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Certification Advisory Board
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Barbara Desmond | Cushman & Wakefield Jim Ford | Nalco Lisa Maggiore | Hilton Worldwide Peggy Smith | Xerox Corporation Gary Summy | Trane Commercial Systems Jon Stevens | SKF |
Barbara Desmond | Global Practice Leader | Cushman & Wakefield
With more than 25 years of experience in commercial real estate, Barbara Desmond has acquired a vast array of real estate skills in her role with Cushman & Wakefield. As Global Practice Leader, Account Management, Ms. Desmond supports Client Solutions Account Teams in delivering best-in-class services to clients. She assists the Account Teams with establishing a robust service and technology platform to collaboratively develop and implement innovative portfolio strategies that support the business and financial plans of client organizations—adding real, quantifiable value to real estate portfolios.
Ms. Desmond helps clients, through the Client Solutions platform, reposition real estate as a valuable asset within the corporation, one that enhances business strategies, reduces costs, increases operational efficiencies and aligns the real estate portfolio with overall corporate objectives. She counsels our teams on the selection and use of technology, process development and improvement, as well as the adoption of global Best Practices. She has a proven methodology of assessing client's existing practices and developing customized improvements for the implementation of transaction management, portfolio planning, benchmarking, risk assessment, policy and guideline governance.
Ms. Desmond has directed all phases of managing corporate clients in their outsourcing initiatives and strategic management of their portfolios through well-crafted roadmaps. She has represented PricewaterhouseCoopers, Investors Group, ING Insurance Canada, EDS, Ericsson, CMHC, FedEx, WPP (holding company for Ogilvy & Mather, Hill & Knowlton, Young & Rubicam, J. Walter Thompson) and TELUS Corporation.
In addition to her planning and account management skills, Ms. Desmond has extensive development and planning expertise, having managed many large-scale consolidations, including the operational and corporate objective alignment of developing several headquarter buildings in Canada for Hewlett Packard, Federal Express, Bell Sygma, ING Canada, and TELUS representing more than 1.5 million of new development.
Jim Ford | Vice President of Strategic Accounts | Nalco 
Jim Ford has been with Nalco Company for 18 years. He started his career in field Sales, and has progressed into various roles in Sales and Sales Management, as well as Marketing, & Research Management throughout the organization. He has worked abroad in expatriate assignments in the United Kingdom and The Netherlands, managing operating groups in Europe.
He is currently the Vice President of Strategic Accounts within the Light Industries of the Water & Process Services Division. Aside from managing the global team of Key Account Managers, Jim is a certified instructor for Think Inc.'s Strategic Negotiation Course, and has been implementing the course within Nalco for the past 18 months.
In addition to his duties at Nalco, Jim serves as a Director on the Board of the Strategic Account Management Association (SAMA), where he has served for two years.
Jim is a graduate of the United States Military Academy at West Point, NY, where he received a B.S. in Engineering in 1989. He served in the Army as an Airborne Ranger in the Infantry before joining Nalco.
He is based out of the company's headquarters in Naperville, IL, a western suburb of Chicago.
Lisa Maggiore | Senior Global Account Director, Strategic Account Management | Hilton Worldwide
Lisa Maggiore is currently Senior Director, Strategic Account Management for Hilton Worldwide. In this capacity Lisa is responsible for the Business to Business relationship that Hilton Worldwide enjoys with her roster of top Corporate Accounts. Lisa also has additional Leadership and Organizational responsibilities for Hilton Worldwide’s SAM team.
Lisa has been a longstanding contributor to the success of Hilton Worldwide’s sales organization, with twenty-five years of sales and sales leadership experience. Past responsibilities with Hilton Worldwide have included Managing Director of Worldwide Business Travel Sales, Managing Director of Northeast Group Sales, Director of Business Travel and International Sales for the Hiltons of New York City Single Market Sales Team, Director of Sales and Marketing at the Hilton New York and Director of Sales of the Millenium Hilton at the World Trade Center.
Lisa’s awards and recognition with Hilton Worldwide include acknowledgement for leading the National Sales Team of the Year in 2000 (Northeast Group) and 2002 (Business Travel Sales) , appointment to Hilton’s Sales Advisory Council in 2003, an individual Leadership award in 2001 and SAM innovation award recognition in 2009.
Peggy Smith | Manager, Learning Strategy and Solutions | Xerox Corporation
BIO and image coming soon.
Jon Stevens | VP of Marketing & Key Account Management | SKF
BIO and image coming soon.
Gary Summy | Director of Sales Development | Trane Commercial Systems
Gary has spent his life in selling, managing, and developing sales professionals. He began his career as a sales professional with Reliance Electric Company (now Rockwell Automation). His success in both sales and customer presentations led him to become Manager of Sales Training and Recruiting for all divisions of Reliance in the late 1970’s and early 1980’s.
After nearly 15 years with Reliance, Gary accepted a position outside of the industrial world as an internal consultant for a major regional bank in Cleveland. The scope of this assignment took him throughout the bank, its affiliates, and its customers, delivering consulting services on all aspects of sales development. Sales frequently increased as much as 50% following Gary’s interventions.
In 1989, Gary returned to line sales management and the more classical industrial manufacturing and distribution markets of his earlier years. A series of successful sales and sales management positions with Matco Tools, Meier Transmission, and Pioneer Standard Electronics have provided Gary with a vast array of experience in Sales Growth and Sales Force Development. Some of the key areas of focus and success during this time included developing recruiting processes, territory development, incentive programs, and the design and implementation of a Strategic Business Partner Program.
Gary used this wealth of experience to create in his own company, Outside the Cube. The company, dedicated to non-traditional thinking, sales growth, sales force development, and establishing Strategic Business Partners throughout the Supply Chain, delivered innovative thinking and direction to customer driven organizations. As a result of consulting work done for Motorola University, Gary became Director: Performance Development - Sales and Marketing, responsible for identification and delivery of learning solutions to all Motorola sales people worldwide. As a hands-on practitioner, Gary consults and engages regularly with Key Account Teams on areas of strategic planning and tactical execution of those plans. Considered a Thought Leader both inside and outside of Motorola, Gary was selected as the Sales Trainer of the Year by Sales and Marketing Management Magazine for 2001-2002 and was a finalist for the American Business STEVIE Award as Sales Manager of the year, 2004.
Gary and his wife, Laurie, live in Mentor, Ohio with their two children, Kyle Stephanie and Gregory Ryan. The whole family is active in school, church, sports, and civic affairs in the community.
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Strategic Account Manager Competency Assessment
SAMA’s new Competency Assessment Tool helps Strategic Account Managers understand and measure the necessary skills to work strategically with their most complex customers. By evaluating performance against a defined set of best practices, this tool helps SAMs and their manager/s build a personal development roadmap to achieve their desired results.
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