Vice President EMEA Manufacturing Industry and IOT Enterprise Group | Hewlett Packard Enterprise
Volkhard Bregulla leads HP’s Global Account in the Manufacturing Industry as well as the German and European Internet of Things (IOT) Program. Mr. Bregulla and his organisation are responsible for addressing and solving business and technology issues and as a result delivering significant business outcome for HP’s largest clients. The responsibility includes the entire HP Enterprise portfolio of technology products and services as well as business solutions.
In his role, he leads global, regional, and local account organizations who develop, sell and deliver solutions together with a select set of strategic partners and channel organizations for the New Style of IT; with a focus on 4 Transformation areas to Transform, Protect, Power and Enable a New Style of Business.
Since joining HP in 1985 from Siemens AG, Volkhard Bregulla has held a series of executive management positions in regional and global business units, working for more than a decade out of the US West and East Coast as well as the Networking Division in France and has served on the Board of several of HP’s equity investments and as Chairman of the Board of a HP subsidiary.
Mr. Bregulla has a Bachelor’s Degree in Electrical Engineering and a Business Master’s Degree in Finance and Quantitative Methods. In his spare time he enjoys family life with his wife and three children. His passions include motor biking and skiing.
R.C. Kopf Professor of International Marketing | Columbia Business School
Prior to joining the Columbia Business School faculty in 1979, Professor Capon served on the faculties at UCLA Graduate School of Management and Harvard Business School. He has also been a Visiting Professor at INSEAD (Fontainebleau France), the Hong Kong University of Science and Technology (HKUST), and the China Europe International Business School (CEIBS) (Shanghai). He also holds the position of Distinguished Visiting Professor at Manchester Business School (Great Britain).
Professor Capon's early training was in chemistry; he holds B.Sc. and Ph.D. degrees from University College, London University. He also holds advanced degrees in business administration from Manchester (Dip. BA), Harvard (MBA), and Columbia Business Schools (Ph.D.). His publications have appeared in many refereed journals and managerial outlets. He has also written several research and managerial books on marketing, sales, and key and global account management.
Vice President & Global Head Marketing Excellence, UCB Biopharma
Dominique Côté is recognized as a chief architect of global account program set up, leading corporate changes and cultural shifts for customer centric innovation and patient value. She has been a panelist as well as a keynote speaker in Europe and US in the area of customer centricity/engagement, Global Account Management programing and Pharma Commercial Excellence as a subject matter expert.
Dominique comes from Pfizer and most recently was at Zoetis (Former Pfizer AH) where she set up the international commercial operation organization based in Belgium. She was in this capability also leading digital marketing strategies, learning & development, business intelligence as well as customer engagement innovation and initiatives.
She was previously with Pfizer Pharmaceutical Emerging Markets between 2010 -2013, whereas part of the European Regional Leadership team led business effectiveness in EURIT (Eastern/central Europe – Russia-India and Turkey). She managed teams in 36 countries leading activities to optimize profitability and effectiveness of Field force. She has had key role in enabling new business models and was also the lead for the Global EMBU in the area of L&D / KAM and customer centricity strategies and execution; spearheading these strategies for the 70 emerging markets.
She comes from Canada where she worked for the first 20 years of her career in the human pharmaceutical industry. She has a scientific and research background in genetic/immunology and Oncology.
Before 2010, Dominique held positions of increasing responsibilities in line management (sales & marketing) while in Canada in the area of Specialty/Oncology and many therapeutic areas. She has acquired solid management background in leading the Canadian oncology business where she won a global award on leading through changes.
Her career has also provided her with global experience /varied markets experience and diversified culture knowledge. Dominique has been on many global councils for learning and development / KAM / patient centricity as well as diversity councils.
Since 2011 she has served as a Board of Director for the Strategic Account Management Association, as well as part of the HBA (Healthcare Businesswomen’s Association), where she sits on the steering team for the globalization project.
