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David Atkinson
Managing Director

Management consultant, lecturer and trainer in the areas of procurement, supplier relationship management (SRM) and strategic account management (SAM). David is managing director of Four Pillars Consulting Limited, a specialist procurement and SAM consultancy, with a global client base in multiple sectors; pharmaceuticals, financial services, government procurement, mail, logistics, manufacturing, aerospace, rail and facilities management.

David is an experienced practitioner of the whole suite of procurement strategies, tools and techniques gained over 17 years in consumer goods, automotive and aerospace & defence.

Began career as a buyer with Black & Decker, purchasing products and components from global supply base. Joined Lucas Aerospace as Purchasing Manager, going on to take on increasingly senior procurement roles within the Lucas Group over six years. Gained automotive sector experience as Purchasing Manager of Automotive Products plc, before returning to aerospace with engine-maker Rolls Royce as Procurement Director between 1998 and 2002. David has an MBA in Strategy & Procurement Management from the University of Birmingham and now lectures in relationship management, negotiation and performance management on the same programme and master degrees at the university’s business school.

A Fellow of the Chartered Institute of Purchasing & Supply (FCIPS), also serving as a non-exec Board member. A judge on CIPS Annual Awards panel. Also a member of The Chartered Institute of Marketing. David also leads the UK Advisory Board of the Strategic Account Management Association (SAMA).

Mick Carroll

Dr. Mick Carroll has been a tenured professor, dean of two Business Schools, and a university president. He has worked as bank controller, cost accountant and practicing CPA. While being an accounting professor at schools such as Northwestern, DePaul, Loyola, and University of Illinois Chicago, he simultaneously taught courses in Creative Thinking. Due to a life-long interest on how people process information, he earned a PhD in Psychology from Loyola University focusing on how people think, make decisions, and solve problems. This unique background has given Dr. Carroll a deep understanding of the critical thinking process, (convergent thinking), and the creative thinking process, (divergent thinking). He has researched and written on these topics and has conducted numerous workshops and webinars on the creative thinking process. His style is very engaging and fun..

Dennis Chapman
President and CEO
The Chapman Group

Dennis J. Chapman is founder and President of The Chapman Group, a sales consulting firm that specializes in creating world class sales organizations through the implementation of sales and account management processes, methodologies, best practices and metric‐based software tools.

Dennis brings over 25 years of executive level experience in sales, marketing, and business management to his clients in helping them achieve their goals. He is a dynamic, enthusiastic speaker whose ideas and vision consistently inspire and motivate his audiences. Clients of The Chapman Group include many Fortune 500 companies as well as a diverse portfolio of mid‐tier accounts.

The Chapman Group works closely with their clients in the areas of sales, sales process improvement, sales effectiveness, strategic account management, sales coaching, training, tools, strategy, and compensation. They are widely known for their Strategic Account Management program, SMARTS™, which builds and utilizes cross‐functional teams to manage major strategic accounts. Dennis developed the SMARTS™ methodology through his many years of designing sales methodologies, processes and tools that produced significant, sustainable results for his clients, time and time again. The Chapman Group has been engaged by companies such as Dell Computer, Hercules Chemical, GE Water Technologies, GE‐ITS Healthcare, Specialty Minerals Chemicals, and many others.

Before establishing The Chapman Group in 1988 Dennis’ career included sales and management positions with Xerox, ROLM/IBM, and as Vice President of Sales and Marketing in the high‐tech reseller industry. Dennis has written on the topic of strategic account management for many years and speaks nationally to more than 50 sales teams a year. Dennis is a graduate of the University of Massachusetts School of Business and is a member of the SAMA Board of Directors.

Cor Dubois
Vice President Global Customers

Vice President, Go-to-Market and Sales Effectiveness. Latin America. Rio de Janeiro, Brazil

Cor Dubois leads various sales and marketing initiatives within the company’s global account teams. Focus areas are: go-to-market, strategy development, customer engagement and relationship management. Cor works intensively with service providers and manages global marketing and business growth projects across business groups and regional units.

