Event Overview

The MedTech Commercial Leaders Forum is Europe’s leading event focused on next generation methods to achieving commercial excellence specifically in the medical device sector. Senior commercial, sales and marketing executives will get together to discuss new ways to:

  1. Transform commercial strategy to become, less product-focused, but more customer-centric and outcomes-based
  2. Achieve market access by demonstrating economic value to budget-constrained healthcare stakeholders
  3. Optimise internal capabilities to enable the commercial organization to satisfy diverse customer needs
  4. Unlock the power of digital, social media and other innovative marketing channels to communicate more effectively with customers in innovative ways
  5. Enhance sales force and distributor effectiveness with novel customer-focused communication strategies, value-demonstration tools and physician training programs
  6. Increasing commercial effectiveness by utilizing the power of technology to improve competitive intelligence and achieve and benefit from untapped, actionable market insights

Speakers List

MedTech Industry Commercial Thought Leaders

Vice President Integrated Health Solutions, Europe - Middle East & Africa
Medtronic, Switzerland

Head of Business Unit Orthotics
Otto Bock Healthcare, Germany

Former Executive Vice President Global Sales & Business Development
VirtaMed

Managing Director
Vygon, Spain

European General Manager
Syncera, UK

Head of Strategy & New Business Development Community Care Venture Lead
Philips Africa, South Africa

Head of Operational Excellence, Global Retail
Widex, Switzerland

Senior Commercial Director
Smith & Nephew, Switzerland

Senior Global Manager for Channel Development & Analytics, Patient Care and Monitoring Solutions
Philips, Germany

Director Sales Training and Development
Abbott, Belgium

Head of Sales and Marketing, Senior Vice President
Philips Patient Care and Monitoring Solutions, Germany

Kye Kim

Director Commercial Excellence | Restorative Therapies Group EMEA,
Medtronic, Switzerland

Marketing Director, EMEA
Dexcom, UK

Director Marketing Communications, Conventions & Brand EMEA
Medtronic, Switzerland

Commercial Development Director
Essilor, Denmark

Market and Business Insights Manager Europe and Canada
Smith & Nephew, Switzerland

Vice President South Western Europe
Fresenius Medical Care, Spain

Head of Strategic Planning - Product Value Management
Fresenius Medical Care, Germany

VP Sales and Marketing
Medisanté 

Hospitals & Health Systems

Chief Digital Officer and Senior Vice President for Technology Innovation and Consumer Experience
Thomas Jefferson University and Jefferson Health System, USA

Expert Solution Provider

Director, EMEA
Blackdot, UK

Managing Director
Cetas Healthcare Insights, Netherlands

VP Client Relations
Cetas Healthcare Insights, Norway

Senior Client Engagement Director
Cetas Healthcare Insights, USA

EMEA Practice Lead, Capability & People Advisory
Blackdot, UK

Managing Director
ClearView Healthcare Partners, USA

Chief Executive Officer
Agnitio, Denmark

Ben Modley

Director of European Operations
ValueConnected

Vice President
Boston Healthcare

Sales Transformation Leader
Showpad, Germany
 

Managing Director, MD squared
Consultant, Cetas Healthcare
The Netherlands

Commercial Director
Pitcher AG

Event Structure

Photo Gallery

Event Program

Innovative Business Models for MedTech

Day 1 - 20th February, 2018
08.00
Registration & Coffee
08.40
Chairperson’s Opening Remarks

Managing Director
ClearView Healthcare Partners, USA

INNOVATIVE BUSINESS MODELS

08.50
Servitization in the MedTech industry
  • How after the ‘Big Iron’ also Patient Monitoring and Ventilation solutions move into ‘rental, MES, pay per use’ and finally Pay per outcomes.
  • How Philips moves to delivering outcomes, not products
  • Examples that Philips has developed with customers across the world
  • Barriers and opportunities

Head of Sales and Marketing, Senior Vice President
Philips Patient Care and Monitoring Solutions, Germany

09.20
New business and commercial models to adapt to a Value Based Healthcare environment
  •  Services and Solutions to create value beyond the device
  • Addressing cultural, regulatory and procurement barriers
  • Innovative commercial models to establish long term partnership
  • Go-to-market approach to minimize friction with traditional sales models.

Vice President Integrated Health Solutions, Europe - Middle East & Africa
Medtronic, Switzerland

COMMERCIAL MODELS TO BECOME A VALUE-ADDED PARTNER TO HEALTH SYSTEMS

09.50
Transforming to a Customer Centric Go-to- Market Model in Med Tech
  • Understanding the shifting buyer universe.
  • Defining the organisation of the future.
  • Key challenges & opportunities when transforming your business around the customer.
  • Outlining different transformation pathways depending on your organisational imperative & operational maturity.

Director, EMEA
Blackdot, UK

EMEA Practice Lead, Capability & People Advisory
Blackdot, UK

10.20
Networking & Coffee Session
10.50
Transforming treatment excellence in valuable customer solutions
  • How to use internal excellence to overcome market challenges?
  • How develop offers beyond products creating valuable solutions for customers?
  • How to establish a holistic marketing & sales approach and drive implementation and roll-out from a regional perspective?

Vice President South Western Europe
Fresenius Medical Care, Spain

Head of Strategic Planning - Product Value Management
Fresenius Medical Care, Germany

11.20
Successful marketing claims in current regulatory environment
  • Current and future regulatory environment
  • How is the industry geared to address these changes?
  • What are the constructs of an ideal marketing claims strategy?
  • What are the gold standard practices for marketing claims?
  • How to deal with unsuccessful claims?