Executive Vice President, Head of Customer Management | Zurich Insurance
Ronald E. Davis is Executive Vice President, Head of Customer Management, Zurich Insurance. He has more than 25 years of business experience dealing with many of the world’s largest multi-national companies. Before joining Zurich, Mr. Davis worked for Arkwright/Factory Mutual Insurance Company for 19 years in various positions in Canada and France.
Mr. Davis is Chairman of the Board of Directors of the Spencer Educational Foundation, as well as on the Executive Committee of the Board of Directors of the Strategic Account Management Association (SAMA). He is on the David Rockefeller Fellows Alumni Committee, and for 2006-2007 he was selected to be a member of the David Rockefeller Fellows Program, which is associated with The Partnership for New York City.
He holds a Bachelor of Commerce degree from Ottawa’s Carleton University, as well as an MBA from Concordia University in Montreal.
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.
Director of Global Business Development | Office Depot BSD
Stephanie Fuller is passionate about learning, teaching, building relationships and everything that is international! She manages to combine all her passions into her career as Director of Global Business Development at Office Depot -Business Solutions Division (Fortune #179, $15.5B/sales, 42,000 employees), where Stephanie is a connector aligning opportunities with people, resources and solutions in 48 countries, resulting in increased sales and deepening of strategic business relationships. She leads the Global Account Coalition (GAC) Team and is accountable for developing new profitable business and growing existing business by leveraging global relationships through Office Depot's vast network of 4,000 account managers and support teams. Stephanie's experience in the international arena started from growing up in the Dominican Republic, studying International Business at the JFK Institute in the Netherlands and visiting and working in 80 countries covering all seven continents (including Antarctica).
In addition to being a member of SAMA's Board of Directors since 1999, Stephanie also sits on the Board of the Canadian Aborginal & Minority Supplier Council (CAMSC) and Athena International. Stephanie is also a speaker at the Globe Summit for Women Conferences and is recently involved in EAWC, the European American Women's Council. Stephanie gains immense international cultural and business know-how through her leadership and involvement in all these organizations. All of which enhances her ability to understand, communicate with and lead multi-cultural teams.
In her spare time, Stephanie volunteers with Robbins Research International (Anthony Robbins), Solheim Cup (Women's Golf), British School of Chicago and the International Vistors Center of Chicago and is the Chicago facilitator of LoBella. Stephanie holds a Bachelor of Science Degree in Marketing from Indiana University Kelly School of Business, and resides in Chicago, IL.
President | Emerson Process Management
In his current role, John has global leadership and sets the direction for the Global Strategic Accounts Program across the Process Group. The Global Strategic Accounts Program focuses on those Accounts that are driving growth at multiples of the total Process Management business and have established a desire to collaborate with Emerson to drive increased value and business results enabled thru the Technology, Products, Services, Processes, and People of Emerson Process Management.
Under John’s Leadership, The Global Strategic Accounts Program has grown by a Growth Factor of 5X over past 5 years with the same number of total Strategic Accounts and now represents over 45% of the Total Process Group Sales. The Program was recognized in 2012 as the SAMA [Strategic Account Management Association] Global Strategic Account Program of the Year [POY] Award Winner.
John is a member of the Process Executive Group [Large-PEG], Group Global Sales Leadership Team, Sales Council, and participates actively in setting direction for sales processes and as an active Executive Sponsor & member of Executive Steering Groups with multiple Strategic Accounts. John is active in the Emerson Global Leadership Institute where he serves as a Resident Executive and Guest Speaker by actively coaching & mentoring the next generation of Leaders in Emerson Process Management.
Director, International Sales & Operations, Worldwide | IBM
Rosemary joined IBM Canada in 1976 and held several sales, financial and management positions over the next 20 years, with a primary focus on the Public Sector.
In 1995, as part of IBM’s new worldwide Industry organization, she was appointed General Manager for the Education and Technical Computing marketplace in Canada. In 1997, she moved to Atlanta to become the Worldwide Solution Executive for the Education Industry. In this role, she was responsible for setting IBM’s short-term and long-term segment and solution strategy for the Education Industry and ensuring the solutions IBM brought to market met the current and future needs of the worldwide K-12 and Higher Education marketplace.
