Andrew Levy | VP, Sales Enablement & Distributor Development | Constellation Brands
Andrew Levy is Vice President, Sales Enablement and Distributor Development for Constellation Brands’ Beer Division. CBBD is the third largest beer company in the U.S. with over $4 billion in annual sales of Corona, Modelo Especial, Pacifico and many others.
The Sales Enablement Team is responsible for harnessing CBI’s growth and scale to enable superior commercial effectiveness by empowering and developing a best-in-class sales force, focused sales priorities, optimized route to market, and collaboratively supporting the Sales team’s cross-functional partners; partner cross-functionally to promote and support Sales communication platforms; Gold Network (i.e., our distributors and retailers) development and alignment activities; Sales learning and development; and development/implementation of a sales technology enablement platform.
Andrew is a recovering attorney and experienced entrepreneur. He is a graduate of the Kellogg School of Management at Northwestern University, Cornell Law School and SUNY at Buffalo.
Chad Poeppelmeier | VP of Healthcare | Cintas Corporation
Chad Poeppelmeier is the VP of Healthcare for Cintas Corporation. Cintas is the industry leader in the Uniform Rental, Facility Services, First Aid, and Fire business totaling $6.5 billion dollars. He is responsible for a team of 50 Major Account Managers that are the key point of contact for growing their portfolio’s and retaining business in the acute and non-acute space. Chad oversees all Sales, Operations, Innovation, Marketing, and Strategy for Healthcare. He also manages a team of partners that own GPO and IDN relationships within Healthcare. Chad has had a 20-year career with Cintas in various roles, he is a 19-time President’s Club award winner and prior to moving into Healthcare, was a Sales Vice President for the Florida/Mid-South/South Central Region overseeing over $550 million dollars in revenue. His team consistently finished on top in the company in productivity, go to market strategies, and partner development.
Prior to becoming the Sales Vice President for Cintas, for four years Chad was tasked with developing the new business sales strategy, Sales Leadership College, new product launches, and selecting a new CRM and deploying it to the field of over 2,000 Sales Reps, 200 Sales Managers, and 50 Directors. Not only did he develop this material, he was tasked with holding monthly training classes for the entire sales organization. Chad has had an extensive career within Cintas as a Sales Rep, Sales Manager, and Director prior to becoming a Vice President.
Chad is a graduate of Wilmington College where he played 4 years of college football, and was elected Captain his Senior year. He serves on the President’s Advisory Council and is a member of the Gamma Phi Gamma Council. He resides in Cincinnati, Ohio with his wife Becki, and children Chase and Eliza.
Deena Chomko | Senior Director, Sales Operations, North America | Zebra Technologies
Deena has served as Sales Operations Director for Zebra Technologies for the past five years. Prior to that she worked at Motorola, Inc. for nearly 20 years in a variety of roles in Finance, Supply Chain, Business Operations, Strategy and Sales Operations. She’s held an Illinois Real Estate Broker’s license. In her current role, she and her team supports nearly 400 sellers and 2,500 partners that will contribute to $1.8B in revenue this year. Deena is married with two daughters ages 17, a Junior in high school preparing for college, and age 19, who has nearly finished her Freshman year of college. Deena is currently based near Chicago and is very excited to be participating in her 2nd SOI conference!
Her core competencies include – Compensation Planning and Execution, Project Management, Forecasting & Inventory Management, Financial Analysis & Evaluation, Supervising & Relationship Management, Process Development & Execution, System Implementation (SFDC, Oracle, Siebel), Innovation & Simplification.
Eric will work closely with the key business and field leaders and organizations to define, implement and manage the operational and enablement processes, metrics, capabilities and infrastructure needed to support our customer centric digital transformation strategy and growth objectives.
Eric has 20 years of leadership and execution experience in Sales Operations and Enablement. He joins us from Hewlett Packard Enterprise (HPE) where he had overall responsibility for developing and deploying the customer relationship management and sales enablement solutions that enabled 26,000+ Sales and Sales Operations users to work more efficiently and effectively within the selling life cycle from lead generation to deal closure. Eric also led the overall HPE Program that designed and deployed the company’s first digital sales experience platform which included transforming the end-to-end sales processes and policies and deploying a completely re-designed sales enablement platform and user interface to the field.
