Head of Purchase Department
Humanitas Research Hospital, Italy
Sr Project Manager,
Head of Purchase Department
Humanitas Research Hospital, Italy
Head of Purchase Department
Humanitas Research Hospital, Italy
Note: this will be a highly interactive session, so come prepare to engage and share thoughts
15:20 Networking & Coffee Break
Senior representatives of medical device companies involved in:
Commercial operations & strategy, sales & sales force effectiveness, strategic & operational marketing, multi-channel marketing, digital & online marketing, competitive & business intelligence, customer data analytics, business unit managers, distributor management, regional & general managers.
Chief Executive Officer, Chief Strategy Officer, Chief Operations Officer, Customer Excellence & Senior Executives.
Customer Training & Education, Clinical Training, Clinical Education, Professional Education, Global Education & Training, Medical Education, Field Clinical Services, Nurse Education & Training, PACE – Professional Affairs & Clinical Education, Scientific & Medical Affairs, Customer Relationship Management, Stakeholder Relations.
Senior Vice President - Head of Global Sales Operations
Siemens Healthineers, USA
Toby is the Senior Vice President & Global Head of Sales Operations for Siemens Healthineers. He is currently based in New York where he is responsible for a large global team handling Siemens Healthineers worldwide sales operations functions. Toby has an executive MBA with honors from ESMT Berlin and a Bachelor of Commerce and Diploma in Languages from Monash University in Australia.
Vice President QA/RC EMEA
Zimmer Biomet, Switzerland
International Executive with broad experience in medical device and pharmaceutical industry. Worked in industry, consulting and third party audit services. Strong background in cardiovascular technologies, including diagnostics and therapeutic devices (pacemakers, defibs, LVAD, stents, surgery), as well as orthopedics.
Significant international experience with residencies in USA, Germany and Switzerland. Managed personnel and quality systems internationally in the USA, Germany, Switzerland, France, Ireland, Wales, Finland, Mexico, India and China.
Specialties: Regulatory Affairs: Submissions (EU, FDA and international) and Post Market Surveillance
Quality Assurance: ISO 13485, ISO 9000, QSR, QMS, Supplier Control, Retrieval Analysis Laboratories
Vice President Marketing
Integra LifeSciences, USA
Meera Gopalakrishnan is the Vice President of Marketing for Integra LifeSciences. She oversees the Advanced Energy and Neuro Monitoring franchises. Meera has global responsibilities for product management and marketing of key brands within Integra’s portfolio. Meera joined Integra LifeSciences in 2014 as the Global Senior Director of Marketing. She was responsible for leading a global marketing team and managing a strategic growth franchise within the Specialty Surgical Solutions business.
Meera has over 20 years of experience in the medical technology industry. Prior to joining Integra LifeSciences, Meera was with Philips Healthcare where she progressed through various leadership roles in product development and marketing spanning the Cardiology, Health Informatics and Radiology businesses. In recognition of her leadership in the role of Director of Marketing for Radiology Ultrasound, Meera was awarded the Pinnacle Gold award for excellence in marketing at Philips Healthcare
Meera received her Ph.D. in Biomedical Engineering. As part of her PhD, she collaborated with medical device industry partners in the areas of cardiac signal processing and defibrillation techniques. While at Philips, Meera completed several leadership development and executive education programs through Harvard Business School, Babson College and The Center for Creative Leadership.
Global Strategy Head, VP, Digital Platforms
Ascensia Diabetes Care, Switzerland
Jazz is a broadly experienced commercial leader and business strategist in both mature and emerging markets, with expertise in digital health/mHealth, medical device, pharmaceuticals, diagnostics and service organisations. In his current role he is responsible for the strategy, development and commercialization of new digital service business models in the emerging Interconnected Diabetes Management space and for the ongoing global commercialization of Contour NEXT/PLUS ONE meter and app system - now launched in 30 countries. Jazz is also responsible for new feature roadmap and release strategy for Contour Diabetes Application and for driving partnerships to explore new revenue stream development including licensing of digital technologies to be integrated into existing applications.
Vice President Global Customer Marketing & Education
Cristina Crisan Tran leads the Global Customer Marketing & Education department at Straumann, responsible for strengthening the Straumann brand and driving sales through engaging global marketing initiatives, customer education and professional key opinion leader (KOL) management. Cristina positioned Straumann as the most patient centric Edentulous solutions provider in the dental industry, developed a program (SMART) to successfully tap into a growing general practitioner segment and gave a voice to women in implantology (WIN), making Straumann a brand of choice.
