Ben Burns, CMR

Examiner
DISC Type : cs

Territory Manager at Pfizer

Medina, Ohio, United States

Overview

Ben is a Health and Science Professional at Pfizer, where he operates as a Territory Manager covering Central and Northeast Ohio. He leverages his expertise to promote products across Primary Care, Cardiology, and Neurology. He holds a B. A. from The University of Akron and is described by peers as professional, effective, and efficient.

Based in Ohio, Ben shows a keen interest in The Ohio State University. His public interactions reveal a supportive and encouraging personality, as he actively celebrates the career progress and achievements of others within his network, showing he is invested in seeing people succeed.

Ben excels in roles requiring progressive thinking and constant multi-tasking, qualities that have been key to his professional success.

Personality Overview

Overcautious

Process Oriented

Tough To Convince

The only way to convince them is by showing them examples and ample proof.  Being observant comes to them naturally. They tend to be clear about their needs and limitations and are unlikely to promise too much.

Topics They Care About

Pharmaceutical Sales
As a Territory Manager for Pfizer, he is responsible for promoting a variety of products to healthcare professionals in specialized fields.
Cardiology & Neurology
His current role focuses specifically on engaging with specialists in the Cardiology and Neurology sectors within his Ohio territory.
Professional Development
He shows a strong interest in the career growth of others, publicly posting encouragement and celebrating their professional milestones.

Media Appearances

Ben has no verified media appearances

Work History

7-2003
Territory Manager at Pfizer
7-2003
Salesperson at Pfizer
1-2002 - 7-2003
Division Manager at Robert Half Technology
2-2001 - 10-2001
Resource Manager at Directfit
9-1999 - 2-2001
Recruiting Manager-Special Projects at Whittman-Hart / marchFIRST

Education

1988 - 1992
B.A. from The University of Akron
Education details unavailable from Cambridge HS

More Information

Social Presence :

Prographics :

Exp : 25 Location : Medina, Ohio, United States Job Level : Middle Designation : Territory Manager at Pfizer
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Insights For Selling To Ben

During A Call Or A Meeting

DO's

  • Expect them to be vague in response to your questions, ask firmly and pointedly
  • Spend time addressing concerns around risk and change, they will have them even if they don't express them
  • First of all, focus on building their confidence by sharing examples, case studies etc.

DONT's

  • Don't push them too hard to make fast decisions, give them time
  • Don't be very accepting if that is your natural style, stay firm
  • Avoid getting into storytelling mode, especially when they ask specific questions

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Ben is

  • For them, low risk and acceptance by others are very important, followed by proof of ROI.
  • Will you ever get a clear answer from Ben

  • Often, they don't say no, or keep going about it in circles.

Insights For Deal Planning

    How fast (or slow) will Ben move?

  • They do not like to take decisions in a hurry, so they could be slow in making their mind up.
  • Can Ben take some risk or not?

  • They are low on risk-appetite and prefer to make informed decisions.

You And Ben

Personality Compatibility


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