Event Overview

The MedTech Commercial Leaders Forum is the 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 organisation 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

Speakers List

MEDTECH INDUSTRY THOUGHT LEADERS

Field Vice President, Sales EMEIA
Varian Medical Systems, UK

Vice President EMEA/LATAM
Zoll

Salvatore Giuliano De Meo

Vice President Global Sales & Regional Head Latin America
B Braun Aesculap

 

Stacia Garner

Director of Global Digital Marketing and Therapy Development
Edwards Lifesciences

Vice President Marketing
Integra LifeSciences, USA

Head of Sales Operations Southern Europe
Siemens Healthineers, Spain

Director Global Commercial Operations Critical Care
Getinge Group, Germany

Commercial Director
The Binding Site

Senior Sales Director EMEA Distributors
Microport Orthopedics

International Sales Director Italy, Central Europe, Russia and Eurasia
Echosens

Global Commercial Director
Croma

Regional Director
Belimed

Marketing Operations, Communications and IT manager
VYGON, Spain

Director Sales Training and Development
Abbott, Belgium

Board Director 

Aurealis Therapeutics

Senior Product Manager for Connected Care and Data

Hocoma AG 

TECHNOLOGY COMPANIES

Data Analytics Specialist
Google Cloud, Switzerland

DISTRIBUTOR

CEO & Founder
Mayumana Healthcare

EXPERT SOLUTION PROVIDERS

Managing Director
Cetas Healthcare Insights, Netherlands

Managing Director, MD squared
The Netherlands

CEO and Founder
ValueConnected

Director, EMEA
Blackdot, UK

VP, Marketing and Communications
Agnitio

Client Director

Agnitio

Client Director
Agnitio

Event Structure

Photo Gallery

Event Program

Innovative Business Models for Devices & Diagnostics

Day 1 - 29th September, 2020

Stream Overview

  1. Engaging customers and stakeholders with value-added “pull” vs “push” communication strategies.
  2. Offering real, outcome-based patient solutions rather than products.
  3. Becoming an essential “partner” integral to healthcare systems vs being merely a supplier.
  4. Demonstrating cost & budget-effectiveness to achieve patient access.
  5. Developing truly “win-win” outcomes for patients, physicians, payers, providers as well as manufacturers.
  6. Integrated Health Solutions as service & solutions business focused on creating long term partnerships with HCPs and health systems.
Registration & Log-in
08:00 NYC/14:00 Paris
Chairpersons' Opening Remarks
08:20 NYC/14:20 Paris

Managing Director
Cetas Healthcare Insights, Netherlands

Managing Director, MD squared
The Netherlands

Patient-centric business model in action: Putting the patient in the center of your business strategy
08:30 NYC/14:30 Paris

Field Vice President, Sales EMEIA
Varian Medical Systems, UK

Commercial Excellence in the medical device industry: Which are the right leavers to optimise commercial outcome
08:55 NYC/14:55 Paris
  • Focus on patient needs, not product attributes
  • Customer centricity is key: There is not only one good solution
  • Targeting excellence to optimise in field energy

Global Commercial Director
Croma

S**t happens: Get your remote go-to-market strategy right now
09:20 NYC/15:20 Paris
  • Remote strategies that work in medtech
  • 3 steps for a great remote experience
  • Real-life case examples
  • Remote technologies in the market today
  • KPIs to measure return on remote engagement 

Client Director
Agnitio

Break. Sponsored by:
09:45 NYC/15:45 Paris
B Braun’s business model innovation through digital tools and services
10:00 NYC/16:00 Paris
Salvatore Giuliano De Meo

Vice President Global Sales & Regional Head Latin America
B Braun Aesculap

 

Leveraging Voice-of-Decision Maker (VoDM) for commercial excellence in the COVID World
10:25 NYC/ 16:25 Paris
  • Impact of COVID 19 on hospital purchasing dynamics in the USA – A case study
  • Implications for MedTech companies in EU
  • Learn Fast, Fail Quick using VoDM to Minimize risk, Safeguard market position
    • How to validate your hypothesis on customer needs in the COVID era
    • How to test customer acceptance of your commercial strategy tweaks
    • How to identify customer segments to pitch your new offerings

