welcome and Session 4: “Moving Toward Strategic Account Leadership: Aligning and Engaging for Increased Value Creation”
|8:15 AM - 9 AM||Session 5: “Leverage the Power of Alignment to Drive Value”
|9:15 AM - 10 AM||Session 6: “How to Align Internally to Manage Your Strategic/Key Accounts When Your Supply Cannot Meet Their Demand”
|10 AM - 11 AM||Networking Event: Cocktails for Closers|
Level: All audiences
Presenter: Marco Lippuner, Head of Sales Excellence, Siemens AG
In light of everything that’s changed since the start of the pandemic, it’s no wonder that customer journeys and even touch points have become different and continue to evolve. Managing both the customer’s expectations, as well as those of the KAM's own business units, has become an entirely new challenge. Add to that the new environment of managing accounts virtually and training KAMs digitally, and effective key account management can seem challenging. Join this session to learn how Siemens is facing these new circumstances.
Level: All audiences
Presenters: Dominique Côté, Owner & Founder, Cosawi Inc., and Member, SAMA Board of Directors; Kate Burda, Owner and Founder, Kate Burda & Co.
We can all agree that customer-centricity and customer focus are key to being differentiated and relevant and are the cornerstones of effective strategic account management. We understand that it is not how we sell but rather how customers buy. We know the value of understanding the customers, their organizations, their vision and what they are trying to achieve to enable a co-created future.
Our marketing groups, however, are too often based upon products, campaigns or offerings – an inside-out way of working conflicting with the outside-in mindset that is at the core of how we ask SAMs to engage to enable higher-order partnerships The next generation of effective account-based marketing is solely focused on the customer journey from point of inspiration to point of sale and beyond and how we as a team connect with the customer throughout. It is time to break our corporate silos and bring marketing to the table.
You will learn:
WHAT: What is account based marketing compared to brand, product and enterprise marketing?
WHO: What is the marketing role in the strategic account management journey and account team?
WHY: Why is customer-led, team-enabled important? You will get tools and a framework to accelerate your ABM capability and team integration.
HOW: How do you develop an action plan? You will leave with an action plan that you can customize to spur internal discussion and evolve your marketing journey, role and impact in this customer-centric approach.
Level: All audiences
Presenter: Javier Marcos-Cuevas, Associate Professor, Strategic Sales and Negotiation, Cranfield School of Management
Strategic account managers need to leverage substantial resources and support from their organizations to succeed in growing their business with strategic accounts. This growth often depends on the SAMs ability to manage simultaneously commercial, relational and political agendas across the supplier and the customer organizations. The challenge is that SAMs often perceive a tension in handling competing demands, amongst others, the internal vs. the external dimensions of their role. This session will outline the paradoxes SAMs face and will provide an approach to manage these constructively in the pursuit of value creation and sustainable relationship building with strategic accounts.
Level: All audiences
Presenter: Kaj Storbacka, Hanken Foundation Professor, Hanken School of Economics
We are seeing a revolution in how customers and other stakeholders engage with firms – basically a re-shuffle of value chains. Simultaneously, the meaning of “value” is changing: We’re moving from shareholder value to stakeholder value. This means that SAMs need to look beyond the customer relationship and create alignment in a system where collaborating firms create value. Future SAMs are leaders – facilitators and orchestrators of change.
In this session you will learn how to find new opportunities for growth and how to help customers create value that will build strong, lasting account relationships.
Level: All audiences
Presenter: Stefan Fuehner, Sr. Director CCO Office & Commercial Development, DHL
When it comes to successfully building a strategic relationship between two enterprise-level organizations, the need for alignment is inevitable. While the idea of embarking on a joint strategic partnership has a very exciting ring to it, the struggle to align – across functions, teams and stakeholders from both organizations – is real and intense. This is especially true in global organizations – and never more so than now, when so many interactions take place virtually. This session will provide insights, lessons learned and real, first-hand examples of how alignment can be (and has been) leveraged into a value driver for long-term business growth.
Level: All audiences
Moderators: Harvey Dunham, Managing Director, Strategy & Marketing, SAMA, and Chris Jensen, Director of Customer Solutions, SAMA
Panelists: Geoff Quinn, Director Key Account Management Center of Excellence, Pfizer Biopharmaceuticals Group, and Brian Lindholm, Executive Trainer, DHL Global Forwarding
With supply chain challenges all too common, SAMs are struggling to meet their obligations to their strategic customers. We hear from our members every day that most, if not all, of you are facing this extremely difficult situation.
This session will explore the following:
Join this session to learn best practices for handling this dilemma from three of the most experienced practitioners in the SAMA community.
SAMA and Arpedio are excited to offer a Virtual Gameshow for our members. This activity will use the Weve gameshow platform with a Weve gameshow host specializing in virtual interaction. Members will be assigned to teams and compete with other SAMA members on trivia and other fun and interactive games. We look forward to bringing out your competitive spirit and helping you team up with your SAMA peers.
We encourage you to bring your cocktail, mocktail, or beverage of choice! SAMA member attendees will be placed into Zoom break-out rooms, sponsored by Arpedio, Oratium, PMI and Valkre. Our moderators will alternate in rooms and will guide the participants on introductions to meet your peers, and will also ask attendees some fun questions and some strategic account management insights and priorities. Join us for some key ‘takeaways’ for your SAM/KAM journey.