Agenda Location Brochure
 
05/23/2017
8:30 am - 9:15 amKeynote: Growing customer value: A digital transformation journey. [More Info]
, President, Otis Elevator
9:45 am - 10:45 am15. How organizational effectiveness, aligned with the C-Suite, drives SAM success and value creation [More Info]
, Organization Solutions Expert, McKinsey & Company
, Principal, Grease Consulting
, Vice President, National Accounts, OrePac Building Products
, Head of Sales and Marketing, DPMS
, Principal, Grease Consulting
9:45 am - 10:45 am19. Closing the distance [More Info]
, Academy Director, Arcadis
, Global Key Clients Program Manager, Arcadis
, Global Head of Client Development, Arcadis
, Executive Vice President, Arcadis
9:45 am - 10:45 am2. Account Management Strategies for Getting Credit for Your Value [More Info]
, Director of Membership & Strategic Accounts, SAMA
, Co-President, IMPAX Corporation
9:45 am - 10:45 am29. SAM partnership in motion - Internal and external SAM success; breeding success within a SAM account [More Info]
, Senior Vice President and General Sales Manager, Georgia Pacific
, Sales Director National Accounts, Georgia Pacific
, Global Account Manager, Hilton Worldwide
9:45 am - 10:45 am34. A case study in executing a consumable negotiation process with strategic outcomes [More Info]
, Trainer - Sales Operations Group, Nalco an Ecolab Company
, VP Global Corporate Accounts, Nalco an Ecolab Company
, Partner, 5600 blue
9:45 am - 10:45 am39. How to achieve top performance in strategic account management [More Info]
, Executive Vice President of Global Sales, Lee Hecht Harrison
, President, RAIN Group
9:45 am - 10:45 am4. From vendor to trusted advisor: impact on an industrial customer's metrics using a joint scorecard, a ladder for global strategic account management [More Info]
, Manager Global Metals Industry, SKF
9:45 am - 10:45 am50. Building a global account involving top multinationals [More Info]
, Executive Director, Account Management, Merck & Company
9:45 am - 10:45 am55. Outpacing competition with a bottom-up young GAM program [More Info]
, Global Account Manager, Fette Compacting GmbH
, Sales Director Global Accounts, Fette Compacting GmbH
9:45 am - 10:45 am8. SAM as a foundational pillar for strategic and sustainable growth in a massively changing marketplace [More Info]
, Vice President, Value Based Sales , Nokia
11:15 am - 12:15 pm1. Quantify and Track Customer Outcomes: Technology Tools are Changing the Game! [More Info]
, CEO, Valkre
, COO, Valkre
, Global Operations Manager, Ecolab
, National Senior Sales Trainer, Cox Automotive
11:15 am - 12:15 pm14. Transforming sales to match customer’s needs throughout their buying journey: Digital vs. human interactions [More Info]
, Expert Partner, McKinsey & Company
11:15 am - 12:15 pm20. Strategic account engagement program: Transitioning from a strategic plan to customer leadership [More Info]
, VP of the Food and Beverage Segment, Schneider Electric
, President, Magnetic Consulting Services
11:15 am - 12:15 pm21. Three reoccurring principles for developing successful pricing strategies [More Info]
, Partner , Blue Canyon Partners, Inc.
11:15 am - 12:15 pm25. The journey to value: Developing, implementing and sustaining a value culture [More Info]
, Strategic Account Manager , Nalco Champion
, Manager, Business Strategy Training, Nalco Champion
11:15 am - 12:15 pm27. Pick a SAM's Brain: A Practitioners Viewpoint how to navigate internal and external customers to lead transformation and co-create value [More Info]
, Director Corporate Accounts ANZ, Medtronic Australasia Pty Ltd
, Director Corporate Accounts S/W Region, Medtronic Australasia Pty Ltd.
11:15 am - 12:15 pm36. Customer Co-Innovation [More Info]
, Senior Manager, Strategy, Global Enterprise Accounts, Johnson Controls
, Director of Global Enterprise Accounts, Johnson Controls
11:15 am - 12:15 pm37. Targeting your value proposition for the relevant executive [More Info]
, President and Founder , Learning Solutions International
, Director, Global Strategic Accounts , Abbott Diagnostics
11:15 am - 12:15 pm5. Global Value Creation through Laser Focus on Customer Applications [More Info]
, Global Account Director, Danfoss
, Vice President Global Accounts, Danfoss
11:15 am - 12:15 pm53. Managing customer data: Developing customer scorecards that work [More Info]
, Senior Vice President, Marketing, Walker
, Strategic Account Manager, Walker
, Vice President Commercial Excellence, Johnson Controls
1:30 pm - 3:00 pm11. Transforming the customer experience: Optimizing value creation and relationship growth in a customer-driven world [More Info]
, President and Founder , Performance Methods, Inc.
