Profit Summit Speakers
David Burns Partner, Bain & Company
David Burns is a Partner at Bain & Company (a leading global management consulting firm) and is a leader in Bain’s Pricing and Industrial Goods & Services practices, with a focus on the chemicals industry. Dave has spent 11 years at Bain across North America and Europe, and is currently based in Chicago. Dave spends the majority of his time working on commercial transformations, with a heavy emphasis on pricing and salesforce effectiveness.
David Edwards CTO, Vendavo
David Edwards has an extensive and distinguished background in software development and engineering in the areas of application and data architectures, scalable computing and distributed systems. He most recently served as Vice President and Fellow at Cerner, a global healthcare information technology company. In 2008, David was awarded the prestigious Cerner Fellow designation in recognition for his distinguished technical contributions. He holds a BS in Computer Science and a minor in Mathematics from Northwest Missouri State University, where he also serves as a member of the Computer Science Professional Advisory Board
Mark Horner, Chief Services Officer, Vendavo
Mark Horner is an Enterprise software and services veteran with more than 20 years in transforming operational delivery systems. Known as a change agent, Mark challenges the status quo and reengineers processes to improve and scale operations for global growth. Under Mark’s leadership, teams accelerate delivery of high-quality, high-value, and cost effective solutions. He most recently was the Executive Vice President & Group General Manager for 5 years at T-System, an Enterprise Software provider in the Healthcare space. Prior to T-System, Mark held various senior leadership positions at several Enterprise software companies, including ten years at Cerner Corporation. He received his MBA from the University of Dallas.
Alex Kugler VP of Pricing for GSMR, AmerisourceBergen
Alex Kugler is the VP of Pricing for GSMR at AmerisourceBergen. Alex leads the management and execution of the Pricing function for Global Sourcing & Manufacturer Relations (GSMR). This includes product pricing across all commercial segments, customer/price file management, and competitive data capture. He is also responsible for developing new go-to-market pricing strategies focused on increasing market share and reducing leakage. Prior to joining ABC, Alex was a senior member of the Channel Pricing & Contracting Excellence practice within PwC since 2012. Prior to that, Alex spent time in positions of increasing responsibility with Alliance Life Sciences Consulting Group, IMS Health Inc., and Bed Bath and Beyond Inc. He holds an MBA in Information Systems & Technology from Stony Brook University and a BA in Political Science & Journalism from New York University. In addition, he also holds an Advanced Certificate in Database Application Development & Design from Columbia University and has a Project Management Professional (PMP) Certification form PMI.
Stephan Liozu, Ph.D. Prosci® Chief Value Officer, Thales
Certified Change Manager. He holds a Ph.D. in Management from Case Western Reserve University. His dissertation, called “The Pricing Journey”, demonstrates the need for transformational change to reach pricing excellence.
Justin Murphy Partner , Bain & Company
Justin Murphy is a Partner at Bain & Company (a leading global management consulting firm). He is a leader in Bain’s Technology, Media, Telecom Practice, and the Head of the West Coast Pricing Practice. Justin has spent 12 years at Bain across North America and Australia, and is currently based in San Francisco. Justin typically focuses on go-to-market strategy and performance improvement for technology companies, with a heavy emphasis on pricing and salesforce/channel effectiveness.
Bala Tiru VP of Product Management, Vendavo
Bala Tiru is a veteran leader in enterprise software development, product management and IT management spanning Internet, banking, telecom and service industries. Bala has been with Vendavo since 2010 Bala led the Enterprise Product Management team and delivered successful product releases and new product launches. He brings vast technology, product expertise and services learnings to enhance and expand Vendavo enterprise and hybrid product offerings that increase market adoption. Previously, Bala led product management at 2Wire and delivered industry-leading solutions that catapulted 2Wire from a startup to a large corporation eventually acquired by Pace, Inc. Bala holds an M.S. in Electrical Engineering from Old Dominion University, Virginia, and an M.B.A. from Santa Clara University.
Dave Anderson, Business Consulting, Vendavo
David Anderson is a Boston-based Business Consultant with Vendavo. He has spent the last 15 years working inside companies to advance their strategic pricing agendas. Dave is a manufacturing engineer by training (BS, MSE from Kettering, Purdue), has an MBA from Harvard Business School, and he has had the great privilege of learning pricing by working and interacting with many fantastic pricing experts over the course of his career.