Managing Director
Cetas Healthcare Insights, Netherlands

Applying AI to (rapidly) identify value drivers for medtech customers
10:50 NYC/16:50Paris
  • How COVID-19 accelerated the pace of AI in medtech
  • The challenges of moving from features/benefits to value
  • AI as a differentiation factor for value demonstration for medical devices
  • Case example: applications of the ValueConnected platform for medtech

CEO and Founder
ValueConnected

Break - Break. Sponsored by:
11:15 NYC/17:15 Paris
Product Claim Management – An integral approach to systematically build clinical and economical product value
11:30 NYC/17:30 Paris
  • Beyond Marketing: Getting to the right product claims and getting the product claims right.
  • Beyond MDR: How to turn novel regulatory requirements into differentiating opportunities?
  • Beyond Product Launch: Clinical vs. economic claims? The right choices for effective Market Access. 

Managing Director, MD squared
The Netherlands

Panel discussion: Innovative business models for MedTech
11:55 NYC/17:55 Paris
  • What are healthcare providers prioritising when purchasing a new technology?
  • What can contribute to trustful provider / manufacturer relationships?
  • What can the industry do better to implement customer-centric approaches in the future?
  • How can further integration & partnerships with healthcare systems be achieved?
  • Patient-centric approaches: Designing business models around enhancing the patient experience for your products.

Global Commercial Director
Croma

Vice President EMEA/LATAM
Zoll

Salvatore Giuliano De Meo

Vice President Global Sales & Regional Head Latin America
B Braun Aesculap

 

Field Vice President, Sales EMEIA
Varian Medical Systems, UK

End of Day One
12:30 NYC/ 18.30 Paris

Sales Force Effectiveness & Distributor Management

Day 2 - 30th September, 2020

Stream Overview

  1. Building & maintaining long-term partnerships with hospital finance & procurement directors, physicians & surgeons.
  2. Tailoring your approach to key stakeholders for specific device classes.
  3. Moving away from large sales forces & concentrating on key account management to increase sales force effectiveness.
  4. Training & Implementing “economic selling” in order to demonstrate value to physicians & decision makers.
Registration & Coffee
08:00 NYC/ 14:00 Paris -Log-in
Chairperson’s Opening Remarks
08:20 NYC/ 14:20 Paris

CEO and Founder
ValueConnected

SALES FORCE EFFECTIVENESS FOR MEDTECH

Sales strategy 2.1
08:30 NYC/14:30 Paris
  • Sales begins with top recruiting, installation and development of people
  • Sales team and organisation structure as basement for successful sales
  • Sales processes must be managed properly: Documentation, traveling and teaching
  • Territory Management means teamwork between clinical and sales specialist
  • Brochures: Right way or old fashioned?
  • Results mirror effort and success

Vice President EMEA/LATAM
Zoll

Analytics to measure and predict performance
08:55 NYC/14:55 Paris

Director Global Commercial Operations Critical Care
Getinge Group, Germany

Reshape your strategy by understanding customer needs and become a partner, not just another supplier
09:20 NYC/15:20 Paris
  • Definition of your customer
  • Reshape your strategy
  • Challenges in the implementation of your new strategy

Regional Director
Belimed

Break. Sponsored by:
09:45 NYC/15:45 Paris
The “ideal” sales force structure: Team and individuals
10:00 NYC/16:00 Paris
  • Ideal team structure and reporting lines
  • Identifying and developing leaders
  • Training & retention
  • Implementation experiences from a large company

Head of Sales Operations Southern Europe
Siemens Healthineers, Spain

DISTRIBUTOR MANANGEMENT EXCELLENCE

Successful distributor approach and selection
10:25 NYC/16:25 Paris

There are various factors that makes distributor selection successful or failure and you need to know them before and while engaging candidate

  • Cultural aspects
  • Psychological and legal aspects
  • Matching short- and long-term goals and plans between distributor and you

