Performance Methods Inc. (PMI)
David Adams is a leadership, management, and sales consulting/training veteran, offering 20+ years of experience in the B2B service industry in roles ranging from field sales to corporate leadership. During his tenure in numerous leadership roles, David received ongoing recognition for his impact on organizational growth and staff development. David has also served as VP of Learning and Development for a Global Fortune 500 service organization where he specialized in leading enterprise-wide onboarding and training programs. As a former client of many well-known consulting and training organizations, David is well versed in the best practices of designing, developing, and delivering customized programs for his clients.
David also served as an instructor for the University of Washington’s Professional Continuing Education Program where he developed curriculum and facilitated workshops for those obtaining a certificate in training and adult learning. David is a member of or has participated in several industry leading training, communication, and leadership programs and organizations including;
David graduated from Pepperdine University with a Bachelor of Arts degree in Psychology with an emphasis in Industrial Organizational Psychology. In his spare time David can be heard singing at local events or backpacking throughout the Pacific Northwest. After spending several years in Los Angeles, David now resides in Seattle with his wife and three daughters.
Jerry Alderman is the founder and CEO of Valkre. Through Valkre, he has helped companies including GE, Owens Corning, Philips, Amgen, Varian, Sabre and others leverage technology to improve Customer Value Creation and Co-Creation. He started his business career at Boise Corporation where he spent 12 years learning and experiencing the unique challenges of B2B companies. Before starting his business career, Jerry served six years on nuclear submarines as a Naval Officer through the Admiral Rickover program. These experiences, combined with a Bachelor Degree in Civil Engineering, a Master’s Degree in Nuclear Engineering, and an MBA from the University of Chicago Booth School of Business provide the basis for his work.
President and Founder
Performance Methods Inc. (PMI)
Steve Andersen founded Performance Methods, Inc. following a successful technology career that included multiple appointments as chief sales officer. PMI's unique approach provides clients with customized sales, account management and sales management solutions that are among the most highly regarded within the sales performance industry. Steve’s background includes extensive experience in sales, sales management and sales leadership, and he brings a contemporary, practical view to his work with clients, which include many of the world’s largest corporations. Steve has addressed a variety of audiences on a wide-range of sales and account management topics and has numerous publications in the areas of sales, sales management and account management best practices, including Beyond the Sales Process: 12 Proven Strategies for a Customer-Driven World and The Keys to Effective Strategic Account Planning. You can reach Steve at https://www.linkedin.com/in/steve-andersen-5442ab11/.
Director of Key Account Management, Professor
Bologna Business School
Alessio holds a university degree in Engineering from Politecnico of Milano and a Master in Business Administration from Bocconi University of Milano.
He joined 3M in 1981 and along his 37 years experience has held different positions of increased responsibilities. In particular he was Business Director Industrial Adhesives and Tapes EMEA and Market Director of Safety and Security West Europe at 3M HQ in Brussels.
In 2015 through 2018 he has been Director of Strategic Key Accounts Organization West Europe.
Retired in September 2018, he is member of the Board of Directors Fondazione 3M , Professor and Member of the Advisory Board of the Executive Master at BBS.
Head of Marketing & Operations
Zoetis U.S. Petcare
Kim was born and raised in the Central Florida area. She went to college in Orlando and received a bachelor’s degree in Marketing from The University of Central Florida. Kim has been in the Animal Health pharmaceutical industry for the last 25+ years in various sales, marketing and leadership roles within Pfizer Animal Health / Zoetis. She spent the first 9 years selling veterinary medicines and vaccines in Orlando, then moved to Pfizer HQ in New York City to become a sales trainer. Soon after, Kim started her journey in marketing and worked on pain management and parasiticides brands as well as launched key brands within Pfizer/Zoetis over the next 8 years. In 2011, Kim was then promoted to create the marketing division of Zoetis’ Corporate Accounts team. There she worked in partnership with her sales and medical leads managing the Zoetis business for some of the largest Corporate and Specialty customers within Zoetis. Today, Kim has grown this role from a team of 1 to now leading a team of 9 marketing and operations colleagues that work hand in hand with over 50 Corporate & Specialty partners within Zoetis. Kim is an active member of the SAMA Community and looks forward to continuing the journey and learning from her peers. She currently lives in Hattiesburg, MS with her husband Chris and their two sons, Matthew and Mason, along with dogs Bella and Beignet and the big boss Blaze the cat.
Field Business Director, Payor Sales
Debbie Benyo is the Field Business Director of Payor Sales for Boehringer Ingelheim. She brings 20 years of healthcare experience in pharmaceutical health system/market access account management, field sales, leadership, and operations. Currently, she supports the Strategic Account Managers, Area Directors, and Executive Directors for National, Regional, and Federal Market Access accounts reporting to the VP of Payor Sales. Debbie’s primary objective is strategic operations focusing on capacity, competencies, and capabilities. Her work involves process improvement, strategic skills development, organizational alignment, and business growth. She spends most of her time ensuring people have the time to do the most critical work, enhancing peoples’ skills through training, and equipping people with the tools and resources to do their job as efficiently and effectively as possible while improving the employee and customer experience.
In her free time, Debbie spends her time cheering for her children Holden (17) and Maren (16) at their sporting events (track and CrossFit), instructing a Body Combat® class bi-weekly, cooking, reading, traveling, and entertaining. Debbie studied at Texas A&M and Louisiana Tech Universities, earning a Bachelor of Science degree in Marketing and Communication.
Chief Officer of Development & Curriculum
Dave Berke is a retired U.S. Marine Corps officer, fighter pilot, ground combat leader, and now a leadership instructor and speaker with Echelon Front, where he serves as Chief Officer of Development and Curriculum. As a F/A-18 pilot, he deployed twice from the USS John C Stennis in support of combat operations in Iraq and Afghanistan. He spent three years as an Instructor Pilot at TOPGUN where he served as the Training Officer, the senior staff pilot responsible for the conduct of the TOPGUN course.
He then served as an ANGLICO Forward Air Controller supporting the Army’s 1st Armored Division during extensive urban combat operations on the ground in Ramadi, Iraq in 2006. Dave led his supporting arms liaison team on scores of combat missions into the most dangerous neighborhoods and accompanied SEAL Task Unit Bruiser on virtually every major operation in the Battle of Ramadi. He was the only Marine selected to fly the F-22 Raptor having served as an exchange officer at the Air Force’s 422nd Test and Evaluation Squadron as the Division Commander. He became the first operational pilot ever to fly and be qualified in the F-35B, serving as the Commanding Officer of the Marine Corps’ first F-35 squadron from 2012-2014.
Upon his retirement from the Marine Corps, Dave joined Echelon Front providing unmatched experience and a unique perspective on combat leadership, analytical decision making, risk mitigation, and creating winning teams. He serves as Echelon Front’s Chief Officer of Development and Curriculum, as well as a leadership instructor, speaker, and strategic advisor.
Vice President, Head of Alliance Management
Dino Bertani serves on the Board of Directors of the Strategic Account Management Association (SAMA) and brings over 20 years of big pharma experience. Dino worked at AbbVie, Allergan, MSD (Merck & Co.) and Pfizer in local, regional, and global roles spanning Marketing & Sales Management, Commercial Excellence & Innovation and Customer Centricity & Strategic Partnerships.
In November 2022, Dino joined Zealand Pharma in Copenhagen, Denmark as Vice President, to lead and establish Alliance Management. Prior to Zealand Pharma, Dino led the international Strategic Account Management activities as Executive Director at Allergan Aesthetics, an AbbVie company, and rolled-out of the Customer Centricity strategy across Europe, Middle East, Africa and Canada at MSD International before managing the company’s global priority accounts in the public sector.
Dino originates from Zurich, Switzerland where he earned his Master of Science in Biochemistry from the Swiss Federal Institute of Technology (ETH) before starting his career as Strategy Consultant at Bain & Company. He also holds an Executive MBA from Quantic School of Business and Technology.
Senior Vice President
The Summit Group
Shakeel leads the Canadian practice of The Summit Group and serves as Director of Consulting Services. 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.
VP Strategic Account Management Excellence Industrial Automation Business
Anju leads the global Strategic Account Management transformation for Schneider Electric’s 70+ strategic customers, being responsible for articulating the program’s methodology into skills and practices that develop the sales leaders of the future.
With over 20 years’ industry experience, Anju is a passionate and influential leader, highly experienced in cross-organization transformations and change management programs, having a strong background in marketing and sales.
Prior to her current position, Anju designed and implemented Schneider Electric’s annual marketing and sales planning process, aligning the global, business and country strategy with the company’s financial performance targets. She also built a strategic marketing department responsible with rebalancing the marketing resource allocation to serve in-country channel and end-user operating models.