Before joining Straumann, Cristina held various leadership positions in Sales and Marketing at
Sonova, where she drove subsidiaries’ turn-around and transformation projects, developed and championed the worldwide adoption of a value-based customer segmentation that revolutionized Sonova’s go-to-market approach and improved customer loyalty through churn modeling with predictive analytics. With a strong knowledge of pricing mechanisms as well as proven experience in successfully managing multiple global product launches, Cristina also contributed substantially to the average selling price and market share growth of Sonova to become the world leader in hearing solutions.
Cristina holds a doctoral degree in Business Administration from the University of St. Gallen.
Director, Market Access
Association of British HealthTech Industries (ABHI), UK
Andrew has responsibility for ensuring that processes are aligned and optimised to support the introduction and uptake of technologies and best practices. This entails creating an ongoing dialogue between industry and policy makers to ensure efficient and effective access and payment structures are created and maintained.
In addition to the Market Access portfolio Andrew also leads on the ABHI Ethics and Compliance program. This includes credentialing, Code of Business Practice and Human Rights.
Having graduated with a degree in Applied Physics, Andrew entered the commercial environment and has gained over 20 years’ experience in the medical devices industry having worked within medical technology divisions of household names such as Thorn EMI, Philips and Bristol-Myers Squibb. He has held roles covering UK and international marketing, market access and business development working with both capital and consumable equipment.
Vice President, Interventional Oncology and Spine EMEA
Merit Medical Systems, Slovakia
Specialties: Expert in Medical Devices for Surgery with 18 years experience General surgeon 18 years international experience (Europe) wherefrom 8 years in sales and marketing in Eastern Central Europe and Middle East)
EMEA Strategy & Market Insights
Abbott Diagnostics, Germany
A committed manager with long-term experience in Sales, Marketing & Business Development of Life Science products. Experienced in markets for discovery research ( Automation & Consumables); translational medicine & diagnostic as well as for cellular therapy and therapy monitoring. A profound scientific background supplemented with a business & marketing degree and a personal focus towards concepts for personalized medicine. Proven leadership capabilities including managing and motivating sales teams and cross - functional global Project Teams. Experienced in Change-Management.
Group Manager, Hospital Channel Marketing
Intuitive Surgical, USA
Within the Global Hospital Channel Marketing function at Intuitive, Emily leads a team focused on empowering providers to realize and deliver both clinical and economic value. Prior to Intuitive, she spent six years at Medtronic developing value-based initiatives within marketing, and eventually as part of the Global Health Economics & Reimbursement organization. Until 2017, Emily served as Director of Global Market Access at Roche, where she was responsible for health economic evidence development in support of women’s health in Europe and Asia. She received her undergraduate degree from Princeton and MBA from Duke.
Executive Vice President MosaiQ™ Commercial
Martin Fuhrer currently serves as Executive Vice President MosaiQ™ Commercial at Quotient, a 400-strong commercial-stage diagnostics company. Martin defines his role as the Chief Customer Champion for the company’s ground-breaking MosaiQ™ transfusion testing platform. Since 2015, he has been building a global commercial team that serves as the voice of customers and helps get the organisation ready to take the MosaiQ™ system to market. In his current role, Martin works to bring to life his belief that “value lies in the eyes of the beholder” – and to transform it into a competitive advantage for Quotient.
For this presentation, Martin draws on his more than 30 years of management experience leading sales, marketing and business management teams at global in-vitro diagnostic companies, such as Siemens Healthcare (now Healthineers), Dade Behring and DuPont. Through these roles, he grew his management skills in business development and strategic partnerships. But he takes greater pride in his achievements as a leader who has built new teams and implemented organisational changes, while growing revenues.
Having lived and worked in Germany, the US, Singapore and Switzerland, Martin has honed his intercultural skills to tackle the challenges of building customer relations in today’s globalised economy. Today, Martin lives with his wife and their two children in Frankfurt am Main in Germany.
Business Development Director
Xstrahl Group, Russia
Julya A. Zuenkova, MD, has a medical background working as clinical doctor and healthcare deputy director, implemented LEAN and clinical audits into Russian healthcare system, uses social marketing tools.
From 2010 she is working in MedTech field and has a big experience in manufacturing companies and also distributor company experience. She was working with different types of medical devices – innovative devices, consumables and capital equipment at radiology, cardiology, endovascular fields.
Within her career she was working in emerging markets: Russia, CIS and participated in APAC and EMEA projects.
