Dr. Marco Carai

Sharpshooter
DISC Type : DC

Head of Excellence & Performance, Excellence & Innovation at Daiichi Sankyo Europe GmbH

Greater Munich Metropolitan Area, Germany

Overview

Marco leads Excellence & Performance at Daiichi Sankyo Europe GmbH, focusing on commercial excellence, field force effectiveness, and data-driven decision-making across European affiliates. He is driving the practical implementation of AI, Machine Learning, and Generative AI use cases.

His interests span advanced analytics, customer experience, and business strategy. He holds a post-graduate masters degree from Sapienza Università di Roma and a Post-Doc Research Fellowship.

Marcos legal background adds a distinctive layer to his business leadership.

Personality Overview

ROI Driven

Precise But Practical

Rigorous & Demanding

They like to stay in control of the negotiation or defining of the terms.  They do not care very much about building rapport or relationships. They put a lot of effort into ensuring personal success.

Topics They Care About

AI in Pharma
Marco is actively involved in the practical implementation of AI, Machine Learning, and Generative AI use cases in pharma headquarters and affiliate teams.
Commercial Excellence
He leads initiatives in commercial excellence, sales performance, field force effectiveness, and business analytics, supporting strategic decision-making.
Data-Driven Decisions
A major part of his role involves KPI harmonization, customer insights, and leveraging Power BI dashboards for data-driven decision-making.

Media Appearances

Dr. has no verified media appearances

Work History

8-2025
Head of Excellence & Performance, Excellence & Innovation at Daiichi Sankyo Europe GmbH
12-2021 - 5-2026
Member of the Management Board at Daiichi Sankyo Northern Europe
4-2021 - 7-2025
Head of Insights & Performance, Commercial Operations at Daiichi Sankyo Europe GmbH
9-2018 - 4-2021
Senior Director Patient Product Access, Affiliate & Partner Management at Daiichi Sankyo Europe GmbH
4-2017 - 8-2018
International Business Development Manager at Nec Med Pharma GmbH

Education

2011 - 2013
Post graduate Master degree from Sapienza Università di Roma
2013 - 2015
Post-Doc Research Fellowship from Università degli Studi di Sassari

More Information

Social Presence :

Prographics :

Exp : 11 Location : Greater Munich Metropolitan Area, Germany Job Level : Mid-senior Designation : Head of Excellence & Performance, Excellence & Innovation at Daiichi Sankyo Europe GmbH
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Insights For Selling To Dr. Marco

During A Call Or A Meeting

DO's

  • Refer to testimonials from well-known industry leaders
  • Be respectful but crisp
  • Get to the point quickly instead of spending time doing small talk

DONT's

  • Don’t take too much time in sending them information if they ask for any
  • Avoid being too verbose
  • Do not hesitate from asking counter questions, just avoid challenging their authority

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Dr. Marco is

  • Confidence in impact is paramount to them, followed by a sense of achievement and ROI.
  • Will you ever get a clear answer from Dr. Marco

  • If they are not convinced, they will have no hesitation in telling you the same.

Insights For Deal Planning

    How fast (or slow) will Dr. Marco move?

  • If convinced, they can reach decisions quite fast.
  • Can Dr. Marco take some risk or not?

  • They do not shy away from taking risks, but can be quite binary about them.

You And Dr. Marco

Personality Compatibility


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