11 - 12 June, 2019
nHow Hotel - Berlin
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EVP & Head of Product Value Management, Member of the Executive Management Board EMEA
Fresenius Medical Care
Jens has more than 20 years of experience in the life science & healthcare industry. After the successful completion of his business studies he started his professional career at the Diagnostics Division of Bayer AG in Leverkusen, Germany. He held various management positions, primarily in Marketing & Sales, and went on numerous international assignments – e.g. in the USA, Brazil, Scandinavia, and Poland. In 2011 Jens changed from the industry to pharmaceutical trade, leading the Manufacturer Services Department at Alliance Boots in London, UK. Hereafter he became a member of the Executive Committee at Celesio AG in Stuttgart, managing the International Marketing Group. Today, as Executive Vice President, he is heading the Product Value Management Division EMEA of Fresenius Medical Care.
Global SVP, General Manager Cardiovascular Care
Doris is a Global Senior Vice President and General Manager for Cardiovascular Care division in Siemens Healthineers. In her current role she is overlooking collaboration and partnerships with hospitals, PLM, CRM, sales and general management duties. Prior to this role Doris works in GE Healthcare and Kretz-Technik.
Senior Director Strategy, Business Development & Integrated Health Solutions
Emmanuel is currently responsible for a portfolio of commercial activities beyond the medical technologies. With a focus on Enhanced Patient Recovery Program (in partnership with ERAS society) and Obesity Care Services through an inorganic partnership (NOK in the Netherlands), Emmanuel has recently focused on developing and implementing innovative business models, in order to operationalize value based healthcare and improve outcomes that matter to the patients.
Vice President and General Manager - Stryker Surgical Europe
Before he joined Stryker in August 2016, Christophe has gained 20 years sales and marketing management experience in regional, Sr. Director, and Vice President roles in such companies like Solvay, Sterigenics, Nordion and Avery Dennison. Currently Christophe is heading Stryker Surgical group for EMEA region where he sees robotics, safety and connected health technologies as the main opportunity for the healthcare industry that provides cost efficiency and risk reduction, while offering better patient experiences.
Vice President Business Strategy and Commercial Excellence
Rodamni is currently based in Italy where she leads a large team focused on defining the EMEA strategic plan as well as sales & marketing excellence initiatives. Her new challenge is to bring Boston Scientific EMEA into a new era of customer centricity. Her team will leverage today’s digital transformation capabilities to deliver personalised and digitally enabled customer journeys that seamlessly link the on line and offline sales and marketing channels while boosting company productivity.
Vice President Commercial Excellence EMEA
Josep is leading the EMEA commercial excellence organization at Baxter focusing in deployment of CRM, developing new training organization and implementing different tools that helps the region to achieve high single digit growth.
Senior Director, Hospital Solutions & Digital Health EMEA
Satschin is Senior Director for Digital Health and Value-added Services at Zimmer Biomet, a worldwide leader in musculoskeletal healthcare with global sales of approx. USD 8Bn and 18’000 employees. He has been key driver and leader in building up a services and Digital Health business at Zimmer Biomet over the past 5 years. As part of his current role he is responsible to identify, develop and commercialize Digital Health Solutions and other value added services which help Hospitals to create competitive advantage, improve operational efficiencies and overall patient care and outcomes. Satschin joined Zimmer in 2007 and worked over the past 10 years in various strategic management roles in the area of Strategic Marketing, Business Development, Product Management and Sales. Prior to joining Zimmer, he worked within Marketing at Procter & Gamble.
VP & GM, Trauma & Extremities, Europe
Director Strategic Value Creation EMEA
Monika Herbold-Busch is leading the strategic pricing and go-to-market optimization teams across EMEA at Abbott. She is partnering with the cross-functional business teams, key customers and suppliers on creating value across the whole diagnostics value chain, including patients. Key focus areas are value based pricing strategies and deal modeling, new product launch commercialization, implementation of new, innovative revenue models and more strategic selling tools and approaches.