Managing Director
Cetas Healthcare Insights, Netherlands

Managing Director, MD squared
Consultant, Cetas Healthcare
The Netherlands

11.50
Value-Based Selling: are we there yet?
  • What is Value and how to quantify it?
  • “Doctors love my product, but I still cannot sell it” - an evolving balance of power
  • Do I need Reimbursement? What are the risks?
  • “Your product is too expensive”: fact or misperception?
  • Case example: from “easy-to-use” to “cost-saving”
  • Practical recommendations for Value-Based Sales
Ben Modley

Director of European Operations
ValueConnected

12.20
Luncheon Break
13.20
Elevating the market access competency to maximize business impact
  • Becoming an integral partner in strategic business decision making
  • Organizing the competency in today’s value-based healthcare (VBHC) environment
  • Case studies

Vice President
Boston Healthcare

LEVERAGING DIGITAL TECHNOLOGY

13.50
The Digital Future NOW: How we can build a transformative digital future for healthcare today
  • State of the industry: Consumer-oriented digital technologies disrupting healthcare now and into the future.
  • How do we evolve? Key concepts that can help us make the quantum leap into the future faster than other industries.
  • A vision of the future of healthcare.
  • Delivering the future through self-inflicted revolutions of change.
  • Next steps: Let’s go invent tomorrow, today…

Chief Digital Officer and Senior Vice President for Technology Innovation and Consumer Experience
Thomas Jefferson University and Jefferson Health System, USA

14.20
Game changing examples of how the use of digitization can potentially change and disrupt current business models in MedTech

Head of Business Unit Orthotics
Otto Bock Healthcare, Germany

14.50
Utilization of Virtual Reality Surgical Training Tools
  • Understanding the Leverage Potential of VR based surgical simulation.
  • Dimensions of Return on Education.
  • ProfEd Utilization of VR based surgical simulation.
  • ComEd Utilization of VR based surgical simulation.
  • Future Starts Today.

Former Executive Vice President Global Sales & Business Development
VirtaMed

15.20
Networking & Coffee Session

CORPORATE SOCIAL RESPONSIBILITY

15.50
How can an effective CSR strategy become your most effective commercial tool?
  • Why CSR is always good for your business?
  • How can you achieve it in an easy and effective way?
  • What is our experience at Vygon Spain and other success stories?

Managing Director
Vygon, Spain

16.20
How to create impact in under-served markets: An eco-system platform approach
  • Improving access to quality care in the primary care segment in Africa
  • A journey beyond medical devices and CSR to approach key challenges in a holistic way.
  • The real innovator of the future need to be able to bring an ecosystem together to harvest capabilities and orchestrate efforts around a common goal.

Head of Strategy & New Business Development Community Care Venture Lead
Philips Africa, South Africa

16.50
Panel Discussion: Innovative Business Models for MedTech & Diagnostics
  • How can further integration & partnerships with healthcare systems be achieved?
  • Assessing the importance of the market access environment for devices; and how can an effective demonstration of economic value enhance your product’s commercial potential?
  • What impact will digital transformation have on future business models in MedTech?
  • How commercial analytics are reshaping the future of MedTech: Data-driven and informed strategic decision making.
  • Patient-centric approaches: Where and how does this fit into your commercial strategy?

Head of Business Unit Orthotics
Otto Bock Healthcare, Germany

Former Executive Vice President Global Sales & Business Development
VirtaMed

Managing Director
Vygon, Spain

Head of Sales and Marketing, Senior Vice President
Philips Patient Care and Monitoring Solutions, Germany

Chief Digital Officer and Senior Vice President for Technology Innovation and Consumer Experience
Thomas Jefferson University and Jefferson Health System, USA

Director, EMEA
Blackdot, UK

17.30
Chairperson’s Closing Remarks
17.40
End of Day One
18.30
Exclusive Complimentary NETWORKING DINNER for all participants

Sales Force Effectiveness & Distributor Management for MedTech

Day 2 - Stream 1 (AM) - 21st February, 2018
08.30
Registration & Coffee
08.50
Chairperson’s Opening Remarks

Director, EMEA
Blackdot, UK

INNOVATIVE APPROACHES TO SFE

09.00
Should we start incentivising sales managers based on profit as opposed to revenue? What happens when you do? A case study

European General Manager
Syncera, UK

09.30
RSM’s: Senior management’s primary lever to drive Sales Force Effectiveness
  • Why developing excellence in the RSM function is critical to sales performance
  • What are the key RSM building blocks?
  • How can you accelerate RSM ramp up?
  • Why continuously building commercial capabilities is a non-negotiable?

Head of Operational Excellence, Global Retail
Widex, Switzerland

10.00
The Journey of a Top 20 MedTech Sales Enablement Project
  • Situation before the project start
  • Evaluation process and piloting
  • Implementation approach
  • Outlook for the future

Commercial Director
Pitcher AG

10.30
Networking & Coffee Session - Sponsored by:
11.00
The best buyer experience wins - How to use digital to leave a mark with the empowered buyer
  • Empowered buyer teams force Marketing & Sales to step up their game
  • Marketing can support sales teams to become more solution-centric
  • Sales teams can go beyond the expected and impact the modern day buyer
  • Ceterix, bioMérieux and ARGEN use sales enablement technology to step change Marketing and Sales alignment and grow sales productivity.

Sales Transformation Leader
Showpad, Germany
 

11.30
Customer engagement & account management in MedTech: A case study
  • Why do we focus on Key Account Management?
  • Key Account Management journey with sales organization
  • Learnings and adaptation of the key account management methodology

Senior Commercial Director
Smith & Nephew, Switzerland

ORGANIZATIONAL CAPABILITY DEVELOPMENT

12.00
How to make sales capability development part of the global commercial excellence strategy?
  • Philips: Capability development and commercial excellence strategy.
  • Maturity assessment: Understanding the capability level of a given sales organization.
  • Global study: Benchmarking sales organizations by capability development maturity and business performance.
  • Moving ahead: Activating influencers and measuring business impact.

