Chano Sandager Lauritsen

Activist
DISC Type : Cd

Vice President, Head of Commercial Development & Commercial Excellence at ISS A/S

Copenhagen, Capital Region of Denmark, Denmark

Overview

Chano Sandager Lauritsen is the Vice President and Head of Commercial Development & Commercial Excellence at ISS A/S, with global responsibility for commercial strategy and sales operations. His expertise is built on a foundation of management consulting at A. T. Kearney and strategic roles at Novo Nordisk. He holds an M. Sc. from Copenhagen Business School.

He was elected "Student of the Year 2006" at Copenhagen Business School for his outstanding academic, social, and leadership achievements.

Personality Overview

Logical And Quick

Observative

Meticulous

They can be nudged to make faster decisions by offering what they value.  They don’t always try to control the conversation but neither do they like yielding it fully. They focus on objectivity in a pitch and pay little attention to bells and whistles.

Topics They Care About

Commercial Excellence
He is currently establishing and expanding a brand-new global commercial excellence function at ISS and is actively hiring top-tier talent for his team.
Go-to-Market Strategy
A key focus during his time as an Engagement Manager at A. T. Kearney, where he developed commercial strategies and new go-to-market models for clients.
Corporate Development
Has extensive experience in strategy development, M&A, and organizational transformation from his previous role as Director of Group Strategy at ISS A/S.

Media Appearances

Chano has no verified media appearances

Work History

1-2021
Vice President, Head of Commercial Development & Commercial Excellence at ISS A/S
2-2018 - 1-2021
Vice President, Head of Strategy, M&A, Marketing, Communications and Commercial Excellence at ISS Facility Services - Americas
5-2015 - 2-2018
Director, Group Strategy and Corporate Development at ISS A/S
11-2012 - 5-2015
Engagement Manager at A.T. Kearney
1-2011 - 12-2012
Manager, Business Development & Market Access at Novo Nordisk

Education

2004 - 2006
M.Sc. from Copenhagen Business School
2005 - 2005
MBA - International Exchange Student from University of Michigan - Stephen M. Ross School of Business

More Information

Social Presence :

Prographics :

Exp : 19 Location : Copenhagen, Capital Region of Denmark, Denmark Job Level : Senior Designation : Vice President, Head of Commercial Development & Commercial Excellence at ISS A/S
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Insights For Selling To Chano

During A Call Or A Meeting

DO's

  • Stress on the business value that your product offers
  • Ask them questions confidently while doing discovery, don’t be apologetic
  • Get to the point quickly instead of spending too much time on pleasantries

DONT's

  • Don't try too hard to get friendly, let it happen with time
  • Don’t try to be an alpha salesperson, give them equal space
  • Refrain from asking too many questions

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Chano is

  • Belief in the product plays an important role, followed by objective proof and testimonials.
  • Will you ever get a clear answer from Chano

  • They may hesitate slightly, but if they are not convinced, they will say no.

Insights For Deal Planning

    How fast (or slow) will Chano move?

  • Their decision making speed is somewhere in the middle.
  • Can Chano take some risk or not?

  • They can take risks only after they have analyzed the advantages and disadvantages.

You And Chano

Personality Compatibility


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