, Executive Vice President, Head of Customer Management, Zurich Insurance
, Managing Partner, Performance Methods, Inc. (PMI)
, Vice President, Global Strategic Account Management, Hilton Worldwide
, Senior Vice President, Siemens One Customer Relationship Management, Siemens
1:30 pm - 3:00 pm17. Creating collaborative value: A case study of joint strategic planning with strategic customers [More Info]
, Sr. Business Leader; International Strategic Business Development & Strategic Innovation Partnership, 3M
, Manager- Sales Talent Development, Corporate Marketing-Sales, 3M
, President, The Summit Group
, CEO, The Summit Group
1:30 pm - 3:00 pm23. Understanding value opportunities in a changing environment, leading to the creation, justification and delivery of a meaningful value proposition [More Info]
, Exec Director Business Development, Siemens Digital Factory (SDF)
1:30 pm - 3:00 pm26. From account management to strategic account management – Going through the hurdles [More Info]
, RVP Commercial Excellence & Strategic Affairs, JJMD Latin America
1:30 pm - 3:00 pm41. Learning to think strategically: a critical, competitive capability for today’s SAM — Are you up to the task? [More Info]
, Former Training and Service Leader, Apple
, President, Sloan International, Inc.
1:30 pm - 3:00 pm45. Stepping into the other side’s shoes: Key insights from Vantage Partners’ 2017 Customer-Supplier Negotiation Study [More Info]
, Senior Consultant , Vantage Partners
, Partner and Director of Sourcing and Supplier Management Practices, Vantage Partners
, Partner, Enterprise Learning Practice Leader, Vantage Partners
1:30 pm - 3:00 pm49. How BlackLine Doubled Key Account Revenue with Account Planning Technology [More Info]
, CEO, Revegy
, Vice President , BlackLine
1:30 pm - 3:00 pm57. The new era of B2B growth: moving to analytics-based sales [More Info]
, Chief Scientist and Subject Matter Expert , Gallup
1:30 pm - 3:00 pm59. The Value of Collaborative Workshops: A tool for Relationship Development and Pipeline Growth [More Info]
, Head of Solution Consulting, Tender Management and Project Coordination Americas Solution Delivery & Service Management (SDSM), DHL Customer Solutions & Innovation
1:30 pm - 3:00 pm7. The game-changing SAM: How to create, monetize and capture value by changing the rules of the game and creating an unfair competitive advantage, setting yourself up for negotiation success [More Info]
, Managing Director, Sales Optimization Group
, Sales Training Manager, ADP
3:30 pm - 5:00 pm12. Turning on a dime: How WBM is making the transition from transactional supplier to transformational partner [More Info]
, President, Whetstone Inc.
, Director of Commercial Partnerships, WBM Office Systems
3:30 pm - 5:00 pm13. How Aptean accelerated growth through a transformational account management strategy [More Info]
, Executive Vice President, Global Account Managment, Aptean
, President, SOAR Performance Group
, Vice President of Client Engagements, Soar Performance Group
, Practice Leader, Sales Strategy and Execution, Soar Performance Group
3:30 pm - 5:00 pm3. Creating Competitive Advantage Through Value-Added Savings [More Info]
, Corporate Account Services Manager, Graybar
, President, Strategic Business Solutions
3:30 pm - 5:00 pm30. Practical ways SAMs can influence value creation through new digital revenue streams [More Info]
, CEO, NextStep
, Director North America Education Account, Adobe
3:30 pm - 5:00 pm31. The digitalization drive: Elevating strategic account management [More Info]
, Executive Vice President, Head of Customer Management, Zurich Insurance
, Professor, Markets and Strategy, The University of Auckland Business School
3:30 pm - 5:00 pm35. The Power of Nice®: Maximizing your most crucial negotiations [More Info]
, Principal/Master Facilitator, Shapiro Negotiations Institute
, Vice President Corporate Account Training, Ecolab
3:30 pm - 5:00 pm44. Project ENRICH: A case study of a program to enhance the GAM structure and drive growth from existing clients [More Info]
, VP Client Services, Crown World Mobility
3:30 pm - 5:00 pm51. Digitalization disrupts the relationship map facing the SAM [More Info]
, Global Managing Director, HP
, Senior Vice President, Siemens One Customer Relationship Management, Siemens
3:30 pm - 5:00 pm52. Good intentions, wrong instincts: Counter-intuitive ideas for improving customer conversations across the buying cycle [More Info]
, President Global Strategic Accounts, Emerson Process Management
, Chief Strategy and Marketing Officer, Corporate Visions, Inc.