In prior roles, Eric led sales strategy and planning for HPEs $8B Services business unit, where he was responsible for sales compensation plan design, fiscal year go-to-market growth strategies, lean operations initiatives, sales analytics and forecasting, and sales process & capability adoption and improvements. He also has extensive Operations experience in quote to cash, sales support, and customer project engagements.
Eric has worked extensively over his career to drive significant transformations including mergers, acquisitions, divestures and business process improvement programs that have yielded measurable benefits to customer satisfaction, reduced costs, increased employee satisfaction, higher productivity, and sales growth. Eric is a Blackbelt in Lean Six Sigma and a certified Greenbelt trainer.
Eric and his wife Jill will be relocating to Houston, TX from Sacramento, CA over the next few months. Eric will split his time between Huntsville, Houston, and our field office locations. Eric and Jill have two daughters, Chelsey (22) and Kaitlyn (19), who are both attending college.
Neel Arora is passionate about solving business challenges using analytics & technology. He currently leads the Sales Operations department at Apria Healthcare, which manages incentives, CRM, reporting and territory deployment for Apria’s National sales force. Neel devoted his last 5 years at Apria, building and improving teams and processes focused on increasing sales rep productivity, working on objectives such as simplifying incentives structure, creating optimal territory deployments and adding technology platforms like salesforce.com CRM. He also has been involved in several company-wide initiatives focused on increasing topline revenues and reducing operational costs. Prior to Apria, Neel had a stint at Amgen Inc., one of the world’s leading biotechnology companies, helping optimize their marketing spend on consumer and physician promotions, across various brands. He has also spent 8+ years with ZS Associates, where he helped various healthcare clients with go-to-market strategy & improving commercial operations.
Neel holds a Bachelor of Technology degree from IIT Bombay, India; an MS in Engineering from Stanford and an MBA from UCLA Anderson. He currently lives in Los Angeles.
Jason Fischer | Director, Business Unit Operations, East | Constellation Brands
Jason joined Constellation Brands in August 2016 as the Operations Director for the East Business Unit of the Beer Division. He manages the sales forecast, annual planning process, tactical initiatives, budgets, and functions as general support for the Business Unit. Jason has cross-functional experience in several industries and has held positions in the areas of finance, sales, and operations. Prior to joining Constellation, he worked as the Financial Planning and Analysis Manager for companies in both the Beer Industry and Furniture Industry. Jason is from Buffalo, NY and has his M.S. in Financial Economics from the University at Buffalo and his M.B.A. in Accounting from Niagara University. He serves as an adjunct professor for Niagara University teaching courses on Corporate Finance. He is an avid runner and has completed two marathons.
Jennifer Czupek | VP, Sales Operations | Nielsen
Jennifer Czupek is an experienced Talent and Organizational Performance executive and is currently part of Nielsen's Sales Operations team. She focuses on designing and executing plans that mobilize leadership and engage associates to achieve the objectives of Sales Operations initiatives. Prior to her role at Nielsen, Jennifer was a management consultant that had partnered with numerous Fortune 500 companies through their Enterprise transformations. She helped them focus on what their businesses needed to do in order to achieve objectives and ROI of their transformations.
Karen S. Mitchal | VP, Field Sales, South Region | Aramark Corporation
Karen Mitchal is a VP of Field Sales in the South Region of Aramark’s Refreshment Services organization. She is responsible for a team of 46 sales managers and new sales representatives. Karen manages $140MM in revenue while leading her team to add in excess of $10MM annually. She uses skills acquired as an executive coach to bring out the best in each of her team members while delivering consistent results year over year.
Previously, Karen was a consultant with McGhee Productivity Solutions where she coached executives and their teams to “Take Back Their Lives”. Using proven processes with Microsoft’s Outlook technology, she helped improve work life balance by coaching toward maximum efficiency. Many of us exhibit non-productive activity without knowing why. Karen helped her clients address the underlying paradigm shifts that must first take place in order to realize true productivity.
Karen spent 20+ years at Pepsi-Cola North America where she held increasing levels of responsibility. She successfully led teams in a variety of channels, including Workplace Vending, Education, Healthcare, New Business Acquisition, Convenience and Gas, and Non-Traditional Retail. There she exhibited an ability to produce results while providing excellent customer care.
