Claus Zieler

Questioner
DISC Type : c

Chief Commercial and Medical Affairs Officer at Astellas Pharma

United Kingdom

Overview

Claus has no verified overview

Personality Overview

Cautious & Analytical

Value Seeker

Systematic

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 do thorough analysis of any situation.

Topics They Care About

Claus has no verified topics they care about

Media Appearances

Claus has no verified media appearances

Work History

4-2025
Chief Commercial and Medical Affairs Officer at Astellas Pharma
4-2023 - 3-2025
Chief Commercial Officer at Astellas Pharma
1-2022 - 3-2023
President Established Markets at Astellas Pharma
6-2022
Board Member at EFPIA - European Federation of Pharmaceutical Industries and Associations
President of the Board of Directors at Flen Health Group S.A.

Education

1990 - 1991
M.B.A. from INSEAD
1986 - 1989
M.Sc. from University of Wisconsin-Madison

More Information

Social Presence :

Prographics :

Exp : 22 Location : United Kingdom Job Level : Leadership Designation : Chief Commercial and Medical Affairs Officer at Astellas Pharma
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Insights For Selling To Claus

During A Call Or A Meeting

DO's

  • Keep some extra margin in hand as they will likely negotiate the pricing
  • Back up any claims with data and numbers
  • Emphasise more on facts and measurable benefits

DONT's

  • Don’t overhype the product/pitch, keep it measured
  • Don’t depend too much on anecdotal evidence, it reduces their confidence
  • Avoid rushing them, be polite and patient

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Claus 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 Claus

  • 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 Claus move?

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

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


You And Claus

Personality Compatibility


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