Senior Global Manager for Channel Development & Analytics, Patient Care and Monitoring Solutions
Philips, Germany

12.30
Panel Discussion: Innovative approaches to achieving sales force effectiveness for MedTech
  • What types of digital technologies are most likely to impact sales force effectiveness in the near future, and how?
  • How to effectively implement customer-centric approaches to your sales strategy?
  • Tips & Tricks: Managing your distributor network when they are under performing.
  • Examples: Effectively working in partnership with distributors to achieve win-win outcomes.

European General Manager
Syncera, UK

Head of Operational Excellence, Global Retail
Widex, Switzerland

Senior Commercial Director
Smith & Nephew, Switzerland

Senior Global Manager for Channel Development & Analytics, Patient Care and Monitoring Solutions
Philips, Germany

13.00
Luncheon Break

Training & Education for MedTech

Day 2 - Stream A (PM) - 21st February, 2018

TAKING TRAINING & EDUCATION TO THE NEXT LEVEL

14.00
How is the shift in buying power influencing commercial strategies? Building strategic partnerships with non-clinical buyers
  • The shift in the buying power: Understand your position in the buy-sell hierarchy
  • Define the key stake holders and their influence level
  • Understand your personal negotiation style and the one of your customer
  • Develop your health economics and financial knowledge
  • Discover the partnership expectations
  • Finalize a value proposition to the economical buyer

Director Sales Training and Development
Abbott, Belgium

14.30
Connecting sales training – review – sales enablers to truly support strategy to execution
Kye Kim

Director Commercial Excellence | Restorative Therapies Group EMEA,
Medtronic, Switzerland

15.10
Networking & Coffee Session
15.30
Panel Discussion: Best practices for MedTech training and education
  • Defining KPIs for the clinical training teams to demonstrate to internal stakeholders the positive impact that these functions are having on key stakeholders and product performance.
  • Utilizing new innovative methods for learning into your sales strategy: (E-Learning, M-Learning, Videos, On-line & Social media)
  • The utilization of simulation based training tools that allow clinical trainers to educate customers on products with handson experience in realistic scenarios.

Director Sales Training and Development
Abbott, Belgium

Kye Kim

Director Commercial Excellence | Restorative Therapies Group EMEA,
Medtronic, Switzerland

16.00
Chairperson’s Closing Remarks
16.10
End of Day Two

Multi-channel & Digital Marketing for MedTech

Day 2 - Stream 2 (AM) - 21st February, 2018
08.30
Registration & Coffee
08.50
Chairperson’s Opening Remarks

Managing Director
Cetas Healthcare Insights, Netherlands

NEW GENERATION MARKETING STRATEGIES

09.00
What can the medical device industry learn from other industries in terms of digital marketing and commercial approaches?
  • Using case-studies and real-world examples, a focus on the continued rise and success of digital marketing.
  • Harnessing the power of data to iterate, validate and grow.
  • Maintaining ROI whilst delivering the best user-experience.

Marketing Director, EMEA
Dexcom, UK

VENDOR MANAGEMENT

09.30
Vendor Management Strategies: Understanding how to best integrate external solution providers in your marketing operations model
  • Vendor framework.
  • Selection, management, and assessment
  • Long-term partnership, knowledge sharing. and continuous innovation.

Director Marketing Communications, Conventions & Brand EMEA
Medtronic, Switzerland

CUSTOMER-CENTRIC APPROACHES

10.00
Create customised digital experiences for payers and HCPs

Explore how new digital technologies enhance your customer interactions and deliver real commercial benefit 

  • Understand how your customers’ needs have changed
  • Learn how digital technology enables you to respond to these new challenges
  • Explore how virtual engagement technologies create new opportunities
  • See real-life examples of how digital solutions have transformed customer relationships
  • Bringing it all together: learn how to use the data to extend commercial opportunities

Chief Executive Officer
Agnitio, Denmark

10.30
Networking & Coffee Session - Sponsored by:
11.00
Opportunities for digital technologies and services to drive value and access for Medtech
  • What does the new world of medtech and digital health look like?
  • How can digital technologies and services enhance the value of devices in a meaningful way to payers?
  • How will these innovative solutions be regulated and reimbursed?

Managing Director
ClearView Healthcare Partners, USA

11.30
Marketing development and growth through customer engagement
  • Innovative approaches to achieving success in product launch and marketing campaigns for medical devices.
  • How to succeed when white papers and surveys are not enough – without dropping the price.
  • Insight into why co-development and customer engagement is a way to growth.
  • How and when to create success through customer engagement.
  • Understanding customer needs and challenges through codevelopment of marketing materials in product launches and improve credibility and launch success..Using mobile devices to differentiate.

Commercial Development Director
Essilor, Denmark

INNOVATIVE MARKETING FOR MEDTECH

12.00
The future of medical devices is software-defined. So what for healthtech marketing?
  • The IT-industry moved from hardware-centric siloes to software-defined cloud platforms. The same fate for medical devices? 
  • How can product management support the move from connected devices to connected care – delivered as-a-Service (aaS)? 
  • How can caregivers and health authorities make the most of IoT, cloud and connected medical devices while empowering patients? 

VP Sales and Marketing
Medisanté 

12.30
Panel Discussion: Multi-channel and digital marketing for MedTech
  • Digital and multi-channel approaches that are effective in improving customer engagement and driving commercial success.
  • What are the key performance metrics (quantitative and qualitative) to demonstrate marketing performance & ROI for marketing activities?
  • What are the new potential channels medical device companies could explore and possibly take advantage of, when designing multi-channel marketing strategies?

