Anna Kutchman

Questioner
DISC Type : c

Clinical Account Manager at Travere Therapeutics

United States

Overview

Anna Kutchman is an award-winning Clinical Account Manager at Travere Therapeutics, specializing in nephrology and rare diseases. A recognized Peer Leader with a Masters degree from James Madison University, she is dedicated to a patient-first mindset in her work.

She is deeply connected to her professional community, viewing her colleagues and the patients she serves as a "professional home and family. " Annas passion extends to supporting organizations like The IgA Nephropathy Foundation, aligning her personal and professional interests.

Anna is the recipient of the prestigious Mike Winkfield Peer Leadership Award, a testament to her influence and standing among her colleagues.

Personality Overview

Cautious & Analytical

Value Seeker

Not Easily Convinced

While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters.  It is quite likely of them to ask for pricing or other concessions. They prefer to analyze every situation thoroughly.


Topics They Care About

Rare Kidney Disease
Her current role is focused on serving patients with rare kidney diseases, a field she is clearly passionate about.
Patient Advocacy
She embodies a "patient-first mind set" and shows interest in The IgA Nephropathy Foundation, indicating a strong commitment to patient support.
Peer Leadership
She is a recognized Peer Leader and was honored with the Mike Winkfield Peer Leadership Award at her company.

Media Appearances

Anna has no verified media appearances

Work History

6-2022
Clinical Account Manager at Travere Therapeutics
11-2015 - 6-2022
Renal Sales Specialist at Akebia Therapeutics
11-2015 - 4-2022
Pharmaceutical Sales Representative at Akebia Therapeutics

Education

1998 - 2005
Master's degree from James Madison University
Master of Education from James Madison University

More Information

Social Presence :

Prographics :

Exp : 10 Location : United States Job Level : Middle Designation : Clinical Account Manager at Travere Therapeutics
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Insights For Selling To Anna

During A Call Or A Meeting

DO's

  • If you have a lower priced product compared to the competition, call out the same
  • Back up any claims with data and numbers
  • Keep some extra margin in hand as they will likely negotiate the pricing

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 Anna is

  • Ensuring that the product delivers ROI, cost-effective pricing and process compliance are very important for them.
  • Will you ever get a clear answer from Anna

  • 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 Anna move?

  • If they have the information that they need, they can move fast at making their decisions.
  • Can Anna take some risk or not?

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


You And Anna

Personality Compatibility


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