Senior Sales Director EMEA Distributors
Microport Orthopedics

How to train management for distributor excellence
10:50 NYC/16:50 Paris

Director Sales Training and Development
Abbott, Belgium

Up close and personal: Maximising distributor relationship management and selection
11:15 NYC/ 17:15 Paris
Distributor's perspective

CEO & Founder
Mayumana Healthcare

Break.
11:40 NYC/17:40 Paris
Best practices on how to build a hybrid distribution model in medical devices
11:55 NYC/ 17:55 Paris
  • Engaging the sales force of your distributor
  • Arranging a bespoke organisational alignment
  • Establishing a model of Sales Operational Leadership

International Sales Director Italy, Central Europe, Russia and Eurasia
Echosens

Panel discussion: Measuring and improving your sales force and distributor success
12:20 NYC/ 18:20 Paris
  • Understanding what the key performance metrics are (quantitative and qualitative).
  • How can this improve commercial performance in direct and distributor-led markets?
  • Implementing a capabilities & performance development plan for your sales force / distributor.
  • What will your next-generation sales force look like?
  • When to invest/disinvest in poor performing partners

International Sales Director Italy, Central Europe, Russia and Eurasia
Echosens

Director Global Commercial Operations Critical Care
Getinge Group, Germany

Regional Director
Belimed

Vice President EMEA/LATAM
Zoll

CEO & Founder
Mayumana Healthcare

End of Day Two
12:50 NYC/ 18:50 Paris

Multichannel & Digital Marketing

Day 3 - 1st October, 2020

Stream Overview

  1. Improving brand & product awareness via social media & digital platforms.
  2. How to truly demonstrate “value” via traditional vs novel marketing tools & strategies.
  3. Meeting multiple levels of decision-maker needs on limited marketing resources.
  4. Strategies to communicate & engage physicians and stakeholders with modern online tools & apps.
  5. Delivering ROI and effectively communicating your product benefits with your customers in an ethical, long-term, mutually beneficial manner.
Log-in
08:00 NYC/14:00 Paris
Chairperson’s Opening Remarks
08:20 NYC/14:20 Paris

VP, Marketing and Communications
Agnitio

DIGITAL MARKETING: THE COMMERCIAL FORCE MULTIPLIER

Medical devices & Data: Bringing two worlds together
08:30 NYC/14:30 Paris
  • A look at the new bridge between medical devices and data
  • Rethinking “data” as one of the keys to successful sales 
  • Data as insight for marketing 
  • Some ideas to get you started sooner and what challenges to expect

Senior Product Manager for Connected Care and Data

Hocoma AG 

Revolutionising Healthcare delivery through data sharing, informatics and digital technologies
09:00 NYC/15:00 Paris

From electronic health records to medical imaging and devices, healthcare/MedTech is an industry with an unprecedented amount of data. Advances in connected medical devices and collecting medical data have the potential to reinvent the healthcare/MedTech industry.

Google Cloud enables healthcare/med tech companies to leverage high performance and HIPAA-compliant storage, computing and advanced analytics to automate key processes and bring life-saving treatments to patients faster.

Data Analytics Specialist
Google Cloud, Switzerland

Accelerating Omni-Channel Maturity in MedTech
09:30 NYC/15:30 Paris

Director, EMEA
Blackdot, UK

Break. Sponsored by:
10:00 NYC/16:00 Paris

Use cases – product presentation:

Rainmaker Remote: Two real-life medtech use cases

Client Director

Agnitio

How can you establish cross-functional collaboration to create better synergies between sales, marketing and digital?
10:20 NYC/16:20 Paris
  • The main challenge isn’t digital, it is culture.
  • How we have been through a B2B model to a Human to Human (H2H) mentality in a medium size company
  • How to  break the silos  mentality and build a culture of collaboration in order to elevate customer engagement in a digital environment
  • How create new customer touch points by reinventing a new structure of B2B sales and marketing
 

Marketing Operations, Communications and IT manager
VYGON, Spain

From digital to omni-channel: Impact on post-COVID go-to-market, resources & capabilities
10:50 NYC/16:50 Paris
  • Learn from post-COVID digital acceleration.
  • Move from digital to integrated & synchronized omni-channel marketing & sales
  • Impact on go-to-market strategy, commercial capabilities, structure and resources

