Women in Leadership Summit Adelaide - Brochure (BEN)
WSAL0416A_P
1. Advice To My Younger Self
Pre-Summit Workshop
4 April 2016
Summit
5 & 6 April 2016
Post-Summit Workshop
7 April 2016
Swissotel, Sydney
EXPLORE
Unlocking Your Leadership Potential and Building Resilience
to Thrive in the High Pressure World of Sales, Business
Development and Account Management
Leadership insights and tactics from
successful executive sales leaders
Developing resilience and harnessing
an authentic leadership style
Overcoming barriers and navigating
workplace politics in the sales industry
Identifying, leveraging and pursuing
opportunities for career progression
EARLY BIRD DISCOUNTS
Book & Pay by 13 January 2016 to
receive an additional Value Plus Discount!
Phone: +61 2 8239 9700
Fax: +61 2 8239 9777
www.liquidlearninggroup.com
Booking Code - P
The Women in Sales
Leadership Summit 2016
Louise Barrett Executive General Manager Sydney
Network Ten
Janice Cox Director, Managed Customer Sales and Service
NSW/VIC/TAS
Telstra
Helen Mouscas Director of Inside Sales Commercial
Dell Australia
Cath Hodgson-Croker Chief Sales Officer
Melbourne IT
Kirstie Hepburn General Manager Sales
Sigma Pharmaceuticals
Rebecca Warren General Manager, Equipment Finance
National Australia Bank
Suzy Nicoletti Head of Online Sales
Twitter
Kerrie-Anne Turner Vice President Asia Pacific and
Managing Director Australia
StayinFront
Claire Osborne General Manager, Commercial
Partnerships and Planning
Schweppes Australia - Asahi Beverages
Ashlee McCusker ANZ Head of Sales Development
Amazon Web Services
Karen Tsolakis Head of Corporate Sales and Development
JAPA
American Express Global Business Travel
Angela Colantuono General Manager Customer
Experience/CRM Australia
Oracle
Nina Onem National Sales Manager
Novartis Pharmaceuticals
Jacqui WIlliamson General Manager Sales NSW and ACT
Canon Australia
Sonia Eland Director, Global Strategic Alliances and Digital
Eco-system
CSC
Jo Moxey Head of Adviser Distribution
BT Financial Group
Samantha Mitchell General Manager, Route to Market,
National Sales Centre and E-Business and Digital Strategy
Coca-Cola Amatil
Jenny West NSW-ACT Sales and Service Director
Telstra
Irene Deutsch Head of Corporate and Emerging Corporate
Sales NSW
ANZ
Carla Vella Head of Radio Sales (Sydney)
Southern Cross Austereo
Davinia Noble Sales Manager, Adobe Marketing Cloud
Adobe
FEATURED SPEAKERS
MEDIA PARTNER:
2. Day One 5 April 2016
Leading Successfully in a Competitive, Deadline
PLUS TWO WORKSHOPS!