Prior to joining Alcatel-Lucent, he was Managing Director Europe for MarketBridge, a consulting firm based in Washington DC and London specialized in Go-to-Market strategy, multi channel integration and marketing and sales integration. Cor has worked at Royal Dutch Shell, United Brands/Chiquita and held senior positions in general management and marketing and sales with: Rothschild, BMG/Bertelsmann and LVMH.

Cor Dubois holds degrees from the Breda Business School in the Netherlands and the INSEAD AMP Graduate School of Business in Fontainebleau, France and Kellogg School of Management in Chicago.

Mike Edmonds
President, US Business
S&C Electric

Based at S&C Electric Company's headquarters Chicago IL, Michael Edmonds is the President of the US Business with P&L responsibility. This consists of all aspects of the business go-to­ market strategy for the USA market to solve customer problems ranging from traditional switching and protection, grid reliability, power quality, energy storage, micro grids, asset management, grid network control, software and the grid connectivity systems required to enable the grid. Previous roles at S&C include VP Strategic Solutions and Global Director Smart Grid covering strategy, product management and marketing. Prior to joining the S&C Electric Company in 2010, his previous roles included VP & GM of Siemens Energy Automation and Power Technologies Inc. (PTI). With these positions he was responsible for the business of real time energy management (EMS/DMS) and network planning businesses. .

Jim Ford
Global Head of Client Development

Global Head of Client Development, Arcadis

Jim Ford is the Global Head of Client Development for ARCADIS, a global leader in design and engineering consultancy for natural and built assets, based out of firm’s Chicago office. Joining the firm in 2016, Jim has oversight for the sales and business development function at ARCADIS, working globally across the company’s eight operating divisions.

Prior to joining ARCADIS, Jim worked in private equity, where he focused on organizational turnarounds and building sustainable growth and shareholder value. In 2013, Jim was appointed to the role of Executive Vice President Commercial Operations, TestAmerica--the leader in environmental testing. In this role, Jim led TestAmerica’s strategic account, field sales and marketing teams as well as providing the strategic direction for the company in support of its preparation for divestiture.

Prior to TestAmerica, Jim worked for Nalco, an Ecolab Company for 22 years. Ecolab is the global leader in sustainability solutions for water, hygiene, energy technologies and related services. Prior to his departure, Jim was Vice President of Global Strategic Accounts within the largest division of Nalco, an Ecolab company. Jim led the integration effort for Strategic Clients during the growth merger of Ecolab and Nalco, developing the growth strategy to deliver $500M in growth from the merger.

Bodo Giegel
Director, Key Account Management Deutsche Telekom, Orange & BuyI

Bodo is the Global Account Manager for the Multi-National Telecommunication Operators Deutsche Telekom and Orange at Kathrein Group, and is based out of Kathrein Group Headquarters in Rosenheim (Bavaria, Germany). Drawing on deep expertise in a wide variety of customer-facing senior sales & service delivery roles for over 20 years, Bodo is the lead customer voice of Deutsche Telekom and Orange within Kathrein Group and is responsible for the global customer business relationship.

His recent work includes setting up and leading the global key account management organization for his global account as well as introducing key account management best practices and processes. The ultimate goal is the transformation of Kathrein Group into a customer-focused organization, keeping in mind the Kathrein values and nearly 100 years of history as well as the constantly changing markets and needs of Multi-National Telecommunication Operators.

Prior to joining Kathrein Group in 2015, Bodo worked for T-Systems, the Deutsche Telekom Business Customer Division, for over 12 years. Prior to his departure he was Global Account Manager for a Top 10 customer of T-Systems. Before being appointed to a Global Account Manager Role, Bodo experienced various customer facing working roles in for enterprise customers ranging from Lead Technical Architect up to Business Management for Global Accounts.

He earned a Global Account Management Certificate from University St.Gallen/Columbia University and a Diploma’s degree in computer sciences from the University of applied sciences Wiesbaden in Germany.