Board Director 

Aurealis Therapeutics

Panel Discussion: Digital and multi-channel approaches that are effective in improving customer engagement and driving commercial success
11:20 NYC/ 17:20 Paris
  • What are the key performance metrics (quantitative and qualitative) to demonstrate marketing performance & ROI for marketing activities? Demonstrating digital marketing’s ROI to increase internal buy-in.
  • What are the new potential channels medical device companies could explore and possibly take advantage of, when designing multi-channel marketing strategies?
  • How can your commercial data lead to digitally enabled services for customers?
  • What are our goals as Marketers? Which pathways are best for:
  • Digital lead generation
  • Customer engagement
  • Brand Awareness & Communication
  • How close to achieving the ultimate goal of automated, customised, ROI positive marketing campaigns are we?

Marketing Operations, Communications and IT manager
VYGON, Spain

VP, Marketing and Communications
Agnitio

Board Director 

Aurealis Therapeutics

Commercial Director
The Binding Site

Senior Product Manager for Connected Care and Data

Hocoma AG 

End of Day Three
12:20 NYC/18:20 Paris

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

VIRTUAL EXPO & CONSULTING

MD squared

VIRTUAL CLINIC

Turning regulatory constraints into impactful product claims

Link with Claus Schaffrath here

Schedule your virtual clinic here

www.md-squared.com

 

More Info

Cetas Healthcare

VIRTUAL CLINIC

Leveraging Voice-of-Decision Makers (VoDM) For Commercial Excellence in the COVID world

Link with Sumit Mehta here

Schedule your virtual clinic here 

www.cetas-healthcare.com

More info

ValueConnected

VIRTUAL COFFEE

Demonstrating Value in the New Normal

Let's discuss how your products/solutions are positioned to address the upcoming needs of payers and providers in the New Normal era.

Link with Ernesto Nogueira here

Schedule your virtual clinic here

www.valueconnected.com

AGNITIO

VIRTUAL CLINIC
IMPACTFUL MULTICHANNEL & REMOTE HCP ENGAGEMENT

Link with Mads Bjarni-Kornbech here

Get in touch

www.agnitio.com

Speaker Biographies

Stephen Laws

Field Vice President, Sales EMEIA
Varian Medical Systems, UK

Steve Laws is Field Vice President for Software Sales at Varian, covering the EMEIA region – he has been with Varian for the past 14 years.  One constant throughout this period has been change and the need to adapt sales strategy and structure without sacrificing growth.  Steve has built and led a highly successful sales team leading to sustained and incremental growth of the software business over the past decade.  Steve has a passion for developing top performing teams (both at work and on the hockey pitch!) that deliver results as well as engaged, inspired and fulfilled team members.  Varian Oncology Systems’ mission is to innovate, support and simplify cancer-fighting solutions everywhere so we can realize our vision of living in a cancer-free world.

Thorsten Fischer

Vice President EMEA/LATAM
Zoll

Financial Analysis for Nonfinancial Managers / University of Chicago Booth School of Business 2013

Truck Park Manager 1990-1991

Sales Rep FORD /Spec Sales Rep Commercial Vehicles 1991-1995

Sales Rep KFB Extramobile GmbH /Regional Manager East Emergency Vehicles 1996-2000

Territory Manager Resuscitation Business ZOLL Medical Deutschland 2000-2008

Sales Manager Resuscitation Business ZOLL Medical Deutschland/Österreich 2008-2010

Country Manager ZOLL Medical Deutschland/Österreich/Schweiz (DACH) Temperature Management 2010-2018

Manager Temp Management Europe ZOLL Medical 2018-2019

Manager Temp Management EMEA/LATAM ZOLL Circulation 2019-….

Geschäftsführer ZOLL Medical Switzerland AG und ZOLL Medical Österreich GmbH

Prokurist ZOLL Medical Deutschland GmbH

Meera Gopalakrishnan

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.