In September 1998, Rosemary moved back to Canada and took on responsibility for International Sales and Operations for the Americas. In May 2000, she expanded this role to take on worldwide responsibility for International Sales and Operations. In this position, she is responsible for leading a global team who work with IBM’s worldwide sales organizations and the major multinational customers around the world, helping them successfully rollout projects, generating over $8B in revenue. She is also responsible for ensuring consistent execution of IBM’s Global Coverage Transformation Strategy, our three-tiered worldwide sales coverage model.
Rosemary is on the Board of Governors of York University, the second largest University in Ontario and the third largest in Canada. She also represents IBM on the Global Forum, a working group made up of senior representatives of major global corporations (ABB, ING, Xerox, Nokia, D&B etc.) who are focused on improving Global Customer Management. She is a past Board member of the York Technology Association in Toronto and The Learning Partnership and a past Technology Advisory Committee member of the Western Governor’s University in Colorado.
Rosemary has a B.A. from Ryerson University and a M.B.A. from York University which she completed on a part-time basis in 1986. In 1994 she completed the IBM Harvard Client Executive program.
Past SAMA Chairperson of the Board, 2006 - 2008
Executive Director, Strategic Account Leader, US Customer Centricity | Merck
Denise Juliano is one of a select few that leads a program focusing business-development investments on the firm’s Top 8 global customers in terms of potential spend. One such strategic relationship is with Premier Healthcare Alliance, a healthcare performance-improvement, sourcing, contracting, and procurement alliance of approximately 3,600 U.S. hospitals and 120,000 other providers nationwide.
Ms. Juliano leads a team of more than 50 Merck employees from disciplines enterprise-wide in building and managing relationships with this organization. Together, they identify strategic opportunities with Premier that bring benefits to both Premier and Merck.
Vice President, Sales & Marketing, Uponor Infra, Finland
Mrs. Soile Kankaanpää joined Uponor, a leading international provider of plastic based piping systems for buildings and infrastructure to head their infrastructure business in Europe. Soile has more than 20 years experience in global businesses and in addition to Finland has lived and led businesses in United Kingdom, Sweden, China and Singapore.
Soile started her Account Management career in the 1990s at Finnish Telecommunications Corporation, Nokia Networks, where strategic account management was incorporated into everything the company did. After 15 years in the company in various leadership positions Soile used her expertise to help other Finnish companies establish their Account Management organizations.
Vice President Commercial Excellence | Johnson Controls, Inc.
Mark Katz leads strategic platforms related to Commercial Excellence and associated sales and sales operations functions within the Johnson Controls Operating System across the company. This includes all processes, technology and talent management systems to establish and sustain a unified approach to sales management disciplines, strategic account management, sales force development, organizational capacity and effectiveness.
Mark has 24 years of professional selling and sales management experience with increasing responsibilities. He has a strong track record of achieving results in growth and customer satisfaction. In addition, he has P&L experience and was previously responsible for $2B business with 9,000 employees.
Vice President Global Strategic Account Management and Intermediary Group Sales | Hilton Worldwide
Lisa Maggiore has been named Vice President, Global Strategic Account Management and Intermediary Group Sales effective July 2015. Lisa is responsible for leading the Global Strategic Account Management program and Intermediary Group Sales team and strategy for Hilton Worldwide Sales.
Lisa’s most recent responsibility has been Executive Director, Intermediary Group Sales since October 2012. The role of Executive Director, Intermediary Group Sales has responsibility for the Company’s strategy, preferred partner account management and negotiation with key Intermediary Companies. The Intermediary Group Sales environment is quite complex and the development of a team with strong negotiation, strategic planning and relationship management skills is essential.