Frederic Kahn
Vice President Marketing and Sales

Frederic started his career in 1985 as Division Controller of the Specialty Chemicals firm Rhone-Poulenc Organic Chemicals (later known as Rhodia Pharmaceutical Ingredients and then Aventis) where he held several Senior Executive positions in Sales and Business Management in the US, Europe and Singapour. Frederic`s responsibilities focused on development, production and formulation of Anesthetics and Analgesics’ APIs.

In 2003 Frederic joined the CDMO NextPharma as EVP Sales and Marketing to generate sustainable growth by setting up a dedicated Key Account Management strategy and organization. After five successful years, Frederic joined the German Pharmaceutical Packaging and Medical Devices leader Gerresheimer based in Duesseldorf where sales to strategic accounts went double digit.

Lonza AG Switzerland hired Frederic early 2016 as head of Global Key Account Management with the same mission and similar results.

Passionate about sales and strategic account management, Frederic is a speaker at SAMA Association, holds a Bachelor of Sciences in Economics from College of New Jersey and an MBA from ISG - Institut de Controle de Gestion, Paris.

Frederic has acquired more than 30 years of experience in sales and marketing, finance and business management with a proven track-record of building and developing successful organizations. Father of two daughters, Frederic is also a writer and a marathon runner.

LaVon Koerner
President & Chief Revenue Officer
Revenue Storm

With over two decades of international consulting experience, LaVon Koerner is recognized worldwide as a leading expert in diagnosing and transforming sales and marketing organizations. LaVon passionately believes that companies and people can tap systematic disciplines and rigorous analysis to unleash profitable revenues and professionalize the business of sales.

Since co-founding Revenue Storm in 2001, LaVon remains zealous in his pursuit to provide organizations a comprehensive suite of proven tools and techniques that drive profitable revenue growth. As Chief Revenue Officer, LaVon helps organizations achieve revenue acceleration through demand creation and reap immediate, sustainable gains.

Prior to co-founding Revenue Storm, LaVon spent fifteen years with Holden Corporation, ultimately as its president. LaVon developed Holden’s core training methodology, which has been installed in hundreds of organizations worldwide. Called upon as both a thought leader and coach, LaVon traveled the globe to help organizations uncover the true cost of sales.

A major portion of LaVon’s work involves evaluating and assisting under-leveraged sales and marketing organizations and analyzing market dynamics in a wide array of industries. As a result, he has helped create sales processes that reduce the cost of sales while increasing revenue through aggressive market share acquisition.

LaVon has been privileged to help many of today’s Fortune 500 companies achieve sales excellence, including ABB, HP, IBM, Schneider Electric, TCS, and Wipro. He is uniquely positioned at the forefront of the design and installation of sales and marketing methodologies.

Robert Lee
Principle Advisor
NI Business Impact Group, EMEIA

Rob received an Undergraduate Masters Degree in Physics from University of Bath, UK in 2006. In 2007 he joined National Instruments through the Engineering Leadership program starting as an Applications Engineer.

In his 10 years at NI, Rob has held 6 positions, moving from engineering, through technical marketing and Field Sales.

In 2013 he became the first Strategic Account Manager for NI in the Northern European Region of EMEIA, tasked with identifying and executing an account growth strategy with two large Mil-Aero OEMs in the UK. Within this role, Rob helped pilot many of the SAM techniques that NI are now scaling across the global sales force. In addition, he mentored high caliber sales and business development talent emerging within the Northern European Region to accelerate the application of SAM skills across different industries.

In 2017, he moved into the NI Business Impact Group (BIG), responsible for the EMEIA region. The team’s goal is to accelerate account growth through creating proactive/prescriptive demand at the corporate level. This is achieved though understanding & influencing the customer’s buying and funding processes, execution of complex business value assessment activities including ROI/TCO that challenge the status-quo, and the building the financial business case for change for customer organisations.

Rob is a member of the UK Institute of Physics

Simon Light
Client Development Director
Augusto Mandelli
Principle Advisor
NI Business Impact Group, EMEIA

Augusto Mandelli was born in Rome in 1966.

vHe received a Master Degree in Telecommunication Engineering in 1992 from University of Rome “La Sapienza”, and a PhD on neural networks algorithms applied to industrial applications. After a two years-long R&D experience in a major industry, he joined National Instruments. Throughout his carrier at NI he covered several roles in support, sales and sales management. He managed the Academic Relations in Italy from 1998 to 2010.