She is a past board member of Girls Incorporated where she served on the Marketing Committee. Additionally, she has been a big sister with Atlanta Big Brothers and Big Sisters, and has served on the advisory boards of the Schools of Business and Hospitality at Tuskegee University.
Loren Waldo is a senior manager of sales operations and analysis for Gulfstream Aerospace Corporation. Gulfstream engineers, manufactures and services the world’s finest business aircraft. With headquarters in Savannah, Georgia, Gulfstream operates facilities on four continents and employs more than 15,000 people worldwide.
Loren has 23 years’ experience in aerospace and defense sales operations and business management disciplines. In his current role with Gulfstream, Loren is responsible for providing leadership to an organization responsible for sales reporting and analysis, sales performance management, CRM, incentive compensation design and administration, and business management solutions for a global sales force.
Before joining Gulfstream in 2006, Loren worked for The Boeing Company for eleven years in various administrative and business operations positions.
Loren earned his MBA from Georgia Southern University and is pursuing a second graduate degree in Leadership from the University of Oklahoma.
Mitch Bell | Sales Director | Optymzye
Talking the talk and walking the walk of sales performance, Mitch Bell has carried a bag, accelerated startups, and managed high-performing sales teams. His wide-ranging experience includes selling solutions in technology, financial services, and governance risk & compliance with companies such as France Telecom, First Data, and Callidus before arriving at his current position of Sales Director at Optymzye.
Mitch’s passion for sales excellence is demonstrated not only by the accounts he’s closed, but also through the relationships he’s maintained over the years with current and former customers such as Thomson Reuters, Estee Lauder, Kforce, Eaton, Veritiv, Essity, Dassault, and NYNEX (now Verizon).
He sits on the membership committee of the DC Sales Enablement Society and is a founding member of the not-for-profit Institute for Excellence in Sales.
Mitch currently resides with his wife and “soon to leave the nest” daughter in Washington, D.C.
Neha Jain | Global Sales Operations Leader | Dupont
Neha is a business consultant with a unique blend of sales and marketing experience and supply chain expertise. She is a black belt with deep understanding of top line growth, supply chains and operations. She has served as the management consultant to the CEO of a mid-size pharmaceutical company which harnessed her leadership skills and business acumen. This, together with her sales experience allows her to understand and design winning business strategies. In addition to above, Neha has built competency in designing future state processes for business planning and analytics. Neha is a trained trainer who believes in investing in people & competency development. She is an active public speaker on supply chain issues and has used portals like APICS and business schools to nurture talent.
She has exhibited her understanding of the market by building sales strategy, promotional activities and reporting for SPI Pharma. In Mather & Platt Pumps Ltd, she had exceeded targeted sales resulting in increased revenue by 10%. As a black belt, she saved 0.5 million dollars towards cost savings for DC&F. Please refer to her presentation at the APICS International Conference on Alignment of Supply Chain
Neha is an active member of a non-profit educational organization and volunteers her time to promote women education in northern India. She has designed several incentive programs to encourage volunteers as well as students around the world.
Her core competencies include – Sales Incentive Planning, Business Intelligence, S&OP, Customer Segmentation and ABC Analysis, Differential Forecasting, Demand Management, Product Life Cycle Management (PLM), SFDC, SQL, Tableau.
Steve King | EVP & Chief Revenue Officer | Hexagon PPM
Steve King is Hexagon PPM’s Chief Revenue Officer where he has global responsibility for sales strategy, sales management, sales operations, sales enablement, strategic go-to-market growth initiatives and strategic account management. He is also chartered with defining and evolving Hexagon PPM’s sales and services transformation roadmap to enable growth through entry into new markets, sales of new products, and an evolved customer engagement model. Prior to joining PPM, he spent 17 years in various roles with Hewlett Packard Enterprise (HPE), most recently as Vice President and General Manager of HPE’s $2 billion Pointnext Services business in the North America region. In that role Steve was responsible for overall P&L management, market share growth, and customer satisfaction for a business comprised of 4,500 sales, go-to-market, business unit and delivery professionals. He also has business and technology consulting experience from his 12 years spent at Accenture. Steve has a BBA degree in systems analysis and management science from the University of Texas, Arlington, and an MBA in finance from Southern Methodist University.