Prior to this appointment, Lisa was a Senior Director on Hilton’s Strategic Account Management (SAM) team for four years, responsible for developing long term business-to-business relationships throughout a SAM account’s enterprise, creating executive engagement, delivering enterprise-wide solutions to meet customers’ business objectives, and achieving the highest customer loyalty to Hilton Worldwide across all market segments. The SAM team serves as the guardian of the global strategic relationship and identifies opportunities between companies on many business levels to make and save money for both organizations.
Prior to Lisa’s tenure on the SAM team, she has held various leadership positions at Hilton Worldwide, including Managing Director of Sales, Business Travel Sales, Managing Director of Northeast Group Sales and Director of Sales and Marketing of the New York Hilton Midtown and Millenium Hilton. Under Lisa’s leadership, her teams were awarded National Sales Team of the Year in 2002 and 2000. In 2014, with Lisa’s guidance and development focus, a record half of her direct reports earned Hilton’s Circle of Excellence high achievement in Sales. In 2011, Lisa was appointed to the SAMA (Strategic Account Management Association) Advisory Committee for the development of SAMA’s Certification Program curriculum.
Lisa brings a wealth of diverse Sales Experience and Leadership to her role, and has been a part of Hilton Worldwide’s Sales Organization since 1993. Lisa began her hospitality career working at the Front Desk at the New York Hilton Midtown in 1984.Lisa studied Economics and Political Science at SUNY Stonybrook University from 1982 – 84. A native New Yorker, Lisa lives on Long Island and enjoys fitness, playing the piano and family time with her son, Jake, a freshman at Towson University.
Managing Principal, Sales Solutions|ZS Associates
Mike Moorman is a Managing Principal at ZS Associates and is based in the firm’s Chicago office. He is the leader of ZS's Private Equity practice as well as the firm's Go-to-Market Strategy and Transformation practice area. During his tenure at ZS, Mike has consulted globally with more than 40 organizations across multiple industries including high tech, transportation, financial services, industrial products, consumer goods, energy and life sciences. His primary expertise is in business-to-business sales force strategy, sales effectiveness transformations, and sales force mergers.
Mike was named one of the nation’s "Top 25 Consultants” by Consulting Magazine for his thought leadership and track record in these areas. He is an active author and has been published and quoted in many leading journals. Additionally, he is a frequent speaker at leading conferences and corporate events.
Mike holds a B.S. in aeronautical engineering from Wichita State University and an M.B.A. from the Kellogg School of Management at Northwestern University. Prior to receiving his M.B.A., Mike was an aerospace engineer at NASA and Rockwell International.
Vice President, Strategic Account Management, Schneider Electric
Eric Pinard has more than 16 years of successful solution sales for Global Strategic Accounts in several segments: food & beverage, mining mineral metal, life science, utilities, and power generation. He has extensive experience in managing complex large projects, account strategy definition and implementation, account management, C-level networking, frame agreement negotiation and implementation, coaching and managing Global Account and Key Account Managers, and segmentation strategy.
Vice President, Corporate Key Accounts | Konica Minolta
Joseph Pinzon is Vice President of Business Intelligence Solutions, Corporate Account for Konica Minolta Business Solution U.S.A, Inc. With over 41,000 worldwide employees and cutting-edge research programs, Konica Minolta Business Solutions, U.S.A., Inc., is a leader in enterprise content management, technology optimization and cloud services. Recognized for seven consecutive years as a #1 Brand for Customer Loyalty by Brand Keys, clients trust Konica Minolta to help them envision how they can achieve their goals and deliver innovative solutions to give shape to their ideas.
Joseph has demonstrated over 18 years of strategic account management principles; developing and maintaining a significant amount of Fortune 500 relationships. Additionally, Joseph was a program designer/ charter member of Konica Minolta’s Key Account/Corporate Account group which was established in 1998. His passion to design, prepare, and evangelize strategic account management principles to both his internal and external customers is unparalleled. Currently, he and the entire corporate account team of over 60 individuals are nearing completion of the Strategic Account Management Association, CSAM program.