Marketing Director, EMEA
Dexcom, UK

Director Marketing Communications, Conventions & Brand EMEA
Medtronic, Switzerland

Commercial Development Director
Essilor, Denmark

13.00
Luncheon Break

Market Intelligence & Customer Insights for MedTech

Day 2 - Stream B (PM) - 21st February, 2018

NEXT GENERATION OF MARKET INTELLIGENCE FOR MEDTECH

14.00
From NPS to an actionable customer centric listening program: A global approach
  • Moving beyond NPS
  • Engaging a global team to get local customer insight
  • Maintaining the focus on the customer
  • Driving the global process forward.
  • It’s not just the numbers: Tell the story of the customer

VP Client Relations
Cetas Healthcare Insights, Norway

Senior Client Engagement Director
Cetas Healthcare Insights, USA

14.30
Networking & Coffee Session
15.00
Market data for good decision making: Assessing availability and reliability
  • Meaningful market segmentation
  • Trustworthiness of market data sources
  • Reality-check in decision making process

Market and Business Insights Manager Europe and Canada
Smith & Nephew, Switzerland

15.30
Panel Discussion: Market Intelligence & Customer Insights for MedTech
  • How are commercial analytics reshaping the future of MedTech? Enabling ”smarter” business models.
  • What lessons can be learned from other industries and how they leverage competitive intelligence capabilities to enhance market research and business effectiveness?
  • The role of commercial big data to facilitate better corporate intelligence to develop a long-term corporate strategy and operational effectiveness.

Marketing Director, EMEA
Dexcom, UK

Market and Business Insights Manager Europe and Canada
Smith & Nephew, Switzerland

VP Client Relations
Cetas Healthcare Insights, Norway

VP Sales and Marketing
Medisanté 

16.00
Chairperson’s Closing Remarks
16.10
End of Day Two

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.

Event Partners

Speaker Biographies

Frederic Noel

Vice President Integrated Health Solutions, Europe - Middle East & Africa
Medtronic, Switzerland

Frederic Noel is responsible for the establishment of and leading Medtronic’s Services & Solutions business in EMEA since 2012. Prior to this, he held the role of Vice-President, Supply Chain for Medtronic International.
Frederic has over 25 years of experience in the medical device and consulting industries and has a wealth of experience in strategic planning, business transformation and operations management.
Before joining Medtronic, Frederic worked for a number of companies including Boston Scientific, Kuehne & Nagel, and Accenture, where he was responsible for Operations strategy, Supply Chain management and integration of acquired companies.

Frank Bömers

Head of Business Unit Orthotics
Otto Bock Healthcare, Germany

Global business unit head; Frank Bömers is leading International Product Management, strategic business development and portfolio Management for
Orthotics. He is also responsible for the consumer brand Rehband, Stockholm. Currently Frank leads different initiatives to implement digital transformation in traditional business concepts. Before joining Otto Bock Healthcare in July 2014 Frank was holding different positions with DJO Global as VP Marketing; VP Sales and from 2011 as Managing Director for the DACH region.

Roland Hilgers

Former Executive Vice President Global Sales & Business Development
VirtaMed

Roland joined VirtaMed in December 2015. As graduate from Technical University Darmstadt with a Master’s degree in Movement Sciences, Roland spent the first half of his career focusing on rehabilitation of orthopedic patients in Germany, USA, Turkey, Austria and Switzerland.

After a Master’s degree in Economics from Swiss Marketing Roland focused on developing award winning sales and business development teams in different geographies and customer segments.

Prior to joining VirtaMed Roland worked 5 years as EMEA Business Development Manager for Cochlear, focusing on non-Direct markets and the leverage of value and educational selling.

Florent Amion

Managing Director
Vygon, Spain

He has led Vygon Spain to build a management model that allows people and processes to be aligned with the goal of making people a source of competitive advantage. This unique management model based on Positive Psychology,
Transformational Leadership, Competency Management and Transcendental Motivation has led him to inaugurate the first “Optimistic Building” in Spain in May 2014 as well as to design the “Hospital Optimistic Awards” in 2015. These projects have been recognized by different national prizes and publications in specialized magazines since then. Florent is also an executive coach and holds master degrees in B2B Marketing, Business Administration and European Business Law.

Bryn Davies

European General Manager
Syncera, UK

Bryn Davies is a commercial leader with over 16 years’ experience across a range of blue chip organisations for both product and service businesses. Following a role leading sales and commercial excellence for Smith & Nephew’s UK&I’s $250M business, Bryn’s recent focus has been on business model innovation working as EU GM for Syncera, a corporate start up within Smith & Nephew. This combined digital technologies to deliver value based healthcare solutions to global healthcare providers. Bryn leads by empowering teams through accountability; harnessing a growth mindset by being curious about how we need to continuously learn and adapt to ensure we improve ourselves, each other and our business. Currently Bryn is working for a digital start up with the goal of delivering safer surgery for all.
Bryn received a BSc in Biomedical Science from the University of Sheffield (UK) and an MBA from Warwick Business School (UK).

Christoph Castellaz

Head of Strategy & New Business Development Community Care Venture Lead
Philips Africa, South Africa

Christoph Castellaz, is an Austrian citizen by birth, but he has spent most of his professional career working in and for emerging markets within the healthcare domain. He has extensive experience across several business disciplines – having worked in sales, business development, marketing, channel management, customer service, and strategy.
Christoph joined the Philips Africa organization in 2013 as Head of Strategy & New Business Development with the objective of creating locally relevant technologies and solutions through the creation of a dedicated Philips Africa Incubator; he has eventually scaled one of the primary health/ community care ventures for Africa and is also the global program lead on the same.
Christoph is passionate about creating impact for people in underserved markets
and working with multidisiplinary teams across the End-to-End spectrum to bring a concept to reality and enable impactful execution.
Based in Johannesburg, South Africa he spends a considerable amount of time travelling to customer on the continent and to his team in the Netherlands.
Christoph holds a MBA from the Vienna University of Economics and Business.