Marybeth (MB) Box, Vendavo Project Leader, Molex
Marybeth (MB) Box has over 30 years of experience with complex system development. Shes an avid programmer who started her career in assembler language on punched cards. At her current role at Molex, shes driving the development and improvement of the Vendavo applications. She led the recent upgrade to Vendavo 8.1 and configuration changes that were required to support a newly acquired business. Prior to Molex she spent over two decades programming at Bell Labs/Lucent, working on specialized language compilers, software update software, service launch platforms, large system upgrades, and loaders. Marybeth holds a BA in Computer Science from Illinois Institute of Technology and MS in Computer Science from Utah State University.
Dan Bormolini, VP, BD & Customer Strategy, Vendavo
Dan has over 9 years of practical experience in pricing in both process industries and discreet manufacturing, including global pricing challenges while managing export pricing at Smurfit Mexico (now SmurfitKappa). In addition to pricing, Dan has lead lean manufacturing initiatives focusing on inventory rationalization and mill asset cash contribution per hour (CCH) improvements. Dan has an additional 7 years of enterprise software experience where he has worked with discrete manufacturers and their distributor networks, streamlining complex channel environments and most recently in enterprise price and margin management. Specific areas of pricing experience include best practices in rebate and discount management in complex channel environments, price optimization in configured products, transactional price optimization, and reducing channel pricing conflicts.
Colin Carroll Director, PwC
Colin is a Director in PWC’s Customer Impact practice with more than 15 years of consulting experience in pricing and sales and channel effectiveness. Colin’s experience spans strategic, tactical and transactional pricing, from strategy development through execution, and includes development and implementation of decision support tools and change management programs across global, cross-functional matrix organizations. Colin joined PwC from McKinsey’s pricing practice. Before McKinsey, Colin was the Vice President of Business Consulting at Vendavo, and has extensive experience with global rollouts of price management software.
Sanjoy Chatterji Founder and CEO, Entomo
Sanjoy Chatterji brings more than 25 years of technology and executive management expertise to the company. As Founder and CEO, he provides the overall vision and strategy for the company. Before founding Entomo, he was Founder and President of the Trinetra Consulting Group, which worked with early-stage growth companies in the areas of business development, market and product strategy, and organizational development.Prior to Trinetra, Sanjoy was Vice President of Software & Systems at Philips Electronics’ Ultrasound Division. He was a member of the turnaround team that revitalized and repositioned ATL (then a publicly traded company), resulting in an eventual acquisition by Philips.Earlier in his career, Chatterji was Vice President Technology & Services at PowerOpen, a PowerPC market-development company joint-venture by Apple, IBM and Motorola. Prior to PowerOpen, Sanjoy spent almost 10 years at Sequoia Systems Inc., serving in a variety of functions, including Director Systems Software. He helped the company grow through an IPO and several years as a publicly traded company. During his tenure, he developed and brought to market several generations of high availability big data transaction processing systems and received multiple patents in fault-tolerant and multiprocessor architecture and design.Sanjoy previously served on the Computer Systems and Software Advisory Board of the Washington Technology Council. He holds a Master’s of Engineering in Computer and Systems Engineering from Rensselaer Polytechnic Institute and a B.S./M.S. in Computer Science from BITS, Pilani.
Raj Chopra Business Consultant, Vendavo
Raj Chopra is a Business Consultant at Vendavo with 20+ years of experience in the pricing strategy, pricing execution, business operations, marketing and chip design areas of the semiconductor and high-tech industry. He has spent the last three years at Vendavo helping numerous customers implement and automate their pricing processes, strategies and profit maximization initiatives. He works with customers in the Semiconductors, High-tech OEM, Distribution, Software and Medical Devices vertical industries. Prior to Vendavo, Raj was with AMD, Microchip, Intel and ST Micro where he held various progressive positions. Raj has an MBA from W.P. Carey School of Business, an M.S. in Electrical Engineering from Arizona State University and is a Certified Pricing Professional (CPP).
Chuck Davenport Managing Director, Deloitte
Chuck Davenport, co-founder of Deloitte’s Pricing Practice, has over 20 years of experience in pricing operations, strategy formation and consulting specializing in the software, technology, and media industries. Chuck has led over 30 projects helping clients identify and realize profit improvements through innovative pricing strategies, practical process and organization design, and effective implementation.
