Dany KASTOUN

Evaluator
DISC Type : scd

Sales Director EMEA at SunTech

Paris, Île-de-France, France

Overview

Dany is a sales leader with over 16 years of experience in the MedTech and Life Sciences industries, specializing in the EMEA region. He focuses on driving growth through strategic channel partner management and international business development. People who have worked with him describe him as a strong, creative, and results-driven sales manager.

A unique achievement of his was taking over a sales territory with negative growth and transforming it into a highly positive and successful region.

Personality Overview

Hard To Convince

Quality Focused

Fast But Analytical

They have a unique set of diverse traits where they are decisive and methodical but can sometimes be extra cautious and skeptical  They are not very likely to become strong advocates of your product or service They focus on the results, but can still be quite procedural and analytical about how to get there

Topics They Care About

EMEA Market Growth
His career focus is on expanding market presence and driving sales growth for medical device portfolios across the Europe, Middle East, and Africa region.
Channel Partner Strategy
He has extensive experience in building and managing distributor networks to achieve sales targets and penetrate new markets.
Medical Device Industry
His entire career has been in MedTech, IVD, and Life Sciences. He actively participates in industry events like WHX Dubai to showcase new technologies.

Media Appearances

Dany has no verified media appearances

Work History

2-2026
Sales Director EMEA at SunTech
7-2020 - 2-2026
EMEA Distribution Sales Manager at IDEXX OPTI Medical at IDEXX
1-2017 - 7-2020
Regional Manager MENA & Europe at IDEXX OPTI Medical & East Europe at IDEXX Water at IDEXX
9-2014 - 12-2016
Regional Manager MENA & Southeastern Europe at IDEXX OPTI Medical at IDEXX
2-2013 - 9-2014
Sales Manager Infection Prevention - Sterilization and Clean-trace Gulf and Levant Region at 3M Health Care

Education

2001 - 2007
Master from FH Aachen-Germany University of Applied Sciences

More Information

Social Presence :

Prographics :

Exp : N/A Location : Paris, Île-de-France, France Job Level : N/A Designation : Sales Director EMEA at SunTech
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Insights For Selling To Dany

During A Call Or A Meeting

DO's

  • Keep a professional, business-like approach; especially if you tend to get informal quickly
  • Help them see both - the ‘big picture’ impact and the ROI of the investment
  • Use phrases like ‘the ROI of this’, ‘X% more’ etc.

DONT's

  • Don’t focus on relationship, focus purely on the merit of your product
  • Avoid self-deprecating references or general informality, it could decrease their trust in you
  • Avoid making strong statements, instead invite them to agree with you by asking them questions

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Dany is

  • ROI matters the most to them, followed by process and finally proof of results
  • Will you ever get a clear answer from Dany

  • They might hesitate a little, but will go ahead and say no when necessary (or asked)

Insights For Deal Planning

    How fast (or slow) will Dany move?

  • They are unlikely to move very fast, especially when it comes to new products or services
  • Can Dany take some risk or not?

  • They have relatively low risk-appetite and are not very likely to go for something unproven and risky

You And Dany

Personality Compatibility


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