Lisa Wicklman | SVP, Global Accounts | Vantage Point Performance
Lisa Wicklman is on a mission to inspire sales managers to be the force multipliers for maximizing sales success. She is Senior Vice President at Vantage Point Performance, the world’s leading training firm focused exclusively on sales managers. She has more than 20 years’ experience in sales management consulting, training and coaching for senior sales leaders across multiple industries, with extensive history in the financial services industry.
Lisa holds an MBA from Nova Southeastern University and a Bachelor of Science degree in Business Management from Florida State University. She resides in Delray Beach, Florida with her husband and young son.
Charlie Blake | Inside Sales Operations Manager | Intel Corporation
Charlie Blake is the North America Inside Sales Operations Manager for Intel Corporation, where he is focused on Pipeline Management concept to improve coverage and win rates, while increasing sales velocity for Leads and Opportunities.
Julie Graham | Market Development Manager, Central Business Unit | Constellation Brands
Julie has served as Sales Operations Director for the Central Business Unit of the Beers Division at Constellation Brands for the past seven years. She also has worked in a variety of Training, Business Development, and Sales Communication capacities during her 12 years with Constellation. Currently, Julie is completing a Field Sales rotation managing 22 distributors across IL, WI, and MN. Prior to joining Constellation, Julie worked as a Learning and Development Manager and Professional Development Consultant in a variety of industries, including Pension and Health Care. Julie is currently based in Chicago and is very excited to be participating in her 3rd SOI conference!
Steve Winandy | Director, Sales Operations | CDW
Steve Winandy is the director of sales operations for CDW, a leading provider of technology solutions to business, government, education and healthcare. Steve and his teams are responsible for providing assistance and support to many of the sales departments’ tactical and strategic initiatives.
Steve joined CDW in 1996 as an account manager and quickly rose into sales management and advanced through a variety of sales leadership positions with increasing responsibility. In 2002, Steve was promoted to director of specialty sales, where he worked with the largest partners in the industry to grow CDW’s portfolio of advanced technologies. In 2006, he moved into a strategic business development role where he worked on building an international strategy for the company. After an acquisition Steve took responsibility for the largest branch of a newly acquired company where he developed his understanding of professional services. Steve is now leading a large team of operations professionals who are tasked each day with finding ways to increase the amount time our sales people are available to spend with customers.
Steve graduated from Indiana University with a bachelor’s degree in biology and from the Kellogg School of Management at Northwestern with an MBA degree. He volunteers his time in various organizations focusing on empowering young people or caring for the homeless.
Leff Bonney | Associate Professor of Marketing | Florida State University
Leff Bonney (PhD, MBA) is currently an Associate Professor of Marketing at Florida State University where teaches both graduate and undergraduate courses in sales and sales management. His research interest relates to decision making in sales reps and sales managers, specifically around customer selection and targeting. Leff also serves as Director of Executive Programs for both the FSU College of Business and the FSU Sales Institute. He helped create and grow the FSU Sales Institute, which has been recognized as the premier university sales program in the US.
He also founded and is director of the Sales Educators’ Academy which is a program designed to help sales faculty from all over the world be better equipped to teach sales and sales management at their respective universities. He also created the Certified Sales Trainer™ program at FSU. Recently, Leff won the American Marketing Association’s Don McBane Award which is a special recognition given for outstanding contributions to the field of Sales and Sales Management. Finally, Leff serves on the Board of Directors for the Sales Education Foundation.
Prior to joining the faculty at Florida State University, Leff worked in sales management roles for two Fortune 500 companies. Specifically, he worked for seven years on major accounts for RR Donnelly, negotiating large multi-year print contracts. Leff was Rookie of the Year in 1996 and went on to achieve RR Donnelly’s Outstanding Performer Award four times. Leff also spent two and half years leading a field sales and marketing team for Eli Lilly Pharmaceuticals where he won the company’s Young Leader Award in 2003.