Plus Two Separately Bookable Full-Day
Workshops on 4 & 7 April 2016
8.30 - 8.55 Registration and Morning Coffee
8.55 - 9.00 Official Welcome and Opening Remarks
from the Chair
9.00 - 9.40 OPENING KEYNOTE CASE STUDY
Leadership excellence: A journey to the top
Leaders face a number of challenges and setbacks
in the high pressure, performance driven world of
sales. Those who take initiative to move past these
and position themselves for promotion will succeed
as leaders. Louise Barrett is an exceptional example
of this, moving from a specialist to a strategist with
ease in her recent promotion from Chief Sales Officer
to Executive General Manager at Network Ten. She
will explore the moments throughout her career that
allowed her to reach the top. Discuss:
• Positioning yourself for promotion
• Mastering your technical skillset
• Recovering from a blow to your progress
Louise Barrett Executive General Manager
Sydney
Network Ten
9.40 - 9.50 Questions and Discussion
9.50 - 10.30 CASE STUDY
“A successful career is never out of reach, but
you will have to find a way to get to it”
The success of a leader depends on a number of
qualities including determination, capability and
autonomy, but also on their ability to identify and
leverage opportunities. Helen has made her way into a
senior executive leadership role through her proactive
approach to career progression. She will discuss:
• Embracing all opportunities presented
• Having a thirst for technical and leadership knowledge
• Taking calculated risks for career progression
Helen Mouscas Director of Inside Sales
Commercial
Dell Australia
10.30 - 10.40 Questions and Discussion
10.40 - 10.55 Morning Tea
10.55 - 11.35 CASE STUDY
”Be confident and lead authentically”
A common characteristic among successful executive
women is an authentic leadership style. This approach
takes time to develop and can be difficult to master, as
leaders must take steps to identify their weaknesses,
develop personal core values, and set plans to
achieve career goals. With over 20 years of sales
expertise, Jacqui believes that with authenticity comes
confidence, trust and the ability to empower teams. In
this session, she will discuss:
• Honing your strengths as an authentic leader
• Recognising and developing your personal and career
goals
• Empowering others to embrace their unique qualities
Jacqui WIlliamson General Manager Sales NSW
and ACT
Canon Australia
11.35 - 11.45 Questions and Discussion
11.45 - 12.25 CASE STUDY
”You must be able to lead a team under difficult
circumstances”
Stepping into a leadership role is a catalyst for change,
as it comes with a plethora of challenging responsibilities.
However, a leader must embrace this change and take
control with confidence when facing a testing task or
team. This will assist in the maintenance of positive
workplace moral and enable the development of team
resilience. With 10 years’ experience in leadership
positions, Ashlee will discuss:
• Lead with confidence to increase team moral
• Taking the lead in times of change
• Encouraging a positive workplace culture
Ashlee McCusker ANZ Head of Sales
Development
Amazon Web Services
12.25 - 12.35 Questions and Discussion
12.35 - 1.35 Networking Lunch
1.35 - 2.25 INTERACTIVE PANEL DISCUSSION
Work and life – take action in finding the
equilibrium
Stepping into a leadership role almost guarantees
a period of instability in the balance of work and life
challenges. However, many leaders don’t realise that
personal well-being and career progression go hand-in-
hand. Consequently, it is imperative that leaders take the
initiative to refocus their personal priorities and discover
strategies to succeed in both personal and professional
development. Explore:
• Striving for productivity at work and at home
• Taking control of your personal life to see benefits in
your career progression
• Establishing a strong set of priorities to maintain
personal relationships
Carla Vella Head of Radio Sales (Sydney)
Southern Cross Austereo
Suzy Nicoletti Head of Online Sales
Twitter Australia
Cath Hodgson-Croker Chief Sales Officer
Melbourne IT
Samantha Mitchell General Manager – Route to
Market (RTM), National Sales Centre (NSC) and
E-Business and Digital Strategy
Coca-Cola Amatil
Kirstie Hepburn General Manager Sales
Sigma Pharmaceuticals
Davinia Noble Sales Manager, Adobe Marketing
Cloud
Adobe
2.25 - 3.05 CASE STUDY
“The only constant is indeed change”
A great leader is not only able to effectively lead in times
of change, but also recognise when they need to initiate
VALUE PLUS DISCOUNT
Receive up to $400 off registration if you
register and pay by 13 January 2016
2016 Theme: ‘Advice to my younger self’
What do you know now that you wish you had known then? This is the
question we have posed to some of the most senior women in sales
roles. These inspirational senior executive women will reflect on their
career journeys – the challenges they have faced, the opportunities they
have seized and the lessons they have learnt, to impart advice to women
aspiring to achieve professional and personal success.
3. e-Driven Environment
EARLY BIRD DISCOUNT
Receive up to $150 off registration if you
register and pay by 9 March 2016
SUPER SAVER DISCOUNT
Receive up to $300 off registration if you
register and pay by 10 February 2016
the change themselves. In order to be a successful
leader in today’s constantly evolving digital world, it is
crucial to possess an aptitude to identify the weight and
pace of change required. Rebecca believes the ability
to decipher change into digestible amounts that can be
absorbed and applied is key to her leadership success.