Andrea Warlters

Head of Sales Operations Southern Europe
Siemens Healthineers, Spain

I studied Clinical Laboratory Science and then completed a Master of Science in research at the University of New South Wales in Sydney Australia.

I went into the commercial world of Ultrasound working with Acuson which was later acquired by Siemens , where I developed as a business manager.

After a few years of business development for Mindray a Shenzhen based company I returned to Siemens and have since worked in different aspects of commercial and business management such as Head of Business Partner management for Western Europe/Africa and now Head of sales Operations for Southern Europe.

My current burning interest is how do we develop, motivate and support, the best sales team to deliver what may be termed as, the “best customer experience”, which ultimately allows healthcare providers to deliver better outcomes.

Jürgen Kelch

Director Global Commercial Operations Critical Care
Getinge Group, Germany

Jürgen Kelch has gained his university diploma in electrical engineering at the RWTH Aachen and at the same University he also wrote his PhD thesis in medical computer vision at RWTH Aachen. He has over 22 year of experience in product management, marketing and sales of medical devices & disposables. Throughout his career his has worked as the Head of Western European sales for Critical Care products and Head of BU Marketing Team incl. product management, product marketing, market communication, education & training, technical writing.
Jürgen has experience with building up a marketing teams from scratch, with leading product management teams and extensive experience as product manager for MedTech products in Japan, Switzerland and Sweden.
Since 2010 he has been employed by the company called Maquet (Getinge group) where he has taken on different senior executive roles such as VP of marketing, VP of sales and now VP of commercial operations.

Martin Fuhrer

Commercial Director
The Binding Site

Martin Fuhrer currently serves as Group Commercial Director and member of the executive board at The Binding Site, a recognised market leader specialised in the development, sales and service diagnostic products that help doctors, clinicians and laboratory researchers across the globe identify and tackle blood cancers and immune system disorders. Martin has more than 30 years of management experience leading sales, marketing and business management teams at global IVD companies, such as Quotient Suisse SA, Siemens, Dade Behring and DuPont.

Having lived and worked in Germany, the US, Singapore, Switzerland and the UK, Martin has honed his intercultural skills to tackle the challenges of building profitable customer relations globally. He takes great pride in his achievements as a leader who has built teams and implemented organisational changes, while growing revenues. Today, Martin lives with his wife and their two children in Frankfurt am Main in Germany.

“Value lies in the eye of the beholder” is his favourite quote, expressing his passion for focusing businesses to create quantifiable solutions for customers and stake holders.

Mikko Latvala

Senior Sales Director EMEA Distributors
Microport Orthopedics

25 years in managing sales of various medical devices; including hip, knee, shoulder and ankle joint replacements as well as trauma, sport medicine, spine and cranio-maxillo-facial products.

Long experience from both sides of the table. As a distributor in Finland for total 7 years and 18 years in several international distributor managing positions at Bionx, Inion, Osteomed, Wright Medical and Microport.

Geographical area of responsibility has also varied from global to Mediterranean/Latin America and to today’s extended EMEA region responsibility based in Barcelona.

Nicolas de Ricou

International Sales Director Italy, Central Europe, Russia and Eurasia
Echosens

Nicolas holds a Master in Business from ESSEC (2008) and a master in History from the Sorbonne University in Paris (2005).

Having started as a consultant for Izsak Grapin & Associés in 2006 where he worked noticeably for ROCHE Pharma, he joined the Consumer Products division of L’OREAL in 2010 as a territory Manager to develop sales through the structuring and the optimization of the local distribution network. In 2012, he integrated L’OREAL Marketing team in Paris to reinforce the Matrix haircare brand in France.

After 2 years with Septodont where he managed and developed the international distribution network in the CIS Countries, he joins Echosens in 2017 where he currently works as International Sales Director for Italy, Central Europe, Russia and Eurasia.

Hank Sczerba

Global Commercial Director
Croma

17 years in the pharmaceutical and medical device industry working from small privately owned companies to big corporations in national, regional and global functions. Enthusiastic about marketing and sales, especially in the field of commercial and marketing excellence.

