Alexander Group's 2017 Operations Forum

Speakers

Keynote Speakers

 

Pete Brunetti

Vice President, Commercial Operations
Acelity
Pete Brunetti is Acelity’s vice president of commercial operations, where his team drives sales operations, commercial analytics, customer-offer development and commercial contracting. Originally brought on in 2014 as an advisor to drive the $1B U.S. commercial turnaround, Pete became a key member of the new leadership team that took the business from years of revenue decline to sustained quarter over quarter of growth. He is the owner of the Commercial Operations Forum, which is designed to align deliverables and drive shared accountability across the enterprise. The Forum consists of sales, marketing, portfolio management, managed care, corporate and national accounts, channel management, customer service, service operations, health economics, medical education, training and HR.

Prior to joining Acelity, Pete designed the commercial back-office for LifeCell, where he expanded sales operations functionality and created offer development, contracting, analytics and business intelligence teams and processes. They delivered a $3M OpEx reduction and a 30 percent increase in the direct selling team through self-funded restructuring efforts. Pete’s new organization was able to generate $12M in EBITDA by closing revenue leakage, improving price erosion from >3 percent to <1.5 percent and through new OpEx analytics and controls.

Pete began his career at Johnson & Johnson’s Ethicon operating company spending 15+ years developing through manufacturing, engineering, lean six sigma, program management and global supply chain leadership roles. He was recruited in 2006 by Alvarez & Marsal, a leading turnaround and restructuring firm, where his operational expertise was leveraged by large cap automotive and oil & gas clients, as well as private equity portfolio companies. An engineer by degree with a lean black belt, Pete has been a presenter and curriculum advisor at local universities, while also serving on youth sports boards.

 

Juli Clark

Senior Vice President, Global Renewals & Customer Retention
Veritas
Juli Clark is SVP of Global Renewals and Customer Retention within Veritas’ Worldwide Field Organization. She leads the company’s operations initiatives in this region, enabling solutions and driving a strategy and execution plan to Protect Grow and Defend the Annuity stream which will represent over $1B in bookings for FY17 with 8 percent year-over-year growth. Juli leads a team of 300 employees with a goal to provide high-quality, consistent service to make it easier for customers, partners and sales teams to do business with Veritas.

Previously at Cisco, Ms. Clark was the vice president of sales operations for North and South America and the Global Enterprise Theatre. She led the company’s operations initiatives in this region, enabling service support and opportunities to optimize deal readiness and sales productivity. She led a global team of 500 employees. Juli and her team focused on creating a “One Cisco” experience for customers and partners, making sales operations a competitive differentiator for Cisco. For the Worldwide Field Process and Technical Operations (WWOps) organization, she ensured operational excellence by implementing business policies, processes, metrics and communications. She also served as senior director of business operations for Cisco Engineering and Development Organization (CDO) – Global Operations team, leading the CDO communication and collaboration platform group and its cross-functional Business Effectiveness initiative, which delivered $22M in savings for CDO during that year. Juli has also launched and participated in global councils within Cisco to drive key initiatives and provide strategic support for top corporate priorities.

Prior to joining Cisco in 2006, Ms. Clark served as vice president of sales operations at LexisNexis, where she implemented processes, metrics and tools for the global sales organization. She has also advised high-profile consulting enterprises such as the Alexander Group and the Corporate Executive Board on creation and deployment of strategic, company-wide operational programs.

Patrick Hogan Ph.D.

Vice President, Commercial Excellence
Honeywell

Patrick Hogan is Honeywell’s VP Commercial Excellence and is focused on driving accelerated organic sales growth faster than the market through the alignment of best practices in sales operations, processes and tools. Previously, Patrick was the VP Strategy and Commercial Excellence for Honeywell’s Performance Materials and Technologies business group where as CMO he was responsible for the global strategy including new breakthrough adjacency investment areas combined with the execution on improving the overall customer experience.

Hogan joined Honeywell in 2003 via an acquisition and was the marketing leader for Honeywell’s rapid entry and expansion into becoming the world’s biggest expert in gas monitoring solutions.

Patrick has a well-established career in a number of leadership roles focused on growing technology-centric portfolios in many verticals, including life sciences, energy, information technology and manufacturing. He has built and led global sales and marketing teams to successfully compete via a diversity of business models with experiences selling products, software, licensing and consulting services. Prior to Honeywell, Patrick held P&L management roles with Cedar Consulting creating a novel knowledge visualization/management software-as-a-service practice and at BG Group (now part of Royal Dutch Shell), commercializing services and technologies to the global Oil & Gas marketplace. Dr. Hogan holds professional qualifications in chemistry, sales management and marketing.

 

Executive Panelists

 

Elaine Chapa

Vice President, Sales Operations & Customer Experience
USG Corp.
Elaine Chapa is the vice president of North American sales operations & customer experience at USG Corporation, an industry-leading manufacturer of building products and innovative solutions. She oversees CRM, sales operations, sales training and the customer service center. Elaine’s previous roles with USG include director of both key account marketing programs and customer service.

 

 

 

 

Lisa Contini

Worldwide Head of Sales Enablement
Palo Alto Networks
In her current role, Lisa Contini leads all aspects of worldwide sales enablement at Palo Alto Networks-with emphasis on improving sales strategy and performance.