Anju is a driven and accomplished professional who brings a wealth of experience and expertise within her role at Schneider Electric and as a board member of SAMA.
Global Customer Growth and Innovation Evangelist, Professor
Tiffani Bova is the global growth evangelist at Salesforce and the author of the new book The Experience Mindset: Changing the Way You Think About Growth.
Her previous book Growth IQ was a Wall Street Journal bestseller and has been translated into 10 languages. Bova is ranked on the current Thinkers50’s list of the world’s top management thinkers and has appeared on MSNBC, Bloomberg, BNN Bloomberg, Cheddar News and Yahoo! Finance. She also contributes her thoughts to publications including Harvard Business Review, Forbes, Entrepreneur, Diginomica, Quora, Thrive, Rotman Journal and Duke Dialogue Review.
As host of the podcast What’s Next! with Tiffani Bova, top ranked by Top Sales Magazine and in Management by iTunes, Bova has interviewed thought leaders including Arianna Huffington, Dan Pink, Seth Godin Tom Peters, Marshall Goldsmith, Roger Martin, Keith Ferrazzi, Best Buy CEO Hubert Joly, Ritz Carlton CEO Horst Schulze, Square co-founder Jim McKelvey, and Medtronic CEO Bill George, among others.
Bova is a top Twitter influencer in the categories Business Growth, Customer Experience, Digital Transformation, the Future of Work, and Sales. On LinkedIn, she has over 43,000 followers, and was identified as a LinkedIn Top Sales Expert to follow in 2018-2022.
She was named one of Inc. Magazine’s 37 Sales Experts You Need to Follow on Twitter, a Top 100 Women in Tech, a Brand Quarterly Magazine Top 50 Marketing Thought Leader, and one of the most Powerful and Influential Women in California according to the National Diversity Council.
Additionally, she was ranked as one of the top 25 B2B women influencers by Top Rank Marketing, and one of the top 10 influencers in the future of work, customer experience, digital transformation, and women in tech by Onalytica in 2022. Growth IQ was one of Porchlight’s top 5 recommended strategy and leadership books of 2018 and continues to be on their bestseller list. The book was also featured in best of lists from Inc and Thrive Global.
Having delivered over 750 keynote presentations on sales transformation and business model innovation to over 550,000 people on six continents, Bova is a highly sought-after keynote speaker. Prior to working with Salesforce, she was a sales, marketing and customer service executive for startups and Fortune 500 companies, where she was recognized as one of the first to develop a robust go-to-market model for cloud-based solutions, and indirect channel strategies to accommodate changes in buying behavior. She left the corporate world and joined Gartner becoming a Distinguished Analyst and Research Fellow where she won the Thought Leadership award and earned accolades from the best leaders in the technology world for her cutting-edge analysis and her skill in architecting bold new strategies for sales and growth.
Bova’s experience on the front lines of sales, marketing, customer service and innovation, combined with her insightful candor, has resulted in a unique perspective that continues to inspire businesses and individuals to get smarter about the choices they make, think forward and increase their Growth IQ and now their Experience Mindset too.
Director of Commercial Services
Hotel del Coronado, Curio Collection by Hilton
Bio coming soon.
Chief Customer Solutions Officer
In his role as Chief Customer Solution Officer at Finlistics, Ben Cagle interacts with Global Senior Sales, Account Management and Sales Enablement professionals… helping them build their Sales Organization capabilities.
Ben leverages his past P&L leadership on both the “buy” and “sell” sides of global enterprise, technology, and consulting businesses.
As part of the executive leadership team for a Global 100 Enterprise, Ben served as Division President and had full P&L responsibility for a global, $ Billion business unit. He worked with McKinsey & Company to implement a global industry consolidation strategy and served on the CIO Executive Council informing IT strategy, execution, and procurement decisions.
Ben then served in several global senior leadership and thought leadership roles in the technology and business consulting organizations of HP Enterprise (formerly EDS), DXC Technologies (formerly CSC Consulting), and Hitachi Consulting.
Ben went on to lead various NASDAQ-Traded and Venture Capital based businesses, once again having P&L responsibilities across diverse companies in the Data Analytics, Software, Strategic Marketing, Market Research, and AI industries.
As a Coach at Finlistics, Ben has coached and trained over 4,000 Sales and Account Management Leaders in over 100 countries.
Expert Associate Partner, Commercial Excellence
Bain and Company
Kevin Callaghan has spent most of his career in "sales-adjacent" roles, currently at Bain as an Expert in their Commercial Excellence (what some call go-tomarket strategy) practice. He focuses on tech/software B2B sales, helping organizations to organize and deploy their teams in effective, strategic ways.
He started his career at ZS Associates, focusing on sales strategy work, primarily for pharma and med device clients. He has also spent a number of years at early stage start-ups to help form and launch their B2B motion.
Prior to joining Bain, Kevin spent 6 years at LinkedIn on the GTM Ops leadership team where, along with his incredible teams, he worked across SaaS businesses on a variety of GTM initiatives including financial modeling, quota setting, territory design, capacity planning, product launches, incentive design, channel strategy, monetization strategy, customer segmentation and performance management.
Kevin has an MBA from the Haas School of Business at University of California at Berkley with a focus on entrepreneurship and technology, he received his Bachelors degree in General Engineering from University of Illinois.
The Chapman Group
Dennis Chapman is a talented and seasoned executive with over 40 years of sales and account management experience. Dennis brings a wealth of expertise in the areas prospect/pipeline management, sales coaching and leadership, customer loyalty/commitment assessments and strategic account management (process, methodologies, skills, and tools/metrics). His metric-based, collaborative approach to working with clients has enable organizations to experience significant and sustainable revenue results in the form of client retention, acquisition and growth.
Dennis started The Chapman Group in 1988 – a sales and account/relationship management effectiveness consulting firm that specializes in optimizing client revenues and relationships. The Chapman Group currently works with organizations across a variety industries including, Healthcare and Pharmaceutical, Specialty Chemicals, Business Services, Insurance, and Finance, to develop more mutually beneficial relationships with their customers. The Chapman Group is a Strategic Partner of Strategic Account Management Association (SAMA) and a Core 4 CSAM program provider.
Dennis is a graduate of the University of Massachusetts School of Business and prior to starting The Chapman Group held sales and management positions with Xerox, ROLM/IBM and other high-tech firms. He is a former panelist in the Johns Hopkins MBA Capstone Program and a past member of the SAMA Board of Directors.
Over the past 30 years, as the Founder/CEO of The Chapman Group, Dennis has established himself as a thought leader in sales and account management community and has not only been nationally published on the topics of sales, sales leadership, customer feedback/experience management, strategic account management and sales performance metrics, but also speaks globally on these very same topics.
David Chapnick is a Partner and leader in Vantage’s Sales and Account Management and Training Services practices. Since joining Vantage in 2004, David has worked globally on projects focused on business-to business sales strategy, customer centricity, sales force effectiveness, alliance management, and strategic account management. In Training Services, David crafts transformational learning experiences to build the critical “soft skills” required for selling and leading in today’s complex business environment. David’s work and passion centers on building and implementing strategies that leverage the power of collaboration and innovation – between customers and suppliers, with alliance partners, and across internal business units.
Examples of David’s recent work include supporting the customer-centric transformation of a major pharmaceutical services company, leading a negotiation capability improvement effort for a medical device company’s sales force to capture new share and minimize customer attrition, launching several biopharma alliances focused on bringing novel therapies to market, developing the coaching skills of frontline sales leaders to drive revenue growth, and supporting the redesign of the business development and licensing model of a global pharmaceutical company, and assessing and redesigning the competency model and sales and account management curriculum of a global medical technologies company.
David is a frequent speaker and author. His work has been featured in Harvard Business Review, California Management Review Insights, SAMA Velocity Magazine, and elsewhere; he is a coauthor of the chapter on “Negotiation Systems and Strategies” in the 2020 International Contracts Manual, as well as Vantage’s studies on pricing, and on customer-supplier negotiations.
David is also a veteran of the Vantage Volunteers team, which creates volunteering and teambuilding opportunities for the firm, partnering with Greater Boston nonprofit organizations such as the Jimmy Fund, Massachusetts Coalition for the Homeless, Chill, the Food Project, Cradles to Crayons, Room to Grow, and Massachusetts Audubon.
David is a graduate of Boston University.
Partner and Master Facilitator
Shapiro Negotiations Institute
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.
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, Corporate Express and Anthony Robbins Platinum Partnership, an exclusive membership-only group personally coached by Tony Robbins.
Jeff has lived and worked extensively in Asia and has delivered programs on six continents and in multiple countries including Canada, Argentina, Brazil, England, France, Germany, Spain, Hungary, Turkey, Malaysia, Thailand, China, Japan, South Africa, Fiji and Australia.
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.
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.
Bio coming soon.
