Deborah Rutherford

Examiner
DISC Type : cs

Vice President, Head of US Salesforce for Anti-Infectives/Respiratory Business unit at GSK

Gaithersburg, Maryland, United States

Overview

Deborah Rutherford is an award-winning senior leader at GSK, currently serving as the Vice President and Head of US Salesforce for the Anti-Infectives/Respiratory Business unit. She specializes in developing innovative sales and marketing strategies to drive revenue and has a history of success in highly matrixed environments. She holds an MBA from the University of Pittsburgh.

She played a pivotal role in a year-long project to restructure GSKs entire US commercial model, impacting infrastructure, marketing, and compensation design.

Personality Overview

Status Quo Seeker

Overcautious

Unexpressive

They are thorough and always follow a systematic approach.  The only way to convince them is by showing them examples and ample proof. They are heavily focused on quality and prefer doing things the right way, even if it takes time.

Topics They Care About

Go-to-Market Strategy
Her experience highlights deploying new and successful go-to-market strategies for major product launches, including GSK's AREXVY vaccine.
Sales Leadership
She has a long track record of progressive sales leadership at GSK, winning multiple "Performance Circle" awards as a Field Vice President and Regional Sales Director.
Commercial Model Innovation
Was deeply involved in a 12-month assignment to redesign GSK's US commercial model, from infrastructure and marketing to incentive compensation.

Media Appearances

Deborah has no verified media appearances

Work History

1-2023
Vice President, Head of US Salesforce for Anti-Infectives/Respiratory Business unit at GSK
9-2014
Vice President, Head of Respiratory Sales at GSK
Field Vice President at GSK
Commercial Model Creation Assignment (12 months) at GSK
Regional Sales Director at GSK

Education

1993 - 1994
Master of Business Administration - MBA from University of Pittsburgh Katz Graduate School of Business
1988 - 1991
Bachelor of Arts - BA from University of Virginia

More Information

Social Presence :

Prographics :

Exp : 11 Location : Gaithersburg, Maryland, United States Job Level : Senior Designation : Vice President, Head of US Salesforce for Anti-Infectives/Respiratory Business unit at GSK
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Insights For Selling To Deborah

During A Call Or A Meeting

DO's

  • Expect them to be slow and cautious, encourage them to ask more questions
  • Expect them to be vague in response to your questions, ask firmly and pointedly
  • Ask them which other stakeholders would be important for this purchase decision

DONT's

  • Don't push them too hard to make fast decisions, give them time
  • Don't use phrases like 'do not worry', 'i promise' etc.
  • Don't rely on relationship building even if they act pleasantly

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Deborah is

  • Adoption by others is very important to them, followed by confidence in ROI.
  • Will you ever get a clear answer from Deborah

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

Insights For Deal Planning

    How fast (or slow) will Deborah move?

  • They don't like to hasten, so their speed of decision-making may be slow.
  • Can Deborah take some risk or not?

  • They have little willingness to take risks, and prefer making calculated decisions.

You And Deborah

Personality Compatibility


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