Derrick Surratt

Questioner
DISC Type : c

Key Account Director at Pfizer

Brentwood, Tennessee, United States

Overview

Derrick is an accomplished senior executive in the life sciences sector, specializing in commercial operations, sales, and strategic healthcare partnerships. He has a proven track record of leading large teams and driving significant growth at companies like Pfizer and Exact Sciences. He holds an MBA from Virginia Techs Pamplin College of Business.

Outside of his professional life, Derrick maintains a connection to his alma mater, the University of North Carolina at Charlotte, through his support for its athletics program. He has also publicly expressed pride in the efforts of his colleagues to develop vaccines.

Unique fact: Derrick is a 7-time winner of the prestigious Presidents Club award and is in the Pfizer Hall of Fame.

Personality Overview

Cautious & Analytical

Price-Sensitive

Value Seeker

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 generally do not appreciate an overfriendly approach and prefer to stay to-the-point.

Topics They Care About

Strategic Alliances
His career at Pfizer and Exact Sciences involved leading alliances and partnering with large health systems to improve patient outcomes and reduce medical costs.
Commercial Leadership
He has extensive experience in commercial operations, including leading a team of 40 and orchestrating the transition of over 400 sales team members at Exact Sciences.
Cancer Screening
As a senior director for Exact Sciences, his work was centered on driving the adoption of the Cologuard colorectal cancer screening test.

Media Appearances

Derrick has no verified media appearances

Work History

2-2023
Key Account Director at Pfizer
1-2022 - 12-2022
Senior Director Healthcare Markets, Nashville at Exact Sciences
8-2021 - 12-2021
National Sales Director at Exact Sciences
11-2020 - 8-2021
Director, Alliance Management & Sales Excellence at Exact Sciences
1-2020 - 11-2020
Alliance Sales Effectiveness Lead, Cologuard at Pfizer

Education

Master of Business Administration - MBA from Virginia Tech - Pamplin College of Business
1988 - 1992
Business from University of North Carolina at Charlotte

More Information

Social Presence :

Prographics :

Exp : 23 Location : Brentwood, Tennessee, United States Job Level : Mid-senior Designation : Key Account Director at Pfizer
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Insights For Selling To Derrick

During A Call Or A Meeting

DO's

  • Back up any claims with data and numbers
  • Tell them that you will come back if you don’t have a good answer for a question
  • Share as much information as possible regarding your product

DONT's

  • Don’t overhype the product/pitch, keep it measured
  • Don’t try to be too friendly or informal with them
  • Don’t depend too much on anecdotal evidence, it reduces their confidence

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Derrick 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 Derrick

  • 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 Derrick move?

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

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


You And Derrick

Personality Compatibility


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