CEO & Founder, Cosawi
and Principal, The Summit Group
Dominique Côté brings 30 years of experience leading commercial teams in global pharmaceutical and biotech organizations. Her consultancy work is focused on Strategic Commercial Excellence, Executive coaching & leadership, KAM/SAM roadmaps, process, and tools as well as Account-Based Marketing.
Prior to starting her consultancy firm, she served as a commercial executive within Lifesciences companies such as Novartis, Pfizer and UCB leading Global go-to-market transformations, SAM Journeys, Commercial Excellence and General Management. She also led Global Marketing & innovation for big Pharma and biotech groups. She is an accomplished international business leader, recognized as a chief architect of global account program journeys, leading corporate changes and cultural shifts for customer-centric innovation and patient value. She is an advisor at Bain and co and a principal at the SUMMIT group for SAM training.
Dominique is a panelist and keynote speaker in Europe and the U.S. and a sought-after writer on diverse commercial areas, leadership and Account-Based marketing published in many well-known business journals including a regular writer in our Velocity® magazine.
She brings together the marriage of science, business, and customer-centric approaches as her core focus with leaders and teams.
Her career provided her with Country & global/varied market experience and diversified cultural knowledge. She managed teams in more than 36 countries, leading activities to optimize profitability and effectiveness of commercial strategies, as well as enabling deployment of new commercial and go to market business models as a global commercial leader.
Dominique has been on many global councils for commercial excellence, patient centricity, as well as diversity. She is on the board of SAMA (Strategic Account Management Association) since 2011, part of WIB (Women in Bio) executive women group among others.
Dominique is originally from Canada and lives between Montréal and Brussels, Belgium to stay close to her global clients. She speaks French and English.
Global Sales Director Food & NAB
Greg is a seasoned Sales & Marketing veteran that has more than 35 years of experience in New Business Development, Multi-Channel Sales Leadership, Marketing, and Strategic Planning. He is the Global Sales Director for Owens Illinois, and is responsible to lead the $2B+ Food & NAB business which includes the Americas, Europe, and Asia Pacific regions. His responsibilities also include leading the Strategic Account Management (SAMA) KAM process across all customer categories at O-I with a focus on Commercial Excellence.
Prior to joining O-I, Greg held numerous senior executive roles at PepsiCo, Hostess Brands, and Shamrock Foods where he built and led national sales teams working across several categories and customers.
A native of Fort Wayne, Indiana, Greg earned a Bachelor degree in Management from Evangel University and a Masters of Business Administration degree from Drury University. He and his wife Barb currently reside in Phoenix, Arizona.
Managing Partner and Global Account Director
Dave is responsible for the Technology Sector for Mercuri International initiating, managing, and developing Global Strategic Relationships and Accounts. Since joining Mercuri in 1997 Dave has won and managed some of the company’s largest Global clients, including delivering SAM development programs and developing Account Business Plans and Account Planning Processes. He has been delivering solutions to enable clients to optimize their market strategy by developing SAMs, sales management and directors, sales and customer service processes and skills. He has played a key role in the implementation of Mercuri’s Analytical Tools offer defining for our clients the priorities to enable differentiation in their market.
Dave has been the lead consultant working on the development of KAM and SAM in the Pharmaecutical and Healthcare sectors developing effective solutions across all healthcare systems for over 40 countries across the world.
Dave has led and delivered projects and programs in all geographies. He has previously featured as a speaker at SAMA (Strategic Account Management Association) on Value Selling and Building Global Strategic Account Teams.
Prior to joining Mercuri Dave held a number of European and Global roles in WR Grace culminating in the position of SVP - Strategic Development and gaining extensive experience in Business Project Management and Business Process Management has been gained through involvement in numerous acquisitions. Dave also held a number of executive positions at a European level including sales management, key account programme manager and sales development manager and management development.
Dave has an Honors degree in Chemistry and resides in the UK.
President, Whetstone Inc. and
Principal Partner, The Summit Group
Adrian is an international speaker, business strategist and trusted advisor for chief executives and sales leaders. He speaks on the subjects of Key Account Management and Strategic Selling.
Adrian has achieved the highest distinction in the professional speaking industry - Certified Speaking Professional (CSP). He is also a certified professional in Business Process Management (P.BPM) and a certified Competitive Intelligence Professional (CIP).
He is also a certified professional in Business Process Management (P.BPM) and a certified Competitive Intelligence Professional (CIP).
Adrian is the author of Human-to-Human Selling: How to Sell Real and Lasting Value in an Increasingly Digital and Fast-Paced World, and author of up-coming book, Heroes, Villains and the Thrill of Professional Selling: How to Direct a Winning Buying Experience.
As President of management consulting firm Whetstone Inc., and Principal Partner of The Summit Group, he has worked with organizations such as SAP, John Deere, Siemens, Merck, Johnson & Johnson and PwC. He is also a leading faculty member at SAMA Academy.
His highly talented team has developed a reputation for leading organizations to innovative and practical solutions that enhance customer value and dramatically increase sales and profitability.
Senior Vice President Global Accounts
The Summit Group
Bio coming soon.
Key Account Manager, Corporate Learning Solutions, Bellevue University
James Degner is a Key Account Manager on the Corporate Learning Solutions team at Bellevue University. With a very diverse, 30-year career spanning from public school education and coaching to healthcare to corporate America, James provides seasoned experience to his operational and account management roles.
Currently in his 12th year at BU, James oversees and augments relationships with corporate entities and organizations for Bellevue University. James works alongside learning and organizational development leaders within his partner organizations to establish programs to up-skill and ultimately retain their human capital investment.
Vice President of Customer Alliances
Nicole spent nearly 18 years at Microsoft prior to her appointment at Johnson Controls, in roles of increasing responsibility building and leading global sales teams. Her recent experience in managing IoT Sales and large customer engagement has translated well into her role with JCI. Additionally, she has managed large complex customers across the industrial sector, including more than ten years working for Rockwell Automation in sales and marketing capacities.
Nicole has had an extensive career, holding senior leader positions in the areas of marketing, sales, partner development, product management for both corporate and start-up environments, cloud computing, and IoT, always with a focus on high growth endeavors and disruptive technologies. Nicole was a pioneer in launching Azure sales teams at Microsoft. In addition, Nicole has co-founded and launched two cloud computing startups on Azure, including Sitemasher, later acquired by Salesforce.com.
Nicole earned an Executive Master’s degree in Business Administration from Florida International University and a Bachelor of Business Administration from St. Norbert College. She is based in Miami, Florida.
Executive Vice President and GM, Coro Digital Solutions
Coro, Bain and Company
Thierry Depeyrot is the EVP of Bain’s Coro business unit and leads the growth of Coro product suite, expanding the Coro team and accelerating the underlying technology development, with the goal of enabling every B2B go-to-market organization to improve their performance.
Throughout his tenure at Bain, Thierry has honed wide-ranging growth expertise, focusing predominantly on technology companies and especially on software. He has advised public and private clients across various topics at the intersection of product strategy and go-to-market (GTM) excellence, such as growth acceleration, pricing strategy, GTM redesign, and transition to cloud/ SaaS. In addition to leading the Coro business unit, Thierry is the global program director for professional standards. Thierry is also involved in Bain Bay Area’s DE&I initiatives.
Prior to Bain, Thierry developed a particularly deep knowledge of crisis management, project turnaround, and accelerated growth, with an established record of both building and rebuilding teams, as well as bringing projects back on track. Before joining the firm in 2012, he led the memory and standard cell library business unit at Dolphin Design. He also held diverse general manager positions at Faurecia Interior Systems and SAS Automotive. Thierry holds a degree in management and engineering from the Ecole des Mines in France.
Jim Dickie is an Independent Research Fellow for Sales Mastery, and was formerly the co-founder of CSO Insights. As a research firm, Sales Mastery specializes in benchmarking how companies are leveraging people, process, technology, and knowledge to optimize the way they market to, sell to, and service customers.
Jim has over 29 years of sales and marketing management experience. Jim began his career with IBM and Sterling Software and then went on to launch two successful software companies.
Jim is also a contributing editor for CRM Magazine and Top Sales World; and the author of The Chief Sales Officers Guide to Transforming. Sales, Insights into High Tech Sales and Marketing, and the co-author of The Sales & Marketing Excellence Challenge and The Information Technology Challenge. He is a board member for Baylor University’s Center for Professional Selling, a guest host on World Business Review, a Trustee for The Morris Animal Foundation, and an often-requested keynote speaker at artificial intelligence, sales transformation, CRM and social selling conferences.
Over the 25+ years Jim has been conducting research , he has surveyed of over 30,000 sales optimization initiatives, and these study findings have become the benchmark for tracking the evolution of how the role of sales is changing, the challenges that are impacting sales performance, and most importantly what companies are doing to address those issues.