Carl Williams

Head of Operational Excellence, Global Retail
Widex, Switzerland

Carl is currently Head of Retail Operational Excellence at Widex covering North America and Asia-Pacific. Widex was founded in Denmark in 1956 and today is one of the world’s largest manufacturers of hearing aids. With over 4,000 employees Widex operates in more than 100 countries around the world.
Carl has spent his entire career on the sharp end of international business development in direct sales, sales management, marketing and consulting. In addition to the medical devices industry Carl has gained experience in office systems, telecommunications and sports marketing & media. He insists that ultimately it is still all about people. He says: “There is no Leadership blueprint, it’s fundamentally about creating an environment which allows people to flourish.”
Outside of his professional life, Carl spends his time keeping himself and his family active in a range of sports activities with Cycling, Golf, Running and Ski touring at the top of the agenda.

Perng Chian Chew

Senior Commercial Director
Smith & Nephew, Switzerland

Perng Chian (PC) Chew, is a Senior Commercial Director for Smith & Nephew. She has 16 years of experience in strategic commercial initiatives and business development areas, in healthcare and power generation industries.  During PC’s 5.5 years in Smith & Nephew, she has been responsible for various commercial initiatives for driving profitable business growth, marketing and launch initiatives, strategic planning & market intelligence processes. Currently PC is leading a key account management and customer engagement program. She is continuously seeking commercial ideas and solutions that would add great value to the organisation. PC received a BSc. in Electrical & Electronics Engineering from the University of Tenaga National, Malaysia, and is certified in Project Management Professional (PMP).

Ana Ivanovic

Senior Global Manager for Channel Development & Analytics, Patient Care and Monitoring Solutions
Philips, Germany

Ana Ivanovic has more than 16 years of experience in the global MEDTECH arena.
At Philips she is a key liaison to marketing/business leadership, responsible for defining and implementing a strategy for organizational sales capability development worldwide. Within Philips Ana has lead a team responsible for Training and Sales Excellence in EMEA and has also developed the clinical consulting business in North America. In addition to organizational and business development, she has extensive experience in innovation management. She works with key opinion leaders to bring value-based solutions from ideation to commercialization. Her active engagement with academic communities includes numerous peer-reviewed publications, several patents and invited presentations. Ana holds a PhD degree in Technology Management from Eindhoven University of Technology (Netherlands) and an MSc in Biomedical Engineering from the University of Belgrade (Serbia).

Wim Stoffelen

Director Sales Training and Development
Abbott, Belgium

Wim Stoffelen has been active in the medical industry for over 20 years with a proven record in sales, clinical/ technical education as well as sales and leadership development. After having led the employee education department in EMEA he is leading all sales training and development initiatives in the EMEA for Abbott for the whole sales organization across all divisions.
He developed a multitude of sales and leadership programs anticipating thechanges in the me dical market space and enabling the sales and management teams to provide adequate answers to the changing health care environment.
Wim holds a master degree in electronic engineering of KIHA in Antwerp, a master in biomedical engineering as well as a business economics degree of the University of Leuven.

Peter Ziese

Head of Sales and Marketing, Senior Vice President
Philips Patient Care and Monitoring Solutions, Germany

Dr. Peter Ziese started his clinical career 1990 at the University Hospital of Tuebingen in Germany where he specialized in anesthesiology, with interest in pediatric and cardio-thoracic cases. He further specialized in intensive care and emergency medicine. In 1997 he joined the industry as a clinical consultant with Hewlett Packard, focusing on clinical information systems. In the following years Dr. Ziese took over responsibilities in telemedicine and key account management within the German health care organization of Hewlett Packard and Agilent Technologies.
Dr. Ziese joined Philips in 2001, working in international management and heading up first the marketing organization for patient monitoring and later on the sales and marketing center for Patient Monitoring and Critical Care Systems for Europe, Middle East and Africa. Since 2005, he has been leading international sales and service organizations in different parts of Europe, Middle East and Africa with responsibilities for various Business Groups within Philips. He is responsible for global sales and marketing for Patient Care and Monitoring Solutions at Philips.

John Bernard

Marketing Director, EMEA
Dexcom, UK

John Bernard is the EMEA Marketing Director at Dexcom, the medical devices manufacturer, setting up the international marketing team and leading Dexcom Brand recognition. Prior to this, John was the Global Marketing Director at Mozilla, leading strategy and Go-to-Market for Firefox. John was also in senior global marketing roles with Sony Ericsson, Siemens and LG Mobile, launching multiple mobile phones worldwide. In 2013, John achieved the ‘Marketer of the Year’ award and in 2014 was shortlisted for ‘Digital Marketer of the Year’. John serves on the Board of the Chartered Institute of Marketing (CIM).

Fiona Pattiselanno

Director Marketing Communications, Conventions & Brand EMEA
Medtronic, Switzerland

Fiona has proven experience in leading multi-lingual, multicultural teams to build and nurture international brands. After graduating with a Degree in Business Communications & PR, she started working in internal comms & retail marketing with Toyota Europe in Brussels/Belgium, followed by a strategic planning role in an international agency working on the Pioneer brand. She returned to Toyota Europe and held several positions in Advertising and Branding at both Toyota and Lexus Europe.

Building on that experience she joined Medtronic EMEA marketing communications in Switzerland 11 years ago.  Fiona now runs the Medtronic EMEA brand group - this entails both managing the company’s team of convention and marketing communications experts and leading corporate communications initiatives in the region.

