Speakers

2018 CSE Operations Forum

Join us to hear powerful stories from some the world’s most innovative sales and commercial operations organizations about what they are doing to drive the revenue growth equation across the comprehensive buyer journey.

  • Roster
  • Keynote Speaker
  • Keynote Panelist
  • Briefing Panelist

Wendy Bradley
Senior Dir., Commercial Operations & Strategy
Waters Corporation
Biography »

Wendy Bradley’s Sessions

Senior Dir., Commercial Operations & Strategy, Waters Corporation

Wendy Bradley

Senior Dir., Commercial Operations & Strategy, Waters Corporation

Wendy is a commercial development executive with expertise in sales training, marketing, sales force effectiveness and leadership development, with a track record of delivering optimal results in high-growth environments using change management and cross-functional teams. She focuses on creating collaborative teams that outperform by working together to drive growth and value for customers by using the lean startup principles and continuous improvement.

Bradley is currently building a commercial operations & strategy team to lead a transformation within Water’s global markets organization that will enable deeper insights, tools and processes to drive sales effectiveness for its worldwide sales teams while focusing on creating a market-focused organization.

Wendy led many large-scale change efforts previously during a 26-year tenure at GE. She developed and implemented Outcome Selling across all business lines from GE Power to Healthcare to shift from selling products to delivering customer outcomes as part of the larger transformation of GE to a digital industrial company. This involved changing sales processes, developing new capabilities and coaching leaders across the organization to develop new mindsets and create a compelling reason to change across the organization. She partnered with key change agents across the business to develop an ecosystem focused on delivering customer outcomes.

As a key member of the team responsible for the transformation of Crotonville, GE’s Corporate University, to a 21st century leadership development organization, Wendy introduced arts-based learning on campus. She leveraged design thinking and created a diverse team of artists and learning experts to help participants experience leadership using all of their senses. This led to a more immersive experience and more impactful change for GE’s top talent.

Building new things has always been an area of strength for Wendy; this was true as she created the first sales effectiveness organization at GE Capital focused on the process, tools and organizational capabilities to fuel double-digit growth for over 10 years. Wendy led, as one of the first Six Sigma projects, the development of a customer-focused process and associated systems which become the foundation for a wing to wing transformation of their customer engagement process.


Brian Burke
General Manager, North America
Zimmer Biomet
Biography »

Brian Burke’s Sessions

General Manager, North America, Zimmer Biomet

Brian Burke

General Manager, North America, Zimmer Biomet

Brian Burke led the acquisition integration following Zimmer’s $13.4 billion purchase of Biomet Inc. in 2015. This created the second largest company in the dental implant and oral reconstructive space in North America.

Currently, Brian leads all North American sales channels–comprised of direct sales, inside sales and specialty sales–while overseeing the largest P&L within the dental organization. Throughout his post-merger tenure, Burke has focused on the implementation of operational excellence initiatives to build a high-performance sales organization while creating a 400-employee organizational structure that efficiently allocates and distributes resources.

Previously, Brian was group director for Latin America and Asia for Biomet 3i (acquired by Zimmer Biomet) where he led commercial and marketing activities across two continents. He developed and executed sales strategies, coordinated sales and marketing activities and guided the registration of new and existing products within markets served. Burke reversed underperforming operations in both geographies through the utilization of organizational enhancements, KPI performance development, as well as pricing and compensation management.

Brian started his career in MedTech in field sales where he quickly earned distinction as sales representative of the year on two occasions and regional sales manager of the year. Throughout his career he has worked in organizations which have been privately held, owned by private equity and publicly traded. Brian attributes his understanding and passion for revenue growth and business development to these experiences–while coaching and mentoring professionals along the way.