National Account Manager, Bohringer-Ingelheim
Rob Eastwood is a National Key Account Manager for Boehringer Ingelheim. He brings 18 years of healthcare experience in pharmaceutical health systems account management, field sales, leadership, and operations. Currently, he leads BI's strategy and cross-functional collaboration to one of the largest Health Systems in the nation to support the shared goals of the system and BI around improved quality, patient/ provider education, reduced costs, and improved clinical outcomes. He earned a B.A. degree in 19th Century African American History from University of California Davis and later his MBA from Saint Mary’s College of California and proudly served in the U.S. Navy
Director, Segment Sales
Aaron Erbe joined Sonoco Packaging Company in 1997 and has worked his in various functions including Logistics, Plant Manager, Global Quality Manager, and Commercial roles focused on Strategic Account Management. He currently serves as Director – Segment Sales for the Converted Paper Products Division with responsibility for Film and Protective markets.
Aaron is an expert practitioner and champion for business process development focused on standardization to drive organizational success across disciplines. Aaron reached out to SAMA when he made the transition from Operations to Commercial roles and enrolled in the inaugural CSAM effort becoming one of the first Strategic Account Manager certified CSAM in 2014. Learning, understanding, and deploying SAMA tools helped shorten the learning curve associated with this change in discipline and facilitated success in various levels of commercial management.
Aaron is an active member of the team focused on gap analysis within the commercial organization to identify effective tools, eliminate waste within commercial system, drive process discipline to commercial teams, and leveraging Best Practices across the global organization. Focus areas include Pricing Analytics, Value Quantification, Negotiation Preparation, and Strategic Growth Initiatives. Aaron leads Global Commercial Segment Teams focused on leveraging Technology and Best Practices as well as building meaningful relationships with Sonoco’s Global Customers.
Aaron’s career highlights include receiving a commission in the US Coast Guard, completing is MS Degree in Management, and raising five children into adulthood. He is from New York, relocated several times with the Coast Guard and Sonoco, and is now based in Northern Alabama.
President and CEO
Denise brings over 40 years of executive management in Sales, Sales Operations and Sales Transformation. She joined SAMA in 2018 as President and CEO, providing thought leadership and training to organizations in becoming more essential to their key clients.
Previously, Denise held several sales and sales transformation roles at IBM.
The foundation of Denise’s career has been primarily in direct sales and sales management roles with several global and regional sales executive positions, including Strategic Account Director for one of IBM’s largest accounts.
Denise is a certified change management professional (CCMP) and active in external mentoring with Menttium. She graduated from the University of Illinois, and MBA from the University of Chicago. She enjoys golf, theater, and most importantly being a role model for her two daughters.
Global Account Leader, MBA, CSAM
Bio coming soon.
Managing Director Strategic Consultant
Travis Hill is a sales transformation leader who combines deep sales process knowledge, effective sales methodology usage, and cutting-edge smart technology to help revenue teams scale best practice sales behaviors across their organizations. A 10-year veteran of Altify, Travis has led the digitization of sales process, opportunity management, and account management methodologies at some of the world’s largest, most complex sales organizations.
Vice President, Group Sales & Strategic Accounts
Gerilyn Horan is the Vice President, Group Sales & Strategic Accounts at Hilton Worldwide Sales. She is responsible for driving the growth of the group segment for all Hilton brands and oversees a total account management approach to Hilton’s largest customers.
Gerilyn has had a 30+ year career in leadership roles in global hotel sales & marketing, beginning with Hilton Hotels at the Waldorf-Astoria in New York and including the Four Seasons New York, Meadowood Napa Valley, and Langham Hospitality Group where she helped launch this new global brand to the North America market. She is a purpose-driven leader who builds highly functioning sales teams and enjoys supporting team members to grow in their careers.
Prior to Hilton Worldwide Sales, Gerilyn was Vice President, North America at HelmsBriscoe, the leading global event procurement firm where she was responsible for leading the Associates in the region while supporting client acquisition and retention efforts.
Gerilyn served on the Global Board of Trustees for Meeting Professionals International (MPI) from 2020-2022 and is currently on the MPI International Board of Directors as well as the Board of Directors for the Strategic Account Management Association (SAMA).
Director of Strategic Accounts
Premier Applied Sciences
Britney Horrocks is the Director of Strategic Accounts for PINC AI Applied Sciences, the research and analytics division of Premier, Inc. She brings nearly 17 years of healthcare experience in pharmaceuticals, medical device, and biotechnology account management, sales, leadership, and market access. In this current role, she leads the team of Associate Directors and collaborates with life sciences organizations to identify strategic goals and help them meet critical milestones through customized quality improvement, population health, and outcomes research solutions…all for the purpose of improving patient care. To discern and meet the business needs of life sciences companies, Horrocks explores product and therapeutic areas of interest alongside their internal teams from branding, heath economic and outcomes research, medical affairs, and marketing. She further stimulates cross-functional collaboration between clinical, executive, operations, and analytics professionals. Prior to her work in the healthcare industry, she had a career as an Aerospace Engineer focusing on process and quality improvements at Honeywell, Inc. Horrocks is certified in Lean Six Sigma and received her Bachelor of Science and Engineering degree in Industrial Engineering from Arizona State University.
S&H Strategic Sales Consulting LLC
Before cofounding S&H Strategic Sales Consulting LLC and consequently entering the consulting field in early 2020, David was the director of global strategic accounts for Emerson Electric’s Final Control Business Segment. His involvement in strategic account management began when he was asked, along with Richard Santucci, to initiate and develop the strategic account program for Tyco Valves and Controls’ oil and gas business in 2010. Prior to that he managed Tyco Valves and Controls’ US sales and distribution business, which grew from 500MM to 800MM between 2005 and 2008. Between 2002 and 2005, he was a regional Vice President for Tyco Valves and Controls, first managing the Northeast region and then the entire East region before being promoted to US Vice President of sales and distribution.
David spent the first nineteen years of his career working Valquip Corporation, a specialty distributor of industrial valves, where he held numerous sales and sales management positions. During his career with Valquip, he developed a rich knowledge of numerous industrial valve types. He served on the board of the Valve Manufacturers Association (VMA) from 2012 until 2019. He was the board chairman during the 2018/2019 board year.
David graduated from the University of Michigan (with High Distinction) with a bachelor’s degree in business administration. He resides with his wife, Janet, in eastern Pennsylvania.
Strategic Account Manager
Bio coming soon.
Director, Customer Solutions, SAMA
Bio coming soon.
Craig Jones is a sales management veteran, offering 30 years of invaluable marketplace experience in sales and consulting to the Fortune 500 corporate environment. As a Management Consultant, Craig uses his experience in sales, sales management and sales coaching/consulting to help organizations institutionalize best practices for their customer engagement teams.
Craig has played a key role for Performance Methods in designing, developing and delivering such programs as Executive Level Positioning, Management Coaching, Strategic Account Management, Customer-Specific Value Propositions, Collaborative Planning and Sales Process Design.
Craig’s client work has brought him into direct contact with corporations such as Assurant, AT&T, Citi, Experian, GE, Hilton Worldwide, Honeywell, HP, IBM, Panasonic, SAP, SAS, Staples, SunGard TaylorMade, Verizon and Zurich.
Craig is a contributing member of the Strategic Account Management Association (SAMA) where he has been a speaker on such topics as;
Keys to Effective Strategic Account Planning Creating and Delivering Customer-Specific Value Propositions The Impact of Collaborative Planning with Strategic Accounts
Prior to PMI, Craig held various sales, sales management and leadership positions in the technology industries such as VP Sales, Strategic Account Manager, Sales Manager, Account Executive and Customer Account Manager.
Craig is credentialed through the International Coach Federation as a Professional Certified Coach (PCC) and is a SAMA Certification Fellow where he certifies Strategic Account Managers.
Craig graduated from the University of Florida with a Bachelor of Science degree in Business Administration. He, his wife, and their two daughters reside in Atlanta, GA.
One Voice Lead and Health Care Affairs Manager
Boehringer Ingelheim Canada
Stefanie Joshi brings more than 15 years of experience from the healthcare and diagnostic industries. She spent 10 years with Abbott (Abbott Diagnostics and Abbott Molecular) before moving to Boehringer Ingelheim Canada in 2018, where she is leading the Strategic account management journey called ONE VOICE. As Business Excellence Manager, she acts as a center of excellence for the transformation from strategy to execution and in aligning the organization to work collaboratively and cross-functionally with the accounts and customers. Strategic Account Management has been the red thread of her career, from being a field key account manager to roles in marketing and business effectiveness. She is passionate about customer centricity, the ripple effect on the customer, and its impact on patient outcomes.