Over the last 10 years, Leff has consulted with corporate clients on sales force effectiveness including areas such as customer segmentation and targeting, sales process design and adaptation, sales messaging, and sales training design and implementation. Leff has also designed and led training programs such as basic selling, sales coaching, advanced Agile Selling, sales operations leadership and negotiation.
Harbinder Khera | CEO & Founder | Mindmatrix
John Pyke | Owner | The Talent Genius
John Pyke is a speaker, #1 international, best selling author and a hiring, sales and employee engagement expert. His work has been featured on national television for unprecedented results. John has helped assess, coach and hire over a million people. Building world-class sales teams, increasing retention and sales and eliminating the costly, frustrating guesswork of hiring are his specialties. By leveraging technology and utilizing time-tested, scientifically proven processes and tools, John consistently quadruples the hiring success of his clients. In addition, John provides a one-year, unconditional, replacement guarantee for all new hires – this is 4X the industry standard of 3 months.
John delivers keynotes on the subjects: "Hire Fast Fire Fast - How Scientific Breakthroughs Eliminate Costly Hiring Mistakes" and "How to Sell Faster, Easier and Close More by Pushing the Buy Button in the Brain." John has devoted his life to the mastery of the art and science of selling. His personal sales performance averaged 3X his quota in his first year at five different organizations including selling more in the history of the company at two prominent sales training firms. John's MBA thesis was studying Intrinsic versus Extrinsic Motivational Factors Impacting Employee Performance. He has been studying and researching human capital and peak performance for more than 30 years.
Doug Robertson | Director, Business Development | Practica Learning Inc.
Doug Robertson is a learning consultant, learning leader, facilitator and instructional designer. Since 2001 he has worked with clients and experts to design, develop and deliver sales, leadership, and risk management training. He earned his MBA (Financial Services) at Dalhousie University in 2004 and holds certificates in Leadership, Project Management and Adult Education.
Linda Sherman | Senior Director, Global Sales Operations - Sales Solutions | NCR Corporation
Linda is the Senior Director Global Sales Operations - Sales Solutions with NCR Corporation (NYSE: NCR), a global technology company delivering self-service solutions that bring consumers and businesses together through point-of-sale kiosks, ATMs, imaging systems and more. By providing consumers with the ability to manage transactions autonomously, companies offer a greatly enhanced customer experience while simultaneously reducing cost-of-operations.
With extensive experience in product management, software engineering, global operations, supply chain operations, engineering, M&A, resource productivity, sales productivity, sales operations and Business Intelligence in global organizations, Linda is always open to sharing ideas and strategies for increasing operational efficiency and engineering process improvement.
Michael Labate | Head, Program Development & Operations, Social Selling | SAP
For the past 20 years Michael has held leadership positions accountable for business strategy, customer experiences and innovation spanning start-ups to large global enterprises. He is currently serving as Head of Program Development and Operations of SAP’s global Social Selling program. Michael also serves as a member of the Global Leadership Team for the Sales Enablement Society; a non-profit with 3,000 members across 45 chapters in 15 countries.
Michael earned a Bachelor’s Degree in Business from The Pennsylvania State University and is completing an Executive MBA at Northwestern University's Kellogg School of Management. He resides in Delray Beach, Florida, with his wife and two children.
Angie Witham | Senior Global Account Manager | AppBuddy
With over 20 years of extensive Sales, Marketing, and Business Development experience, Angie is passionate about helping customers build stronger relationships by connecting them with their internal teams and external customers in entirely new and innovative ways. As Sr. Global Account Manager at AppBuddy, Angie works with Enterprise and Global customers to identify areas where AppBuddy's intelligent grid solutions may simplify complex sales and CRM processes within their existing business systems through improved process efficiency, 5-10x greater productivity, advanced business insights, and significantly better data accuracy.
Caroline Japic | CMO | Pramata
Caroline Japic joined Pramata in 2016 from Hewlett Packard Enterprise and is responsible for determining the strategic direction for Pramata’s marketing initiatives. She has a long history of leading high-impact marketing teams and helping companies establish their brands in the marketplace. Previously, she led marketing at Tidemark and Bunchball and held senior marketing roles at Polycom, Hyperion, and Tibco. Caroline graduated Magna Cum Laude from San Jose State University with a B.A. in public relations and an MBA in marketing management from Santa Clara University.