Beyond that, Fiona is also a committed champion of gender balance. She sits on the steering committee of the Medtronic European Women's Network Group and is the hub leader for the EMEA Head office in Switzerland.

Fiona holds dual Dutch and Swiss nationality and lives in the Geneva area with her husband and 8-year old daughter.

Jacob From

Commercial Development Director
Essilor, Denmark

More than 10 years of top performance in multi-brand marketing and product portfolio responsibility spread across various companies, brands and product categories in the Nordic countries and Estonia. With primary focus on BtB and BtBtC and some BtC communication.

I find It Important to help our customers maintain both the brand value, positioning and USP in all parts of the value chain.

I have a unique background from both retail and sales that has given me extensive expertise and understanding or the full value chain. Making me able to understand all my customer’ and sales teams needs and therefore the opportunity to adapt my work to align with their demands, requests and future needs.

I am fascinated and passion about developing the right compelling communication, that can link all the strategies from marketing, product and sales together, to provide insight to consumer, increase sales and market shares, and help growing the company through a strong sales force.

Several years of senior experience in management and retention of my marketing strategies across borders in a complex matrix organization with responsibility for e.g. product specialists, trade marketers and the different countries' focus areas and strategies.

Berit Dahl

Market and Business Insights Manager Europe and Canada
Smith & Nephew, Switzerland

Berit Dahl is a market and business insights manager for Smith & Nephew in the Europe and Canada region. This role supports the decision-making process on strategic commercial projects. She works for 5 years in the MedTech industry and collected extensive experience as finance business partner for the sales and marketing organisations in B2C and B2B environment of FMCG and Food before. The driver for
work is the continuously striving for better insights in the decision-making process for
all participants. Berit received a diploma in business informatics and holds an MBA in International Management. She is German and currently lives in Switzerland.

Armin Karch

Vice President South Western Europe
Fresenius Medical Care, Spain

Armin Karch is Vice President of the Region South Western Europe at Fresenius Medical Care. He is heading the dialysis product and dialysis care business in Italy, Portugal and Spain. Armin is working for more than 20 years for Fresenius Medical Care and held several leadership positions in Latin America and Europe. Armin has a graduation in European Business Administration from Universidad Pontificia Comillas (ICADE) in Spain and Reutlingen University in Germany.

Mark Staiger

Head of Strategic Planning - Product Value Management
Fresenius Medical Care, Germany

Dr. Mark Staiger is Head of Strategic Planning for Product Value Management at Fresenius Medical Care EMEA. In his current role, he is leading the EMEA-wide strategic Solution Selling Programme. Mark has over 15 years of experience in strategic corporate development. In various leadership positions, he has supported organisations to shape their strategic direction and lead projects in strategy, new business development and internal optimization. Mark holds a Ph.D. in Social Science from Otto-von-Guericke University in Magdeburg, Germany.

Gilles Lunzenfichter

VP Sales and Marketing
Medisanté 

Gilles is a member of the board and plays a key management role in marketing and sales at Medisanté AG. His 30 years of go-to-market experience in the software industry is well-suited to making Medisanté the leader of IoT solutions in health care. As an EMEA marketing director at VMware, Gilles led EMEA product marketing across their entire portfolio. He is multilingual and has a keen interest in transactional analysis. He graduated from ESCP Europe and attended multiple programs at IMD.

Neil Gomes

Chief Digital Officer and Senior Vice President for Technology Innovation and Consumer Experience
Thomas Jefferson University and Jefferson Health System, USA

Neil Gomes (B.Sc., MBA/MMS, M.Ed) is the Senior Vice President for Technology Innovation and Consumer Experience and Chief Digital Officer at Thomas Jefferson University and Jefferson Health System. Neil has worked for the Fortune 500 Tata Group of Companies where he played a leadership role in building the intrapreneurial startup, Tata Interactive Systems, from 60 employees to the world’s largest custom e-learning development firm with 650 employees in less than two years. Neil left the Tata Group to complete his M.Ed. in Instructional Design at the University of South Florida (USF) whilst progressively working towards the position of Director of eTeaching and Technology and then the Director of Instructional Design and Training at USF Health. While at USF, Neil’s leadership and entrepreneurial acumen helped grow a strategic team of application developers, instructional and multimedia designers, and project managers that generated over $1.5 million in annual auxiliary revenue from research and external development projects while growing online student enrollment from approx. 200 enrollments in 2002 to 60,000 enrollments a semester by 2012. While at USF, Neil also began working toward his Ph.D., is currently a Ph.D. Candidate (ABD), has authored research articles, a book chapter, and delivered several formal research presentations. At Jefferson, Neil drives digital innovation in healthcare, consumer experience and engagement, training, and education via teams of application and web/mobile developers, portal solutions developers, simulation and UI/UX designers, trainers, documentation and digital consumer experience specialists,instructional designers, e-learning developers, and IT support specialists. Neil also helps define innovation strategy and design innovation development programs via Jefferson’s Innovation Team. Recently, he helped secure a $15 million donor grant from the Bernie Marcus Foundation to develop a high-tech, consumer-centric, integrative health center at Jefferson and also launched a pioneering collaboration with the IBM Watson IoT team on developing “cognitive concierges” for hospitals.
Neil serves as Associate Editor of the Journal for Healthcare Transformation and is a contributor toward the book: We CAN fix Healthcare, the Future is NOW. Neil is also a speaker, agile aficionado, and digital innovation evangelist.

Mark Taylor

Director, EMEA
Blackdot, UK

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.

Sumit Mehta

Managing Director
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.