She will discuss:
• Strategies to effectively influence change in a leadership
role
• Recognising the importance of sustainable change
• Understanding the importance of nurturing a culture
within your team that is ‘change fit’
Rebecca Warren General Manager, Equipment
Finance
National Australia Bank
3.05 - 3.15 Questions and Discussion
3.15 - 3.30 Afternoon Tea
3.30 - 4.20 EXPERT COMMENTARY
How can leaders make the most of career
development relationships?
Making it in the corporate world is not an easy task and
it cannot be done without a strong support system.
A network of professional relationships allows leaders
to develop their skills and accelerate their potential
for promotion. However, these relationships must be
respected in order to live up to their potential. Kerrie-
Anne will explore strategies for successful professional
networking. Discuss:
• Networking for career progression
• Being present as a mentor and a mentee
• Relationship maintenance on a busy schedule
Kerrie-Anne Turner Vice President Asia Pacific
and Managing Director Australia
StayinFront
4.20 - 4.30 Questions and Discussion
4.30 Concluding Remarks from the Chair
Day Two 6 April 2016
NETWORKING RECEPTION
4.30 - 5.30
Make the most of your Liquid Learning experience, join us to
network over complimentary canapés and drinks
8.30 - 8.55 Morning Coffee
8.55 - 9.00 Opening Remarks from the Chair
9.00 - 9.45 OPENING CASE STUDY
“Leaders who progress have an aptitude for
leveraging opportunities”
In order to succeed in the demanding, deadline-driven
sales environment, leaders must develop strategies to
seek out opportunities for progression and upgrade
their leadership strengths. Jenny West, a Woman of
Influence Award Winner in 2013, believes that to reach
their potential, leaders need to harness an authentic
leadership style and proactively engage in calculated risks
throughout their career. She will discuss:
• Embracing all opportunities presented
• Retaining a thirst for technical and leadership
knowledge
• Taking calculated risks for career progression
Jenny West NSW-ACT Sales and Service Director
Telstra
9.45 - 10.00 Questions and Discussion
10.00 - 10.45 EXPERT COMMENTARY
“The development of resilience is imperative to
career success”
Throughout a career, there will be obstacles and barriers
that may challenge our eagerness to succeed. However,
no matter how testing a career may be, successful leaders
are able to lead through uncertainty and develop fortitude
along the way, without negatively impacting their team.
Julie believes resilience is one of the core foundations in
every successful leadership career. She will discuss:
• Strategies to develop resilience in a high pressure
environment
• Using tough times as an opportunity for developing
resilience
• Controlling reactions to challenging job demands
Julie Alexander Director and Principal
The Private Coach
10.45 - 11.00 Questions and Discussion
11.00 - 11.15 Morning Tea
11.15 - 12.15 INTERACTIVE PANEL DISCUSSION
Navigating office politics and internal
unconscious bias
The importance of inclusive leadership cannot be
underestimated in the diverse world we live in today.
However, ingrained biases in the workplace continue to
affect the way people are defined. Internal unconscious
bias is often prevalent among women in leadership
positions and tends to contribute to a lack of confidence.
This panel will discuss strategies to overcome this bias
and build self-confidence. Explore:
• Recognising the genuine talent of both men and women
• Cutting through unconscious bias
• Overcoming imposter syndrome by developing self-
assurance
Irene Deutsch Head of Corporate and Emerging
Corporate Sales NSW
ANZ
Claire Osborne General Manager, Commercial
Partnerships and Planning
Schweppes Australia - Asahi Beverages
All WILMA Members receive 10% off the Standard Rate
Sign up today at www.wilma.net.au
4. Follow this event on Twitter using the event hashtag
#WSAL16 and @LiquidLearning for daily industry
updates!