He was appointed as European Big Physics and Scientific Research Segment Manager from 2011 to 2014, cooperating with the most relevant Research Institutions and Projects around Europe such as CERN, ITER, ELI, ELT, STFC, and more.

He managed the Energy Segment in Europe from 2015 to 2016, focusing on application areas as Grid Automation, Smart Grid and Power Storage.

He is currently part of the NI Business Impact Group (BIG). The team’s goal is to accelerate account growth through creating proactive/prescriptive demand at the corporate level. This is achieved though understanding & influencing the customer’s buying and funding processes, execution of complex business value assessment activities including ROI/TCO that challenge the status-quo, and the building the financial business case for change for customer organisations.

He was a member at CERN of the FP7 Marie Curie PACMAN Supervisory Board.

He is a member of INCOSE (www.incose.org)

AJ Novak
Chief Revenue Officer
OnePlus Systems

Strategic Business Director, Waste Management, Inc.

A.J. Novak is Chief Revenue Officer for OnePlus Systems, a global leader in providing intelligent monitoring systems to optimize logistics and reduce carbon footprint in the environmental, materials management, and distribution industries.

A.J. has more than 25 years of experience in Sales and Marketing having held leadership positions in both the Private Equity and Fortune 200 environments. In his sales leadership roles, A.J. has successfully grown market share in existing and new markets both domestically and internationally. He has led sales teams in public sector markets at the federal, state, and local levels, and in the private sector with a focus on Fortune 1000 Corporations across all market segments.

With private equity firm Response Team 1, A.J. helped grow sales 50% in two years, leading to the successful sale of the company. Spending a majority of his career with Waste Management Inc., A.J. helped grow its Strategic Account Department annual revenue from $50 million to more than $1 billion. Additionally, he led a sales force transformation enabling Waste Management’s vertical market strategy that delivered more than $1 billion in new business.

A.J. has a BA degree in Chemistry and an MBA, both from Loyola University of Chicago, with continuing education at MIT’s Sloan School of Management. He. Served on the Aurora University Dunham School of Business Advisor Board for 2007-2010. A.J. currently serves on the Board of Directors of The Hundred Club of DuPage County, which provides financial support to police, firefighters and first responders.

Peter Oosterveer

Mr. Peter Oosterveer is a Dutch national and holds a bachelor’s degree in Electrical Engineering from the Noordelijke Hogeschool Leeuwarden. In 1988, he joined Fluor Corporation as Controls System Engineer. Fluor Corporation is, with 60,000 employees, one of the world’s largest publicly traded engineering, procurement, construction, maintenance and project management companies. Based out of the Netherlands, he was assigned to several international projects, followed by general management roles. In 1999, Mr. Oosterveer moved to Fluor’s headquarters in California to run a major global change program. After the successful delivery of this program, he moved back to Europe to take the role of General Manager for Fluor in The Netherlands, and subsequently leading the Chemicals Group for Fluor Europe, Africa, and the Middle East. Having grown the Global Chemicals business, Mr. Oosterveer became President of the Energy and Chemicals group for Fluor globally, and became a member of the Fluor Corporate Leadership Team. In 2014, he was appointed as Chief Operating Officer with Profit & Loss responsibility for the Commercial Operations of Fluor worldwide, responsible for approximately $20 billion of annual revenues. Mr. Oosterveer has extensive knowledge and experience as a leader in the global engineering industry. He possesses deep knowledge of project management, strong commercial acumen, and a demonstrated ability to deliver profitable and sustainable growth. Mr Oosterveer is CEO and chairman of the Arcadis Executive Board.

Tim Pollard

Tim Pollard is the founder and CEO of Oratium and the author of The Compelling Communicator: Mastering the Art and Science of Exceptional Presentation Design.