Julya Zuenkova has marketing degree and is a Certificated Expert in Marketing Communication, Member of Marketing Guild Union.
Digital Analyst, Global Digital Marketing
Abbott Rapid Diagnostics, Ireland
Dáire is a digital analytics expert who heads up global digital analytics for the Rapid Diagnostics division of Abbott Laboratories. He is responsible for digital analytics strategy, implementation and reporting for 30+ websites in 17 languages.
Prior to joining Abbott, Dáire was Web Analytics Manager at Alison.com, a high traffic e-learning website with over 12 million learners in 190 countries. At Alison, Dáire delivered 100% YoY customer growth through data driven marketing and design. He has a Bachelor of Business from the University of Limerick and a Postgraduate Diploma in Data Analytics from University College Dublin.
Head of Health Economics and Healthcare Management Division, Kozminski University
Principal Senior Consultant, Global Market Access, Straub Medical, Switzerland
Katarzyna Kolasa has more than 20 years of academic and business experience in the healthcare sector. She holds a PhD degree in health economics and is an author of more than 60 publications. Katarzyna Kolasa reviews manuscripts submitted to Health Policy, Value in Health, Expert Review of Pharmacoeconomics & Outcomes Research, International Journal for Equity in Health and International Journal of Technology Assessment.
Katarzyna Kolasa heads the Health Economics & Healthcare Management Division (HeM) at the Kozminski University. She is the leader of the International Master Program Health Economics & Big Data at the Kozminski University financed by the research grant of the National Center for Research and Development which was listed as the best project in the POWER 2018 call.
In the past, she worked at both global and regional Health Economics & Outcomes Research (HEOR) functions at AstraZeneca and BiogenIdec being based in Sweden and Switzerland respectively. At Bristol Myers Squibb and Lundbeck she was leading Market Access teams in Central Eastern European (CEE) and Nordic Region. Her practical skills in the field of health economics were developed at the Kalmar County Council in Sweden as well.
For the last five years, she has been developing experience with the pricing &reimbursement challenges in the field of medical devices. Since 2016, Katarzyna has been representing Straub Medical as Global Market Access Lead being the External Principal Consultant for that Swiss family owned company. Before that, Katarzyna was employed as a Senior HEOR Director at GE Healthcare.
Her extensive knowledge in the field of health economics was acquired at University of York, University of Lund, and University of Bergen as well as during International Doctoral Courses in Health Economics and Policy organized by the Swiss School of Public Health.
Katarzyna was nominated by the Ministry of Science to represent Poland in the COST Action CA17117, COST Association „Towards an International Network for Evidence-based Research in Clinical Health Research”. Since January 2019, she is working on the establishment of Global Special Interest Group for Digital Health at ISPOR.
Senior Manager, Global Pricing & Competitive Portfolio Analytics Team
After finishing his European Finance and Accounting studies in Bremen, Germany (Dipl.-Betriebswirt) and Leeds; England (BA (Hons)) plus obtaining an MBA in Edinburgh (Scotland), Tobias Happel worked for almost 2 years as a consultant for financial Application at Oracle. For the last 17 years he was in different finance and pricing roles at Philips Medical in Böblingen (Germany) with growing responsibilities ending up in a global pricing responsibility in the Value Segment Solutions Equipment and MR Patient Care. In 2014 he was accredited as Certified Pricing Manager from the European Pricing Platform. Besides that, for the last 18 months he also led a value based pricing project in the MR Patient Care environment and is adapting some key learnings to other strategic value based pricing projects.
Medical Devices - Clinical Lead, Medical Physics & Clinical Engineering
Nottingham University Hospitals
NHS Trust, UK
David Williams is the Medical Devices Clinical Lead for Nottingham University Hospitals NHS Trust (NUH). Nottingham University Hospitals is currently the fourth largest NHS Trust in the UK with approximately 15000 staff and 1900 patient beds.
He has been a registered nurse 1989, holds a degree in Advanced Clinical Practice and has advanced critical care qualifications.
David has held senior positions in primary and secondary care. He has previously worked as a clinical advisor in industry providing advice and leadership around medical devices training and competency management for health care professionals, distributors and sales teams in the UK and internationally.
David manages the medical devices training unit. He has put in place governance processes and a robust competency management & reporting system for all staff groups. He is the deputy medical devices safety committee and sits on the medical devices management committee.
David is passionate about patient safety, ensuring healthcare professionals are empowered to deliver safe, and effective care through competency based training and assessment.