Dennis Cheng
Director, Sales Operations & Strategy
Boston Scientific
Biography »

Dennis Cheng’s Sessions

Director, Sales Operations & Strategy, Boston Scientific

Dennis Cheng

Director, Sales Operations & Strategy, Boston Scientific

In his current role, Dennis Cheng oversees U.S. Sales Strategy & Structure Design, Sales Variable Incentive Compensation Design & Applied Sales Analytics. Other areas of his leadership have included day-to-day operational support for the sales organization, increasing sales force effectiveness and efficiency and large-scale sales model transformations and integrations.

More specifically, Dennis’ teams determine sales force investment, organization and deployment strategies for the portfolio of existing and new businesses within the division that best maximize revenue & spend leverage. In the post-strategy development area, his teams are responsible for implementing the plan, including quota development/allocation; field alignments and sales crediting; system integrations; sales analytics; field reporting and tools; and compensation administration.

Most recently, Cheng was responsible for the re-structuring of three sales organizations within the division to drive more focus on selling in new revenue growth segments while creating more flexibility for future capacity and leverage in mature business segments.

Over the past five years, the division has consistently gained market share while improving selling leverage each year.

Dennis joined Boston Scientific in the marketing function, while holding several positions across marketing strategy, therapy awareness & channel marketing.

He holds a B.S. in engineering from Washington University in St. Louis and an MBA from Purdue University.


Nicholas Ellis
SVP, Global Sales Operations
CA Technologies
Biography »

Nicholas Ellis’s Sessions

SVP, Global Sales Operations, CA Technologies

Nicholas Ellis

SVP, Global Sales Operations, CA Technologies

Nick Ellis is responsible for leading the global sales, services and marketing operations team at CA Technologies. His team supports functions essential to increasing sales and marketing productivity including strategic sales and services planning, actionable analytics, budgeting, sales process optimization, enablement, as well as incentive compensation design and administration.

As a member of the CA senior leadership team, Nick is responsible for the implementation of innovative strategies to drive business objectives resulting in increased revenue and margin targets.

Ellis has worked across many roles in the CA organization. He ran the National ADG channel presales and partner engagement team for Sterling Software before the enterprise was acquired by CA Technologies. Since that time, he has held various positions in SaaS and service provider strategy, product management, partner strategy, as well as leading sales and services teams in Asia and North America.


Brian Lime
Senior Dir., Sales Operations
Land O'Lakes
Biography »

Brian Lime’s Sessions

Senior Dir., Sales Operations, Land O'Lakes

Brian Lime

Senior Dir., Sales Operations, Land O'Lakes

Brian is currently the senior director of sales operations for WinField-United–a Land O’ Lakes Company. In this role, he provides key leadership across the national sales operations team driving and leveraging business activities and processes that help the sales organization run effectively in support of business strategies and growth objectives.

Lime’s team is responsible for providing resources in the areas of sales force enablement, business analytics, sales training, CRM management, sales administration, attainment planning and incentive design and administration.

Brian began his career with Land O’ Lakes in 1986 in their retail sales division and spent the first 27 years of his career in several progressive sales and sales leadership positions.

In May of 2013, Lime was given the opportunity to transition to the Land O’ Lakes agriculture division, WinField United, to create and lead a new sales operations team for this $6 billion division comprising more than 40 percent of Land O’ Lakes total revenue.


Tracy Long
VP, Service - Building Solutions, N.A.
Johnson Controls
Biography »

Tracy Long’s Sessions

VP, Service - Building Solutions, N.A., Johnson Controls

Tracy Long

VP, Service - Building Solutions, N.A., Johnson Controls

Tracy Long is currently the services leader for the $3 billion North American field organization for Johnson Controls. She owns the integration of the legacy Johnson Controls and Tyco services businesses following the September 2016 merger of the two companies, as well as the longer-term transformation strategy for service.

Prior to that, she was president of Tyco Integrated Fire & Security in Canada. In that role, Tracy was responsible for building a model that provided ongoing value to customers by delivering smart, integrated solutions that leveraged the full breadth of Tyco’s fire, security, life safety and nurse call portfolio. While in this role, she was named one of Canada’s Most Powerful Women by the Women’s Executive Network™ in 2014.