Positioning Yourself as a Leader in the Sales Industry
Phone: +61 2 8239 9700
Fax: +61 2 8239 9777
www.liquidlearninggroup.com
• Sales Manager / Director
• Account Manager / Account Director
• Sales Executive
• Senior Account Manager / Executive
• Key Account Manager
• Market Research Professional
• Customer Loyalty Programs
• Consumer Insights / Customer Intelligence
• Territory / Regional Sales Manager
• Inside Sales Manager
• Channel Manager / Director
• Business Development Manager
WHO WILL ATTEND
Janice Cox Director, Managed Customer Sales and
Service NSW/VIC/TAS
Telstra
Nina Onem National Sales Manager
Novartis Pharmaceuticals
Sonia Eland Director, Global Strategic Alliances and
Digital Eco-system
CSC
Jo Moxey Head of Adviser Distribution
BT Financial Group
12.15 - 1.15 Networking Lunch
1.15 - 2.00 CASE STUDY
“Communication is a tool for career progression”
Communication is one of the many attributes that make a
successful leader. Whether it is communicating with clients
or within your organisation, these skills are essential to
showcasing your technical knowledge and building your
leadership profile. Angela has worked in sales roles from
over 20 years and will discuss how she mastered strategies
and techniques for effective communication. Explore:
• Implementing an effective communication plan
• Communicating with clarity and precision
• Using different leadership communication approaches in
different scenarios
Angela Colantuono General Manager Customer
Experience/CRM Australia
Oracle
2.00 - 2.15 Questions and Discussion
2.15 - 3.00 CASE STUDY
“Take the risk, be a courageous leader”
Refining technical skills and mastering an authentic
leadership approach are imperative to stepping into a
leadership role. However, to be recognised for these
attributes aspiring leaders need to show an aptitude for
taking risks and embracing opportunities. Karen believes
that by pushing ourselves out of our comfort zone we
are able to learn, develop and discover new career
opportunities. Explore:
• Measuring calculated risks
• Strategies to be brave under pressure
• Harnessing a courageous approach to being noticed
Karen Tsolakis Head of Corporate Sales and
Development JAPA
American Express Global Business Travel
3.00 - 3.15 Questions and Discussion
3.15 - 3.30 Afternoon Tea
3.30 - 4.30 INTERACTIVE ROUNDTABLE
Reflecting on key topics and advice to my
younger self
This interactive discussion will allow delegates to delve into
what they will take away from the Summit and revise the
themes and topics discussed. Delegates will use this time
to brainstorm solutions to common challenges faced and
reflect on the advice that resonated with them. Explore:
• What advice would you give to your younger self?
• Who gave you your most valuable piece of advice?
• How can you put these lessons into practise?
Sue Barrett Founder and Managing Director
Barrett Consulting Group
4.30 Concluding Remarks from the Chair
and Summit Close
ABOUT THE EVENT
Business development and account management roles are an integral
part of any company intending on creating revenue. Regardless of an
organisation’s standard of manufacturing operations, contemporary
use of technology or flawlessly generated financial goals, a company is
doomed without a well-trained sales team. The key to a successful team
is in the leaders that guide them.
However, the competitive, high pressure world of sales hosts an array of
unpredictable challenges for women attempting to excel in a leadership
capacity. Currently, women are significantly underrepresented in the sales
industry and as a result must be proactive in their response to barriers
they may face.
Technical knowledge and experience act as a great foundation for sales
leadership progression but in order to manage a team effectively women
must develop and fine tune their leadership capabilities. Without a
strong grasp of this essential skillset, leaders will struggle to guide their
team under pressure, command the respect of their peers and achieve
organisational goals effectively and efficiently.
The Women in Sales Leadership Summit 2016 presents an
opportunity for aspiring, emerging and existing leaders to advance
their leadership potential and reach their professional goals. This forum
provides a chance for professionals at all levels to learn from executive
women leaders and develop an understanding of what it takes to reach
the top of their game. Participants will leave the Summit with strategies
and techniques to lead in the demanding, yet exhilarating sales industry.
5. SPONSOR TODAY!
Limited sponsorship and exhibition opportunities
available. For your chance to brand yourself as
a market leader, please call: +61 2 8239 9700 or
email: partnership@liquidlearning.com.au
TEAM BOOKINGS
Receive a 20% discount when
booking a team of 8 to attend,
please call: +61 2 8239 9700 or
email: registration@liquidlearning.com.au
9.00 - 4.30
The Sales Leader’s Toolkit: Communicating Effectively
and Harnessing an Authentic Leadership Identity
Sales environment is demanding and high pressure, often requiring its
leaders to adhere to strict deadlines while managing a team. As a result,
leaders must be self-aware, confident and authentic in order to manage a
team proficiently and further progress toward their professional goals.
