11 - 12 June, 2019
How Hotel Berlin
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Executive Vice President & Head of Product Value Management
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.
Vice President Global Cardiology Marketing
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 the Value Based Healthcare Senior Business Director for Medtronic Minimally Invasive Therapies Group in EMEA. 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
Christophe Dujardin is Vice President and General Manager Surgical Europe at Stryker based in Amsterdam. Before he joined Stryker in August 2016, Christophe has gained a 20 years of executive sales and marketing management experience in regional, Sr. Director, and Vice President roles. Christophe has started his carrier at Solvay Headquarters in Brussels and has then held various management positions with Sterigenics and Nordion, selling and marketing advanced medical devices, sterilization and lab services. Prior to joining Stryker he was employed with Avery Dennison (a Fortune 500 company) as Senior Director, Global Medical Sales. Christophe sees robotics, safety and connected health technologies that can provide better cost efficiencies and reduce risks while providing a better patient experiences as the main opportunity for the healthcare industry.
Vice President Business Strategy and Commercial Excellence
Rodamni is Vice-President Business Strategy & Commercial Excellence for Boston Scientific EMEA. She is currently based in Italy from 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. He 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 Sitjes is the VP Commercial Excellence EMEA for Baxter. He 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 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
Senior Vice President Global Marketing & Sales
Thomas is Senior Vice President Global Marketing & Sales of Aesculap AG, a Division of B.Braun Group. Key purpose of his agenda is the transformation from product sales by features to customer value-based offers by (digital) services and new business models. Based on a new mind-set of understanding relevant customer needs in MedTech, this journey requires a new collaborative and agile leadership approach to address continuous commercial success.
Global Head of B2B Digital & Activation
Digital Communications Director
Valérie Gautier is the head of the European Marcom function in Europe for GE Healthcare. She has played a key role in the digital marketing transformation, creating a unified customer experience and brand delivery ecosystem that has contemporized the way GEHC engage with customers. As a result GEHC is now ranked 1.4 on Google and web traffic has grown by 10 % each year, shifting the marcom function from a cost center to a revenue function.
VP Strategy and Commercial Operations
Capio Digital Norway
Andreas is CEO of Capio Digital Norway 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 tranform 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
Training and Development Director
Christian is responsible for the development of an internal training organisation and the development and delivery of intl. training programs. Goal of the programs is to integrate new people and technology effectively, to drive cultural adaption and to establish a need based sales method. Experience in sales and marketing of innovative medical devices. As a physician experience in surgery, radiology and cardiology. Specialties: International Sales and Physician Training: Training Methodology, Training Facilitation and Coaching, International Network, Sales and Marketing of Medical Devices
Director of International Marketing
Fresenius Medical Care
Global Head of Commercial Excellence Engagement
Javier is Global Commercial Excellence Engagement and Marketing Automation Director for Alcon. He 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
Sales Vice President
Laurent started his career with, then quickly co-founded a successful start-up in the US. After an MBA at INSEAD, he built his expertise within the Medical Device Industry, with positions encompassing Sales Management, Licensing & Acquisition, Marketing, Strategic Planning, Sales Force Effectiveness and 8 years of General Management. After 14 years in Johnson and Johnson, he joined Straumann Italy. He achieved a successful turnaround of the business then transferred to Straumann Headquarters in Basel as VP Sales Europe, then to his current position. He worked and lived in Europe, Asia and the US. Laurent Saada joined Straumann in 2015, as a General Manager Italy. In his current role, Vice President Global Sales Excellence, he and 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 year s in Johnson and Johnson.
General Manager Commercial Excellence
Medical Systems Division, Olympus
Volker is General Manager Commercial Excellence EMEA for Olympus-Medical Systems based in Hamburg. By being responsible for Market Access, Pricing/Commercial Offerings and Sales Force Effectiveness he is mainly focussing on developing and implementing value-based argumentations based on economic models, commercial offerings and price strategies together with the Business Units. His recent focus is on managing the transition from traditional product selling to value based offerings for non-clinical customers.
Senior Commercial Director
Smith & Nephew
VP Global Sales Marketing
Nordic Commercial Development Director
EMEA Head Commercial Skills Development
Anna is Global Commercial Excellence Competency Management Director for Alcon. She 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.
Global Director Commercial Excellence
Mölnlycke Health Care
Erik is the Global Director Commercial Excellence for Môlnlycke, with the headquarters in Gothenburg, Sweden. He is responsible for improving commercial capabilities across all geographies in the areas of SFE, Sales Training, Contract and Tender Excellence and for Demand Planning forecasting capabilities. His focus for the last couple of years has been to establish new global standards, and making them stick, in a decentralized environment in the field of sales process and CRM, role specific sales competencies and sales rep and sales manager development. The key focus the last 6 months has been to implement a global standard for Contract and Tender Management process and system
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.
Director Global Sales and Marketing
Thilo is a physician that joined Medtronic 4 years ago. Based in Meerbusch in Germany, he is driving 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 or helps the clinic them to differentiate.
Business Director, Preanalytical Systems, France
Loïc is Business Director France, Lifescience for BD. He is currently based in Lyon where he is responsible for defining the strategy and delivering commercial excellence for the French market. While managing his P&L, Loïc has to address a challenging market which is under consolidation both in Public Sector and Private Labs, generating even more competitive and pricing pressure. Looking for alternative and innovative solutions, Loïc is driving deep change in the value proposition and in his organization to address unmet customer needs and, to capture value from the market.
Professional Education and Digital Lead – Heart Valve Therapy
Sonia is the European lead for Digital and Professional Education at Edwards Lifesciences. She 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.
Head of Surgical Western Europe/Poland
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.
Senior Director Marketing & Academy Europe
Jan joined Arjo in January 2011 as Sales and Marketing Director for Arjo Netherlands. In 2015 Jan was appointed Country Manager Netherlands and in 2016 Managing Director BENELUX. In this position Jan grew the business and strengthened customer intimacy by the development of new business models like Pay per Patient, a customer web portal, track and trace solutions and consultative selling based on solutions. Jan holds a Commercial economics degree from the University of applied science ‘s-Hertogenbosch, Netherlands and is a Registered Marketer certified by the European Marketing Certification Foundation.
Commercial Effectiveness Leader EMEA
Sharon is European Commercial Effectiveness Director for Medical Solutions, Cardinal Health. She is currently based in the UK where she 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 Sales Manager Therapeutic Systems for Terumo BCT. He is based in Paris and is in charge of developing business in Western Europe. His recent focus has been on implementing 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.
Valerio is the Marketing Manager of Cantel, a company operating in the Infection Prevention & Control market. He 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.
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.
Chief Commercial Officer
Lars is the Chief Commercial Officer at Agnitio. He works closely with pharma and medical device companies around the world to maximize the value that digital technologies provide to HCPs, payers and patients – while accelerating business impact. Before joining Agnitio, Lars worked for a number of Scandinavian technology companies including APSIS and NetNames.
VP Marketing & Sales
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.
Executive Director EMEA
Mark is the Managing Director for Blackdot EMEA. He specialises in transforming the go-to-market models of enterprise businesses with a focus on creating the customer-centric, digitally enabled organisations of the future.
Director, Life Sciences
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