Conference Speakers

Ramy is a veterinarian with over 17 years of experience within the Animal Health industry, across management, marketing, KAM and area business management roles.

He holds a Diploma in Poultry Disease, a Masters in Poultry Hygiene, and a master’s in business administration. He is currently managing SAM implementation globally in Boehringer Ingelheim Animal Health and based in Ingelheim, Germany.

Shakeel is the head of the leadership coaching, and strategic alignment practice at The Summit Group, a global sales and marketing transformation firm with a thirty-year history of helping Fortune 1000 firms grow revenue and create value for their largest clients. He is also the founder of OceanBlue Strategic, a leadership coaching, facilitation, and consulting firm focused on helping leaders, entrepreneurs, and leadership teams embrace the challenges and opportunities in rapidly changing business environments. He is a practicing leadership coach with the Ivey Academy at the Ivey Business School and an ICF accredited certified leadership coach.

Peter is a seasoned expert in strategic account management and customer relationship development. As the Head of Distribution EMEA and Global Broker Networks at Zurich Insurance, he collaborates with a team of global professionals dedicated to managing partnerships with key brokers and customers across the region. He works closely with Zurich’s Underwriting, Distribution, Resilience Solutions, and Claims teams to ensure strong, long-lasting, and mutually beneficial customer relationships.

Since joining Zurich in 2014 as a Global Relationship Leader, Peter has also led Customer & Distribution in the UK before taking up his current position. His extensive experience in customer management and brokerage in France and the UK equips him with a deep understanding of market dynamics and understanding customer needs.

A Chartered Insurance Institute Associate Member, Peter holds an honors degree in French Studies from the University of London and has over 20 years in the insurance industry. Additionally, he is a strong advocate for diversity and inclusion and has launched two inclusion networks within the industry.

Peter's strategic vision and customer-focused approach continue to drive Zurich's success in building and maintaining robust partnerships across the EMEA region and beyond.

Brian spent over 12 years focusing on the strategies, processes, and technologies of Differential Value Proposition (DVP) and Customer Relationship Management. He worked in many industries including telecommunications, finance, insurance, health care, building materials, and technology. As a result, he has extensive practical experience in general management, eCommerce, B2B marketing and sales, and change management. Brian holds an MBA from the University of Chicago Booth School of Business and a BS in Engineering from the University of Illinois at Urbana-Champaign.

Current Responsibility/Focus Areas

• Head of Sales Excellence – Siemens AG, Corporate Headquarters, since 09/2021

Professional Experience

• Head of Regional Development (at Sales Department of Siemens AG Business Smart Infrastructure), 2019–2021
• Head of Infrastructure and Industry Sales (at Siemens AG, EM Division), 2015–2019
• Vertical Sales, Business and Indirect Channel Development, Project Management, Country Sales Setup and Support, Strategic Agreements and Contracts
• Interim- and Carve-Out Manager, Siemens AG, Mergers & Acquisitions, 2013–2015
• Managing Director Siemens Water Technologies in Beijing/China, Metals Country carve-out project in Siemens Headquarters
• CEO, Siemens IT Solutions & Services ZA Pty. Ltd. (Midrand/South Africa), 2009–2013
• Outsourcing and application management business incl. call center, ~450 staff, 50 Mio.€ revenue
• Head of Sales & Country Development, Siemens IT Solutions & Services, 2007–2009
• President & CEO, SCNB (Siemens Communication Networks Beijing/China), 2006–2007
• Fixed telecommunication network business, ~1000 staff, 160 Mio.€ revenue
• Several positions in IT, Production, Product Management, Sales, Procurement, Strategy

Education

• Technical University of Dresden, Degree in Electrical Engineering (Dipl.-Ing.), 1992.

Jacques Orbach is a professional with more than three decades of experience in engineering, sales, and strategic business management. As the Head of Strategic Business Program at Endress+Hauser Group, Jacques leads critical initiatives that drive organizational goals, enhance customer relations, and streamline processes. His team supports strategic account managers in contract management, pricing implementation and strategies, business analyst and account management systems, tools and processes.