When climbing the career ladder, technical skills are imperative, but
in order to break through to the next level, it is important that leaders
identify and develop their leadership capabilities. If these skills are
efficiently refined, they will increase a leader’s adaptability in times of
change, aptitude to remain confident under pressure, and effective
engagement of internal and external stakeholders.
The most efficient way to achieve all of this, whilst balancing personal
commitments and maintaining a healthy mind and body, is to be an
authentic leader. This proactive approach to management allows leaders
to play to their strengths, minimise their vulnerabilities, and communicate
genuinely to earn respect from their team. A leader with this skillset has
the ability to guide a team toward productivity and success.
This workshop will provide aspiring, established and experienced
leaders with the strategies and techniques to enhance their leadership
effectiveness and reach their potential in the exhilarating, deadline driven
world of sales. Explore:
Refining your high-level communication skills to enhance leadership
effectiveness
• Communicating with clarity and precision
• Unlocking your most effective engagement skills
• Maximising your influence as a leader
Identifying strategies for professional growth and satisfaction
• Recognising your weaknesses and harnessing your strengths
• Positioning your mindset to accept both positive and negative feedback
• Improving the efficiency of your team to highlight your leadership
capability
Leveraging and maximising your strengths as an authentic leader
• Establishing a strong sense of self and recognising your own personal
brand
• Leading authentically with purpose, perspective and authority
• Developing strategies to remain authentic in times of turmoil
Planning for your next big career move
• Putting yourself out there and positioning yourself for promotion
• Creating an action plan for implementing your new authentic leadership
skills
• Maintaining your technical skill set, while developing your leadership
skillset
Expert Facilitator:
Tanya Gray Sales Management Consultant
Getting Clients Today
9.00 - 4.30
Building, Improving and Maintaining Excellence as an
Executive Sales Leader
The sales industry is a highly competitive and demanding environment.
Effectively leading a team under such challenging conditions requires
not only skill and motivation, but an acute understanding of your own
personal attributes and the determination to seek out opportunities for
growth.
In order to become successful, a leader must develop an awareness
of their personal leadership capabilities and purpose, whilst coupling
this with the ability to manage and harness stress. By playing to their
strengths and taking the time to identify and develop their less accented
skills, leaders maximise their own efficiency, which means that they can
lead their team to new heights of performance.
During this workshop, participants will examine their own strengths,
identify opportunities for improvement, and develop a sound
understanding of how to best meet the demands of the dynamic role of
a leader in sales. Participants should be prepared to develop techniques
to identify causes of stress, better understand and manage their own
emotional state and build strategies to lead more effectively whilst
embracing the pressure of a sales leadership role.
This interactive workshop will explore:
Developing self-awareness in a demanding role
• Understanding what stress is - and why it’s needed
• Creating awareness and understanding of how stress is created
• Acknowledging your personal triggers for stress
Developing emotional IQ in the workplace
• Acknowledging and understanding the core drivers behind our actions
• Identifying your personal strengths and stretches to enhance self-
management under pressure
• Leading effectively under pressure by understanding your team’s
behavioural strengths and stretched
Key tools to manage stress and your emotional state
• The six steps to emotional mastery and making your emotions work
for you
• The three keys to changing your emotional state
• Tools to reverse the biological effects of stress
Reducing negative stress by creating a high performing team
• Strategies to understand what creates - and destroys - high
performing teams
• Understanding the four dimensions to achieving real team engagement
• Enabling a mindset shift to achieve great sales and succeed
Expert Facilitator:
Julie Alexander Director and Principal
The Private Coach
Pre-Summit Workshop Post-Summit Workshop
4 April 2016 7 April 2016
• 8.30 - 9.00 Registration
• 9.00 - 10.40 Session One
• 10.40 - 11.00 Morning Tea
WORKSHOP SCHEDULE
• 11.00 - 12.30 Session Two
• 12.30 - 1.30 Lunch
• 1.30 - 3.00 Session Three
• 3.00 - 3.20 Afternoon Tea
• 3.20 - 4.30 Session Four
• 4.30 Close of Workshop