3:30 pm - 5:00 pm6. How to Win New Sales and Retain Existing Accounts in a Constantly Changing Environment [More Info]
, Global Program Manager, Red Hat
, CEO, AskForensics
6:30 pm - 7:30 pmWelcome Reception - Pose Rooftop Lounge [More Info]
 
05/24/2017
7:30 am - 8:30 amBreakfast - Cherry Blossom Ballroom [More Info]
8:30 am - 9:15 amKeynote: The Transformational Journey to Redefine the True Customer: From Physicians to Patients  [More Info]
, Executive Vice President and Chief Marketing Officer, UCB Biopharma
9:45 am - 10:45 am18. Institutionalizing customer-supplier co-innovation [More Info]
, Partner and Director of Sourcing and Supplier Management Practices, Vantage Partners
9:45 am - 10:45 am20. Strategic account engagement program: Transitioning from a strategic plan to customer leadership [More Info]
, VP of the Food and Beverage Segment, Schneider Electric
, President, Magnetic Consulting Services
9:45 am - 10:45 am28. Integrating a SAM program into the organization while maintaining a focus on making the number (sales and profitability) and minimizing expenses [More Info]
, Founder/CEO, The Chapman Group
9:45 am - 10:45 am36. Customer Co-Innovation [More Info]
, Senior Manager, Strategy, Global Enterprise Accounts, Johnson Controls
, Director of Global Enterprise Accounts, Johnson Controls
9:45 am - 10:45 am37. Targeting your value proposition for the relevant executive [More Info]
, President and Founder , Learning Solutions International
, Director, Global Strategic Accounts , Abbott Diagnostics
9:45 am - 10:45 am51. Digitalization disrupts the relationship map facing the SAM [More Info]
, Senior Vice President, Siemens One Customer Relationship Management, Siemens
9:45 am - 10:45 am55. Outpacing competition with a bottom-up young GAM program [More Info]
, Global Account Manager, Fette Compacting GmbH
, Sales Director Global Accounts, Fette Compacting GmbH
9:45 am - 10:45 am8. SAM as a foundational pillar for strategic and sustainable growth in a massively changing marketplace [More Info]
, Vice President, Value Based Sales , Nokia
9:45 am - 10:45 am9. Diagnosing and Correcting Organizational Misalignment [More Info]
, Former SVP of Sales & Marketing, Revenue Storm
, President & Chief Revenue Officer , Revenue Storm
9:45 am - 12:15 pm24. Designing an Impactful and Sustainable SAM Program [More Info]
, Strategic Customer Relationship Director, John Deere Financial
, Strategic Customer Relationship Director, John Deere Financial
, CEO, The Simplexity Group
11:15 am - 12:15 pm1. Quantify and Track Customer Outcomes: Technology Tools are Changing the Game! [More Info]
, CEO, Valkre
, COO, Valkre
, Global Operations Manager, Ecolab
, National Senior Sales Trainer, Cox Automotive
11:15 am - 12:15 pm10. The head of the dragon: Transforming negotiation and business-development capability from the top [More Info]
, Former Global Vice President Commercial Management, Sealed Air Corporation
11:15 am - 12:15 pm15. How organizational effectiveness, aligned with the C-Suite, drives SAM success and value creation [More Info]
, Organization Solutions Expert, McKinsey & Company
, Principal, Grease Consulting
, Vice President, National Accounts, OrePac Building Products
, Head of Sales and Marketing, DPMS
, Principal, Grease Consulting
11:15 am - 12:15 pm25. The journey to value: Developing, implementing and sustaining a value culture [More Info]
, Strategic Account Manager , Nalco Champion
, Manager, Business Strategy Training, Nalco Champion
11:15 am - 12:15 pm32. Using innovation to drive transformation and new growth [More Info]
, Vice President, Enterprise Accounts, AMN Healthcare
11:15 am - 12:15 pm43. Mining for gold: Transforming into a value-selling organization [More Info]
, Vice President - FIS Shared Sales Leader, Food Ingredients & Bio-Industrial Enterprise, Cargill
, VP, Global Initiatives, Holden Advisors
11:15 am - 12:15 pm47. Negotiation insights from procurement leaders to enhance the procurement relationship and get your best ROI [More Info]
, VP of Supply Chain, Wells Enterprises
, CEO, Scotwork
, President, Quality Supply Chain Coop for Wendy's
, Vice President Global Procurement, Benjamin Moore & Co
, Vice President, Procurement & Contract Manufacturing, WhiteWave Foods Company
11:15 am - 12:15 pm58. Implementing Open Innovation: Road warrior or road kill? It’s your choice [More Info]
, Director of Open Innovation and Strategic Alliance Research, Rutgers Univesity
12:15 pm - 1:30 pmNetworking Lunch - Cherry Blossom Ballroom
1:30 pm - 3:00 pmnExtchange [More Info]
, Principal/Master Facilitator, Shapiro Negotiations Institute
, Director of Open Innovation and Strategic Alliance Research, Rutgers Univesity
, President and Co-Founder, ECC Partnership
3:30 pm - 5:00 pm11. Transforming the customer experience: Optimizing value creation and relationship growth in a customer-driven world [More Info]
, President and Founder , Performance Methods, Inc.