With 18 years as a Strategic Account Manager at Endress+Hauser, Jacques has a proven track record of building and sustaining long-term customer relationships, developing customized value propositions, and coordinating resources to provide comprehensive solutions. His background also includes significant roles such as product manager, sales engineer at other process automation suppliers which brings robust sales and technical foundation to his strategic roles.

Jacques’s extensive skills in negotiation, strategic planning, account management, and team leadership make him a key driver of growth and customer satisfaction. With his insights and experience, he will present on the Account Planning process at Endress+Hauser, sharing his expertise on enhancing strategic account management through effective account planning systems and processes.

Hajo Rapp is a global leader in sales and account management at TÜV SÜD AG, a 25,000-employee organization delivering testing, inspection, and certification services globally. Hajo serves as a member of the Executive Committee of the Board of Directors at SAMA in Chicago (U.S.), as a member of the Consulting Committee’s Sales Excellence Magazine published by Springer (Germany), and as visiting lecturer at Reutlingen University (Germany) in the university’s Master of Arts Program on Strategic Sales Management. Hajo was awarded the Top Seller designation (by Siemens) and was recognized for his success in developing and managing SAM programs (by SAMA) several times.

Before joining TÜV SÜD, Hajo was Head of the Account Management and Market Development Boards at Siemens (2007-2017) after a career a sales career at Siemens, having started as a sales rep for IT services (1996) and eventually managing one of Siemens’ largest global accounts across all units and regions (2002-2007).

Before embarkiing on his career in sales and account management, Hajo spent three years as a management consultant at Management Partner Stuttgart (in Germany).

Hajo lives with his wife in Munich (Germany). They have two children and like traveling and doing sports like skiing, hiking, jogging, biking and tennis. He loves (German) football and squash.

Jacques Sciammas has held the roles of COO and CFO for several global corporations, where he was responsible for making executive buying decisions for over 20 years.

Drawing on his corporate executive experience, and representing the executive buyer’s perspective, he conducts interactive workshops and keynotes to sales teams on how to successfully engage and sell to the C-suite and build long-term C-level relationships. His corporate experience includes being Executive Vice President at Berkshire, Chief Financial Officer at Charles Schwab’s $2 billion Retail Division, Director of International Operations at Standard & Poor’s, and Director of Capital Programs at TWA.

All the roles entailed directing the company’s buying decisions and selection of vendor for large corporations. In addition to conducting over 400 workshops and keynotes around the globe since 2003, Jacques also serves as chairman of the CFO Council and is a regular speaker at the SAMA’s Annual Conference.

He received his B.A. from Bowdoin College and his executive MBA from Harvard University. 

In addition to family and friends, Jacques counts tennis, bicycling, impressionist art, film, and world cultures as his passions.

Session – Encounter with a Large Company CFO: How CFOs prioritize investments and what they look for in a value proposition

Jennifer Stanley is a Partner who leads McKinsey’s sales-and-channel work in North America and has a deep expertise in B2B sales, go-to-market and omnichannel strategy, sales transformation, sales-force effectiveness, and value selling. Her guidance, based on customer- centered research, has enabled countless sales executives to make winning strategic decisions. Jennifer specializes in go-to-market transformation, sales force and channel management issues and serves a range of sectors, including banking and payments, advanced manufacturers, and multi-tier distribution environments. She also helps clients implement professional development and capability-building programs as part of transformational growth initiatives.

Prior to McKinsey, Jennifer held various sales and marketing roles with a travel and logistics player while completing her higher education. She also taught sales management at the university level. Jennifer was a Rhodes Scholar at Oxford University, holds a MSc. in international political economy from the London School of Economics and has her BA from the University of Tennessee at Knoxville.

Max has spent over 30 years in various leadership roles spanning Strategic Account Management (SAM), General Management, Sales Excellence and Six Sigma and is a Sales and Marketing man at heart. He works for Medtronic as Director of SAM and was previously at 3M.

Max is a passionate advocate of SAM, customer centric thinking and change leadership and is a member of SAMA’s Board. He led Global Commercial Operations for 3M’s SAM programme where he was instrumental in establishing 3M’s enterprise-wide Strategic Account organisation.

Prior to his focus on SAM, Max led businesses at both an EMEA and UK level across a variety of market sectors, with extensive experience in the implementation of commercial transformation & sales excellence initiatives.

Max is married with three children, and lives in Windsor, UK.