Tracy joined Tyco in 2009, serving initially as director of product management and marketing for the mechanical products business within Tyco Fire Protection Products. She then advanced to a larger role as general manager and vice president for Water and Mechanical Products. Before coming to Tyco, Tracy was director of business development at Pentair Residential Filtration and spent three years at GE, as a global product manager and as a Black Belt in the commercial Six Sigma organization.

In addition to her executive leadership responsibilities, Tracy is focused on mentoring fellow women in business. Tracy served as the chairperson of the global Tyco Women’s Growth Network for three years and is significantly involved in developing and participating in mentoring programs within Tyco (now Johnson Controls). The Women’s Growth Network (WGN) is a vehicle for the company to support female employees by promoting their development and retention.

Tracy holds a bachelor’s degree in social studies from Harvard University and a master’s degree in business administration (MBA) from the Stanford Graduate School of Business.


Steve MacKay
Senior Vice President
Aesculap
Biography »

Steve MacKay’s Sessions

Senior Vice President, Aesculap

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.


Jose M. Perez
Senior Director, Commercial Operations
Mölnlycke
Biography »

Jose M. Perez’s Sessions

Senior Director, Commercial Operations, Mölnlycke

Jose M. Perez

Senior Director, Commercial Operations, Mölnlycke

Jose Maria Perez’s expertise resides in creating sustainable competitive advantages through best-in-class commercial operations that deliver innovative solutions and drive improved sales performance. He credits the shift early in his career, from a health care information solutions organization to the manufacturer side, for his 360-degree view of sales operations and its capabilities.

In his current role at Mölnlycke, a Swedish medical solutions company, Jose is equipping the sales organization for delivery of the firm’s mission, “to advance performance in healthcare for the best outcomes,” through commercial excellence. This includes end-to-end design and development of the next generation department blueprint comprised of sales operations, contract administration, data operations and analytics.

Prior to this, Perez led various sales operations departments at Johnson & Johnson Vision Care for 11 years-ranging from a smaller U.S. Pharmaceutical LLC of $50+ million to the U.S. business for a $1+ billon category leader. Jose also directed U.S. commercial operations for field and inside sales, including sales compensation & forecasting, sales force effectiveness, contracting, sales training and analytics. While in this role, he identified innovative data methodologies for deep actionable insights and analytics that enhanced decision-making and drove incremental sales.

Perez earned his B.S. in marketing from Arizona State University, W.P. Carey School of Business.


Lisa Roy
VP, Integration & Commercial Operations, N.A.
Johnson Controls
Biography »

Lisa Roy’s Sessions

VP, Integration & Commercial Operations, N.A., Johnson Controls

Lisa Roy

VP, Integration & Commercial Operations, N.A., Johnson Controls

Lisa joined Johnson Controls in 1994 and was recently appointed vice president, Integration & Commercial Operations for the Building Solutions, North America business. In this role, Lisa is responsible in the achievement of the revenue synergy commitment and development of the operating model design for Building Solutions, North America. This includes developing and implementing sales strategy and programs for our broad field organization, as well as working with the executive sales leadership of the legacy Johnson Controls Systems & Services North America and legacy Tyco teams (SimplexGrinnell, Tyco Integrated Security, Tyco Integrated Fire & Security Canada) that are now part of Building Solutions, North America. Lisa led the work teams focused on defining the longer term operating strategy and operating model for the Building Solutions, North America field organization.

During her 22-year career with Johnson Controls, Lisa most recently served as regional vice president, sales, for the South region. She has also served as vice president & general manager of Security & Fire for North America; vice president & general manager of Enterprise Accounts; vice president of Global Security Strategy; and director of State Government for our energy performance contracting organization, as well as various sales and operations roles.

Lisa earned a Bachelor of Science in electrical engineering from Louisiana State University and is a graduate of our eXtreme Learning Program (XLP).


