CONFERENCE SCHEDULE

To ensure flawless technical execution AND the robust discussion and engagement you crave, sessions will be pre-recorded, with 20-30 minutes at the end of each session for live Q&A with the presenters.

9:00 am - 10:45 am CST   –   WELCOME  AND KEYNOTE SPEAKERS

9:00 am - 9:45 am
Welcome by SAMA CEO, Denise Freier and 
KEYNOTE: Organizational Resilience: Empowering a Culture of Innovation that Withstands Even a Pandemic
Mike Alkire, President, Premier   

10:00 am - 10:45 am
KEYNOTE: Cracking the Code on C-Suite Messaging
Tim Pollard, CEO, Oratium 

11:30 am - 1:00 pm CST   –   CONCURRENT SESSIONS

TRACK: CRITICAL SKILLS FOR STRATEGIC ACCOUNT MANAGERS

From Vendor to Strategic Partner: How Helmsley Fraser Elevated its Relationship Starting With an RFP to Become a Strategic Partner to Virgin Media      

TRACK: SAM PROGRAM DESIGN, STRUCTURE AND MANAGEMENT

Taking Mature SAM Programs to the Next Level of Excellence      

TRACK: SAM TALENT: RECRUITING, HIRING AND RETAINING TOP PEOPLE 

Coaching and Enabling Your SAMs to Sell Your Company's Value (and Solutions)      

1:30 pm - 3:00 pm CST   –   CONCURRENT SESSIONS

TRACK: CRITICAL SKILLS FOR STRATEGIC ACCOUNT MANAGERS

Collaborative Planning with Your Customer: Best Practices for High-Impact Growth      

TRACK: SAM PROGRAM DESIGN, STRUCTURE AND MANAGEMENT

Land, Sea and Air: Executing a Successful Global Strategic Accounts Program with a Highly Matrixed Global Organizational Environment      

TRACK: SAM TALENT: RECRUITING, HIRING AND RETAINING TOP PEOPLE 

How to Strengthen Mental Toughness During Chaos      

3:30 pm - 4:30 pm CST   –   JOIN THE CONVERSATION

NETWORKING

Join the Conversation

An Exchange on Change: Procurement-SAM Collaboration…Lessons Learned in the New Normal

Presenters: Jonathan Hughes, Partner, Vantage Partners; ISM; Chief Procurement Officer, SAM or SAM Leader    

Are Your Existing Customer Relationships Sticky Enough? 

Presenters: Tim Riesterer, Co-author of The Expansion Sale, Corporate Visions; Ken Powell, Chief Commercial Officer, OSG    

Technology/Tools for Effectiveness in SAM’s Virtual World

Presenters: Jerry Alderman, President, Valkre; Mike Moorman, KAM Partner, ZS Associates; Practitioners from Amerisource Bergen, Bracco Diagnostics, Parker Hannifin, Sonoco, and Suez    

9:00 am - 10:45 am CST   –   PLENARY SESSIONS

9:00 am - 9:45 pm
KEYNOTE: Surviving and Thriving in Uncertain Times Through Strategic Account Focus     
Friedrich Richter, Senior VP Strategy, Industrial Automation & Segments, Schneider Electric

10:00 am - 11:00 am
“The Future of SAM” moderated panel discussion   

Moderator: Jim Ford, Chief Commercial Officer, Solecta, and Chairman, SAMA Board of Directors
Panelists: Jennifer Stanley, Partner, McKinsey & Co.; Dino Bertani, Executive Director, International Strategic Account Management,  Allergan Aesthetics; Harvey Dunham, Managing Director, Strategy and Marketing, SAMA; Tom Hablitzel, Senior VP, Enterprise Clients, Sherwin-Williams Company; Jim O'Leary, Global Practice Chair, Corporate Affairs, Edelman

11:30 am - 1:00 pm CST   –   CONCURRENT SESSIONS

TRACK: CRITICAL SKILLS FOR STRATEGIC ACCOUNT MANAGERS

20/20 Vision: What Great Account Planning Looks Like in 2021      

TRACK: SAM PROGRAM DESIGN, STRUCTURE AND MANAGEMENT

Accelerating SAM Start-Up: Lessons Learned from What the Best Do to Accelerate and
Sustain SAM Impact
      

