Speakers 2014

Robert Irwin, Business Consultant, Vendavo
Robert has worked in the area of Pricing for over 10 years and has spent the last 5 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 organisations through structural and process change. Robert has an MBA from Wake Forest University and a BA (Hons) in International Business from Sheffield City Polytechnic.


Thomas Donck, Director, Belgian Deloitte Consulting Practice
Thomas Donck is Director within the Belgian Deloitte Consulting Practice. He joined the firm in 2001 after having finished his Law and Economical studies over different Universities in Belgium and Germany (Berlin). He has 12 years of consulting experience with a focus on Pricing, Sales & Marketing strategy. He is one of the key members of the Deloitte Pricing Center of Excellence which is based on Brussels.


Ingemar Ylikangas, VP Marketing & Human Resources, Navetti
Ingemar leads the marketing department at Navetti with the goal to support the business plan. Ingemar has an industrial background with a solid 13 year track record of success on different management positions. He also leads Navetti´s HR function to secure that Navetti over time will attract, keep and manage the right persons with right competence, attitude and values. Ingemar holds a Master of Science (M.Sc.) in Industrial Engineering and Management from Luleå University of Technology and has been in the Navetti management team since 2008.


Dr Heiko Schickel, Marketing Head, Great Britain and Northern Europe, Hilti Group
Dr Heiko Schickel is the Marketing Head for Great Britain and Northern Europe for the Hilti Group. Hilti is a provider of innovative, value adding products and services for construction professionals. Heiko has held various positions within Hilti in Marketing, Product Management, Sales Management, Controlling and Business Development in different countries. Before joining Hilti, Heiko worked with McKinsey & Company for more than 5 years developing new products and services as well as market entry strategies for clients across Western Europe and North America.


Nicolas Magnette, Solution General Manager with Periscope, a McKinsey Solution
Nicolas Magnette is the Solution General Manager of Periscope Performance Vision, a McKinsey Solution. He has extensive expertise in supporting pricing transformation programs, and deploying pragmatic analytic solutions that improve the bottom line and enhance the capabilities of sales teams. He is based in Luxembourg and works for clients worldwide, mainly in chemicals and assembly.


Jorge Postigo, Associate Principal with McKinsey & Company
Jorge Postigo is an Associate Principal from the London Office. Jorge joined McKinsey in October 2008 having previously worked for 5 years in diverse roles in Oil & Gas Downstream. Jorge is a core member of the Marketing & Sales practice in the UK, and has served companies in different industries including: Chemicals, Automotive, Pulp & Paper, Oil & Gas, etc. Jorge has served clients in projects in several geographies, including United Kingdom, United States, Germany, Spain, Austria, the Netherlands, South Africa, Nigeria, Indonesia, Hong Kong, among other countries.


Mike Lawson, Director of Pricing, Depuy Synthes Trauma (a Johnson and Johnson Company)
Mike Lawson is currently the Director of Pricing Strategy at Depuy Synthes Trauma and is widely known in the pricing space. Before joining Trauma, Mike was the Director of Pricing Strategy for DePuy Synthes Joint Reconstruction. Prior to DePuy Synthes, he was the Director of Strategic Pricing at Valmont Industries, Inc., where he established the corporate pricing function. Before joining Valmont, he worked at Vendavo, Holden Advisors and the Strategic Pricing Group, giving him a broad understanding of pricing issues that any B2B company may face. Mike has co-authored several white papers on pricing and is recognized for providing early model insights to “Pricing With Confidence” by Holden and Burton while he was at Holden Advisors. Mike also speaks frequently at industry events and is always well received by the audience. Mike and his wife, Nicole, currently live in Fort Wayne, IN with their two children. Mike is a University of Maryland Graduate and has his MBA from Boston College.


Martin Reeves CPP, ACMA , CGMA – European Merchant Margin Enhancement and Pricing Manager – Air Products and Chemicals inc.
Currently the European Margin Enhancement and Pricing Manager  for Air Products in the Chemical Industry. He commenced his professional career in the airline Industry as a Yield Controller in the late 80’s. He has worked for Air Products for 23 years. Initially in joined the company in finance then commercial roles. For the last 10 years he has returned to the Pricing arena with Air Products. During this time he was responsible for introducing and driving the concepts of Pricing and Margin Enhancement within the Business. Martin has challenged his organization in adopting the Pricing principles and concepts by delivering significant benefits to both the top and bottom line. Using the “Pricing Pillars” strategy and embedding both in-house and purchased pricing software he has incorporated Pricing Analytics, Price management and Deal Management into a strategic asset of the company. Martin is a qualified accountant and achieved the Certified Pricing Professional designation from the Professional Pricing Society in 2014.