In FY 2016, Lisa rapidly built and led a global team of top-notch sales strategy and performance experts delivering over 50 percent year-over-year growth, reaching $1.9 billion in billings.

Contini’s unique background includes direct sales and 15+ years in sales-specific learning and development as a principal with Fabrrica Consulting. There she delivered sales training and productivity programs to Fortune 100 companies across industries.

More recently, Lisa has established sales enablement as a function for high growth technology companies. Since joining Palo Alto Networks, Contini has completely re-engineered the sales enablement function to deliver marked increases in time-to-productivity for new sales employees, percentage of partner-led sales and market share of Global 2k.

Rajan Goel

Senior Vice President, Building Solutions Group
United Technologies Corp.
Rajan Goel is SVP of United Technologies Corporation Building Solutions Group (BSG). BSG serves major United Technologies Corporation (UTC) customers with the company’s entire commercial building portfolio of products, solutions and services. It works with customers to develop and provide intelligent building solutions to address their business needs. These building solutions help customers make their buildings more efficient, deliver better user experience and provide occupant safety and security.

United Technologies Corp is a provider of high-technology systems and services to companies in the building and aerospace industries, including Otis Elevator, Carrier (air-conditioning and refrigeration systems), Chubb (security systems) and Kidde (fire systems).

Rajan has more than two decades of global experience in leadership positions working at United Technologies Corp., McKinsey & Company and Unilever. He has served in various management, sales, marketing, operations, strategy, and M&A roles during his career.

Rajan Goel currently serves on the board of ecobee, a leading smart Wi-Fi thermostat company. Goel has a Master of Business Administration from Yale University and a bachelor’s in engineering from the Indian Institute of Technology.

Grady Grant III

Vice President, Medical Sales
Mead Johnson

Grady Grant III is the VP of Medical Sales for Mead Johnson Nutrition.He has held the position since 2011, preceded by 30 years of service at Eli Lilly and Company. Grant has responsibility for sales force operations, professional services and national accounts, consisting of 375 sales representatives, managers and directors deployed across the U.S. With over 7,000 employees, Mead Johnson Nutrition is a global leader in pediatric nutrition. It develops, manufactures, markets and distributes more than 70 products in over 50 countries worldwide.

Prior to Mead Johnson, Grant held executive positions leading the sales organization as VP, sales primary care; VP, Sales Account-based Business and VP Sales, Diabetes Care where he helped develop the sales and marketing plan for the promotion of Lilly’s brands, while leading the joint venture with Takeda on the co-promotion of Actos.

In addition to his extensive knowledge of pharmaceutical and nutrition corporations, Grady is on the board of directors for Aptevo Therapeutics Inc., as well as the Temple University School of Pharmacy Board of Visitors and Urban League of Indianapolis, and has held previous board positions with Pride Academy of Indianapolis and the Blood Bank of Indiana.

A Sprowl’s guest lecturer at Temple University, Grady delivered the keynote address to the University of Houston’s Bauer College of Business Sales Excellence Institute, as well as the commencement address for the Temple School of Pharmacy in 2014.

Grady has a B.S. in pharmacy from Temple University, Philadelphia, PA, and a Certificate from the Duke Executive Education Program of General Management – 1997.

Steve MacKay

Senior Vice President
Aesculap

Steve MacKay currently serves as SVP, Aesculap Inc., North America. Responsibilities include sales for North America, Corporate accounts and services. Steve started his medical device career in 1990. Since that time, he has held a number of management positions throughout his 22 years within the medical device industry. MacKay began his professional career as a sales representative with Baxter V. Mueller.

From there, he went on to work in various management positions at Richard Wolf Endoscopy in Chicago where he was eventually promoted to the director of U.S. Sales. Joining Aesculap in 1996, Steve has held various management and leadership positions of increasing responsibility culminating to his current position. Prior to entering into the private sector, Steve served on active duty for 10 years in the U.S. Army where he achieved the rank of Captain and was selected for promotion to the rank of Major.

MacKay holds a B.A. in political science from Norwich University, Executive Education in Strategy from Harvard Business School, and an MBA from Kellogg Graduate School of Management, Northwestern University.

Mark Marin

Vice President, Sales Enablement
Quad/Graphics

As Quad/Graphics’ vice president of sales enablement, Mark collaborates with sales leaders of all divisions for this global manufacturer on sales strategy, improving sales execution, and standardizing sales best practices, including but not limited to sales pipeline management, key account management and budgeting.

Marin’s responsibilities include leading the firm’s business analytics team responsible for sales reporting and forecasting, account planning and lead generation, as well as administering/evaluating 11 unique sales compensation plans, and facilitating sales leadership training and development.

Mark, whose father retired from Quad/Graphics in 2004 after almost 30 years with the company, first worked for the company in 1988 as a co-op student while still in high school. He entered the Corporate Training Program after graduating from college and then joined the New York City sales office. Marin advanced to sales manager and then sales director for the New York office.

Marin was named director of sales for Quad’s SIP group when it was launched in 2009. In 2010, he was promoted to VP of Publishing Sales for the Southeast, West and Midwest. In that role, Mark led sales teams focused on selling integrated print and multichannel solutions to magazine publishers. Since Quad went public in 2010, Marin has been involved in sales integration through three major acquisitions.

Mark earned a bachelor’s degree in business from the University of Wisconsin-Stout.