Derek Stern

Evaluator
DISC Type : dcs

AVP, Head of Global Distribution Compliance at Manulife John Hancock Investments

Greater Boston, United States

Overview

Derek has no verified overview

Personality Overview

Fast But Analytical

Hard To Convince

Thorough Evaluator

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

Derek has no verified topics they care about

Media Appearances

Derek has no verified media appearances

Work History

2-2017
AVP, Head of Global Distribution Compliance at Manulife John Hancock Investments
4-2006 - 11-2016
Chief Compliance Officer | Director, PRM Compliance at Putnam Investments
1-2002 - 4-2006
Vice President; Compliance Officer at State Street Corporation
6-2000 - 1-2002
Assistant Vice President; Advertising Compliance Manager at Formerly Funds Distributor, Inc
1999 - 2005
Penn State at Penn State Liberal Arts Alumni Association

Education

1988 - 1993
Bachelor's degree from Penn State University
1984 - 1988
high school from The Dwight School

More Information

Social Presence :

Prographics :

Exp : 32 Location : Greater Boston, United States Job Level : Mid-senior Designation : AVP, Head of Global Distribution Compliance at Manulife John Hancock Investments
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Insights For Selling To Derek

During A Call Or A Meeting

DO's

  • Showcase your competitive superiority clearly when possible or address it at the minimum
  • Help them weigh the risks by sharing objective proof points instead of anecdotes and examples
  • Help them see both - the ‘big picture’ impact and the ROI of the investment

DONT's

  • Avoid too much small talk, just a few formal pleasantries should be fine
  • Avoid making strong statements, instead invite them to agree with you by asking them questions
  • Avoid self-deprecating references or general informality, it could decrease their trust in you

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Derek is

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

  • 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 Derek move?

  • They are unlikely to move very fast, especially when it comes to new products or services
  • Can Derek 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 Derek

Personality Compatibility


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