, Executive Vice President, Head of Customer Management, Zurich Insurance
, Managing Partner, Performance Methods, Inc. (PMI)
, Vice President, Global Strategic Account Management, Hilton Worldwide
, Senior Vice President, Siemens One Customer Relationship Management, Siemens
3:30 pm - 5:00 pm12. Turning on a dime: How WBM is making the transition from transactional supplier to transformational partner [More Info]
, President, Whetstone Inc.
, Director of Commercial Partnerships, WBM Office Systems
3:30 pm - 5:00 pm13. How Aptean accelerated growth through a transformational account management strategy [More Info]
, Executive Vice President, Global Account Managment, Aptean
, President, SOAR Performance Group
, Vice President of Client Engagements, Soar Performance Group
, Practice Leader, Sales Strategy and Execution, Soar Performance Group
3:30 pm - 5:00 pm17. Creating collaborative value: A case study of joint strategic planning with strategic customers [More Info]
, Sr. Business Leader; International Strategic Business Development & Strategic Innovation Partnership, 3M
, Manager- Sales Talent Development, Corporate Marketing-Sales, 3M
, President, The Summit Group
, CEO, The Summit Group
3:30 pm - 5:00 pm26. From account management to strategic account management – Going through the hurdles [More Info]
, RVP Commercial Excellence & Strategic Affairs, JJMD Latin America
3:30 pm - 5:00 pm44. Project ENRICH: A case study of a program to enhance the GAM structure and drive growth from existing clients [More Info]
, VP Client Services, Crown World Mobility
3:30 pm - 5:00 pm52. Good intentions, wrong instincts: Counter-intuitive ideas for improving customer conversations across the buying cycle [More Info]
, President Global Strategic Accounts, Emerson Process Management
, Chief Strategy and Marketing Officer, Corporate Visions, Inc.
3:30 pm - 5:00 pm57. The new era of B2B growth: moving to analytics-based sales [More Info]
, Chief Scientist and Subject Matter Expert , Gallup
3:30 pm - 5:00 pm59. The Value of Collaborative Workshops: A tool for Relationship Development and Pipeline Growth [More Info]
, Head of Solution Consulting, Tender Management and Project Coordination Americas Solution Delivery & Service Management (SDSM), DHL Customer Solutions & Innovation
6:00 pm - 8:30 pmSAMA Excellence Awards Ceremony & Dinner - Cherry Blossom Ballroom
 
05/25/2017
7:30 am - 8:30 amBreakfast - Cherry Blossom Ballroom
8:30 am - 9:30 am19. Closing the distance [More Info]
, Academy Director, Arcadis
, Global Key Clients Program Manager, Arcadis
, Global Head of Client Development, Arcadis
, Executive Vice President, Arcadis
8:30 am - 9:30 am27. Pick a SAM's Brain: A Practitioners Viewpoint how to navigate internal and external customers to lead transformation and co-create value [More Info]
, Director Corporate Accounts ANZ, Medtronic Australasia Pty Ltd
, Director Corporate Accounts S/W Region, Medtronic Australasia Pty Ltd.