Senior Vice President - Head of Global Sales Operations
Toby is currently based in New York where he is responsible for a large global team handling Siemens Healthineers worldwide sales operations functions including business partner management, CRM tools & processes, sales and key account enablement, go to market strategy development and sales education. His recent focus has been on driving commercial excellence including implementing a modern, digitalized sales enablement landscape, driving market transparency & coverage approaches and changing the way the organization does sales enablement and training.
VP Finance and CFO, EMEA
Non Executive VP
East Kent Hospitals University NHS Foundation Trust
Jane is Vice Chair at the East Kent Hospitals University NHS Foundation Trust, which receives over 200,000 emergency attendances, 158,000 inpatient visits and one million outpatient attendances each year. In addition she is a Non Executive Director at the Kent Surrey & Sussex Academic Health Science Network (AHSN), part of a UK wide government funded network to drive the spread and uptake of innovation across the NHS. She is a biochemist by training and actively working on her own start up, MindSpire, to create an ear based neurofeedback device to treat the symptoms of depression and anxiety.
Capio Digital Norway
Andreas is heading the Digital transformation within Capio Norway. His current focus is to transform the way Capio Norway delivers it's services, a transformation which includes both patients, healthcare personal, and existing core systems, where he sees that the winners will be the ones who can truly transform the entire ecosystem as the biggest opportunity for the healthcare industry. Andreas holds business degrees form University of Mannheim and Lund University and prior to his current role worked in such consultancies as EY and Capgemini.
Director, Global Head of Social Media
Dan is leading global social media strategy for both Personal Health (B2C) and Health Systems (B2B, B2G) in Philips Healthcare. This involves enabling the organization by building up a social media capability – tools, programs, strategy, guidelines and governance, while also activating through social media channels, content and advertising.
Training and Development Director
Christian is responsible for the development of an internal training organisation and delivery of internal training programs, where the main goal is to integrate new people and technology effectively, to drive cultural adaption and to establish a need based sales method. Christian has an experience in sales and marketing of innovative medical devices and as a physician experience in surgery, radiology and cardiology.
VP Marketing Hospital, Business Development & Marketing
Fresenius Medical Care
Global Head of Commercial Excellence Engagement
Javier is currently based in Barcelona where he is responsible for driving commercial excellence tools adoption across different internal stakeholders, including sales reps, managers and marketing teams globally. His recent focus has been on marketing tools, and the implementation of a closed loop marketing app integrated to the CRM system that allows the marketers to produce, align and analyze the usage of the interactive digital materials that sales reps will use with customers. This project has interesting points of study from different sides, including sales reps capability to increase engagement with customers, and marketers to produce faster, cheaper and better promotional materials.
Senior Director Commercial Operations Acute Care
Jürgen Kelch has a Diploma in electrical engineering from RWTH Aachen, PhD (Dr.-Ing.) in medical computer vision and more than 20 years experience in medical devices & disposables in global product management, marketing and regional sales. As a German he gained various cultural experiences living & working in Japan, Switzerland and Sweden and is currently heading the global commercial operations for all critical care & anesthesia products. Juergen sees commoditization of medtech devices as a major challenge for our industry, but also the opportunity given with central procurement to become a relevant supplier for a complete portfolio. Size matters.
General Manager Germany, Austria
Benjamin has been working in the Medical Device Business for nearly 20 years and is experienced in different sales and management positions in large US-Healthcare-Companies, especially in the area of minimally invasive surgery, neurovascular and cardiovascular. Furthermore he was responsible for negotiations and the elaboration of solution concepts with purchase organizations and hospital groups. After 15 years in different business-units at Johnson & Johnson, since 2015 he is a General Manager and Managing Director of Cardinal Health, responsible for establishing the US-Healthcare-Company in Germany and Austria.
Business Excellence Director
Laurent is currently responsible for the sales force effectiveness and the customer service domains within Essilor’s global transformation program. With a focus on profitable growth in the visual health market, Laurent recently focused on evolving sales models and processes leveraging advanced analytics to keep ahead of market dynamics and customer needs, and execute our sales operations in consistent and effective manner.
VP, Global Sales Excellence
In his current role Laurent and his team are changing how Straumann Group is handling its customer segmentation, lead & opportunity management, and more generally helping salesforce to drive more top line. Prior to this role Laurent started his career in L’Oreal Paris and then worked over 14 years in Johnson and Johnson.