Ed Sahli
VP, Commercial Excellence
Honeywell/PMT
Biography »

Ed Sahli’s Sessions

VP, Commercial Excellence, Honeywell/PMT

Ed Sahli

VP, Commercial Excellence, Honeywell/PMT

Ed Sahli is the vice president of commercial excellence for PMT. In this role, Ed is focused on driving growth with increasing sales productivity through improvements in strategy and planning, talent acquisition and development, sales processes and tools, and sales incentives.

Ed brings extensive experience in operations and leadership to Honeywell. He spent 31 years in UOP/Honeywell starting in R&D and Technical Services where he developed a strong technology and customer-focused foundation. Ed has held leadership positions in technical dervices, Six Sigma, dupply chain, commercial excellence, sales operations and customer care.

Under his leadership, his groups have consistently driven growth and productivity. Most notably, during his tenure as sales excellence leader for UOP, his team helped to nearly double the size of sales, onboard and train half of a new sales force with a common externally facing sales process, establish SFDC as a useful CRM and implement the first sales incentive plan.

Ed is located in New Jersey. He earned an MBA from the University of Chicago with High Honors, a Honeywell Black Belt in Six Sigma and a B.S. in chemical engineering from Rose-Hulman Institute of Technology. Ed is well-traveled, having serviced customers at more than 60 sites in 25 countries. He enjoys chess, reading and U.S. college football.


Brian Burke
General Manager, North America
Zimmer Biomet
Biography »

Brian Burke’s Sessions

General Manager, North America, Zimmer Biomet

Brian Burke

General Manager, North America, Zimmer Biomet

Brian Burke led the acquisition integration following Zimmer’s $13.4 billion purchase of Biomet Inc. in 2015. This created the second largest company in the dental implant and oral reconstructive space in North America.

Currently, Brian leads all North American sales channels–comprised of direct sales, inside sales and specialty sales–while overseeing the largest P&L within the dental organization. Throughout his post-merger tenure, Burke has focused on the implementation of operational excellence initiatives to build a high-performance sales organization while creating a 400-employee organizational structure that efficiently allocates and distributes resources.

Previously, Brian was group director for Latin America and Asia for Biomet 3i (acquired by Zimmer Biomet) where he led commercial and marketing activities across two continents. He developed and executed sales strategies, coordinated sales and marketing activities and guided the registration of new and existing products within markets served. Burke reversed underperforming operations in both geographies through the utilization of organizational enhancements, KPI performance development, as well as pricing and compensation management.

Brian started his career in MedTech in field sales where he quickly earned distinction as sales representative of the year on two occasions and regional sales manager of the year. Throughout his career he has worked in organizations which have been privately held, owned by private equity and publicly traded. Brian attributes his understanding and passion for revenue growth and business development to these experiences–while coaching and mentoring professionals along the way.


Nicholas Ellis
SVP, Global Sales Operations
CA Technologies
Biography »

Nicholas Ellis’s Sessions

SVP, Global Sales Operations, CA Technologies

Nicholas Ellis

SVP, Global Sales Operations, CA Technologies

Nick Ellis is responsible for leading the global sales, services and marketing operations team at CA Technologies. His team supports functions essential to increasing sales and marketing productivity including strategic sales and services planning, actionable analytics, budgeting, sales process optimization, enablement, as well as incentive compensation design and administration.

As a member of the CA senior leadership team, Nick is responsible for the implementation of innovative strategies to drive business objectives resulting in increased revenue and margin targets.

Ellis has worked across many roles in the CA organization. He ran the National ADG channel presales and partner engagement team for Sterling Software before the enterprise was acquired by CA Technologies. Since that time, he has held various positions in SaaS and service provider strategy, product management, partner strategy, as well as leading sales and services teams in Asia and North America.