TRACK: SAM TALENT: RECRUITING, HIRING AND RETAINING TOP PEOPLE

Implementing Successful Player/Coach Roles for SAMs      

1:30 pm - 3:00 pm CST   –   CONCURRENT SESSIONS

TRACK: CRITICAL SKILLS FOR STRATEGIC ACCOUNT MANAGERS

How to Get to and Sell to the C-Suite      

TRACK: SAM PROGRAM DESIGN, STRUCTURE AND MANAGEMENT

Reclaim Relevance and Re-engage Your Buyers      

TRACK: SAM TALENT: RECRUITING, HIRING AND RETAINING TOP PEOPLE

Separating Negotiation Fact From Fiction: Key Insights for SAMs       

3:30 pm - 4:30 pm CST   –   JOIN THE CONVERSATION

NETWORKING

Join the Conversation

KPIs / Metrics that Matter in Strategic Account Management

Presenters: Dennis Chapman, Founder and President, The Chapman Group; Tony Stanich, VP Global Corporate Accounts, Nalco an Ecolab Company    

The Future of SAM: Continue the Conversation 

Presenters: Jim Ford, Chief Commercial Officer, Solecta, Inc. & SAMA Chairman of the Board; Tom Habitzel, Senior VP, Enterprise Clients, The Sherwin-Williams Company; Harvey Dunham, Managing Director of Strategy and Marketing, SAMA; Jim O'Leary, Global Practice Chair, Corporate Affairs, Edelman    

Coping with a Client’s Uncertainty and Risk Mitigation After the Election

Presenters: Chris Ferguson, VP, Business Development & Delivery, The Summit Group; Dr. David Schultz, Professor of Political Science, Hamline University    

 

9:00 am - 10:00 am CST   –   JOIN THE CONVERSATION

NETWORKING

Join the Conversation

The Impact of COVID on Life Sciences: Has KAM Ever Been More Important?  

Presenters: Mike Moorman, KAM Solutions Lead, ZS Associates; Joe Stevens, Life Sciences Partner, ZS Associates; Barbara Ruhland, Head Strategic Accounts & Channel Management, US Radiology, Bayer; Denise Juliano, Group Vice President, Life Sciences, Premier    

Learning: What’s Working Now and How to Enable SAMs for the Future

Presenters: Colleen Shanahan, Leadership Development COE, Global Industrial Training, Ecolab; Gordon Galzerano, Consultant, Advisor, Coach, Former Cisco Senior Leader    

SAMA Expert Council: What’s On the Horizon for Our Advanced Programs?  

Presenters: Frédéric Kahn, Global Vice President of Sales, Wavelength Pharmaceuticals; Harvey Dunham, Managing Director Strategy &Marketing, SAMA; Denise Freier, President and CEO, SAMA    

 

10:30 am - 12:00 pm CST   –   CONCURRENT SESSIONS

TRACK: CRITICAL SKILLS FOR STRATEGIC ACCOUNT MANAGERS

Co-Creation with Customers? It's Easier Said Than Done      

TRACK: SAM PROGRAM DESIGN, STRUCTURE AND MANAGEMENT

SAM as an Enabler for Selling Innovation in a Service Environment      

TRACK: SAM TALENT: RECRUITING, HIRING AND RETAINING TOP PEOPLE 

Building SAMs Into CEOs     

12:30 pm - 2:00 pm CST   –   CONCURRENT SESSIONS

TRACK: CRITICAL SKILLS FOR STRATEGIC ACCOUNT MANAGERS

Refrigerators are Internet-Enabled Now, What About Your SAM Skills?      

TRACK: CRITICAL SKILLS FOR STRATEGIC ACCOUNT MANAGERS

From the Trenches: Experiences from a Seasoned SAM      

TRACK: SAM PROGRAM DESIGN, STRUCTURE AND MANAGEMENT 

SAM Playbook: Defining, Operationalizing and Institutionalizing SAM Best Practices into Right Actions      

2:30 pm - 4:30 pm CST   –   CLOSING COMMENTS AND PLENARY SESSIONS

2:30 pm - 3:15 pm
Selling to Psychopaths Internally and Externally: Are You Aware and Prepared?
Simon Croom, Professor of Supply Chain Management, University of San Diego   

3:15 pm - 3:45 pm
It's NOT Optional: Making the Business Case for Diversity, Equity and Inclusion
Lisa Brooks-Greaux, Principal & Founder, SYNC WORLDWIDE   

3:45 pm - 4:15 pm
Real-Time Relevance
Phil Styrlund, CEO, The Summit Group   

 
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