Over a long career in sales and marketing at Unilever, Barclays, and CEB, Tim Pollard has developed remarkable insight into the “science” of designing extraordinary sales messaging. The result has been the development of unique tools and concepts, and a remarkable ability to teach and coach others in the learnable processes of exceptional communications.

As a result, Tim is one of the world’s leading thinkers on advanced communication skills, particularly sales messaging.

Not only is Tim a highly sought-after speaker in the communications field, but the thinking that he has developed at Oratium has been translated into a repeatable process, which allows any organization to see a renaissance in its sales communications.

Brian Riddick
Global Key Clients Program Manager

Brian Riddick manages the Global Key Clients Program for Arcadis, the leading Design & Consultancy firm for natural and built assets which is renowned for its work on iconic structures. In this role, Brian is responsible for the development and performance of Arcadis’ portfolio of top international clients which are engaged via seven well-defined market sectors designed to deliver promised value to clients, including Automotive, Oil & Gas, and Financial Institutions.

As a core part of the role, Brian has developed and leads Arcadis’ Client Focus Academy together with the Arcadis Academy Director, supporting Global Account and Sector Leaders with deeper client relationships based on insights and advice, as well as getting the basics right around good communication and interpersonal skills.

Brian is a Member of the Royal Institute of Chartered Surveyors, specialises in go-to-market strategy and organisation design, post-merger integration, and also is active in client service around client’s most challenging needs on large construction programs in the UK. He has led a number of successful key accounts in federal and regulated markets, previously serving in divisional leadership roles.

Tim Riesterer
Chief Strategy Officer
Corporate Visions

Tim Riesterer has dedicated his career to improving the conversations salespeople have with prospects and customers. He is the co-author of two books on the subject – “Customer Message Management” and “Conversations That Win The Complex Sale” – and has consulted and trained the top companies in the world. As chief strategy and marketing officer for Corporate Visions, he sets the direction and develops products for this leading marketing and sales messaging, tools and training company.

James Robertson
The Summit Group

James brings over 20 years international and cross-industry experience in consumer products, advertising, business consulting, manufacturing and packaging industries.

He leads The Summit Group’s relationship with covenant clients including 3M, Abbott, Cisco Systems, Cooper Industries, General Mills, Hilton Hotels, Medtronic, Novozymes, Procter & Gamble, Textron, and U.S. Postal Service.

James joined The Summit Group from Tetra Pak where he held general management as well as senior sales and marketing roles in Southern Africa, India, Europe and the USA. James championed the companies’ approach towards the customer by leading the implementation of enterprise-wide strategic customer management and customer loyalty programs. He also led global account teams, re-designed customer-facing business processes and managed CRM and ERP technology initiatives.

James’ strengths lie in strategic customer management, business value creation, sales transformation, collaborative innovation, sales performance coaching, and go-to-market execution - enabling companies to accelerate growth, elevate strategic account relationships and differentiate how they go to market. He has taught at the University of St.Gallen’s Global Account Management Executive Program (Switzerland), SAMA University, and speaks at the Strategic Account Management Association.

James holds a B.Com (Hons) degree from University of South Africa, a Diploma in Financial Management from University of New York and has participated in Executive Development Programs at IMD, Kellogg and Carlson Schools of Business.

James lives in Minneapolis, Minnesota.

Fabian Schumann
Managing Consultant

Fabian Schumann is a Managing Consultant with Gallup. He supports global clients to drive behavioural change across their organizations and leverages Gallup’s cutting-edge insights in the science of behavioural economics and decision-making to support leaders and consult them on structural and behavioural interventions to better engage employees, customers and suppliers.

Prior to joining Gallup, Fabian spent the last 7 years in the Berlin start-up scene in the fields of online education and open innovation. He was part of the founding team of Europe’s first open education platform iversity and in his function as Head of Academic Partnerships built partnerships with and advised international research organizations, as well as knowledge-based organizations. He also developed iversity's “Digital Transformation” curriculum, focusing on how new technologies change the business environment and how organizations and leaders can adapt to this rapid pace of change.