Group Vice President, Life Sciences
Premier Applied Sciences
Denise currently serves as Group Vice President, Life Sciences, leading Premier’s PINC AI Applied Sciences (PAS) team which is the research and analytics division of Premier. She is responsible for developing strategic business relationships with life sciences companies and health systems and expanding the utilization of PINC AI Applied Sciences’ solutions. Under Denise’s leadership the PAS team was the recipient of the Biotech Week Boston Award for innovative use of technology-enabled healthcare solutions in Digital Medicine.
Prior to Premier, Denise retired from Merck after a successful 30-year career. During her time, Denise worked for MSD, an innovative, global healthcare leader that is committed to improving health and well-being around the world. She spent the last 5 years of her career at MSD as part of a division focused on managing all enterprise efforts with Merck's top customers, as part of an executive leadership initiative to transform the company from product and geographically focused into a leading customer centric organization.
Denise graduated magna cum laude, with a degree in Health Science from Seton Hall University. She also obtained her master’s degree from East Stroudsburg University in Exercise Physiology/Cardiac Rehabilitation. Denise participated in the Executive Education at the Harvard Business School of Harvard University and the Wharton School of the University of Pennsylvania.
Denise has been involved in community service for the last 20 years. She has served on the Board of SAMA for the last seven years and achieved her SAMA certification in 2016. Denise was recently appointed to join the Board of Trustees of CancerCare. She was recently recognized as one of the Top 50 Women Leaders of North Carolina in 2022 by Women We Admire and recognized as one of the Top 25 Women Leaders in BioTechnology in 2022.
Dan Kosch is Co-CEO of IMPAX Corporation and co-author of Beyond Selling Value – A Proven Process to Avoid the Vendor Trap and Breaking the Rules – 111 Tips for Selling Value in the Era of Procurement. Dan has more than 35 years of experience in direct sales, sales leadership, and sales consulting and training.
Dan is a leading authority and speaker on a wide range of sales topics including selling value, strategic account selling, strategic account management, presentation skills and sales management. His concepts enable organizations to get themselves beyond today’s challenges including: commoditization, selling value vs price, moving from being a vendor to being a resource to customers, and competitive differentiation.
Dan has been a part of the faculty at SAMA and is one of their highest ranked presenters. He has also taught in the Executive Education program at the University of Minnesota Carlson School of Business.
Prior to IMPAX, Dan worked at IBM where, over his 10-plus year tenure, he held a number of sales and sales leadership positions.
Dan has a bachelor’s degree in Marketing from the University of Wisconsin-La Crosse and a MBA from the University of Minnesota Carlson School of Management.
Strategic Account Manager
Tom Kurt joined Sonoco Products Company in 1986 serving in customer service, field sales, sales management, and strategic account management roles. Tom has extensive experience selling at the corporate level within the paper industry in U.S. and Canada.
Tom led Sonoco’s re-engagement with SAMA as corporate member. The resulting benefits can be seen today within Sonoco’s SAM program approach to account planning, negotiating, value creation and training.
Certified as CSAM, Tom has been used his SAMA involvement to connect Sonoco’s SAM program to leading thought leaders, tools, and processes to help Sonoco continually deliver successful strategic account growth.
Tom co-authored a January 2023 SAMA Velocity article entitled, “HOW TO DRIVE RESULTS AND MAKE AN IMPACT: A TOOLKIT FOR STRATEGIC ACCOUNT MANAGERS”. Designed as a lead-in piece to the 2023 SAMA San Diego Conference Session, the article details strategic selling tools a SAM can deploy immediately when faced with the significant responsibility to deliver consistent success.
Tom grew up in Massachusetts and now lives in Mount Pleasant, SC.
Director of Community College Transfer KMA
Todd Lardenoit is the Director of Community College Transfer KMA for Bellevue University. With an over 30-year focus in operations and admissions, Todd has spent nearly all of his career working with 2- and 4-year colleges.
Currently, Todd oversees the Community College Transfer KMA. The CCT has Relationship Managers who office on Community College campuses within our network of partners across the country recruiting Community College graduates and helping to develop the partnerships with the CC’s. Our goal is to help the CC increase their graduation rates while showing the opportunities that Bellevue has to offeror their graduates.
Todd has a BBA in Marketing from the University of Wisconsin-Oshkosh.
Senior National Account Manager
LP Building Solutions
Bio coming soon.
Performance Methods Inc. (PMI)
Todd Lenhart is a sales executive with over 25 years of experience in sales, sales management, corporate leadership, strategic planning, negotiations, and strategy execution. He brings a broad business background to PMI with extensive executive involvement working in and consulting with large multinational corporations. His corporate experience in sales and as a CLO coupled with his technical background as a CPA provide a unique perspective on the challenges facing sales leadership today and the solutions that help leading companies maximize every aspect of the customer engagement life cycle.
Prior to joining PMI, Todd most recently served as President of Shapiro Negotiations Institute, a global training and consulting firm focused in the area of negotiation and influence. During his 13 years with SNI he worked with salespeople, buyers, and leaders in global Fortune 500 clients across a range of industries including financial services, healthcare, professional services, media and entertainment, energy, pharmaceuticals and medical devices, information technology, manufacturing, and telecommunications. In addition to partnering with companies to help drive results through their most important strategic relationships, Todd’s role at SNI included business development, marketing, product development, and strategic partnerships.
Prior to SNI, Todd worked in multiple capacities with Allegis Group, the largest privately held staffing firm in the world. Starting out as a Controller, he eventually took on roles as Vice President of Sales and Chief Learning Officer with oversight for the training and development of 2,000+ sales and operations professionals. During his time at Allegis Group the company grew annual revenue by over 3 Billion. Todd also worked in the Audit Practice of Arthur Andersen with a focus in the area of Banking & Finance. He utilizes his roots in the financial world to drive measurement and results in every aspect of his training, coaching, and consulting activities.
Founder and CEO
Martyn Lewis is a recognized leader in transforming sales and marketing approaches based upon how markets actually buy. His beliefs were shaped over two decades in corporate sales and marketing from front line sales to CEO of a multinational. In 1995 he started his own company, Market-Partners Inc., interacting with many clients and most importantly with their customers. He consults globally with start-ups to industry giants and his work has been used across 44 countries in 17 languages impacting over 85,000 sales professionals. The results of his work and the research he led have now been published in the book How Customers Buy…& Why They Don’t. His book has been well received with industry leaders saying it is a seminal work for businesses, changes the game, and brings much needed new thinking to the topics of sales and marketing. After starting his career in the UK and then moving to Canada, he now resides in Sonoma County, California.
Value Innoruption Advisors LLC
Stephan M. Liozu (www.stephanliozu.com) is the Founder of Value Innoruption Advisors, a consulting boutique specialized in value-based pricing, industrial pricing, digital and subscription-based pricing. Stephan holds a Ph.D. in Management from Case Western Reserve University (2013), an MS in Innovation Management from Toulouse School of Management (2005), and an MBA in Marketing from Cleveland State University (1991). He is a Certified Pricing Professional (CPP), a Prosci® certified Change Manager, a certified Price-to-Win instructor, and a Strategyzer Business Model Innovation Coach. He authored seven books: The Industrial Subscription Economy (2022), B2G Pricing (2020), Monetizing Data (2018), Value Mindset (2017), Dollarizing Differentiation Value (2016), The Pricing Journey (2015) and Pricing and Human Capital (2015). He also co-edited five books: Pricing: The New CEO Imperative (2021), Pricing Implementation (2019), Pricing and the Salesforce (2015), The ROI of Pricing (2014), and Innovation in Pricing – Contemporary Theories and Best Practices (2012 &2017). Stephan sits on the Advisory Board of the Professional Pricing Society. He is a Senior Advisor to the BCG Pricing Practice and a Strategic Advisor at Monetize360, and DecisionLink.
Chief Commercial Officer
Premier Inc., PINC AI Applied Science
Myla Maloney is the Chief Commercial Officer for Premier Applied Sciences with 17 years of experience in strategic account management, healthcare sales, marketing, customer segment strategy, sales leadership and pharmaceuticals. Maloney supports Premier’s mission to transform healthcare by leading the Premier Life Sciences Business Development group’s efforts to collaborate with Life Science Organizations on Population Health Improvement initiatives to improve the quality of patient care. Prior to this position, Maloney was the Vice President of Strategic Supplier Engagement for Premier where she worked with biopharmaceutical and IT organizations. Maloney received her B.S. in business administration and MBA from East Carolina University.
Founder and CEO, CXO IMPACT and
Principal, The Summit Group
Janti is a seasoned global leader with 28 years of experience covering sales, marketing, and strategic account management. His leadership background includes deep knowledge of global markets and cultures within the healthcare business in IVD & Med Tech with Abbott Medical, Abbott Diagnostics, and Roche Diagnostics.