Tracy Long
VP, Service - Building Solutions, N.A.
Johnson Controls
Biography »

Tracy Long’s Sessions

VP, Service - Building Solutions, N.A., Johnson Controls

Tracy Long

VP, Service - Building Solutions, N.A., Johnson Controls

Tracy Long is currently the services leader for the $3 billion North American field organization for Johnson Controls. She owns the integration of the legacy Johnson Controls and Tyco services businesses following the September 2016 merger of the two companies, as well as the longer-term transformation strategy for service.

Prior to that, she was president of Tyco Integrated Fire & Security in Canada. In that role, Tracy was responsible for building a model that provided ongoing value to customers by delivering smart, integrated solutions that leveraged the full breadth of Tyco’s fire, security, life safety and nurse call portfolio. While in this role, she was named one of Canada’s Most Powerful Women by the Women’s Executive Network™ in 2014.

Tracy joined Tyco in 2009, serving initially as director of product management and marketing for the mechanical products business within Tyco Fire Protection Products. She then advanced to a larger role as general manager and vice president for Water and Mechanical Products. Before coming to Tyco, Tracy was director of business development at Pentair Residential Filtration and spent three years at GE, as a global product manager and as a Black Belt in the commercial Six Sigma organization.

In addition to her executive leadership responsibilities, Tracy is focused on mentoring fellow women in business. Tracy served as the chairperson of the global Tyco Women’s Growth Network for three years and is significantly involved in developing and participating in mentoring programs within Tyco (now Johnson Controls). The Women’s Growth Network (WGN) is a vehicle for the company to support female employees by promoting their development and retention.

Tracy holds a bachelor’s degree in social studies from Harvard University and a master’s degree in business administration (MBA) from the Stanford Graduate School of Business.


Lisa Roy
VP, Integration & Commercial Operations, N.A.
Johnson Controls
Biography »

Lisa Roy’s Sessions

VP, Integration & Commercial Operations, N.A., Johnson Controls

Lisa Roy

VP, Integration & Commercial Operations, N.A., Johnson Controls

Lisa joined Johnson Controls in 1994 and was recently appointed vice president, Integration & Commercial Operations for the Building Solutions, North America business. In this role, Lisa is responsible in the achievement of the revenue synergy commitment and development of the operating model design for Building Solutions, North America. This includes developing and implementing sales strategy and programs for our broad field organization, as well as working with the executive sales leadership of the legacy Johnson Controls Systems & Services North America and legacy Tyco teams (SimplexGrinnell, Tyco Integrated Security, Tyco Integrated Fire & Security Canada) that are now part of Building Solutions, North America. Lisa led the work teams focused on defining the longer term operating strategy and operating model for the Building Solutions, North America field organization.

During her 22-year career with Johnson Controls, Lisa most recently served as regional vice president, sales, for the South region. She has also served as vice president & general manager of Security & Fire for North America; vice president & general manager of Enterprise Accounts; vice president of Global Security Strategy; and director of State Government for our energy performance contracting organization, as well as various sales and operations roles.

Lisa earned a Bachelor of Science in electrical engineering from Louisiana State University and is a graduate of our eXtreme Learning Program (XLP).


Brian Burke
General Manager, North America
Zimmer Biomet
Biography »

Brian Burke’s Sessions

General Manager, North America, Zimmer Biomet

Brian Burke

General Manager, North America, Zimmer Biomet

Brian Burke led the acquisition integration following Zimmer’s $13.4 billion purchase of Biomet Inc. in 2015. This created the second largest company in the dental implant and oral reconstructive space in North America.

Currently, Brian leads all North American sales channels–comprised of direct sales, inside sales and specialty sales–while overseeing the largest P&L within the dental organization. Throughout his post-merger tenure, Burke has focused on the implementation of operational excellence initiatives to build a high-performance sales organization while creating a 400-employee organizational structure that efficiently allocates and distributes resources.

Previously, Brian was group director for Latin America and Asia for Biomet 3i (acquired by Zimmer Biomet) where he led commercial and marketing activities across two continents. He developed and executed sales strategies, coordinated sales and marketing activities and guided the registration of new and existing products within markets served. Burke reversed underperforming operations in both geographies through the utilization of organizational enhancements, KPI performance development, as well as pricing and compensation management.