In his current role, under this very important corporate initiative, Joseph is responsible for a team of corporate account manager’s representing both Konica Minolta’s indirect and direct channel partners, with our overall mission to include but not limited to:
Joseph resides in Katy, TX with his wife and three children. He is active in the community where he sits on the board as finance chair, for Matagorda County Young Life.
President & CEO | SAMA
Bernard started his career in 1969 with The Boston Consulting Group in the Boston and Paris offices. He joined Telemecanique (Schneider Electric Group) in 1975 as Vice President, Corporate Strategy and became VP/General Manager of the Switch Gear division in 1978 and of the Uninterruptible Power Supply (UPS) division in 1988. In 1994, he joined the management board of AEG Schneider Automation (Schneider Electric Group) as Executive VP, Worldwide Sales and Marketing.
Bernard moved to Chicago in 1997 for Square D/Schneider Electric as Senior VP/General Manager of Schneider Global Business Development (SGBD), the entity managing global strategic accounts (GSAs) for Schneider Electric worldwide. That year, SGBD was managing 24 GSAs, driving $180 million of consolidated sales. By 2001, the entity was managing 74 GSAs with over a billion dollars of consolidated sales. The compounded growth of Schneider Electric sales at GSAs was twice the average growth rate of the total company. Strategic Account Management at Schneider Electric was recognized by the organization and its competitors as a major competitive advantage.
Bernard retired from Schneider Electric in March 2005, and was recruited in 2006 by the Strategic Account Management Association Board of Directors to lead the organization in a new, more practitioner-focused direction. Under Bernard’s leadership, SAMA has experienced significant growth in its corporate membership, numbering more than 90 at the beginning of 2014, SAMA’s 50th Anniversary year. He is a frequent keynote speaker and regarded as a leading expert in the principles and practices of strategic customer management. Bernard has also led the expansion of SAMA’s global footprint, with a greater presence in Europe and in 2013 into Asia Pacific.
Bernard is a native of France, but currently resides in Chicago and became a U.S. citizen in 2013. He holds a BS degree in electrical engineering from the University of Paris and an MBA from the University of Chicago.
VP Key Account Management & Sales Enablement | TÜV SÜD AG
Born February 19, 1962 in Germany, Dr. Hajo Rapp graduated in business sciences from the Hohenheim University in Stuttgart, Germany, after which he obtained a doctoral degree in business ethics from the University of Vienna in Austria.
Dr. Rapp started his career in management consultancy in 1994 where he worked for three years for Management Partner GmbH in Stuttgart.
Then he moved on to Siemens Nixdorf to become a sales representative for IT Services, where he gained initial experiences in Key Account Management as a member of the global key account team. In 1998 Dr. Rapp took over his first leadership position in a Key Account team to drive business concentrating on European activities for Siemens. From 2002 to 2007 Hajo managed one of Siemens' largest global customers covering the company portfolio in Industry, Energy, Healthcare as well as IT and Communications technologies. In June 2007 he took up an appointment as Senior Vice President and Head of "Account Management & Market Development" within Corporate Development at Siemens in Munich, Germany driving the global Key Account Management approach for Siemens.
2017 he moved to TÜV SÜD heading the global KAM and Sales Enablement activities.
Besides his engagement at SAMA, Dr. Rapp is a regular speaker at Sama and different universities all over the globe.
Hajo lives in Munich with his wife and two children. He is passionate about soccer, jogging, skiing, biking and squash; he is an avid reader and takes a keen interest in languages and cultures.
VP Global Corporate Accounts | Nalco an Ecolab Company
Anthony Stanich III is responsible for the Global Corporate account team for the Food and Beverage Water business within Nalco. His current focus is in creating a CAM organizational structure, working with counter parts throughout Ecolab in helping to develop and sustain a CAM curriculum, working with my marketing and finance partners to develop more robust, quantified value propositions, and expanding the program globally.