Former Chief Innovation Officer
America’s Health Insurance Plans (AHIP), USA
Rahul is currently responsible for collaborating with C-level executives at his Health Plan/IDN collaborating organizations as well as across multi-institutional stakeholders to develop and implement innovative frameworks and unique approaches that lead to accelerated adoption of mission critical initiatives that ensure the delivery of high quality care and improve consumers ability to receive needed care all while driving down the cost of care received. Rahul has extensive practical knowledge in creating new, multi-stakeholder, collaborative innovative models and solutions as well as integrating next gen digital health solutions that optimize the utilization of appropriate care measures. His role expands to include the creation of innovative care pathways, normalizing and sharing of data assets for proper segmentation, developing actionable and personalized programs and tools that ensure measurable behavior change imperative for desired health outcomes. He continues to help develop, test, measure and iterate innovative initiatives that increase efficiencies for all key Healthcare stakeholders as they collectively focus on outcomes-centric care. Rahul's most recent brainchild was The AHIP Innovation Lab based in Chicago's West Loop and the quantifiable co-innovation methodology he and the team have proven viable across the ecosystem. He is responsible for creating the Lab's one of a kind concept, continues to fulfill its mission of delivering an invaluable resource for Payers, Providers, Consumers and other essential entities and solution providers. He has led all of the Lab’s 100+ collaborative and confidential Solution Working Groups that involve individual payers, providers, employers, consumers, manufacturers, MedTech, innovative solution providers and the Lab's trusted and crucial thought leaders and SME partners. Prior to joining AHIP, Rahul held a leadership role as a founding employee of a successful digital Healthcare start-up based in Washington DC. Along with the company's co-founders, Rahul was instrumental in developing a multifaceted consumer tool as well as leading the company's "go to market" strategy resulting in successful market penetration and revenue growth for the industry's first consumer-led shared decision making and treatment selection platform. Rahul was recently named one of the Smart Health’s 2018 Excellence In Healthcare Transformation award, the American Journal of Health Promotion's 2017 Innovators and Game Changers and is recognized as Accenture Perspectives: Minds Driving the Future of Business. In 2017, Frost & Sullivan presented Rahul and his Lab with one of their highest honors, their Global Visionary Innovation Leadership Award. He is a graduate of the University of Michigan-Ross School of Business and lives in Washington DC.
Executive Board Member
Portuguese Institute of Oncology, Porto
Francisco Nuno Rocha Gonçalves is a professional economist and manager who has specialized in the healthcare industries. Has had experience with both providers of care, pharma and IT, as well as academic / research institutions and projects.
He is a board member of IPO Porto, the largets cancer center in Portugal, acting as COO and CFO. He is a Professor and investigator in several institutions. He has participated in several panels and conferences on topics related to Health Management. He has publications and belongs to several international teams working in Health Management projects.
He has a PhD in Management by ISEG - Lisbon University, college degree and master on Economy by Faculdade de Economia do Porto - Porto University. He acted also as a consultant and teacher in Health Economics, working with international and national companies in the strategic and financial value of their offer.
Lead in Technology & Population Health
RAND Health, USA
Harry Liu is Lead in technology & population health at the RAND Corporation, Health Advisor Services. He specializes in evaluating new medical technologies and emerging value-based business models. Trained in medicine and healthcare policy, he has extensive experience using economic and policy analyses to support decision-making for technology companies, professional societies, and government agencies, such as measuring the value of novel technologies, assessing the economics of value-based models, setting coverage and reimbursement strategies, and communicating the economic value of innovations.
Leader, Healthcare Lab
Royal College of Art, UK
Jonathan has spent 14 years working in design in healthcare, and leads the Healthcare Research Space at the Helen Hamlyn Centre for Design at the Royal College of Art. Jonathan's research interests include design for patient safety and inclusive design. His work on a new resuscitation trolley for the National Patient Safety Agency won two Medical Futures Innovation Awards and completed successful clinical trials prior to manufacture. He has shaped high profile projects such as Design Bugs Out and Design for Patient Dignity with the Department of Health and Design Council, as well as supervising projects with partners ranging from ArjoHuntleigh to the Medical Defence Union. He was Design Lead on the EPSRC-funded project, ‘Designing Out Medical Error’. This three-year multidisciplinary project in collaboration with Imperial College, London, looked at the role design can play in reducing medical error on hospital wards. This award-winning project pioneered methods of collaboration and has resulted in a suite of designs for the hospital ward, and paved the way for the HELIX Centre, where Jonathan was seconded. His work has been published internationally in journals, books and as papers.