Brian started his career in MedTech in field sales where he quickly earned distinction as sales representative of the year on two occasions and regional sales manager of the year. Throughout his career he has worked in organizations which have been privately held, owned by private equity and publicly traded. Brian attributes his understanding and passion for revenue growth and business development to these experiences–while coaching and mentoring professionals along the way.


Nicholas Ellis
SVP, Global Sales Operations
CA Technologies
Biography »

Nicholas Ellis’s Sessions

SVP, Global Sales Operations, CA Technologies

Nicholas Ellis

SVP, Global Sales Operations, CA Technologies

Nick Ellis is responsible for leading the global sales, services and marketing operations team at CA Technologies. His team supports functions essential to increasing sales and marketing productivity including strategic sales and services planning, actionable analytics, budgeting, sales process optimization, enablement, as well as incentive compensation design and administration.

As a member of the CA senior leadership team, Nick is responsible for the implementation of innovative strategies to drive business objectives resulting in increased revenue and margin targets.

Ellis has worked across many roles in the CA organization. He ran the National ADG channel presales and partner engagement team for Sterling Software before the enterprise was acquired by CA Technologies. Since that time, he has held various positions in SaaS and service provider strategy, product management, partner strategy, as well as leading sales and services teams in Asia and North America.


Tracy Long
VP, Service - Building Solutions, N.A.
Johnson Controls
Biography »

Tracy Long’s Sessions

VP, Service - Building Solutions, N.A., Johnson Controls

Tracy Long

VP, Service - Building Solutions, N.A., Johnson Controls

Tracy Long is currently the services leader for the $3 billion North American field organization for Johnson Controls. She owns the integration of the legacy Johnson Controls and Tyco services businesses following the September 2016 merger of the two companies, as well as the longer-term transformation strategy for service.

Prior to that, she was president of Tyco Integrated Fire & Security in Canada. In that role, Tracy was responsible for building a model that provided ongoing value to customers by delivering smart, integrated solutions that leveraged the full breadth of Tyco’s fire, security, life safety and nurse call portfolio. While in this role, she was named one of Canada’s Most Powerful Women by the Women’s Executive Network™ in 2014.

Tracy joined Tyco in 2009, serving initially as director of product management and marketing for the mechanical products business within Tyco Fire Protection Products. She then advanced to a larger role as general manager and vice president for Water and Mechanical Products. Before coming to Tyco, Tracy was director of business development at Pentair Residential Filtration and spent three years at GE, as a global product manager and as a Black Belt in the commercial Six Sigma organization.

In addition to her executive leadership responsibilities, Tracy is focused on mentoring fellow women in business. Tracy served as the chairperson of the global Tyco Women’s Growth Network for three years and is significantly involved in developing and participating in mentoring programs within Tyco (now Johnson Controls). The Women’s Growth Network (WGN) is a vehicle for the company to support female employees by promoting their development and retention.

Tracy holds a bachelor’s degree in social studies from Harvard University and a master’s degree in business administration (MBA) from the Stanford Graduate School of Business.


Steve MacKay
Senior Vice President
Aesculap
Biography »

Steve MacKay’s Sessions

Senior Vice President, Aesculap

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.


Lisa Roy
VP, Integration & Commercial Operations, N.A.
Johnson Controls
Biography »

Lisa Roy’s Sessions

VP, Integration & Commercial Operations, N.A., Johnson Controls

Lisa Roy

VP, Integration & Commercial Operations, N.A., Johnson Controls

Lisa joined Johnson Controls in 1994 and was recently appointed vice president, Integration & Commercial Operations for the Building Solutions, North America business. In this role, Lisa is responsible in the achievement of the revenue synergy commitment and development of the operating model design for Building Solutions, North America. This includes developing and implementing sales strategy and programs for our broad field organization, as well as working with the executive sales leadership of the legacy Johnson Controls Systems & Services North America and legacy Tyco teams (SimplexGrinnell, Tyco Integrated Security, Tyco Integrated Fire & Security Canada) that are now part of Building Solutions, North America. Lisa led the work teams focused on defining the longer term operating strategy and operating model for the Building Solutions, North America field organization.