Prior to his current role, Tony led the global marketing team for the same business. He worked side by side with the prior VP of Corporate Accounts in developing the value proposition, offering, pricing strategies, and deal constructs for all of Nalco’s corporate accounts. This segment of the business grew by double digits the last 5 years increasing market share from the mid 20's to the mid 40's.
Professor, Markets and Strategy, University of Auckland Business School.
Kaj Storbacka is Professor, Markets and Strategy at the University of Auckland Business School's Graduate School of Management. He has previously been Professor of Sales and Account Management at the Nyenrode Business Universiteit in the Netherlands and Professor of Marketing Strategy at Hanken School of Economics in Finland. His main research focuses on market and business model innovation, market shaping strategies and solution business transformation.
Dr Storbacka has made a career out of working on the borderline between academic and applied research within marketing and strategic management. He has over 30 years of background as a strategy consultant to European and global companies – in finance, media, travel, retail, utility, manufacturing and telecommunications. Out of this time, he spent 18 years leading Vectia Ltd, a consultancy operating in Finland, Sweden, Germany and the Netherlands that he founded in 1994.
Kaj has a long background in executive education, running MBA and executive MBA courses in New Zealand, Finland, Singapore and Shanghai. He is a frequent speaker at internal seminars for major global corporations, and at leading management development institutions in Europe, Asia and the US.
Kaj has published 12 books, some of which have been translated into several languages, and over 30 academic articles. His work has been cited over 6000 times, according to Google Scholar.
Vice President Marketing & Sales for the Industry & Facilities North America | Bureau Veritas
John Summers leads the Account Management process for all I&F NA and works closely with the EVP, COOs, VP’s and their Marketing and Sales teams in the development of Marketing & Sales strategy, operational implementation plans and target definition. Prior to joining Bureau Veritas John worked for Johnson Controls, Inc. for 16 years, serving as Vice President and General Manager on the executive leadership team for over 9 years. He began his career with Entergy Integrated Solutions where he advanced to Director of Marketing, and then joined Siemens Building Technologies as Sr. National Sales Manager and worked as Vice President of Sales with Electric City Corporation in 2000.
Industrial and Board Adviser, iDexter AB
Vartan Vartanian currently serves as a Senior Industry Advisor at Advent International and as a Board Member for Quant AB,Minalyze AB, and the Strategic Account Management Association(SAMA) based in Chicago. Mr. Vartanian was, until 2015, Senior Adviser to the CEO at Ab SKF, a leading worldwide manufacturer and supplier of ball and roller bearings, linear motion products, precision bearings, spindles and seals. Prior to this, Mr. Vartanian was President of the Industrial Market, Regional Sales and Service and Member of the Executive Committee at SKF. He managed and drove the Industrial Sales and Service (one of SKF's three business areas), representing 40% of company revenues, and had global responsibility for five focused industries - metal working, mining and cement, marine, pulp and paper, and food and beverage.
Vice President, Global Accounts | Danfoss
Geoff Williams has been working for SGBD - Schneider Electric for almost 9 years and, most recently, as Director of Global Strategic Accounts for Microelectronics Customers.
Prior to this assignment, Geoff was a project leader based in Paris working on Schneider’s Change Management effort to move from a product-based company to a customer-oriented approach. Geoff has also participated for the last 2 years in the Columbia University Business School Global Account Initiative to identify and develop industry best practices for various Global account Management functions. Prior to working for Schneider Electric, Geoff co-founded Integrated Dynamics Engineering, Inc. in the Boston area to develop advanced control systems for the semiconductor industry.
Geoff spent 7 years at Analogic Corporation as International Sales Manager developing business and setting up operations and distribution in over 40 countries. A recent Velocity™ article titled the “Global Business Citizen” sums up his feelings about global business.
Geoff lives in Raleigh N.C. with his wife, 2 children, spending spare time cooking, Cub Scouts, soccer, basketball, daughter’s violin and other family activities.
Past SAMA Treasurer of the Board 2006 – 2007
Current SAMA Chairperson of the Board
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