General Manager Commercial Excellence
Medical Systems Division, Olympus
In Olympus-Medical Systems Volker is responsible for market access, pricing, commercial offerings and sales force effectiveness. Currently his main focus is development and implementation of value-based argumentations based on economic models, commercial offerings and price strategies together with the Business Units. Before that his recent focus was on managing the transition from traditional product selling to value based offerings for non-clinical customers.
Senior Key Account Director EMEA
Smith & Nephew
Perng Chian (PC) Chew, is a Senior Key Account Director for Smith & Nephew. She has 17 years of experience in strategic commercial initiatives and business development, in healthcare and power generation industries. During PC’s 7 years in Smith & Nephew, she has been responsible for various commercial initiatives to drive profitable business growth, marketing and launch initiatives, strategic planning & market intelligence processes. Currently PC leads the EMEA key account management function.
VP Global Sales Marketing
Vice President Global Commercial Performance & Strategic Accounts
Alexandre is currently based close to the Headquarter in Lyon (France) where is in charge of commercial & sales processes and enhancement projects at Group level. He is also responsible for leading and driving the teams in charge international negotiations with strategic and global accounts. His recent focus was on building a team and a entire value proposition to support the development of strategic accounts. Before this, Alexandre has been focusing on supporting the group in boosting its sales and operational efficiency with projects as such as CRM, customer segmentations, differentiated commercial models, profitability reviews and sales training models.
Global Medical Sales Director
Dirk recently joined Reckitt Benckiser as a Global Medical Sales Director where one of his main focuses is to drive sustained performance through capability and competency building via collaboration with a cross functional team.
Global Head Commercial Excellence Performance
Anna is currently based in Barcelona where she is responsible for driving competency management strategy to maximize the performance of all commercial profiles, including sales, marketing and related commercial team profiles globally. Her recent focus has been on transition from a traditional training model to a competency management strategy transforming the way the organization approaches sales and marketing training.
President of Global Sales
B MEDICAL SYSTEMS
As president of global commercialization, Mr. Wim Hermans is leading the sales and marketing as well as the commercial operations at B Medical systems since July 2017. B Medical systems is a global company focused on biomedical refrigeration and world leader in the vaccine cold storage management. Prior to this role Wim served as Senior Director Global strategic Marketing - Blood Center Segment at Terumo BCT, Inc. from April 2015 until July 2017 and served as its Marketing Director, EMEA from 2012. In these two last roles, Wim has built a solid experience in strategic marketing, business development and customer segment marketing. Wim has about two decades of experience in sales, marketing, leadership, management and commercial development in the medical device and health care industry. Before joining Terumo BCT he held leadership positions in sales in CaridianBCT, GambroBCT and Cook Medical Inc., where he lead regional and European sales organizations.
GO German Orthopedic Implants
Prior to joining Medtronic, Thilo was a physician. Currently he is based in Meerbusch in Germany, where he drives a combined marketing approach across the cardiovascular portfolio to various medical stakeholders. He focusses on the transformation of feature based product marketing to solutions that engage with patients and helps clinics to differentiate.
Professional Education and Digital Lead – Heart Valve Therapy
Sonia is currently based in Nyon, Switzerland, where she is responsible for changing the way Edwards Lifesciences engages with healthcare professionals (HCPs) for medical education activities by ramping up its use of digital technology. As a result, Edwards Lifesciences found better and more inclusive ways of reaching a broader cross-section of the medical community with targeted digital programs, thus making Edwards Lifesciences as a stronger partner for HCPs.
Pricing and Sales Effectiveness MDS Europe
Slobodan is in charge of strategic pricing and sales excellence activities for the European Medical Delivery Systems business of BD, based at the European HQ in Switzerland. In various consulting and industry roles over the last two decades Slobodan has experienced across Europe and within the MedTech environment an ever increasing market consolidation taking place which has manifested in a power shift from technical users to professional procurement, in growing tendering and auction activities, and in significant abolishment of the “emotional” components associated to brands. His major interest has been with the implications of this changed market and competitive environment as related to switching costs, supply risks, reduced innovation, decreased support and services, etc., and how this impacts suppliers and customers, and their business relationships. Discoveries from this work show the limitations of such changed business environment, and to what degree incumbents still can re-invigorate their brands and re-position themselves newly.