During her 22-year career with Johnson Controls, Lisa most recently served as regional vice president, sales, for the South region. She has also served as vice president & general manager of Security & Fire for North America; vice president & general manager of Enterprise Accounts; vice president of Global Security Strategy; and director of State Government for our energy performance contracting organization, as well as various sales and operations roles.

Lisa earned a Bachelor of Science in electrical engineering from Louisiana State University and is a graduate of our eXtreme Learning Program (XLP).


Ed Sahli
VP, Commercial Excellence
Honeywell/PMT
Biography »

Ed Sahli’s Sessions

VP, Commercial Excellence, Honeywell/PMT

Ed Sahli

VP, Commercial Excellence, Honeywell/PMT

Ed Sahli is the vice president of commercial excellence for PMT. In this role, Ed is focused on driving growth with increasing sales productivity through improvements in strategy and planning, talent acquisition and development, sales processes and tools, and sales incentives.

Ed brings extensive experience in operations and leadership to Honeywell. He spent 31 years in UOP/Honeywell starting in R&D and Technical Services where he developed a strong technology and customer-focused foundation. Ed has held leadership positions in technical dervices, Six Sigma, dupply chain, commercial excellence, sales operations and customer care.

Under his leadership, his groups have consistently driven growth and productivity. Most notably, during his tenure as sales excellence leader for UOP, his team helped to nearly double the size of sales, onboard and train half of a new sales force with a common externally facing sales process, establish SFDC as a useful CRM and implement the first sales incentive plan.

Ed is located in New Jersey. He earned an MBA from the University of Chicago with High Honors, a Honeywell Black Belt in Six Sigma and a B.S. in chemical engineering from Rose-Hulman Institute of Technology. Ed is well-traveled, having serviced customers at more than 60 sites in 25 countries. He enjoys chess, reading and U.S. college football.


Wendy Bradley
Senior Dir., Commercial Operations & Strategy
Waters Corporation
Biography »

Wendy Bradley’s Sessions

Senior Dir., Commercial Operations & Strategy, Waters Corporation

Wendy Bradley

Senior Dir., Commercial Operations & Strategy, Waters Corporation

Wendy is a commercial development executive with expertise in sales training, marketing, sales force effectiveness and leadership development, with a track record of delivering optimal results in high-growth environments using change management and cross-functional teams. She focuses on creating collaborative teams that outperform by working together to drive growth and value for customers by using the lean startup principles and continuous improvement.

Bradley is currently building a commercial operations & strategy team to lead a transformation within Water’s global markets organization that will enable deeper insights, tools and processes to drive sales effectiveness for its worldwide sales teams while focusing on creating a market-focused organization.

Wendy led many large-scale change efforts previously during a 26-year tenure at GE. She developed and implemented Outcome Selling across all business lines from GE Power to Healthcare to shift from selling products to delivering customer outcomes as part of the larger transformation of GE to a digital industrial company. This involved changing sales processes, developing new capabilities and coaching leaders across the organization to develop new mindsets and create a compelling reason to change across the organization. She partnered with key change agents across the business to develop an ecosystem focused on delivering customer outcomes.

As a key member of the team responsible for the transformation of Crotonville, GE’s Corporate University, to a 21st century leadership development organization, Wendy introduced arts-based learning on campus. She leveraged design thinking and created a diverse team of artists and learning experts to help participants experience leadership using all of their senses. This led to a more immersive experience and more impactful change for GE’s top talent.

Building new things has always been an area of strength for Wendy; this was true as she created the first sales effectiveness organization at GE Capital focused on the process, tools and organizational capabilities to fuel double-digit growth for over 10 years. Wendy led, as one of the first Six Sigma projects, the development of a customer-focused process and associated systems which become the foundation for a wing to wing transformation of their customer engagement process.