He has worked in global and international roles in marketing in both start-up organizations and large corporations. He has over 10 years of extensive practitioner experience in building SAM & KAM programs globally in multiple business areas. His career has seen him act as a trusted advisor to the c-suite with top clients in private and public sectors, delivering large profitable commercial deals, co-creation value that prove the value of SAM.
As Founder & CEO of management consulting firm CXO IMPACT LLP, and Principal Partner of The Summit Group, Janti is a trusted advisor to CXO’s and business leaders globally and delivers coaching and facilitation on Strategic Account Management and sales leadership with a strong focus on developing and delivering relevance and value.
Vice President of the Corporate & Specialty
Jason is currently the Vice President of the Corporate & Specialty division of US Petcare at Zoetis. He is responsible for maintaining and growing Zoetis corporate partner relationships and delivering on company financial objectives, as well as leading and developing dedicated teams of Sales, Marketing and Veterinary Professional Services colleagues. He has extensive experience in the areas of strategic planning, account management, sales operations, coaching, training, and leading large teams.
Jason began his career at Pfizer/Zoetis in 2006 and has held roles of increasing responsibility throughout his career, in both field-based and headquarters roles. He is well-regarded by Zoetis colleagues and leaders for his customer focus, his passion for coaching, and focus on performance and execution.
Sr. Manager Global Service Markets and Accounts
Chris Miller is a Senior Manager of Global Service Markets & Accounts at Coherent, Inc., a leader in the Photonics Industry. His 19 plus years’ experience in product design, engineering, service and leadership provide a unique view of the challenge’s companies’ encounter identifying customer service needs and expectations. He is based in the Metro Detroit area, currently focused on supporting Coherent’s growth in Automotive, Transportation, Battery Manufacturing and E-Mobility markets and their associated customers. In addition, Chris has supported products in medical, semiconductor and other industrial processing markets. Chris is a proven leader who guides and challenges cross-departmental teams to enable customer success.
Pete is a Vice President at Holden Advisors and leads the company’s sales consulting practice. As a consultant and executive coach, he helps organizations gain clarity around the value they provide, with sales and negotiation strategies to win more deals at higher prices.
He is responsible for improving clients’ overall customer selling strategies and value-based selling skills within organizations, building on best practices from negotiation strategy and psychology. Pete is a subject matter expert in sales and pricing alignment, focusing on the transition from “set price” to “get price.”
With 20+ years of experience in procurement, sales and pricing transformation, and deal coaching, Pete has helped clients grow and retain $100M+ of annual business.
Pete holds an MBA from the University of Rochester’s Simon Business School and a BA in Economics from Colby College. He is a former member of the U.S. National Rowing Team.
Ceynur Nak has 25+ years’ experience as a global professional in multinational businesses. Serving in 37 countries, Ceynur has played key roles in senior management positions covering sales, marketing, talent and capability development. She has worked at Colgate-Palmolive Company, Coca-Cola İcecek, and 3M Company. Based at the Global Headquarters of both Colgate-Palmolive and 3M in the US, she coordinated numerous global initiatives.
Ceynur is a dynamic and creative expert in curriculum design, development and facilitation. Currently she teaches as an adjunct professor at Bologna Business School. She won a “You Can Make a Difference” award in Key Account Management. She has led teams in Key Accounts, Customer Marketing, and Learning & Development. She is certified in Coaching and multiple commercial leadership programs.
She holds an MBA from Dominican University, Chicago, and BS in Chemical Engineering from Istanbul Technical University. In addition to her professional business career, Ceynur captained a National Champion volleyball team in Turkey to five gold medals.
The Summit Group
Karlheinz is Principal at The Summit Group he has 25 years of experience in sales and service. Building on his vast expertise in several industries, he designs and facilitates transformative training programs around the world. A special passion of his is the development of leaders and helping organization to change.
In his former role as a Director of Leadership Development in the IT industry, he supported award-winning programs (e.g. Brandon Hall Award: Gold for Excellence in Sales Performance, Association for Training and Development: Citation Award for Coaching and Mentoring).
Karlheinz holds advanced degrees in industrial engineering and business administration. His mother language is German; he lives close to Heidelberg, Germany.
Director of Sales
Jay Persinger is the Commercial Director for the North America Non-Wovens business at Owens Corning (NYSE: OC), a world leader in Insulation, Roofing and Fiberglass composites and SAMA Corporate Member since 2020.
Jay has been with Owens Corning for 12 years. Prior to his current position, he held a variety of sales roles in the North America Glass Reinforcements business. Most recently, Jay served as Commercial Director, where he was responsible for leading distribution, key accounts, and the customer technical sales organization. Together with his team, Jay led the way in the Key Account Management approach, capability building, and results for the past couple of years. Under Jay’s leadership, the team has delivered impressive results for the region.
In his current role, Jay is uniquely positioned to deliver on the key priorities for the region including continuing to execute our North America strategy to deliver growth through strong regional leadership, focus on portfolio execution, as well as strengthening Key Account Management capabilities and operating model.
All told, Jay has over 15 years of experience in various sales, sales leadership, and strategy roles across the composite and building products industries. Throughout his sales career at Owens Corning, Jay has been recognized with multiple awards including induction to the Chairman’s Club – the highest achievement for a member of the Sales organization. Jay holds a bachelor’s degree in Marketing from Bowling Green State University.
Director of Key Account Management and Operations - Corporate Learning Solutions Division
Liz Pettinger is the Director of Key Account Management and Operations for Bellevue University’s Corporate Learning Solutions Division. With 14 years of experience, Liz has worked with national corporations/organizations in providing learning solutions to help employees gain industry and business-specific knowledge in order to propel themselves in their career.
Liz’s experience spans the fields of marketing, adult education, sales, leadership, and Strategic account management.
Alongside her team, she is constantly seeking out new opportunities in which to co-create value. These account growth plans aim to evolve educational partnerships and result in the development of new market service offerings, while simultaneously providing educational opportunities for these partner employees.
Liz holds a M.A in Marketing, Communications and Advertising from the University of Nebraska at Lincoln and a bachelor’s degree in Business Marketing from Mercyhurst College in Erie, PA.
In her free time, Liz can be found spending time with her husband, Ben, and three children David (10), Michael (8) and Kendell (4). Liz also has a passion for music and can be found singing the National Anthem around Omaha at various sporting and entertainment events.
Head of Global Account Management, Conduent
Bio coming soon.
MCAPS Academy Coach
Microsoft Sales Academy
As a sales coach for Microsoft, Andrae leverages his 19 years of experience in product marketing, strategy, and sales management in the technology sector to build, motivate, and mentor high-functioning sales teams. With experience in management and leadership roles at Xerox, Best Buy Corporate, Fluke Corporation, and Oracle, Andrae bring the same tenacity to his current role at Microsoft as he did on the football field, where he lettered as a wide receiver for the Iowa State Cyclones.
SVP SAM & Sales Excellence
Marcus Redemann is helping national and international companies to develop, introduce or transform their strategic account management. Together with colleagues from Mercuri International he found his passion for taking account management organizations to the next level. In addition, he likes to work with customers on value-based selling, social selling and AI strategies to ensure sales excellence.
Marcus is well-known as an author of articles, books and podcasts for sales and account management excellence. Inspiring people as a keynote speaker is both highly enjoyable for Marcus and gives him further opportunities to make use of his capabilities. Customers benefit from his 25 years of experience in sales and account management in different industries and various competitive landscapes. He taught 10 years sales management in an MBA leadership program. Prior to his sales, consultant, and trainer positions, he worked as journalist for newspapers and radio stations.
Marcus is a true believer in strategic account management. “It should be at the forefront of every leader’s mind to ensure competitive advantages.” In his spare time, he enjoys, reading, travelling and is passionate for James Bond movies.
CEO & Founder
OTB Sales Solutions, Executive Sales Coach
Bio coming soon.
Customer Engagement Program Manager
Guilherme Rossi leads a team of 7 SAMs and 5 Engineers in the Americas. SAM for four years in LATAM, engaging, consulting and developing strategic relationships with customers, and one year as SAM Program Manager, centrally supporting and governing the Strategic Account Management Program in Hypertherm. Guilherme is now leading a SAM team for excellence in the Americas region.
Matt is a Principal with ZS in our Healthcare Ecosystem practice with a focus on B2B marketing, value strategy and partnerships in the life sciences space.
Matt has expertise in commercial strategy, Go-To-Market models, brand marketing, and helping companies navigate the evolving healthcare ecosystem including how to optimize effort against organized customers. Matt brings a unique blend of in-line pharma life sciences commercial experience as well as consulting work driving top-line impact for brands and clients. Matt has experience in helping companies optimize their commercial model to serve Health Systems including organized providers and payers. He has supported leading companies in their journey to assess the impact of Health Systems on the business, segment the audience, devise winning strategies, develop supporting operating models, and value proposition to enable success.