Randy Thal

Regional Director
Belimed

Randy Thal is an entrepreneurial leader passionate about developing growth strategies in the medical devices industry. In his career, Randy Thal has helped companies to outperform by thinking out of the box and redesign their strategies.

In his current position as a Regional Director, he focuses in the implementation of new methods to overachieve targets and improve sales in his region of responsibility. In addition to his international and multicultural background, he has done the following studies:

Diploma in “Excellence in General Management”, University of St. Gallen, Switzerland (2019– exp. 2020).

Executive MBA in “International Healthcare Management”, Frankfurt School of Finance & Management, Germany (2014 - 2016).

Electrical Engineering, Universidad Metropolitana de Caracas, Venezuela (2003 – 2008). 

José Manuel Berná Niñerola

Marketing Operations, Communications and IT manager
VYGON, Spain

Twelve years ago, while working as an industrial engineer developing hydraulic projects, the crisis in the financial system forced me to look for other alternatives. Given my long experience as a basketball coach in high performance teams and data analysis capacity, I was able to join Adidas Spain as Key Account Manager, developing accounts such as Valencia FC, adidas franchises or purchasing groups in Marketing and Sales for 9 years.

In 2017 I decided to join VYGON Spain to contribute to the digital transformation of the company, begiinning as Business Unit Manager to learn the Medical Devices business and then starting to develop the digital marketing department.

Currently I am the Marketing, Communications manager and have also assumed the role of IT Director to help the rest of the departments in their digital transformation.

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.

Laurent Decory

Board Director 

Aurealis Therapeutics

Board Director of "Aurealis Therapeutics", an innovative biotech company aiming to revolutionize the treatment of chronic wounds.
Founder and Managing Director of "BlueJet Consulting", a consulting company specializing in Commercialization for Pharma and Medtech.
Previously Senior Vice President Global Commercial Excellence BSN Medical, ESSITY Health and Medical.
Laurent is passionate about commercializing innovation in Life Science and improving the lives of patients.
He has more than 20 years experience, leading international Commercial, Marketing and Digital teams for TAKEDA, NYCOMED and SANOFI in multiple therapy areas.
Laurent holds a PhD in Neurosciences and Pharmacology and an MBA in International Management.
www.linkedin.com/in/laurentdecory/

Kateryna Portmann

Senior Product Manager for Connected Care and Data

Hocoma AG 

With more than 12 years of solid experience, today Kateryna Portmann is a Senior Product Manager for Connected Care and Data in Hocoma AG in Zurich, Switzerland. Kateryna Portmann (MBA & B.Sc. in International Business) previously worked as Product Manager in software as medical device the UK, HK, UAE, CEE. Ms. Portmann has 5 years Digital Health, 10 years in Business Development and Partnerships. Before getting into the MedTech world, she started few and sold one successful company in EdTech, and made a prominent name in the Tech field around the world.

https://www.linkedin.com/in/katerynaportmann/

Grazia Frontoso

Data Analytics Specialist
Google Cloud, Switzerland

Grazia Frontoso is a Data Analytics Specialist at Google Cloud in charge of supporting enterprise customers in Switzerland in digital transformation and Big Data analytics for the healthcare & life science sector. Before joining Google, she worked for several years as Software Product manager in risk management designing cloud solutions for regulated industries. She holds a PhD in physics and is passionate about the transformational power of technology.

Bart Verleg

CEO & Founder
Mayumana Healthcare

Bart Verleg is a Healthcare Entrepreneur with a focus on innovative medical devices. More than 20+ years experience in the medical field from both a supplier and distributors perspective. Specialized in multi-channel international distribution. Bart runs a Benelux distribution company and is building an international hub as well. He also advises start-up healthcare companies with the initial marketing and sales strategy for international business. 

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.

Claus Schaffrath

Managing Director, MD squared
The Netherlands

Claus is a physician and electrical engineer with more than 20 years of experience in the hospital and medical device industry. He is the founder of MD squared, a Medical Consultancy for Medical Devices. MD squared’s passioned and inter-disciplinary team of experts helps you to make informed choices to optimize the value of your Medical Device during development, market introduction and throughout its life cycle. In our structured programs we help you to systematically translate clinical and regulatory requirements into differentiating Product Claims and demonstrated patient and economical benefit.