Dennis Cheng
Director, Sales Operations & Strategy
Boston Scientific
Biography »

Dennis Cheng’s Sessions

Director, Sales Operations & Strategy, Boston Scientific

Dennis Cheng

Director, Sales Operations & Strategy, Boston Scientific

In his current role, Dennis Cheng oversees U.S. Sales Strategy & Structure Design, Sales Variable Incentive Compensation Design & Applied Sales Analytics. Other areas of his leadership have included day-to-day operational support for the sales organization, increasing sales force effectiveness and efficiency and large-scale sales model transformations and integrations.

More specifically, Dennis’ teams determine sales force investment, organization and deployment strategies for the portfolio of existing and new businesses within the division that best maximize revenue & spend leverage. In the post-strategy development area, his teams are responsible for implementing the plan, including quota development/allocation; field alignments and sales crediting; system integrations; sales analytics; field reporting and tools; and compensation administration.

Most recently, Cheng was responsible for the re-structuring of three sales organizations within the division to drive more focus on selling in new revenue growth segments while creating more flexibility for future capacity and leverage in mature business segments.

Over the past five years, the division has consistently gained market share while improving selling leverage each year.

Dennis joined Boston Scientific in the marketing function, while holding several positions across marketing strategy, therapy awareness & channel marketing.

He holds a B.S. in engineering from Washington University in St. Louis and an MBA from Purdue University.


Brian Lime
Senior Dir., Sales Operations
Land O'Lakes
Biography »

Brian Lime’s Sessions

Senior Dir., Sales Operations, Land O'Lakes

Brian Lime

Senior Dir., Sales Operations, Land O'Lakes

Brian is currently the senior director of sales operations for WinField-United–a Land O’ Lakes Company. In this role, he provides key leadership across the national sales operations team driving and leveraging business activities and processes that help the sales organization run effectively in support of business strategies and growth objectives.

Lime’s team is responsible for providing resources in the areas of sales force enablement, business analytics, sales training, CRM management, sales administration, attainment planning and incentive design and administration.

Brian began his career with Land O’ Lakes in 1986 in their retail sales division and spent the first 27 years of his career in several progressive sales and sales leadership positions.

In May of 2013, Lime was given the opportunity to transition to the Land O’ Lakes agriculture division, WinField United, to create and lead a new sales operations team for this $6 billion division comprising more than 40 percent of Land O’ Lakes total revenue.


Jose M. Perez
Senior Director, Commercial Operations
Mölnlycke
Biography »

Jose M. Perez’s Sessions

Senior Director, Commercial Operations, Mölnlycke

Jose M. Perez

Senior Director, Commercial Operations, Mölnlycke

Jose Maria Perez’s expertise resides in creating sustainable competitive advantages through best-in-class commercial operations that deliver innovative solutions and drive improved sales performance. He credits the shift early in his career, from a health care information solutions organization to the manufacturer side, for his 360-degree view of sales operations and its capabilities.

In his current role at Mölnlycke, a Swedish medical solutions company, Jose is equipping the sales organization for delivery of the firm’s mission, “to advance performance in healthcare for the best outcomes,” through commercial excellence. This includes end-to-end design and development of the next generation department blueprint comprised of sales operations, contract administration, data operations and analytics.

Prior to this, Perez led various sales operations departments at Johnson & Johnson Vision Care for 11 years-ranging from a smaller U.S. Pharmaceutical LLC of $50+ million to the U.S. business for a $1+ billon category leader. Jose also directed U.S. commercial operations for field and inside sales, including sales compensation & forecasting, sales force effectiveness, contracting, sales training and analytics. While in this role, he identified innovative data methodologies for deep actionable insights and analytics that enhanced decision-making and drove incremental sales.

Perez earned his B.S. in marketing from Arizona State University, W.P. Carey School of Business.