Justin Eisenhart, Senior Manager of Generic Pricing, AmerisourceBergen’s CSP
Justin Eisenhart is the Senior Manager of Generic Pricing for AmerisourceBergen’s Community and Specialty Pharmacy (CSP) business segment. In this role, Justin focuses on product pricing, financial/deal analysis, and proposal development. He is responsible for developing pricing strategies that increase generic market-share and maximize margin. Prior to joining AmerisourceBergen, Justin was a graduate of Lockheed Martin’s Finance Development Program (FLDP). During his seven year tenure with Lockheed Martin, Justin was involved in various finance, pricing and strategy roles. Justin received his MBA from Saint Joseph’s University and his B.S. in Finance from Bloomsburg University of Pennsylvania. Outside of work, Justin enjoys golfing in the summer, skiing in the winter, and spending time with his family.
Michael Ettinger, Director of Generics Pricing, AmerisourceBergen
Michael is the Director of Generics Pricing and is responsible for Health Systems pricing at Amerisourcebergen. He also leads the Competitive Data Capture and Compare team. Prior to joining AmerisourceBergen, Michael spent over a decade working in various strategy, product development and sales roles at large financial services companies. Michael received his MBA from Temple University and a B.S. and B.A. from Pennsylvania State University. Outside of work, Michael loves everything related to fantasy sports and spending time with his wife Kim and two daughters Greta and Quinn.
Rich Feist Director of Pricing Operations, Analog Devices
Rich Feist has almost 30 years of experience in re-engineering business processes and systems. Rich joined Analog Devices in 1993 and has been managing their pricing operations for the past 9 years. In this role, his team has been focused on improving Analog Devices’ world-wide pricing effectiveness through advancements in strategies, policies, procedures, and systems. As part of this effort, ADI has been utilizing Profit Analyzer for 7 years and Deal Manager and Price Manager for 2 years.
Dan Himmelman IT Manager, Lubrizol Corporation
Dan currently manages the Information Solutions Customer Process team which provides IT solutions to commercial business users (Sales and Marketing) that improve productivity, increase efficiency, and opens access to information for a highly-mobile audience. He has been in this role for the past 13 years. His service portfolio spans from Customer Relationship to Customer Master to Pricing solutions. Prior to his current role, he was a member of a global team which implemented and supported the SAP ERP environment. His primary focus was the Order-to-Cash business process, though my experience spans almost all other processes. My specialized area of expertise is integration between internal and external systems.
Alex Hoff Vice President of Business Consulting, Vendavo
Alex has been with Vendavo for almost nine years and serves as Vice President of Business Consulting — working with our customers to help them drive value through price and margin management improvements. Prior to joining Vendavo, Alex spent most of his career in various product marketing and pricing roles for Fortune 500 companies in both B2C and B2B industries.
William Humsi Director, Simon-Kucher & Partners
Will is a Director in our Atlanta office and B2B practice.
He has more than 7 years of commercial excellence consulting experience in various industries including software, life sciences, automotive and construction industries with a focus on advising companies in pricing, sales force excellence, channel strategies and sales model transformation.Will has carried out many transformational efforts including: implementing new go-to-market and sales force strategies, defining future state pricing analytics functions and designing future-state sales and sales operations functions.Will is a “Double Hoo” from the University of Virginia: He earned his undergraduate degrees in Biomedical Engineering and Economics, then returned to earn his MBA from the University’s Darden Graduate School of Business.
Robert Irwin Vice President of Business Consulting Europe, Vendavo
Robert has worked in the area of Pricing for over 15 years and has spent the last 8 years at Vendavo helping customers to implement and automate their pricing processes, strategies and margin optimization. Before joining Vendavo, Robert was the Global Director of Pricing at a High-Tech manufacturer where he developed, built and led the Pricing Organization. He is experienced in leading sales and operations teams in the international business environment and has a proven track record of successfully leading organizations through structural and process change. Robert has an MBA from Wake Forest University and a BA (Hons) in International Business from Sheffield City Polytechnic.
Steve Kemp Director of Pricing and Profitability , NIBCO INC.
Steve Kemp is Director of Pricing and Profitability at NIBCO INC., a manufacturer of flow control products. He has led pricing organizations in several B2B industries including online information services, financial self-service, computer hardware, and industrial manufacturing. In his current role he developed the company’s strategic pricing function, making significant improvements in price strategy, analytics, processes and execution. He led the Vendavo project from requirements definition through implementation.
Steve has a BS from the State University of New York at Buffalo and an MBA from the University of Chicago Booth School of Business. Steve is a Certified Pricing Professional.