Ernesto M. Nogueira

CEO and Founder
ValueConnected

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.

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.

Mads Bjarni-Kornbech

VP, Marketing and Communications
Agnitio

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.

Tiina Mikkelsen

Client Director

Agnitio

Tiina is working with life sciences organizations worldwide helping them to drive value to their customers, create unique experiences and get better results from their digital investments. Tiina brings 15+ years of experience from global technology companies. She applies now this knowledge to her work with the life sciences enabling them to respond to the needs of their customers by improving digital and virtual engagements.

Nicolai Nygaard Worsøe

Client Director
Agnitio

As Client Director in Agnitio, Nicolai Worsøe collaborates closely with MedTech companies worldwide, assisting clients getting results from, and aligning digital initiatives to, their corporate strategy. The goal is always for the companies to become more relevant and cost-effective.
Nicolai builds on 10+ years’ of experience working for digital technology companies. He is expert in matching commercial targets with the right technology. Right now, he spends a lot of time with his clients making use of behavioural data to optimize engagement work flows – or simply how to make their sales process smarter. 

Previous Attendees at MedTech Commercial Leaders Forum - Zurich, Switzerland, 2019

Company
Job Title
3M
Leading Scientific Affair and Education Expert
3M
Brand manager for non-hospital products in E-com, Russia & CIS
Abbott
VP Marketing
Abbott
Pricing manager EMEA
Abbott
Commercial Programs Manager
Abbott Medical GmbH
Multichannel Manager
Agnitio
Chief Commercial Officer
Agnitio
Client Director
Agnitio
Customer Engagement Manager
Agnitio
Client Director
Alcon
Senior Brand Manager and Online Marketing
Alcon
Area PM Cataract Consumables, Cataract
Alcon
Area PM Cataract IOL & Delivery Systems, Cataract
Alcon
Area PM Cat. Equip., Microscopes & Acc., Cataract
Alcon
Marketing Director Cataract, EMEA, Cataract
Alcon
Head of Marketing, Surgical Nordic
ALIGN TECHNOLOGY
Vice President Business Transformation EMEA
AO Foundation
Executive Director
AO Foundation / AOVET
Executive Director
ArjoHuntleigh
President CEE
B MEDICAL SYSTEMS
President of Global Sales
BaseCase - A Certara Company
Account Executive
Blackdot Consulting
Manager
Carl Zeiss Meditec
Senior Sales Manager EMEA
Cetas Healthcare Insights
VP, Global Client Engagements
Cetas Healthcare Insights
Managing Director
Cochlear
Senior Product Manager Digital Health
Coloplast
Director, Commercial Excellence
Cook Medical
Project Manager BusinessSolutions
Cook UK Ltd
Project Manager BusinessSolutions
D2L Pharma Research Solutions
Vice President Global Sales
DePuy Synthes Companies, Johnson & Johnson
Marketing Manager
DiaSorin
Vice President, Corporate Marketing
Edwards
Senior Global Marketing Manager
Edwards Lifesciences
Strategy & BI Marketing Manager
Edwards Lifesciences
European Marketing Manager
Edwards Lifesciences
Marketing Specialist
FitBit
Vice President Sales, EMEA
FitBit
Vice President Sales, EMEA
Fujirebio Europe
Senior Global Business Manager, eBusiness and Strategic Initiatives
Fujirebio Europe
VP Sales Distributor Channels
GE Healthcare
Customer Experience & Clinical Education Manager
Geistlich Pharma AG
Group Manager Online Communications
Geistlich Pharma AG
International Marketing Director
Geistlich Pharma AG
Director International Sales
Geistlich Pharma AG
Group Manager Scientific Education
Geistlich Pharma AG
Global Sales & Marketing Expert
Geistlich Pharma AG
Group Manager CRM
Getinge Group
Director Global Commercial Operations Critical Care
Heraeus Medical
Manager, Digital Health & Technologies
Howz
CEO
Huthwaite International
Regional Director
Independent
Country Manager