Prior to joining ZS, Matt was a Director with PwC Strategy& in the commercial strategy practice and spent 15 years in a variety of sales, marketing, and management roles with Bristol-Myers Squibb, Ferring Pharmaceuticals, and Medicines Direct Pharmaceuticals. Matt has experience advising clients in the mass market, specialty, oncology, immunology, and medical products spaces from strategy through implementation.
Matt has an MBA from Villanova University in marketing and a BA in Communications/Pre-Law from Montclair State University.
S&H Strategic Sales Consulting LLC
Before cofounding S&H Strategic Sales Consulting LLC and entering the consulting field in early 2020, Richard Santucci was the global key account director, oil and gas for Emerson Final Control, a business unit within Emerson Automation Solutions. He held the same position with Pentair Valves and Controls, a division of Pentair PLC, which was acquired by Emerson Automation Solutions in 2016. Prior to Pentair Valves and Controls, Richard held several positions with Tyco Valves and Controls, a business unit within Tyco Flow Control, including serving as Vice President Latin America, leading all commercial and operational activities for the Latin America and Caribbean regions, including sales, marketing, service and repair, valve automation, and strategic planning activities. Prior to his Latin American post, Richard held several general management, sales, strategic planning, and marketing positions with Tyco Flow Control. Richard entered the Tyco Flow Control organization as part of the acquisition of Varec Vapor Control, where he initiated the environmental and biogas business unit. In addition to his rich knowledge related to industrial valves, Richard also has extensive experience in process control, instrumentation, and analysis markets having held several sales and marketing positions with Teledyne Analytical Instruments. Richard holds a Bachelor of Science degree in chemistry from California State University, Los Angeles. He is fluent in English, Spanish, and Portuguese. He and his wife have three children and a grandson.
Kunal is the Office Managing Principal of ZS’s San Diego office, and leader in our B2B GTM and Travel & Hospitality practice areas, where he supports clients across industries in commercial strategy and transformation engagements.
Over Kunal’s more than 15 years of consulting and industry experience, he has engaged with clients in North America, Europe and Asia Pacific across a variety of commercial topics. While at ZS, Kunal has helped companies enhance their sales, B2B marketing offerings and organizations, optimize and deploy their segment and channel strategy, and drive commercial effectiveness, which has resulted in significant and tangible margin improvement for them.
Prior to joining ZS, Kunal worked at United Airlines in international revenue management, sales and distribution strategy, where he received the President’s Club award. He was also with another management consulting firm, where he supported numerous top-line-focused engagements across industries such as aerospace and defense, metals and mining, and building products.
Kunal holds an MBA from the London Business School, and a B.S. in marketing and operations management from Indiana University.
Kunal helped travel companies drive incremental margin, both as a consultant and as an award-winning employee at one of the world’s largest airlines.
As Co-President of IMPAX Corporation, Mark Shonka unites powerful thought leadership and decades of high-level selling experience to launch the world’s leading sales organizations to the next level of selling success. Intensely results- and action-oriented, Mark does far more than merely spout ideas about how to improve sales; he details precisely what sales teams need to do to within their unique corporate structures and business cultures to achieve stellar sales success. His expertise is valued by organizations such as Microsoft, IBM, DHL, US Bank, DuPont and GE Healthcare. Mark is a highly sought-after speaker globally, has authored numerous articles by top selling publications and co-authored with Dan Kosch, Beyond Selling Value, a business bestseller that was named one of the top 40 books of the year by Business Book Review.
Mark’s sales acumen stays razor sharp because he practices what he preaches every day – expertly selling to the complete business-to-business spectrum and leading a team of top sales professionals who do the same. Mark’s knowledge is founded in more than 25 years of experience in direct sales, sales management, and sales consulting and training. He is an authority on a range of sales topics, including selling value, strategic account selling, strategic account management, account planning and sales leadership.
Mark has been associated with IMPAX Corporation since 1988 and has been a Co-President since 1991. Prior to joining IMPAX, he had a successful sales career in the information systems industry working for IBM and Memorex-Telex. He has a bachelor’s degree in Marketing/Management from the College of St. Thomas and a Master’s of Business Administration from the University of Minnesota Carlson School of Management. Mark is actively involved in the community, providing leadership in academic foundations, sports associations and his faith community.
Cofounder & President
John Shulman is an internationally recognized expert on negotiation, sales effectiveness, and game-based learning. John has worked with some of the world’s largest purchasing organizations and has a deep understanding of how they are structured, how they think, and what they require to build collaborative partnerships with strategic suppliers. He has also worked with dozens of the world’s largest sales and account management organizations to develop and implement effective sales and negotiation strategies.
Through this work, John has developed realistic online simulations used by large organizations globally to upskill their strategic account managers and sales professionals. Iconic characters in the online simulations employ common purchasing tactics used to frustrate account managers and sales professionals. The simulations provide a safe space for account managers and sales professionals to build and practice their skills while they learn proven techniques for converting purchasing from adversaries into allies. The realistic simulations offer coaching insights and generate data analytics that diagnose team and organizational strengths and gaps to be addressed.
With an A.B. from Harvard College and J.D. from Harvard Law School, John has worked with leaders in the field of negotiation. He has worked with the United Nations, the Harvard Program on Negotiation Middle East peace project, and numerous governments. John is also an award-winning author and filmmaker, and played professional soccer in Asia.
John is the President of performance improvement firm Alignor and can be reached at email@example.com.
Bio coming soon.
Chief Science Officer
Carmen Simon, PhD is Chief Science Officer at Corporate Visions. As a cognitive neuroscientist, Carmen has developed a groundbreaking approach to creating memorable messages and content assets that are easy to process, hard to forget, and impossible to ignore―using the latest in brain science. Dr. Simon is the author of Impossible to Ignore: Creating Memorable Content to Influence Decisions, one of the top books on persuasion. Dr. Simon also teaches at Stanford University and speaks frequently on the importance of using brain science to craft communication that is not only memorable but sparks action.
North America Lead, Sales & Channel Practice
McKinsey & Company
Jennifer is a Partner at McKinsey and leads McKinsey’s Sales Practice in North America. She has over 20 years’ experience specializing in B2B sales and serves a range of B2B companies, including OEMs, financial services, SaaS and distribution-driven businesses. From the design of channel architecture to the reorganization of the sales force, including strategic key-account planning and the development of capability-building programs, she brings to her projects a rich foundation of practical experience and insights from years of McKinsey research. Jennifer is a board member of the Strategic Account Management Association (SAMA). Jennifer is also a frequent speaker at global sales conferences and author of publications related to omnichannel sales in the digital era; in addition, she frequently speaks on topics related to diversity and inclusivity in the workplace.
Jennifer is based in McKinsey’s Boston location. Prior to McKinsey, Jennifer held various sales and marketing roles while completing her higher education. She also taught sales at the university level and ran a sales consultancy. Jennifer was a Rhodes Scholar at Oxford University, holds a MSc. with distinction in international political economy from the London School of Economics and has a BA from the University of Tennessee.
Joe has enabled healthcare companies across the globe to adapt their access strategy and value communication to the ever-evolving healthcare ecosystem.
Joe is a principal and a leader in ZS’s value and access practice. He is a member of ZS’s ecosystem i-team, an internal task force focused on evaluating the changes in the U.S. healthcare ecosystem and developing innovative solutions to the issues that emerge.
Joe’s work focuses on helping pharmaceutical clients develop strategies to communicate innovative product value, set prices that balance financial return with patient access to medicine, and develop impactful programs and services directed at both payers and large provider organizations. Joe is also well-versed in global healthcare markets after spending five years in ZS’s Tokyo office and conducting significant project work in the EU5, Canada, China and South Korea during his tenure at ZS.
Prior to ZS, Joe worked as a computer engineer at a major computer hardware manufacturer.
Joe holds an MBA from Duke University's Fuqua School of Business and a bachelor’s from Georgetown University with a double major in political economy and Japanese linguistics.
The Summit Group
As CEO of The Summit Group, Phil is a recognized thought leader on Value Creation and Business Relevance. He has worked with some of the world’s largest companies as a coach, mentor, consultant, and advisor to top leaders across a range of industries in over 45 countries.
Phil has served on the Board of Directors for the Strategic Account Management Association (SAMA), and he sits on the boards of several companies and non-profits. He is also a co-founder of The International Journal of Sales Transformation, based in London.
He has written for, or been cited in 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. He is currently involved in a research initiative related to Character Science for sales.
He is the co-author of the book Relevance: Matter More and is a contributing author for The Crisis of Disengagement: How Apathy, Complacency, and Selfishness Are Destroying Today’s Workplace.