Global Product Owner, Global Commercial Excellence Team
Biotronik SE & Co.KG
Aitor is since 2017 the Director of Customer Relationship Management
within the Commercial Excellence team in Biotronik. He lives between Madrid and
Berlin to lead the Salesforce Customer Relationship Management implementation
as the Global Product Owner. The Commercial Excellence team is responsible to
set ensure the appropriate Sales, Marketing, Sales Training and Pricing
processes that will help Biotronik maintain his position as a leading company
in innovation within the Medical Device industry. Furthermore the objective of
implanting Salesforce is to help to maintain a Customer Centric business model
and allow leveraging strategic decision making on real world live data. Moving
Digital will not only ensure Medtech future but will provide a new way of
satisfying our Customer needs. The question isn't if Digital will change our
business or not the question is how to better adapt ourselves as fast as
possible to the new era... or die.
In summary, Aitor has more than 16 year experience in the medical device industry including international and national team responsibilities in Sales and Marketing in St. Jude Medical, Guidant, Boston Scientific and Biotronik, across the Cardiac Rhythm Management, Cardiovascular and Vascular Peripheral divisions.
Former Head of Surgical Western Europe & Poland, Bausch + Lomb, Independent Consultant
Bausch + Lomb
Mr. Kunic brings 20 years of experience in the ophthalmology sales. Starting in 1997 Contactlens industry. In October 2018 Silvijo joined the multinational pharma and medical device company - Bausch Health as Head of Western Europe/Poland Surgical of Bausch&Lomb, where he overlooks the biggest international surgical team and P&L. Bausch&Lomb is the biggest business unit in Bausch Health and one of the top 3 leading surgical ophthalmology company’s in the world. Prior to his current position Silvijo held different sale and commercial roles in such companies like Peschke Medizintechnik, Lumenis, Oph Laser, Carl Zeiss Meditec AG and Vision Ophthalmology Group.
Head of Marketing Health Systems DACH
Markus is leading the Philips Health Systems Marketing for the key market DACH (Germany, Austria and Switzerland). He has more than 10 years’ experience in strategic and operational marketing in B2B and B2C categories. Markus has a successful track record in delivering results and driving marketing, business and transformational initiatives.
Commercial Effectiveness Director
Sharon is responsible for driving salesforce effectiveness initiatives throughout the Medical Solutions organisation. Her recent focus has been on implementing a CRM system, sales reporting tools & commercial process during a period of organisational transition.
Sales Manager Medical Devices
Eric is based in Paris and is in charge of developing business in Western Europe. His recent focus has been on implementation of a CRM system and designing an approach to a new segment of prospects. From an experience point of view, Eric has worked both in the medical devices and in the IT industries.
In Cantel, a company operating in the Infection Prevention & Control market, Valerio is responsible for the execution of the marketing strategy in the endoscopy business, in Italy. His current focus is further elevating the role of Cantel in the infection & prevention field, and he is a strong believer in the market creation through effective partnerships with the healthcare providers.
VP Marketing and Communications
Mads is part of Agnitio’s management team – as well as leading an ambitious group of marketing experts. Before joining Agnitio, he has held leading sales and marketing roles in a number of global technology companies. Mads is constantly seeking new ways to optimize the customer experience – and make every engagement matter.
Global Talent Acquisition Leader
Caroline is the Global Talent Acquisition Program Manager for Nokia, located in Munich. Having transitioned Nokia from a hiring manager driven to a recruiter driven talent acquisition model only in 2017 this setup currently needs stabilization like recruitment tool harmonization and global process adherence. Having to manage customer expectations - this being hiring managers and candidates equally - the challenge is to combine their needs to form the fitting process for the perfect match. This requires the use of (new) sourcing channels and exploration of technology trends.