Shane West

VP Client Relations
Cetas Healthcare Insights, Norway

Shane joined Cetas Healthcare in November 2017. He graduated from La Trobe University with a Bachelor of Science (Cognitive) and subsequently completed his MBA at La Trobe and the Norwegian Business School, BI. Prior to joining Cetas Healthcare, Shane spent 14 years supporting GE Healthcare’s global product portfolio with customer and market insights. In his most recent role leading a global team of market research professionals to deliver regional and product based insights and help drive customer centric innovation processes. Shane is an active member of the Norway Health Tech hub and works closely with Nordic healthcare start ups to support their innovation and globalisation goals.

Dushyant Gupta

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.

Linton Chalmers

EMEA Practice Lead, Capability & People Advisory
Blackdot, UK

With over a decade of experience working as a facilitator and trainer, Linton Chalmers is an intuitive consultant and behavioural change specialist. He has worked with hundreds of clients across Europe, Asia Pacific and The Americas, with broad experience in MedTech, and a primary focus on marketing and sales effectiveness. He holds a Masters degree in International Law & International relations from the University of New South Wales, and a Bachelor of Arts. Prior to joining Blackdot EMEA, Linton worked as a principal consultant and Senior Facilitator in the Blackdot Sydney office.

Anne Smart

Managing Director
ClearView Healthcare Partners, USA

Anne Smart is a Managing Director at ClearView Healthcare Partners and is based in New York City. She has over 20 years of broad healthcare leadership experience gained from senior positions across industry, hospital administration, and strategy consulting. She leads ClearView’s Medtech practice focusing exclusively on advising global medical device, diagnostics and digital health companies on business development, commercial, and market access strategies to drive value and sustainable growth. Prior to joining ClearView, Anne was a Managing Director with Navigant (formerly Easton Associates) and a leader in their Life Sciences Strategy practice. She has an MBA from the Kellogg School of Management at Northwestern University.

Lars U Diemer

Chief Executive Officer
Agnitio, Denmark

Lars is driven to realize the potential of technology to connect, inform and empower all healthcare stakeholders. He has served in numerous international roles in global technology companies prior to joining Agnitio.

 Agnitio delivers digital communication solutions for pharma, medical device and diagnostics companies. From leading the development of e-detailing and closed loop marketing, to today’s flexible multichannel systems, Agnitio continually unlocks opportunities for our partners.

Our work demonstrates that the right technology makes communication more valuable for healthcare providers, payers and patients. By providing systems that impact at an individual level – and solve people’s real problems – you both demonstrate your value and achieve measurable results.

Agnitio has long-standing relationships with major life science companies including Bayer, Philips, and Roche. Our technology is used by 200 content agencies and implemented in 90 countries. 

Agnitio’s latest solutions include Rainmaker, which provides state-of-the-art multichannel HCP communication, and Sharedoc for fast and easy content sharing.

Rob Wenthold

Vice President
Boston Healthcare

Mr. Wenthold has 15 years of experience providing consulting services to the biopharmaceutical, medical device and diagnostic companies on commercialization and market access strategy. Mr. Wenthold’s particular focus is global pricing, reimbursement, and market access for innovative medical technologies. He has substantial experience in global markets and managed Boston Healthcare Associates European HQ office in Berlin from 2013-2014. Mr Wenthold has been responsible for international operations since 2009. Mr Wenthold brings an in-depth understanding of global payers and health systems and a rigorous research methodology to properly assess investment opportunities and risks. He has experience supporting several due diligence transactions, embedding pricing and reimbursement risk, and building additional evidence investment and infrastructure development into go/ no-go and valuation decisions. He advises start-up and early stage companies as well as large multinationals and has experience across disease types, settings of care and global markets.

Orhan Dayioglu

Sales Transformation Leader
Showpad, Germany
 

Orhan is a passionate marketer and sales transformation leader. In Showpad, he helps marketers achieve more impact in the field and makes sales reps better engage with customers. He also supports sales leaders to identify and scale sales excellence in their teams. Looking back to a 20-year history with leading corporates such as Unilever, Vileda and ZEISS, he guides enterprise customers to perfectly align structures, processes and sales enablement technology. Orhan has a bi-national Turkish-German background, is a father of two sons and holds a diploma in Mechanical Engineering.

Claus Schaffrath

Managing Director, MD squared
Consultant, Cetas Healthcare
The Netherlands

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.
 

Arik Brückner

Commercial Director
Pitcher AG

An entrepreneur at heart Arik founded his first company at the age of 12 selling customized USB flash drives. After living in Spain, Silicon Valley and Beijing he joined Pitcher as one of the early employees. At Pitcher, he enjoys coaching the commercial team to drive sustainable impact for customers and to accelerate its global expansion.

