Dirk Kunz

Questioner
DISC Type : c

Head of Group IT Sourcing - Senior Vice President at Bertelsmann SE & Co. KGaA

Herne, North Rhine-Westphalia, Germany

Overview

Dirk has no verified overview

Personality Overview

Cautious & Analytical

Value Seeker

Price-Sensitive

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

Dirk has no verified topics they care about

Media Appearances

Dirk has no verified media appearances

Work History

1-2020
Head of Group IT Sourcing - Senior Vice President at Bertelsmann SE & Co. KGaA
1-2015 - 1-2020
Head of Corporate IT Sourcing - Vice President at Bertelsmann SE & Co. KGaA
8-2014 - 12-2014
Vice President Group IT Sourcing at Bertelsmann Luxembourg S.à r.l.
6-2014
Head of IT Purchasing at ThyssenKrupp AG
9-2004 - 9-2009
Senior Manager Corporate Materials Management at ThyssenKrupp AG

Education

2022 - 2024
Future of Work from Saïd Business School, University of Oxford
Certificate in Data Science Principles from Harvard Online

More Information

Social Presence :

Prographics :

Exp : 16 Location : Herne, North Rhine-Westphalia, Germany Job Level : Leadership Designation : Head of Group IT Sourcing - Senior Vice President at Bertelsmann SE & Co. KGaA
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Insights For Selling To Dirk

During A Call Or A Meeting

DO's

  • Back up any claims with data and numbers
  • Share as much information as possible regarding your product
  • If you have a lower priced product compared to the competition, call out the same

DONT's

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

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Dirk 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 Dirk

  • 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 Dirk move?

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

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


You And Dirk

Personality Compatibility


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