EPP Dynamic Talks – B2C (June 8-17, 2021)

Marta Varela

Marta brings with her 30 years of career in the hospitality business where she has performed a good mix of positions both at hotels and corporate level in different locations gaining experience from various destinations, markets and teams. Marta grew up as a professional with Hilton Hotels International and after 14 years she joined Meliá Hotels International where she used her knowledge and know-how to implement and deploy the Revenue Culture into MHI through her role of Global Revenue Management Director. Later on, Marta embarked on a new adventure with the Spanish Hotel chain Barceló Hotel Group where she was responsible for the Commercial, Revenue & Pricing Strategy of several hotels in the Spanish Region. Marta has recently switch industries and has moved to the exciting world of the leisure parks where she is responsible for implementing and lead the day-to-day Revenue Management within the new centre of excellence created at corporate level to support the business needs of the 63 parks worldwide including those of attractions, animals and water. Additionally, Marta teaches, mentors and advises various Advanced Revenue Management MBA’s at CESAE Business School, University Rey Juan Carlos I and at FORST Business School.

Matt Johnston

Matt Johnston is a seasoned commercial marketing professional possessing over 20 years Pricing, Product and Segmentation experience with Tier 1 brands in Europe, North America, the MENA region and Southeast Asia.
Matt is founder and CEO of a SaaS market research startup called EPIC Conjoint. Top global brands such as Vodafone Group, Philips, Three, Virgin Media and Whirlpool use EPIC Conjoint’s agile survey platform to optimize profit by predicting customers’ product preferences and willingness-to-pay in near real time.

Nathalia Rieger

Head of Pricing of one of Europe’s largest optical retail groups. Expert in Digitalization, Organizational Transformation and Pricing. Trained as Change Manager (MSc) and Political Scientist (BA), Nathalia Rieger facilitated big organizations successfully through major change processes.

Stella Penso Lancaster

A commercial/pricing leader and advisor with 18 years of international experience in strategy, regulation, planning, analytics, operations and execution. Covered in total 30 countries during this time (USA, Turkey, Ukraine, GCC, MENA, W. Africa, Asia). Worked for market leaders as well as challengers facing fierce competition. Relishes the vibrant growth journey from start-up to maturity, improving user funnels and increasing market share, brand value, pricing power and profitability.

Ji-Hoon Dierckx

Ji-Hoon Dierckx comes with more than 20 years experience in CPG. First at P&G, where Ji-Hoon has been leading Revenue Management and Pricing Strategy. Then at PricingOne, a revenue management consulting firm that he founded few years ago in Geneva and Dubai. His consumer-centric RGM approach consistently brings significant Net Sales and Margin growth across consumer goods sectors.

Thomas Walter

Thomas Walter is an expert of negotiation with CPG Retailer and Category Management and is now leading the Bel Group transformation on Revenue Management.

Enrique Perez Abelleyra

Optimizing business performance via Revenue Management. Driving business strategy; using data driven insights, cross collaboration & execution, while developing company capability.
More than 15 years of progressive Omni-Channel achievements, capitalizing outstanding results and learnings from 5 top global FMCGs.

Scott Green

As a Senior Global Pricing Executive, I create and launch the strategies, processes and systems that resolve a company’s pricing challenges, delivering significant business value – faster and more effectively. Leading an organization through large-scale pricing transformation is my passion and my talent. I uncover extra margin dollars and quickly increase ROI by investing in pricing. The secret to my success is ensuring that avenues of communication between critical business functions are built and maintained. These bridges efficiently remove friction created by misalignment and allow for more effective decision making.

Victor Farnese

I am a professional obsessed with two topics: understanding value from different perspectives and using technology to achieve process excellence.

I constantly seek to understand what is the true source of value of a product to a customer, the true value of a contract to a vendor, or the true value of a comment to a conversation. This makes me a professional who sees between the lines and finds passion in designing smart commercial strategies.

Additionally, I see technology truly as a solution to the problems of the world. A solution to inefficiencies. A solution to ad-hoc management. A way to simplify the work. This makes me a tech savvy commercial person, who seeks data and logic to fulfil the value customers want.

Wherever I go, I am an ambassador of excellence, respect, ownership, happiness and frugality. Highly diverse and evolving roles that require a strong balance of hard and soft/ leadership skills are the ones that thrill me.

Dr. Marcus Demmelmair

Marcus F. Demmelmair is senior project leader within Accenture’s CEO & Enterprise Strategy practice. Marcus’ passion is to advise on commercial strategies leveraging new business models, analytics & artificial intelligence as well as innovative technologies. Over 9 years of consulting, Marcus help clients to find new levers for top-line growth across various B2C and B2B industries in Europe, Asia and the US.

Yona Paproth

Yona Paproth is a Manager in Accenture Applied Intelligence.
He brings 5+ years of combined experience in the development and implementation of both, data driven analytics and business models across industries.
Yona is part of the Applied Intelligence Strategy practice and manages analytics development and delivery projects in multiple European markets coordinating onshore as well as offshore teams.
He holds a masters degree in mechanical engineering and business administration from RWTH Aachen University.

Alan Milner

A passionate and highly energised individual, with a proven track record of delivering commercial benefit within both the Business Supplies and MRO industry over the last 10 years.
His expertise cover pricing strategy & execution, particularly within businesses operating across multiple customer touchpoints.
Well experienced in data science and automation, optimising pricing by building custom solutions via Python and SQL to support the pricing strategy.

José Vela

José Vela is Director of Pricing at Spandex Group. He leads the Group pricing strategy and helps all subsidiaries in Europe and Australia to implement country-specific key actions to improve pricing power and gross margin in the areas of pricing optimization, customer segmentation, compliance and compensation.
José has over two decades of experience in General Manager and Sales Manager roles mainly in B2B organizations in industries such as Graphics, Automotive and Media. He studied Mathematics at University of Barcelona and holds an Executive Development Program (PDD) from IESE and an Executive Master in Sales & Marketing from ESADE.
His unique blend of experiences in Management, Mathematics and different Markets and Industries has enabled José to develop and implement successful pricing improvement projects.