Ana Gabriela Pires dos Santos MD MBA

Inquirer
DISC Type : cd

Executive Medical Director at AbbVie

Lake Forest, Illinois, United States

Overview

Ana Gabriela is an Executive Medical Director at AbbVie, leveraging over 20 years in global pharmaceuticals and 12 years of clinical practice as a Pediatric Infectious Disease physician. Educated at Northwesterns Kellogg School of Management, she excels in advancing therapies from development to commercialization. Colleagues describe her as proactive, motivated, and committed.

As a mother and physician, she is a passionate advocate for womens health, particularly raising awareness about heart health during menopause. She maintains a strong connection with her peers in the medical community, often sharing opportunities and insights with fellow physicians.

Unique fact: She is a prolific clinical researcher, having co-authored numerous peer-reviewed publications on infectious diseases like HIV and Hepatitis C.

Personality Overview

ROI Conscious

Judgemental

Demanding

They respond well to confident salespeople.  They can be nudged to make faster decisions by offering what they value. They focus on objectivity in a pitch and pay little attention to bells and whistles.

Topics They Care About

Infectious Disease Research
Her background is as a Pediatric Infectious Disease physician, and she has co-authored numerous publications on HIV and Hepatitis C treatments while at AbbVie.
Global Product Launches
She has a proven track record of leading four global product launches, successfully bringing innovative therapies from early development through to commercialization.
Immunology & Dermatology
Previously served as the Therapeutic Area Lead for Immunology and Dermatology at AbbVie, indicating deep expertise in this strategic area.

Media Appearances

Ana has no verified media appearances

Work History

1-2026
Executive Medical Director at AbbVie
8-2021
Global Development Leader - Senior Medical Director Infectious Diseases at AbbVie
3-2020 - 8-2021
Therapeutic Area Lead Immunology -Dermatology at AbbVie
6-2016 - 4-2020
Global Medical Director HCV at AbbVie
9-2015 - 5-2016
Group Medical Director Specialty Care at MSD

Education

6-2025 - 1-2026
Executive Education - Emerging C-Suite Leaders Program from Northwestern University - Kellogg School of Management
2003 - 2004
MBA from ESPM

More Information

Social Presence :

Prographics :

Exp : 26 Location : Lake Forest, Illinois, United States Job Level : Senior Designation : Executive Medical Director at AbbVie
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Insights For Selling To Ana Gabriela

During A Call Or A Meeting

DO's

  • Make sure that they have the necessary authority, they could present false stature sometimes
  • Make sure that you you respond to any queries from them quickly
  • Ask them questions confidently while doing discovery, don’t be apologetic

DONT's

  • Don’t expect them to change their mind quickly if they say no once
  • Refrain from asking too many questions
  • Do not give up if they are not convinced, try again with a different approach

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Ana Gabriela is

  • Conviction in the product matters to them, followed by proof points and strong testimonials.
  • Will you ever get a clear answer from Ana Gabriela

  • They may not be very forthcoming, but they will say no if needed.

Insights For Deal Planning

    How fast (or slow) will Ana Gabriela move?

  • They are neither the fastest decision makers nor the slowest.
  • Can Ana Gabriela take some risk or not?

  • They can take risks but after weighing up the pros and cons.

You And Ana Gabriela

Personality Compatibility


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