Patrick Kirk Director, PwC
Pat is a Director in PwC’s Pricing practice. He primarily works in B2B, helping clients leverage data and pricing analytics to deliver actionable, measurable results. He has advised clients across several B2B industries, including human and animal pharma, pharma distribution, construction materials, lighting, services, and chemicals. Pat is a subject matter specialist in commercial excellence, and in particular has extensive experience in transactional price management, pricing solutions, channel strategy and sales effectiveness.
Mitch Lee Business Consultant, Vendavo
Mitch is a Business Consultant at Vendavo with 25+ years of experience in the technical, operational, marketing, and commercial arenas of the chemical industry. Prior to Vendavo, Mitch was with BASF and Orica in product marketing and business management, driving operational optimization, pricing excellence, and margin improvement, as well as personal engagement in high value sales negotiations. Mitch also has deep experience with raw materials supplier portfolio management having negotiated large scale and long-term agreements with leading suppliers.
Kim Long Business Consultant, Vendavo
Kim Long is a subject matter expert in pricing, working in the functional area of pricing as a product manager, director of pricing, and as a consultant with Vendavo. Kim has over 21 years of professional experience in the distribution industry. Prior to joining Vendavo, Kim worked at OfficeMax and was responsible for pricing strategy, profit management, performance measurement and process re-engineering. As the Director of Pricing Strategy and Optimization, Kim led a company-wide initiative centralizing all contract pricing functions in addition to installing a pricing platform to support those functions.
Matthew Mears, Manager Strategic Pricing, Lennox
As Manager, Strategic Pricing, Matthew lead the Vendavo Full Suite system implementation at Lennox International, a $3.6 billion global leader in the heating, air conditioning, and refrigeration markets. The pricing transformation journey began in 2013 with the implementation of Profit Analyzer. This was followed by Price Manager in 2014 and Deal Manager in 2015. Prior to the pricing transformation project, Matthew lead the effort to create a corporate shared services organization and was a member of the Lennox SAP ERP implementation team. He is currently transitioning into a new role in the Lennox IT organization. Matthew holds a B.S. in Economics and Finance from Southern Methodist University, an M.B.A. in Finance from the University of North Texas, and is a certified Project Management Professional (PMP).
Linda Monroe Contract Center Manager, Analog Devices
Linda Monroe has been with Analog Devices for the nearly 20 years. She started at ADI running the Americas quote center then moved into distribution operations. She played a key role when ADI implemented Vendavo Deal Manager in 2014. Currently, Linda is the Contract Center Manager. In this role, she leads a pricing analytic team that facilitates success in annual price negotiations at customers. Linda received her Bachelors degree in marketing from Clarkson University.
Matthias Mueller Principal Value Consultant, Vendavo
Matthias Mueller is a Senior Pricing Practitioner and Principal Value Consultant at Vendavo, a leader in Price and Margin Optimization. Matthias has over 16 years of experience in both practical and strategic pricing in B2B. During the last 5 years at Vendavo, Matthias has helped customers across many industries to adapt and implement best practice pricing strategies, quickly ramp-up/enhance their analytical skills, and proved value consultancy throughout a pricing transformation to drive improvements in execution of profit improvement actions. Before joining Vendavo, Matthias held various senior Sales Management and Business Development roles at a leading global telecommunication infrastructure manufacturer. As a Services Sales Director, Matthias managed, firsthand, the sales and negotiation process with top tier international customers, including DTAG and T-Mobile International. Most recently he was the Global Pricing Director of the telecommunication infrastructure manufacturers’ service division where he developed and implemented a holistic pricing excellence program, defining pricing strategies, developing methodologies and sales tools to drive price effectiveness.
Patrick O’Hara, Pricing and Sales Operations Manager, Lennox
As Manager of Pricing and Sales Operations for Lennox, Patrick is involved daily in pricing activities, data analytics, and deal evaluations of the Lennox Residential HVAC business sector. Patrick has managed the Residential HVAC Pricing Department from the beginning of the Vendavo engagement through the current state of using Vendavo Profit Analyzer, Price Manager, and Deal Manager as part of day-to-day business. Patrick has been intimately involved in change management that goes with pricing transformation, especially within a pricing organization and with those members of the sales organization. Prior to managing the Pricing and Sales Operations teams for Lennox, Patrick worked in analytics regarding sales, marketing and supply chain.