His career includes key leadership positions in the telecommunications industry. Phil also teaches in various university and executive education programs and has master’s degrees in Business Administration and Telecommunications Science. He is currently working on his Doctorate at Middlesex University in London.
Phil resides in Minneapolis, Minnesota and Santa Barbara, California.
Program Leader, Key Account Management
Sara Theis is the Key Account Management (KAM) Program Manager at Owens Corning (NYSE: OC), a world leader in Insulation, Roofing and Fiberglass composites and SAMA Corporate Member since 2020.
Sara currently leads the Operating Model, Capability Development, and Management Systems of the KAM program for the OC Composites business, aimed at delivering differential value to key customers in order to drive organic growth.
She joined Owens Corning in 2016 as Senior Marketing Lead for Commercial Building Insulation where she generated market demand by influencing architects and specifiers to use OC products, then served as a Strategy Analyst evaluating various growth opportunities across three (3) business units before assuming her current role in 2020.
All told, Sara has over 20 years of experience in various sales, communications, strategy, and marketing roles across the packaging, automotive, and building products industries – both on the client and consultant side.
She has served as an Account Manager twice in her career, first at Owens-Illinois (NYSE: OI) co-creating custom packaging solutions for The Clorox Company, and later as a Senior Account Executive at a marketing agency where she won the firm’s “Rising Star” award for doubling revenues of a Tier One automotive client over two consecutive years.
Sara holds a bachelor’s degree in journalism from Bowling Green State University and earned SAMA’s CSAM certification in 2022.
Bio coming soon.
President and Founder
Dr. Stephen G. Timme is the president and founder of FinListics Solutions, a company that helps B2B professionals develop greater customer insights and better demonstrate the value of their solutions. Before founding FinListics, Stephen was a professor of finance at Emory University and Georgia State University, an adjunct professor at the Georgia Institute of Technology, and a consultant for numerous Fortune 500 companies.
Vice President, Go to Market & Operations
Boehringer Ingelheim Pharmaceuticals, Inc.
Bio coming soon.
Senior Vice President, Global and Strategic Accounts
Alberto Uggetti joined UL Solutions in 2001 after working in conformity assessment as a sales manager for 10 years. Today, he leads the team responsible for strengthening customer relationships through a rigorous dedication to delivering superior service and empowering access to the complete service portfolio provided by UL Solutions. Prior to his current role, Alberto was the vice president and general manager of the sustainability division at UL Solutions. In this role, Alberto was responsible for global strategic planning and other related activities, including working with global retailers and their supply chains. Under his leadership, the division expanded to include new sustainability software solutions for enterprises — the largest credible sustainable-products database, i.e., UL Solutions SPOT, a key acquisition for healthy buildings services — as well as new laboratory facilities in Italy and Vietnam. Before this, Alberto served as vice president and general manager for the HVAC, appliances and lighting industries.
About UL Solutions
A global leader in applied safety science, UL Solutions transforms safety, security and sustainability challenges into opportunities for customers in more than 100 countries. UL Solutions delivers testing, inspection and certification services, together with software products and advisory offerings, that support our customers’ product innovation and business growth. The UL Certification Marks serve as a recognized symbol of trust in our customers’ products and reflect an unwavering commitment to advancing our safety mission. We help our customers innovate, launch new products and services, navigate global markets and complex supply chains and grow sustainably and responsibly into the future. Our science is your advantage.
Managing Director, Human Capital Practice
Ed consults with and speaks for corporations and associations across the globe with a client list that is a Who’s Who of Fortune 500 companies. He is the author of Fares to Friends, Creating Relational Capital, Business Relationships That Last, and his most recent the #1 best seller, The Relationship Engine. In addition, Ed is currently on the Executive Education faculty of Drexel’s LeBow College of Business and Villanova University’s Human Resources Master’s program.
Carrie has been a Partner at Think! Inc. & 5600 blue since 2001. Her role includes consulting clients on implementing value creation and value capture ecosystems, business development, developing sales strategy, and onboarding new consultants.
Prior, Carrie held a long career at Marriott International focused on sales & strategic account management. She contributed to the creation and implementation of Marriott’s first Strategic Account Management model and strategy.
She is a practitioner first, consultant second, meaning that everything she teaches she also has implemented.
Carrie is a member of Strategic Account Management Association (SAMA) since 1996 and held a 10-year position on SAMA’s Board of Directors. Think! Inc is one of learning partners that contribute content to SAMA’s certification program.
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, IL with her husband, John, and four children.
Director, Strategic Accounts
Chris has worked at bioMérieux for just over 30 years. His career began in a sales role and then progressed on to being the Industry Sales and Marketing Manager (Food and Pharmaceuticals) and then the Managing Director of the UK subsidiary where he was responsible for both the Clinical and Industry divisions of the company.
In 2011, Chris moved into a global role, with the remit to build a worldwide programme for developing Strategic Account management within the Industry division. Over the last 10 years, Chris has continued to develop the programme, as well as ensuring that best practice is adopted around the world. He also manages four global strategic customers and has both developed and now delivers value selling training for marketing and sales colleagues.
The Congruity Group
Having delivered Strategic Customer Advisory Boards in the Middle East, Europe, Latin America and the US, Betsy has the knowledge, experience, and expertise to masterfully execute executive-level customer engagements. As the leader of Congruity, Betsy ensures that all clients achieve and exceed the predetermined metrics for success from their customer engagement initiatives.
Betsy is the co-host of the popular REALLY Know Your Customer podcast, ranked as one of the “Top 15 Customer Retention Podcasts on the Web” by Feedspot. She co-authored the #1 Best Selling book, ProphetAbility – The Revealing Story of Why Companies Succeed, Fail, or Bounce Back as well as the newly released book, The Rarest Advantage – How to Co-Create Strategic Value to Retain and Grow Your Key Customer Accounts.
Betsy excels at relationship building and has developed a methodology for recruiting executive leaders from recognized companies to serve on Congruity clients’ Customer Advisory Boards. In addition, Betsy has a vast global network of customer engagement experts she depends on to provide Congruity clients with the best of the best expertise. Executives serving on Congruity Customer Advisory Boards consistently rate the value of participating on the CAB at an average of 4.8 out of 5, a testament of how Betsy and her team help clients co- create value with their strategic accounts.
Providing extreme value for both Congruity clients and their customers is the foundation upon which The Congruity Group is built.
Director of Service, Global Key Accounts and Support Solutions
Robert (Bob) Willard is the Senior Manager of Global Service Markets and Accounts at Coherent, Inc., a Leader in the Photonics Industry. His 27 plus years of experience in product management, laser sales and service provide a unique view of the challenge’s companies’ encounter identifying customer service needs and expectations. As a US Army veteran, he is a proven leader who challenges individuals, teams, and departments to work together and meet, and when possible, exceed customer expectations.
McKinsey & Company
Mark is an Associate Partner at McKinsey and leads McKinsey’s Key Account Management Service Line. He has 15 years’ experience specializing in B2B sales, both as a former seller and as a consultant. He serves a range of B2B companies, including logistics, distribution, manufacturing, and other industrial companies. Mark’s primary focus is on pricing and sales growth with Strategic Account teams through improved organizational structure and accountability, account planning, capability building, and quantification of value propositions to drive penetration with existing accounts and expanding to new Strategic accounts.
Mark is based in McKinsey’s Atlanta location. Prior to McKinsey, Mark was in sales for 6 years at a media firm that licensed the rights of TV channels and content to cable and satellite TV providers where negotiations were high stakes. Mark received his Master of Business Administration from the University of Chicago Booth School of Business and has a bachelor’s degree in International Business from the University of Georgia.
Key Accounts Lead
LinkedIn Sales Solutions
Richard Wiltshire has been part of LinkedIn’s growth story for the past ten years as the platform grew from 200M members to 900M+ globally. Richard currently leads the Key Accounts organization for LinkedIn Sales Solutions. His team partners with some of the largest organizations in the world to drive revenue growth through LinkedIn’s Deep Sales platform.
Prior to this role, Richard led Customer Success for North America, where he was accountable for value creation within LinkedIn’s customers. Prior to LinkedIn, Richard worked in Management Consulting at Accenture and engineer roles at GlaxoSmithKline.
Richard is an active community advocate, currently serving on the Board of Directors of Friends of High Park Zoo, with past Board appointments at CivicAction, Black Professionals in Tech Network, and the Indigenous Professional Association of Canada.
Richard has a Bachelor of Applied Science in Engineering Science from the University of Toronto and MBA from the Rotman School of Management.
Director, Account Management Learning and Development
Bio coming soon.
Guys & St Thomas Hospital NHS Trust UK
Bio coming soon.
For information on sponsorship opportunities, contact Harvey Dunham, Managing Director, Strategy and Marketing
at +1 312-662-2971 or firstname.lastname@example.org.