Ed Ludwigson | VP, Sales Operations | Staples
Ed Ludwigson is responsible for improving the effectiveness of the business to business sales teams at Staples. His focus is on accelerating the sales process through the better use of technology, data and teamwork. The scope of his team includes all aspects of pre-sales activities, salesforce.com, customer implementations and reporting and analytics. Prior to his role leading Sales Operations, Ed managed the technology sales division for Staples Business Advantage and led several merger integrations for Staples.
Joël Le Bon, PhD | Marketing & Sales Professor, Faculty Director | Johns Hopkins University Carey Business School
Joël Le Bon is a Marketing & Sales Professor at Johns Hopkins University Carey Business School and serves as Faculty Director for Leadership in Digital Marketing & Sales Transformation. He is the Chief Academic Researcher & Higher Education Representative for the AA-ISP American Association of Inside Sales Professionals and serves on the Board of Advisors of the Sales Enablement Society. He was on the faculty at the University of Houston Bauer College of Business where he served as Director of Executive Education, and Director of Professional Development for the Stephen Stagner Sales Excellence Institute, and at ESSEC Business School in Singapore and France where he served as Department Head. Before becoming a professor, he was a Strategic Account Manager for Xerox, and had sales and sales management roles in the media industry where he won several all-time awards. As a professor, he has earned 23 international research, teaching awards and distinctions, and is the first sales educator to have received all the teaching awards from the major academic marketing associations. His research has been published by leading academic journals, and he is the author of two books on key account management & technology, and competitive intelligence & the sales force. He holds a BA in Management Science, a MSc in Marketing and Strategy, and a PhD in Marketing from Paris Dauphine University, was a Postdoctoral Scholar at PennState University Institute for the Study of Business Markets, and is an alumnus of the Kellogg ITP program of Northwestern University.
Kerri Garbis | President & Co-Founder | Ovation Communication
President and co-founder of Ovation Communication, Kerri has trained hundreds of executives internationally on presentation skills, storytelling and emotional intelligence. Her enthusiasm, humor and energy inspire multiple repeat client engagements. McGraw-Hill has recently released Kerri’s first book, Presentation Skills for Managers.
Kerri is a Business Etiquette Expert, certified by The Emily Post Institute, and an Emotional Intelligence Expert, certified by Hay Group. She ensures that every Ovation consultant delivers the highest level of client-focused professional training. Company-wide dedication to this standard sets Ovation apart from the competition.
She has starred in productions of Evita, Singin’ In The Rain, The Lady With All the Answers (a one-woman play about Ann Landers), and most recently, I Loved, I Lost, I Made Spaghetti (another one-woman play) to name a few. You may also have seen her catching a pass from a New England Patriot, singing a Christmas carol or complaining of bloating in a television commercial. Kerri is a member of Actor’s Equity Association.
Mike Anderson | Solutions Director | Optymyze
Mike has over 10 years of experience partnering with more than 50 companies to develop best practices for improving sales results. By empowering sales forces and improving the effectiveness of compensation plans and administrators, he helps transform sales outcomes.
Melyssa Plunkett-Gomez | Sales Executive | Allego
Melyssa specializes in early-stage business development, sales strategy and product-market positioning. She has spent 20 years in the high tech industry, with leadership roles in sales, customer experience, strategic alliances and operations. Melyssa has worked with globally distributed sales and marketing organizations to successfully adopt new and innovative technologies. Her clients have included CNN, Twitter, NBC, Oppenheimer, GE and General Motors.
Melyssa received a Bachelor of Science degree in Operations Research & Industrial Engineering from Cornell University and a Master of Science degree in Manufacturing Engineering from Georgia Institute of Technology. She serves as a mentor and advisor to various technology start-ups in the Boston area, where she lives with her husband, daughter and son.
Scott Werstlein | VP, North American Sales | OpenSymmetry
Scott Werstlein, vice president of North American sales at OpenSymmetry, joined OpenSymmetry in 2013 to form the account management team. His experience started with configuring ICM applications in 2001. Since then, he has deployed sales performance management applications at more than 20 Fortune 1,000 companies and managed commissions teams. As a former client, and having worked for software companies and partners, Werstlein brings a focus on the customer experience that is unique.