Anna Sapone

Questioner
DISC Type : c

Senior Director Clinical Research GI, RU I&I at Pfizer

Cambridge, Massachusetts, United States

Overview

Anna Sapone is a senior director in clinical research at Pfizer, specializing in gastroenterology. Her career spans leadership roles at Arena Pharmaceuticals, Takeda, and Shire, where she has focused on Inflammatory Bowel Disease and Celiac Disease programs. She conducted her gastroenterology fellowship at Beth Israel Deaconess Medical Center.

Beyond her clinical development work, Anna shows a keen interest in fostering talent and leadership. She recently completed a course on coaching and developing employees, indicating a focus on team growth and mentorship alongside her scientific responsibilities.

Unique fact: Anna was a visiting researcher at Harvard Medical School, investigating the link between the gut microbiome, gluten sensitivity, and autism.

Personality Overview

Value Seeker

Cautious & Analytical

Price-Sensitive

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. They generally do not appreciate an overfriendly approach and prefer to stay to-the-point.

Topics They Care About

GI Clinical Development
Leads clinical research for Gastroenterology, Immunology & Inflammation at Pfizer, with prior experience leading IBD and Celiac programs at Takeda and Shire.
Celiac Disease Research
Has a deep background in gluten-related disorders, including research at Harvard/MGH and authoring publications on the topic.
Regulatory Strategy
Possesses extensive experience authoring briefing books and preparing for meetings with global regulatory bodies like the FDA and EMA across multiple companies.

Media Appearances

Anna has no verified media appearances

Work History

10-2022
Senior Director Clinical Research GI, RU I&I at Pfizer
10-2020 - 10-2022
Medical Director, GI Clinical Science at Arena Pharmaceuticals, Inc.
10-2017 - 10-2020
Associate Medical Director, GI-DDU, Translational Science at Takeda
9-2016 - 9-2017
Associate clinical lead, GI-Therapeutical Area at Shire
10-2013 - 6-2022
Visiting Researcher appointment Mucosal Biology Research Center-Celiac Research Center at Harvard Medical School - Massachusetts General Hospital

Education

2013 - 2016
Gastroenterology fellowship from Beth Israel Deaconess Medical Center
2009 - 2014
Gastroenterology from Seconda Università degli Studi di Napoli

More Information

Social Presence :

Prographics :

Exp : 12 Location : Cambridge, Massachusetts, United States Job Level : Senior Designation : Senior Director Clinical Research GI, RU I&I at Pfizer
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Insights For Selling To Anna

During A Call Or A Meeting

DO's

  • Share as much information as possible regarding your product
  • 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

DONT's

  • Don’t depend too much on anecdotal evidence, it reduces their confidence
  • Don’t overhype the product/pitch, keep it measured
  • Don’t try to be too friendly or informal with them

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Anna 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 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?

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

  • 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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