8:30 am - 9:30 am32. Using innovation to drive transformation and new growth [More Info]
, Vice President, Enterprise Accounts, AMN Healthcare
8:30 am - 9:30 am34. A case study in executing a consumable negotiation process with strategic outcomes [More Info]
, Trainer - Sales Operations Group, Nalco an Ecolab Company
, VP Global Corporate Accounts, Nalco an Ecolab Company
, Partner, 5600 blue
8:30 am - 9:30 am4. From vendor to trusted advisor: impact on an industrial customer's metrics using a joint scorecard, a ladder for global strategic account management [More Info]
, Manager Global Metals Industry, SKF
8:30 am - 9:30 am40. How to coach your SAMs to lead the change [More Info]
, Manager, Orange
8:30 am - 9:30 am47. Negotiation insights from procurement leaders to enhance the procurement relationship and get your best ROI [More Info]
, VP of Supply Chain, Wells Enterprises
, CEO, Scotwork
, President, Quality Supply Chain Coop for Wendy's
, Vice President Global Procurement, Benjamin Moore & Co
, Vice President, Procurement & Contract Manufacturing, WhiteWave Foods Company
8:30 am - 9:30 am5. Global Value Creation through Laser Focus on Customer Applications [More Info]
, Global Account Director, Danfoss
, Vice President Global Accounts, Danfoss
8:30 am - 9:30 am53. Managing customer data: Developing customer scorecards that work [More Info]
, Senior Vice President, Marketing, Walker
, Strategic Account Manager, Walker
, Vice President Commercial Excellence, Johnson Controls
10:00 am - 11:00 am10. The head of the dragon: Transforming negotiation and business-development capability from the top [More Info]
, Former Global Vice President Commercial Management, Sealed Air Corporation
10:00 am - 11:00 am22. The roles of the executive sponsors and SAMs: Leveraging each other for strategic account success [More Info]
, Managing Director, Business Development, SAMA
, President Global Strategic Accounts, Emerson Process Management
, Global Strategic Account Director, Emerson Process Management
10:00 am - 11:00 am28. Integrating a SAM program into the organization while maintaining a focus on making the number (sales and profitability) and minimizing expenses [More Info]
, Founder/CEO, The Chapman Group
10:00 am - 11:00 am46. Sales account coaching: No longer a soft skill [More Info]
, President, EcSell Institute
, Senior Vice Presient / Head of Sales Strategy and Effectiveness, Dun & Bradstreet
10:00 am - 11:00 am54. Optimizing growth with your channel partners (Part 1) [More Info]
, President, Brown Transmission & Bearing
, President, Industrial Profit Strategies (former Sr. VP Channel Management and Sales Development, SKF)
10:00 am - 11:00 am56. Pioneering leading-edge supplier/customer relationships in the food industry [More Info]
, Vice President, Research And Development, Consumer Products, Smuckers
, Vice President, Global Corporate Accounts, Cargill
10:00 am - 12:30 pm38. Analyzing and presenting the financial drivers that motivate your client [More Info]
, Director Corporate Accounts ANZ, Medtronic Australasia Pty Ltd
, Co-founder & CEO Americas, Color Accounting International
11:30 am - 12:30 pm16. How the C-suite can accelerate growth with strategic account innovation and collaboration [More Info]
, Vice President, Customer Experience Marketing, SAP
, President and CEO, ITSMA
11:30 am - 12:30 pm2. Account Management Strategies for Getting Credit for Your Value [More Info]
, Director of Membership & Strategic Accounts, SAMA
, Co-President, IMPAX Corporation
11:30 am - 12:30 pm29. SAM partnership in motion - Internal and external SAM success; breeding success within a SAM account [More Info]
, Senior Vice President and General Sales Manager, Georgia Pacific
, Sales Director National Accounts, Georgia Pacific
, Global Account Manager, Hilton Worldwide
11:30 am - 12:30 pm42. Saying yes to collaboration: Translating comedy improv skills to a business environment [More Info]
, Assistant Director of Certification & Training, SAMA
, Corporate Account Manager , SAMA
, IT Manager, SAMA
11:30 am - 12:30 pm48. Merck and Premier Inc. collaborate to co-develop solutions to help improve population health [More Info]
, Vice President, Chief Health Information Officer, Premier, Inc.
, Executive Director, Merck
11:30 am - 12:30 pm54. Optimizing growth with your channel partners (Part 2) [More Info]
, President, Brown Transmission & Bearing
, President, Industrial Profit Strategies (former Sr. VP Channel Management and Sales Development, SKF)
11:30 am - 12:30 pm9. Diagnosing and Correcting Organizational Misalignment [More Info]
, Former SVP of Sales & Marketing, Revenue Storm
, President & Chief Revenue Officer , Revenue Storm
12:30 pm - 2:00 pmClosing Keynote and Lunch: Transform the Norm: Lessons Learned from Warby Parker and Google [More Info]
, Former Google Executive and Head of Social Innovation at Warby Parker