Gregor Buchwald, Managing Partner, Prof. Roll & Pastuch Management Consultants
Gregor Buchwald is Managing Partner at Prof. Roll & Pastuch Management Consultants and has more than 15 years of industry and consulting experience. His consulting focus is on strategy, pricing and sales for multinational as well for mid-sized national companies in the B2B / B2C sector. Gregor is co-author of various pricing books (e.g. “Pricing-Excellence für Technologieunternehmen”, M. Laker, 2007) and co-publisher of the pricing book “Praxishandbuch Preismanagement”, O. Roll et al, 2012). Gregor studied business administration at the University of Mannheim, the University of California at Los Angeles (UCLA), and the University of Belgrano (Buenos Aires). He speaks fluently English, German and Spanish.


Emanuela Papapietro, Senior Commercial Excellence Manager, Borealis Group
Emanuela is currently leading Strategic Pricing in Commercial Excellence at Borealis. In her 17 years career, she has covered different sales and marketing roles in the petrochemical and luxury brand industry . In particular, she was responsible for business development and  optimization by developing value based selling  . She has recently led a successful global implementation of Vendavo in Borealis and she will have a speech on the challenges and key success factors for  pricing tool implementation.


Stephan Reis, Director Pricing and Market Intelligence, Avery Dennison Materials Group
Stephan Reis is Director Pricing and Market Intelligence at the Avery Dennison Materials Group division in Europe. His Pricing responsibilities include Pricing Strategies, Pricing Structures and Guidelines as well as Price Controlling. He closely works with Product Management and Sales to improve bottom line results for the division. His Marketing Intelligence responsibilities are to drive growth via actionable market insights as well as promoting our industry recycling opportunities. Mr. Reis joined Avery Dennison 2009, and has held several positions in the sales & marketing area, most recently that of Commercial Manager for TNT Express Worldwide. He holds a master degree of Economics from the University of Bonn, Germany.


Sascha Kueppers, Head of International Price Management Aftersales, BMW AG
13 years with BMW with stations in Inhouse Consulting Sales & Marketing, eBusiness Development, CRM and Aftersales Strategy. Since 2012 responsible for the International Price Management Aftersales within the Price and Volume Planning Aftersales.


Rickard Nilsson, Central Pricing Manager, Customer Care, Electrolux Major Appliances EMEA
As leader of the central pricing team for the Electrolux Major Appliances aftermarket business in EMEA, Rickard has been responsible of transforming the spares business from being cost based and inward-looking, to become value based and consumer centric.


Dr. Paul Artur Glenn, Head of Global Pricing Service and Parts, Heidelberger Druckmaschinen AG
Paul Glenn has extensive pricing experience, which he acquired during the last ten years both from working with companies as a consultant and more than seven years in industry responsibilities. As a pricing expert he has wide practical and international pricing experience in Europe, Americas and Asia-Pacific. Paul Glenn leads the Pricing of Services and Parts at Heidelberger Druckmaschinen AG. In his role he developed and implemented new pricing strategies, methods, processes, manages the change from a decentralized to a global pricing organization and set-up and implemented a global pricing-system in record time. Dr. Paul Glenn has a background in industrial engineering and management and business administration. He is lecturer of Business Dynamics at the Karlsruhe Institute of Technology (KIT) and Pricing at the University of Aachen. He has published books and articles and is getting involved in research advisory.


Victoria Mascaray Martí, DuPont Pricing & Channel Competency Leader EMEA
Victoria Mascaray Martí graduated in Business Administration from Universitat de Barcelona. She has a post-graduate in International Marketing from ESADE (Barcelona) and an MBA from IMD (Lausanne).  She was appointed DuPont Pricing and Channel Competency Leader in EMEA in March 2012. Prior to that she was the Country Manager for DuPont Building Innovations business in Spain and Portugal for more than 4 years.  Before DuPont she had consulting experience at PWC and IBM, working across the US and Europe on projects in pharmaceutical, automotive and utility industries.