Head of Marketing & Analytics
Phil is the global Head of Marketing & Analytics for VirtaMed. The Swiss company has offices in the USA and China, and their surgical simulators are in use across the world. In collaboration with hospitals, specialty societies, and MedTech companies, VirtaMed creates simulators for new medical devices and procedures: used to train sales forces, as a marketing tool at conference booths, and in professional medical education to improve new device adoption. As proponents of curriculum development, VirtaMed’s teams are experienced in bringing together the different stakeholders necessary for successful implementation of simulation training. Currently Phil’s main focus is creating Return on Investment business cases, where he sees long term partnerships as the biggest opportunity for the MedTech industry.
Senior Director of Global Strategy
Andrea is Senior Director Strategy Global for Intuitive, the market leader in intelligent robotic-assisted minimally invasive surgery. In his position, he is responsible for developing commercial strategies and tactics, driving sales excellence and shaping new business models. On top, he is acting as sparring partner on how to evolve organization design and internal processes to sustain accelerated growth. Prior to joining Intuitive, Andrea was BCG’s Global Expert in MedTech Commercial with broad and deep expertise in leading large-scale and cross-functional transformation programs, growth strategy, go-to-market model design, sales excellence, key account management, marketing and customer centric solutions.
VP Sales EMEA
Kevin O’Regan is the Vice President of EMEA at Seismic Software with over 25 years experience in the technology industry. He has a demonstrated history of building sales organisations that exceed expectations and is evangelical about the role sales enablement plays in delivering that success. Seismic Software is the recognised leader in sales and marketing enablement and Kevin is focussed on growing the business in the EMEA region and empowering customers to transform their sales execution, increasing productivity and effectiveness. Prior to joining Seismic, Kevin enjoyed successful roles with organisations such as Sprinklr, Oracle, Aprimo and Epiphany. Kevin holds a first class honours degree in Software Engineering from Manchester Metropolitan University.
Ernesto is the Founder and Managing Director of ValueConnected, considered by its clients as the #1 company in Europe for Value-Based Healthcare Strategies and Commercialization. Ernesto has 23 years of experience in the healthcare sector with previous positions at J&J, GlaxoSmithKline, Acelity and WHO. As the Managing Director of ValueConnected, Ernesto oversees a team of 35 associates in 20 countries helping life science companies to quantify, demonstrate and apply the value of their medical technologies to business models of international payers and providers. Ernesto holds an MBA from the University of Texas at Austin in the US and is passionate about the implications of Value-Based Care to the adoption and coverage of medical technologies. Ernesto is a frequent speaker in congresses across Europe and the US.
Alex is a highly experienced consultant with over a decade focused on sales and marketing transformation. He has helped a large variety of clients across EMEA & APAC in unlocking new growth and capability. He has extensive experience across financial services, health sciences & telecommunications.
President and COO
Patrick Welch is President and COO of Bigtincan, a leading provider of mobile sales and service enablement solutions to enterprise businesses. Patrick brings a wealth of mobile and sales technology experience and a strong track record of building successful B2B technology companies to bigtincan.
Prior to joining bigtincan in 2012, Welch served as the vice president of sales at Apperian, a mobile application management startup. Prior to Apperian, Welch played a key role in facilitating the growth (from startup to $100 million+ in annual sales) and success of Netegrity, the maker of network identity and access software. He was also instrumental in the success of identity and access management company Aveksa, where he was responsible for 500 percent sales growth between 2007 and 2009.
Associate Product Manager, EU Commercial Targeting
Decision Resources Group
Jason manages the evolution of Decision Resources Group’s commercial targeting solution in Europe, which currently provides hospital treatment volume data and facility profiles. He also supports business development and client engagement, working closely with clients seeking to better identify opportunities in healthcare markets to develop customized research solutions. Previously, Jason managed a team of analysts covering endoscopy and surgery markets, and has authored numerous reports on these areas, including gastroenterology, urology, and bariatrics. Jason has been featured on Med Device Online and invited to speak at MedTech industry conferences like MD&M East. He holds a Honours Bachelor of Science from the University of Toronto and a Master of Arts from New York University. Jason is currently based in London.
James is an experienced Consulting Manager, focuses on strategic analysis, customer engagement and digital transformation for marketing, sales and service functions. Having worked across a variety of markets and sectors, James has helped multiple clients on large-scale transformation programmes from strategy through to execution.
