Ben Shand

Pioneer
DISC Type : sdi

Vice President, Client Partnerships at Health Management Associates

Charleston, South Carolina Metropolitan Area, United States

Overview

Ben is a healthcare and life sciences leader with over 18 years of experience, currently serving as the Head of Business Development at ADVI Health. He specializes in driving growth and developing account strategies for biopharma and medtech clients. Ben holds an MPhil from the University of Cambridge, complementing his extensive industry expertise.

Outside of his professional life, Ben appears to enjoy the networking aspect of his work, attending conferences in destinations like Las Vegas. He maintains a friendly and engaging presence, looking forward to connecting with colleagues and friends at industry events, whether at a conference session or the blackjack table.

Unique fact: During his time at the University of South Carolina, he single-handedly won all the intramural swimming events.

Personality Overview

Decisive But Friendly

Dynamic But Sincere

Friendly But Fast

They combine a unique set of diverse traits where they are fast and friendly but can slow down to be thorough when needed  They have the unique ability to win both love and respect from their team (or outsiders) If they are convinced, they can become very strong champions for your product

Topics They Care About

Healthcare Growth
His career is centered on building and scaling business development functions to expand market presence for healthcare advisory and analytics organizations.
Real-World Data
As a former AVP of Data Solutions at Inovalon, he has direct experience leveraging real-world data assets to improve healthcare value and efficiency.
Health Policy
His background includes deep expertise in healthcare policy, and he actively shares content related to the opportunities for stakeholders under new government administrations.

Media Appearances

Ben has no verified media appearances

Work History

12-2025
Vice President, Client Partnerships at Health Management Associates
7-2023 - 8-2025
Head of Business Development at ADVI Health
1-2022 - 7-2023
Associate Vice President, Data Solutions at Inovalon
9-2021 - 3-2022
Principal, Customer Growth Leader at Avalere Health
1-2021 - 9-2021
Associate Principal at Avalere Health

Education

MPhil from University of Cambridge
BS from University of South Carolina

More Information

Social Presence :

Prographics :

Exp : 10 Location : Charleston, South Carolina Metropolitan Area, United States Job Level : Senior Designation : Vice President, Client Partnerships at Health Management Associates
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Insights For Selling To Ben

During A Call Or A Meeting

DO's

  • Keep your pitch focused on the impact but nurture the relationship too
  • Use phrases like ‘your decision will’, ‘you will impact’ etc.
  • Mostly stick to your standard pitch and qualifying script, but add some stories or anecdotes to it

DONT's

  • Don’t be very informal during the early interactions even if they are being so themselves
  • Don’t hesitate from asking questions or pushing them, but take a formal approach
  • Don't lean very heavily into providing too much information, sharing whitepapers etc.

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Ben is

  • Nothing less than a strong combination of proof of results, relationship and high levels of professionalism is effective with them.
  • Will you ever get a clear answer from Ben

  • They can say no while staying friendly, but can also be pursuaded to reconsider

Insights For Deal Planning

    How fast (or slow) will Ben move?

  • They are generally fast movers and can take quick decisions
  • Can Ben take some risk or not?

  • They have high risk-appetite but can get ahead of themselves once in a while. Observe carefully

You And Ben

Personality Compatibility


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