Adam Farmer

Questioner
DISC Type : c

Strategic Business Development Manager - Cell and Gene Therapy at Lonza

Boston, Massachusetts, United States

Overview

Adam is a strategic business development manager at Lonza, specializing in the Cell and Gene Therapy and ADME/Tox fields. He excels in relationship building, portfolio management, and consistently exceeds growth targets. Adam holds a B. S. from Radford University and is a certified Lean Six Sigma Green Belt.

Outside of his corporate role, Adam is a published scientific author with research focused on ex vivo liver preservation for transplantation. He also holds an EMT-B certification, demonstrating a background and interest in emergency medical services and community well-being.

Unique fact: Adam is a certified Emergency Medical Technician (EMT), a qualification that is distinct from his primary career in biotechnology business development.

Personality Overview

Cautious & Analytical

Value Seeker

Not Easily Convinced

They generally do not appreciate an overfriendly approach and prefer to stay to-the-point.  They are more likely than others to negotiate on pricing and terms. While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters.

Topics They Care About

Cell & Gene Therapy
As a strategic manager in this field at Lonza, he actively promotes industry events and new technologies relevant to cell engineering and therapy development.
Biotech BD Strategy
His career focuses on business development, including account management, licensing, and M&A. He emphasizes honest communication and integrity as core to his strategy.
Organ Transplantation
He co-authored scientific publications on improving the preservation of human livers for transplantation using subnormothermic machine perfusion, indicating deep technical knowledge.

Media Appearances

Adam has no verified media appearances

Work History

7-2021
Strategic Business Development Manager - Cell and Gene Therapy at Lonza
7-2018 - 7-2021
Product Sales Specialist - Cell Biology and Transfection at Lonza
4-2016 - 6-2018
Research Product Specialist at Lonza
8-2014 - 3-2016
Technical Scientific Recruiter and Business Development Manager at Kelly | Scientific Resources
6-2013 - 7-2014
Business Development Manager (Western US, Japan, EU) at Triangle Research Labs, LLC

Education

2004 - 2008
B.S. from Radford University

More Information

Social Presence :

Prographics :

Exp : 13 Location : Boston, Massachusetts, United States Job Level : Middle Designation : Strategic Business Development Manager - Cell and Gene Therapy at Lonza
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Insights For Selling To Adam

During A Call Or A Meeting

DO's

  • Emphasize on objective proof of ROI, help them do a thorough evaluation
  • Keep some extra margin in hand as they will likely negotiate the pricing
  • Back up any claims with data and numbers

DONT's

  • Don’t overhype the product/pitch, keep it measured
  • Don’t depend too much on anecdotal evidence, it reduces their confidence
  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Adam is

  • Confidence that the product provides ROI, effective pricing and process adherence matter the most to them.

  • Will you ever get a clear answer from Adam

  • It doesn’t come naturally to them but they can say no if they are not convinced.

Insights For Deal Planning

    How fast (or slow) will Adam move?

  • They can move at a reasonable pace while making their decisions if they have the necessary information.

  • Can Adam take some risk or not?

  • They can take some risk if they are confident that they have analyzed the circumstances well.


You And Adam

Personality Compatibility


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