CEO and Founder
Ernesto is the Founder and Managing Director of ValueConnected. He has over 23
years of experience leading healthcare strategies to drive access and expansion for new products, developing value propositions for both public and private stakeholders and assessing global market opportunities. He has worked for both government agencies and global healthcare companies in roles ranging from strategic marketing and new product development to health economics and reimbursement. Ernesto has led several Market Access projects across Europe, US, Middle East and Latin America. Ernesto holds an MBA from the University of Texas at Austin and is fluent in English, Spanish and Portuguese.
With over 20 years management consulting experience, Mark has led multiple large-scale sales transformation projects spanning strategy, operating model redesign, process re-engineering and program management, and sales force effectiveness. He possesses deep industry expertise across Medical Devices, Pharma, IT and Consumer goods, having worked with clients across Europe, Asia Pac and the Middle East including GE Healthcare, J&J, Medtronic & Philips. Mark has a First Class Masters of Engineering from the University of Manchester and ICAM (France); and a post graduate diploma from Cambridge University. When he is not running around with his two young kids, Mark loves to get into the water and bust some waves, alongside annoying Velcro clad cyclists on his electric assisted bicycle.
Being married to a yoga teacher, connecting with the spiritual side of life is also an everyday passion for him.
Huron Consulting Group, USA
Chris Easley is a Managing Director at Huron Consulting Group, with responsibility for access and pricing. Chris has over 18 years’ experience in consulting to the pharmaceutical industry with experience spanning P&R and commercial strategy. His interests span both product-related strategy work as well as access capability building and process excellence. He has particular expertise in value based approaches including value demonstration, innovative pricing and value communication and brings extensive experience in rare disease and speciality therapeutics.
Director, Life Sciences
Huron Consulting, UK
Sotiris has been working with market access, marketing and policy teams of Fortune 500 Life science companies to assess health system trends and stakeholder needs, develop value propositions for innovative medical technologies and develop Access strategy.
Prior to joining Huron, Sotiris held senior positions at Boston Healthcare Associates and GfK Market Access where he lead teams on various commercial, pricing & market access and marketing engagements at the product- and portfolio- level.
Sotiris started his consulting career at IMS Consulting group working in the Pricing and Market Access practice.
Sotiris has expert working knowledge in various quantitative and qualitative methodologies and research tools (e.g., conjoint, MaxDiff, MCDA, virtual ad boards, IDIs, scorecards).
• Access strategy
• Payer and Provider dynamics
• Value proposition development
• Innovative Business models
• PhD in Strategic Management, Warwick Business School (Economic & Social Research Council fellow)
• M.Sc. International Health Management, Imperial College London
Ellen Atkinson is an Account Executive at Showpad, working with global companies from the Medical Devices, Healthcare, and Pharmaceutical industries. With a degree in Dietetics, and a background in Healthcare Consulting, Ellen has experience driving efficiency across healthcare systems globally. Most recently, Ellen has supported MedTech companies drive productivity through implementing sales enablement solutions.
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.
Senior Client Engagement Director
Cetas Healthcare Insights, USA
Dushyant is Senior Client Engagement Director at Cetas Healthcare and has 9 years of experience in Medical Technology market research and consulting. He has extensive experience in working with global and regional marketing and sales team and has helped several MedTech clients in NPI, new business model innovation, commercialization strategy, market development & penetration.
At Cetas Healthcare, he is primarily responsible for engaging and developing client relationships. He is also responsible for managing the US business for Cetas HC.
Dushyant holds a Bachelor Degree in Pharmacy from Birla Institute of Technology and Science (BITS), Pilani, India.
Cetas Healthcare Insights, Netherlands
Sumit is the founder of Cetas Healthcare - a global firm specializing in customer insights and strategy for the medical devices industry.
Sumit leads the global and regional engagements to provide critical commercial advice to senior executives of medical devices and diagnostics companies. Sumit brings a unique skills set to the assignments by drawing upon his extensive international healthcare industry experience, rigorous approach to market research tools and techniques, and strong commercial acumen.
Managing Director, MD squared
Claus Schaffrath, MD MSc, is a physician and electrical engineer with 20 years of experience in the hospital and medical device industry. He is the founder of MD squared, a company providing Medical Consultancy for Medical Devices. MD squared offers Medical Competence, Regulatory Support, and driving Value Creation via structured programs for Product Claim Management.
VP, Marketing and Communications
Mads has worked at Agnitio for 6 years. At Agnitio he is part of the 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.