Afterwards he joined the open innovation platform jovoto and led the ForeWork Initiative, a crowdsourcing project to explore the future of work, hosted by jovoto and in collaboration with adidas Group, Cisco Systemcs, Deutsche Bank AG, Deutsche Telekom AG, Volkswagen AG, and Vitra AG.

Fabian has a MA in Political Economy of European Integration from the Berlin School of Economics and Law, as well as a BSc in Economics from Goethe University Frankfurt.

Jacques Sciammas
Selling to Executives

Jacques Sciammas has held the roles of COO and CFO for several large 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 for sales teams, engineers, and consultants, on how to successfully sell to the C-Suite and build long-term C-level relationships. His corporate experience includes EVP at Berkshire, Group CFO at Charles Schwab, 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 vendors.

In addition to conducting workshops around the globe since 2003, Jacques also serves as Chairman of the CFO Council and as President ERG, an international executive firm that conducts operational projects for CEOs, COOs, and CFOs. In addition to family and friends, Jacques counts tennis, impressionist art, film, and world cultures as his passions and splits his time between Europe and the US. BA, MBA, Harvard University Executive Program.

Phil Styrlund
The Summit Group

As CEO of The Summit Group, Phil is a recognized thought leader on business value transformation as part of the go-to-market strategies of some of the world's premier organizations, both in the public and private sectors. In addition to his keynote presentations and engaging programs, Phil serves as a coach, mentor, consultant, and advisor to top leaders across a range of industries and has delivered sessions in over 40 countries. Phil has served on the Board of Directors for SAMA (Strategic Account Management Association) and also leads the CEO Forum as part of the annual National Prayer Breakfast in Washington D.C.

Phil has written for, or been cited in, articles in leading publications that include: 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. In 2014, the book Relevance: Matter More was released; co-written by Phil.

His career includes key leadership positions with US West and ADC Telecommunications. Phil also teaches in various University and Executive Education programs, and has Masters Degrees in Business Administration and Telecommunications Science. He currently is engaged in a Doctorate Program at Middlesex University in London.

Greg Sunset
Divisional Vice President, Strategic Accounts
Abbott Diagnostics

Greg Sunset is Divisional Vice President, Strategic Accounts at Abbott Diagnostics Division, a global and diversified healthcare company that is all about helping people live their best and fullest lives through better health. Greg brings 34+ years of experience in sales, marketing, general management, strategic account and strategic pricing leadership to his clients. Greg holds a Bachelor of Science in Business Administration degree from Colorado State University; and a Masters of Business Administration from the University of Colorado at Boulder. He is a current member of the SAMA Board of Directors. He has served as a board member on the National Blood Data Resource Center, Trustee and Trustee’s Agent for the National Blood Foundation Research and Education Fund, and Trustee for the National Blood Foundation.

Tjerk van der Meer
Global Sector Leader
Richard Willems
Vice President Strategic Accounts
Schneider Electric

Richard Willems is Vice President, Strategic Accounts, with responsibility of managing and growing the global Schneider-Electric portfolio whilst delivering business value for the end-user. Richard leads a global core business team focused on customer intimacy, industry developments, business consulting, executive client relationships and services.

Prior to this position, Richard was Managing Director at Imtech Industry International responsible for; project management; continuous improvement; manufacturing and supply chain management; quality, and environmental health, safety and sustainability (EHS&S). In addition, running the sales, marketing, engineering delivery, consulting services and account management team.

Before that, Richard was Executive Vice President of Sales at GE MCS part of GE Oil & Gas running their Measurement & Control Solutions business in Europe. Prior to that, he served as Director Sales and Excellence, at Honeywell Process Management their Europe, Middle East and Africa operations for 5 years. Before joining Honeywell, Richard spent 16 years at Emerson Process Management in various positions from Product Development (DeltaV), Cross Divisional “PlantWeb” development to Project Pursuit and managing their Oil & Gas Upstream business.

He holds a Bachelor of Science degree in Applied Physics with a specialization in Measurement and Control.

Richard has been associated to Account Management programs and organizations like SAMA, GAMPRO, Miller Heiman and others for over 20 years.