Previous Attendees at MedTech Commercial Europe - Zürich, Switzerland, 2017

Company
Job Title
Alere
Senior Director, Global Digital Marketing
anfass Life Technologies AG
Owner and CEO
Atos Medical
Vice President, Consumer Engagement
B. Braun
VP Sales & Marketing Acute & Apheresis
B.Braun Aesculap
Director Marketing Intelligence
B.Braun Melsungen AG
Senior Product Manager Drug Sensing Technologies
BD
Analytics Manager, Marketing Diabetes Care - Europe and EMA
BD
Product Manager
Blackdot
Executive Director, EMEA
Boston Consulting Group
Principal
Boston Consulting Group
Partner and Managing Director
Boston Scientific
Director of Commercial Contracting, Endoscopy Europe
Boston Scientific
Training Manager EMEA
Boston Scientific
Multichannel Marketing Manager
BSN Medical Group
Senior Vice President, Global Commercial Excellence
Cardiac Dimensions
Sr. Marketing Manager
Cardiac Dimensions Europe GmbH
Product Manager
CEFALY Technology
Sales Manager
Cetas Healthcare Insights
Senior Project Director
Cetas Healthcare Insights
Senior Client Engagement Director
Cetas Healthcare Insights
Managing Director
Coloplast
International Marketing Director
Cook Medical
Clinical Affairs Manager
dacadoo
Technical Product Manager
Data Intelligence
Sales Director
Digital Transformations
Founder & CEO
EAES - European Society for Endoscopic Surgery
Chairman
Edwards
Salesforce Analytics Manager
Edwards Lifesciences
Director
Edwards Lifesciences
Director of Technical Training, Global HR – Organizational Learning & Performance
Edwards Lifesciences
Professional Education
Edwards Lifesciences
EMEACLA Sales and Marketing Operations Manager
Edwards Lifesciences
European Digital Marketing Lead
Edwards Lifesciences
Commercial Director
Edwards Lifesciences
Director, Global Brand Management and Marketing
Elekta
Sales Director SC Europe
Fresenius Medical Care
Head of South Western Europe
Fresenius Medical Care
Marketing Director
FUJIFILM SonoSite
VP and GM - Direct Channel
FUJIFILM SonoSite
Director of Operations
Fujirebio Europe
Senior Global Business Manager, eBusiness and Strategic Initiatives
GE Healthcare
Europe Life Cycle Management Leader
GE Healthcare
Marketing Director France
GE Healthcare
Market Research Manager
GE Healthcare
Marketing Manager
GE Healthcare
Europe Marketing & Communication Director
Getinge Group
Senior Director Commercial Operations Acute Care Therapies (EMEA)
GN Hearing A/S
VP Commercial Excellence
Heinz Kurz GmbH Medizintechnik
Product and Business Development Management
Heinz Kurz GmbH Medizintechnik
Marketing Director & Sales Manager
Human Extensions LTD
VP Global Marketing & Sales
Human Extensions LTD
Chief Executive Officer
Ipsos Healthcare
Research Manager
iRhythm Technologies
Director of Education and Training
iRhythm Technologies, Inc.
Director of Digital Marketing and Sales Enablement
Johnson & Johnson
Product manager
Johnson & Johnson Medical GmbH
Managing Director
Medartis AG
Head of Marketing
Medartis AG
Head of International Sales Management
Medartis AG
International Sales Manager
MED-EL
Senior Marketing Manager, Digital Marketing & Copywriting
Medtronic
Business Performance Manager
Medtronic
Business Manager Europe | CRHF Cardiac Service Solutions
Medtronic
Marketing Director GSP
Medtronic
Director Commercial Excellence
Medtronic
Digital Marketing Manager
Medtronic
Director Integrated Health Solutions
Medtronic
Sr. SFE Manager
Model N
Sales Director
Model N
Director of Solutions
Model N
Professional Services Revvy
Model N
Principal Solution Consultant Solutions
Navigant Consulting
Associate Director
OD-OS GmbH
International Sales and Operations Manager
OD-OS GmbH
Clinical Training Manager
Orthofix SRL
Marketing Associate-Market Access
Orthofix SRL
Customer Application Specialist
Otto Bock Healthcare
Head of Business Unit Orthotics
Philips
Sr. Global Manager Channel Capabilities & Analytics
Philips Healthcare
Senior Director, Global Medical Science Liaison
Philips Healthcare
Senior Pricing Manager
Philips Healthcare
Director Sales Excellence and Organizational Capability Building Patient Care & Monitoring Solutions
Philips Healthcare
Senior Director Indirect Channel Development
Philips Volcano
Country Manager Germany
Philips Volcano
Sales Manager Distributors
Philips Volcano
Director Education and Marketing Enablement
Pitcher AG
Regional Lead
Pitcher AG
Sales Key Account Manager
Qstream
Strategic Accounts Director
Qstream
EMEA Medical Devices and Technologies
QuintilesIMS
Sr. Consultant, MedTech
ResMed
Country Manager Czech Republic & Slovakia
Roche Diabetes Care
International Sales Manager
Roche Diagnostics
Global Digital Marketing Manager
Roche Diagnostics
Marketing Program Manager
Roche Diagnostics
Senior Market and Competitive Intelligence Manager
Roche Diagnostics
Global Digital Marketing Manager
Roche Diagnostics
Market Intelligence Manager
Roche Diagnostics Oy
Business Manager POC Solution & Clinical Selling
Roche Sequencing
Director Market Intelligence
Sense.ly
Co-founder, CMO
Showpad NV
Global Enterprise Account Executive
Showpad NV
Sales Associate EMEA
Siemens
Sr. Vice President Global Customer Excellence
Siemens Healthineers
Regional Partner Manager
Siemens Healthineers
Regional Communication Manager
Siemens Healthineers AG
Head of Marketing, Sales Operations and Communications
Siemens Healthineers AG
Head of Diagnostic Imaging & Advanced Therapies
Sonova
Director Digital Marketing & E-Commerce Solutions
Sonova
Global Sales Excellence Manager - Retail
Sysmex Europe GmbH
Director Marketing Communications
Sysmex Europe GmbH
Director Sysmex Academy
Terumo BCT
Vice President EMEA Commercial Operations, EMEA Corp Sales
TerumoBCT
Market Manager
Trilations
Business Director Healthcare
Trilations
Business Manager EMEA Healthcare
ValueConnected
Senior Manager Health Economics
ValueConnected
Managing Director
Vifor Fresenius Medical care Renal Pharma Ltd.
General Director
Volpi Group
Executive Vice President, Head of Sales & Marketing
Vygon Italia Srl
Managing Director
Vygon NV
Managing Director
Vygon Portugal
Marketing & Sales Manager
Zimmer Biomet
Sales director
Zimmer Biomet
Senior Director Business Development, Head Connected Health EMEA + Asia-Pac
Zimmer Biomet Netherlands
Marketing manager
Zimmer Biomet Netherlands
BUM Clinical Research

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