Richard Reif, Executive Director of Sales Support, GAF
Richard Reif is the Executive Director of Sales Support for GAF Materials Corporation. Richard oversees the pricing, billing, and rebate payable functions at GAF. In addition, his team provides support for the retail customer channel and builds the annual plan. Richard was recently the business lead in an implementation of Vendavos Deal Manager and Profit Analyzer. The results of this successful five month implementation have allowed GAFs entire US-based commercial roofing sales force to adopt Deal Manager in a two week rollout. This implementation is widely regarded as a top business transformation/IT project within the company. Richard earned a Bachelors degree in civil engineering from The University of Vermont and an MBA from Carnegie Mellon University.
Israel Rodrigo Business Consultant, Vendavo
With more than 15 years working in different countries, Israel has professionally succeeded in areas such as Corporate Finance, Customer Profitability management, Sales development, Pricing Science and Segmentation and optimization of Business Processes and Systems. Israel has specifically worked in the Supply Chain management and B2B/B2C distribution for top Fortune corporations within the pharmaceutical and logistic industries.
Brian Sharp Founder and CEO, Chapel Row Partners
A frequent speaker on topics related to pricing, selling and value management, Brian brings over 20 years of experience in business management, marketing, and commercial development. As the former Global VP of Commercial Management at Sealed Air Corporation (departed April 1, 2017), helped lead a transformation of the pricing and value management capability across this diverse $7B corporation. At Profit Summit 2017, Brian is relaunching his consulting career advising companies on price, value and monetization challenges. Previously, Brian spent four years in consulting and built a successful boutique Pricing & Value Management practice within Kalypso, a global management consulting firm. He led multiple large scale price and value management strategy and transformation engagements at leading companies such as Covestro, eHarmony, Trane, and Samsung. Prior to consulting, Brian held a variety of global and international sales and marketing leadership roles in the US, Europe, Latin America and Asia with Lord Corporation, BP and Castrol Lubricants. He received a BS in Chemical Engineering from the University of Texas at Austin.
Joanne Smith President , Price to Profits Consulting
Joanne Smith spent 20 years driving profitability from a variety of business, marketing, and pricing leadership roles inside DuPont. As the Corporate Director of Marketing and Pricing in DuPont, she headed a highly innovative pricing team that influenced senior leaders including those in the marketing and sales organizations to adopt new market-based approaches.
Currently, she runs Price to Profits Consulting (www.price2profits.com), which assists B2B companies in transforming their pricing performance to enhance long-term profitability. Joanne resides in Avondale, Pennsylvania.
Maureen Swanson, Director of Generic Drug Pricing, AmerisourceBergen
Maureen Swanson is Director of Generic Drug Pricing at AmerisourceBergen. In this role, Maureen is responsible for the pricing activities related to the entire contract lifecycle for Strategic Accounts; including deal development & negotiation, price maintenance, issue resolution, and growth opportunities. In addition, she leads the Price Execution and Audit processes, as well as Customer Contract Set-Up teams for all commercial segments. With 10 years’ worth of pricing experience, Maureen has played a significant role in the development and implementation of ABC’s generic drug go-to-market pricing strategy. Maureen received a B.S. in Supply Chain Management from Lehigh University.
Ian Tidswell Founder, een Consulting GmbH
Ian Tidswell has led B2B pricing transformation initiatives across multiple companies and a broad range of industries including Sygenta and McKinsey & Co.Ian holds a PhD. in physics from Harvard University and a BSc. from Imperial College, London University. He is based in Basel, Switzerland.
Brian White Business Solutions Lead Architect, Lennox
Brian is a veteran Business Systems Analyst and Project Manager with over 25 years of experience successfully working the middle ground between the Business and IT. Over the last dozen years he has focused primarily on pricing related projects, most recently as IT Project Manager and IT Lead on the Pricing Transformation Project at Lennox International, a $3.6 billion global leader in the heating, air conditioning, and refrigeration markets. Brian is currently leading IT efforts for the multi-year, multi-phase, enterprise data governance/master data management project.
Jin Yeoh Senior Pricing Consultant, Vendavo
Jin has more than 11 years of experience delivering scalable, enterprise CRM and Pricing software solutions from a variety of B2B and B2C clients in chemical, high tech, industrial manufacturing, packaging, automobile, and retail. As a pricing consultant, she plays a crucial role in application design, quality assurance, training and change management throughout the project lifecycle. With her experience in pricing and work across multiple industries, she routinely helps clients achieve an increase of 1-2% of Sales. Prior to Vendavo, Jin was a Technology Consultant at Deloitte Consulting and Pricing Manager at Elsevier. She enjoys singing and is currently picking up the skill of Cajon playing.