Intuitive Surgical
Head of Strategy EMEIA
J&J
EMEA Marketing Manager
J&J MDC - Synthes GmbH
Digital Strategist
Johnson & Johnson
Director, Professional Education, Education Solutions Europe, Middle-East and Africa
Johnson&Johnson
Product Manager
MD squared
Managing Director
Medtronic
VP, Commercial Operations, Greater China
Medtronic
Director Sales Training MITG EMEA
Merit Medical Systems
VP, Market Access & Commercial Development, EMEA
Merit Medical Systems
VP Commercial Projects
NHS Foundation Trust
Senior Project Manager
Norgine
Vice President, Medical Affairs
Occlutech GmbH
VP Sales D-A-CH / Nordics
Philips
Leader of Strategic Projects & Ventures, Business Group Monitoring & Analytics
Philips
Director Global Indirect Channel Development Monitoring Analytics & Therapeutic Care
Philips
Global Pricing Manager
Pinnacle Wellbeing Services
CEO
Pitcher
Solution / Account Manager
Qstream
Director of Marketing
Qstream
Enterprise Account Director, EMEA
Roche
Marketing Program Manager
Roche
Competitive Marketing Manager
Roche
Project Manager
Roche Diagnostics
Digital Marketing Manager
Roche Diagnostics
Digital Marketing Manager
Santen
Vice President, Medical Affairs EMEA
Seismic Software
Director, Client Development Sales
Seismic Software
Director Sales Engineering
Seismic Software
Regional Vice President of Sales
Siemens Healthineers
Head of Portfolio Solutions Management LD
Siemens Healthineers
Head Laboratory Diagnostics & POC
Siemens Healthineers
Head of Sales Operations Southern Europe
Siemens Healthineers AG
Head of Sales CRM Standards & Enablement
SIGVARIS AG
Head of Marketing & Productmgmt
SIGVARIS AG
Sales & Marketing manager Export
SIGVARIS AG
Education & Innovation Manager ECNE
Smith & Nephew
Senior Director for Professional Education
Smith & Nephew Orthopaedics AG
Senior Global Marketing Manager Hip
Smith & Nephew Orthopaedics AG
Global Marketing Manager Knees & Enabling Technologies
Sonova
Director Market Insight
Straumann
Global Medical Marketing Manager
Stryker
Director Global medical education
Stryker
EMEA Market Develoment Senior Manager
Terumo BCT
Global Senior Medical affairs Manager
Terumo BCT
Director Sales MEA
Terumo BCT
Director Distributors & Emerging Markets
The Innovation Agency
Chief Executive
Varian Medical
Vice President, Business Operations & Programme Management
Varian Medical Systems
Vice President Sales EMEA
Vifor Fresenius Medical Care Renal Pharma
Head Integrated Solutions
VirtaMed AG
Senior Director Business Development
Volpi Group
Executive Vice President, Head of Sales & Marketing
W.L. Gore and Associates
Health Economics and Value Strategy
W.L. Gore and Associates
Provider Solutions Leader
Welch Allyn
Sr Marketing Specialist
Zimmer Biomet
Senior Director, Head Digital Health & Hospital Solutions EMEA

EVENT TESTIMONIALS

“Thank you very much for taking care of the conference organisation on this high professional level. For me personally the conference was a great platform to exchange and share approaches, concepts and lessons learned with other Leaders in MedTech. “
Vice President, Head of Strategic Planning, Product Value Management
Fresenius Medical Care


“NextLevel Commercial Leaders meetings are always packed with good advice and actionable inspiration from industry leaders and from more modest peers, who all have actually done and tried the things they talk about. The human dimension of the events is certain to facilitate networking and good informal discussions all through the events.”
Senior Business Manager, eBusiness and Strategic Initiatives
Fujirebio Europe
 

“It takes a lot of hard work and persistence to bring a high level group together for a meeting such as this.  Of all the event organisers I have come across Nextlevel were the most communicative and most practical prior to and post the event.”
Head of Operational Excellence
Widex

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