Miguel Serrano Kieckebusch, Director Global Pricing Strategy, Medtronic
Miguel is a Director at Medtronic, responsible for the company’s corporate Price Strategy across the globe. He developed extensive global experience in a diverse range of business areas, including Finance, Quality-Lean Sigma, Pricing, Sales & Business Operations. Miguel has developed his functional expertise across various verticals (Industry, Energy, Automotive, FMCG), specializing in Healthcare, particularly around how to establish the link between the industry and payers for accelerating the adoption of new therapies and technologies across the world.


Loïc Le Corre, Managing Director, PriValEdge – Pricing & Value Strategy Consultancy
Loïc Le Corre has been passionate about helping companies improve their pricing & Value management performance for more than 20 years. He Client list span 5 continents and leaders from many different industries.  He has constantly strived to develop Pricing & Value Management approaches, tools and organizational processes that were at the leading edge, but also very pragmatic & operational. Loïc graduated as an engineer from the Ecole Polytechnique in Paris and received an MBA from the Wharton School (University of Pennsylvania).


Rafael Farres, Strategy & Pricing, Agfa Graphics in Belgium
Born in Barcelona in 1951 and lectured in Chemistry – Universidad Autónoma de Barcelona, Rafael  is currently heading Strategy & Pricing at Agfa Graphics in Belgium. Since 1974 he has been holding numerous of leading positions within Howson Algraphy and Agfa contributing to his overall leadership skills and experience with pricing. His previous titles include Director of Strategy and BPR (Business Process Reengineering at Agfa Graphic Systems Division, General Manager of the Graphic Systems Division at Agfa in Europe and Technical and Sales Manager of Howson Algraphy in Spain. Since 1996: President of Graphispag Digital: Printing exhibition in Barcelona. From 1996 to 2005 Rafael is President of Graphintro: Pre-Press exhibition in Barcelona.


Mirko Maternini, Strategic Global Pricing Manager, O-I
Mirko Maternini is the Strategic Global Pricing Manager, part of the Global Sales Organization at O-I, world’s leading maker of brand-building glass containers, with a $7 billion Sales in 2012. He is responsible to provide analytical support to maximize profitability on global strategic account management. Mirko has a solid background and more than 10 years’ experience in Finance, covering various roles as European Sales Controlling and Business Case Manager. Mirko achieved the Certified Pricing Professional designation from the Professional Pricing Society in February 2014.


Benoit de Dorlodot, European Channel and Pricing Manager, SKF Industrial Market, Regional Sales and Service
Benoit de Dorlodot, is European Channel and Pricing Manager at SKF Industrial Market, Regional Sales and Service, one of the three business areas of SKF AB. With nearly 25 years of working experience in leading sales and marketing functions in several countries, Benoit is now heading the European industrial distribution and pricing activities for the business area, with a main focus on the aftermarket pricing.  Prior to his current position, Benoit was e.g. Manager for the French Aftermarket Business Unit and European Key Accounts Sales Manager.  He has also been in charge of the Service Activities in Europe and Latin America.


Stephan M. Liozu, Ph.D., Pricing Thought Leader and Agent of Disruption
Stephan M. Liozu is the Founder of Value Innoruption Advisors, a consulting firm specializing in innovation, value and pricing management. Stephan has worked for both Fortune 500 companies and family-owned businesses in the manufacturing and industrial sectors. He specializes in crafting and designing unique value and business strategies leading to differentiated business models. Stephan holds a Ph.D. in Management from Case Western Reserve University. He is the co-editor of “Innovation in Pricing” published by Routledge in 2012. He has been published in many academic and practitioner journals such as MIT Sloan Management Review and Industrial Marketing Management.


Fabio Cicalini, Pricing Expert, former Vestas
Mr. Cicalini developed his pricing expertise over the last 8 years in Automotive, Semiconductor, Healthcare, Consulting and Energy verticals for product, service and spare parts at Infineon AG, GE Healthcare IT, Pricing2B. In the last 3 years he led Vestas’ organizational transformation from cost-plus to market and value based pricing. His specializations includes strategic, commercial and operational pricing, market research, value based pricing, processes optimization, change, project and communication management, organizational transformation and training. Mr. Cicalini hold a CPP from the Professional Pricing Society (NOTE: complete it September 2013), an MBA from Berlin Management Institute in Germany and a BA (Hons) from Lancaster University in the U.K..