Marketing Communications Specialist
In his marketing role at Abiomed Roland, Roland is challenged to record successes of the world's smallest heart pump in Europe. He run marketing agencies in Nuremberg and Vienna as well as brought disruption to the scientific world with launching a research foundation with four different institutes like a startup. Roland started selling products with 18 years opening a shop and wholesale, embraced digital marketing providing top notch solutions for B2C industries like Sony or Black &Decker, is highly awarded at innovation trade shows and loves to brother with the Abiomed Sales team at HCP congresses or on-site.
Senior Manager Life Science
Luca is a Senior Manager supporting the European Life Sciences team based out of Geneva, Switzerland assisting clients from Big Pharma, Med Device to Mid and Emerging Pharma as relates to Pricing, Contracting and Tendering Strategy, Operations, and Technology. Luca is involved in multiple implementations of tendering, contracting, GPM, CRM, business intelligence as well as territory alignment tools. He has expertise in business analysis, quality assurance and project management for a range of technology platform ranging from Salesforce, Veeva Vault to SharePoint or Model N Flex. Luca led and published the first major industry benchmarking study on tendering within life sciences. He also was a Project Manager for Apttus Tender Management implementation. During Bard integration the scope of the project included 6 countries for all the business unit representing Global Price Management Workstream Lead for Shire, implementing PriceRight Pricing Governance, IRP and LSO module within more than 70 countries over 9 months while integrating Baxalta. QA lead for Takeda Smile Program, managing the testing and documentation of the platform encompassing Veeva, Veeva Vault, Microstrategy & Opserve. Actavis, Almirall, Amgen, Bayer, Becton Dickinson, Celgene, Eli Lilly, Ferring, Fresenius Kabi, Johnson & Johnson, LFB, Merck & Co, Merck KGaA, Roche, Sandoz, Shire, Takeda, Vifor, Zoetis
Chief Executive Officer
Brad Ansley is a dynamic Sales and Marketing Executive with 30 years of business experience, ranging from bench microbiologist to successfully launching twelve $100+MM products in strategic roles. Specialized in the Life Sciences field, Brad's key areas of expertise include strategic brand management, sales management, new business development, tactical planning, Solution Selling®, evidence-based medicine, training and facilitation.
Senior Client Director
As Client Director in Agnitio, Nicolai Worsøe collaborates closely with medtech companies worldwide, assisting clients getting results from and aligning digital initiatives to their corporate strategy. The goal is always for the companies to become more relevant and cost-effective. Nicolai builds on 10+ years’ of experience working for digital technology companies. He is expert in matching commercial targets with the right technology. Right now, he spends a lot of time with his clients making use of behavioural data to optimize engagement work flows – or simply how to make their sales process smarter.
Marco has been Huthwaite’s Regional Director for the Netherlands and Germany since 2003. His current role is underpinned by an impressive 20-year career in sales and sales management at leading companies in the field of medical instruments and his speciality is the integration of sales and marketing across a diverse range of markets.
Global Director Sales Force Effectiveness
Mölnlycke Health Care
Thomas Weckman has 28 years of experience in the MedTech business, working in a number of sales and marketing roles, locally, regionally and globally. In his current role he is focusing on setting global standards, ensuring local relevance and making them stick, in the areas of sales processes and contract and tender excellence.
Director, Sales and Marketing Solutions
With over 20 years’ experience in sales and marketing, Albertina has spent much of her career helping private and public organizations launch brands and connect with audiences through unique communications and media campaigns. She joined the Challenger team in 2014 and has been involved in numerous projects across Europe, helping clients drive organic growth and build customer loyalty. In a world where differentiation is so difficult to achieve, Albertina thrives in helping companies use disruptive sales and marketing strategies to rise above the competition. Having worked in over 17 countries and with diverse industries such as Media, Tourism, Health Care, Pharmaceuticals, Construction and Industrial Manufacturing, Albertina has a wide range of knowledge. Using industry and research-based insights, she enjoys sharing unique perspectives into her clients’ businesses and pushing them out of their comfort zones to help drive sustainable change and more profitable growth.
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