Drummond Herrtage

Evaluator
DISC Type : Dcs

VP Sales, North America Life Sciences at Axiom

London, England, United Kingdom

Overview

As Vice President of Sales for North America Life Sciences at Axiom, Drummond Herrtage manages relationships with major pharmaceutical clients. He specializes in helping legal leaders navigate complex challenges like M&A, compliance, and strategic transformation. Colleagues describe him as a highly competent, supportive, and competitive leader.

He earned a BAC +3 at ESC Toulouse.

Interesting fact: Drummond was recognized as "Sales Person of the Year" for three consecutive years early in his career.

Personality Overview

Thorough Evaluator

Quality Focused

Fast But Analytical

They are not very likely to become strong advocates of your product or service  They have a unique set of diverse traits where they are decisive and methodical but can sometimes be extra cautious and skeptical They focus on the results, but can still be quite procedural and analytical about how to get there

Topics They Care About

AI in Legal Services
He frequently posts about the strategic implementation of AI, focusing on governance and using technology to solve challenges for in-house legal teams.
Biopharma Legal Strategy
Shows a clear interest in the evolving legal landscape for biopharma, including regulatory shifts, M&A strategies, and challenges related to commercialization.
Legal Department Efficiency
Passionate about helping legal departments optimize budgets and overcome workflow challenges by using innovative and collaborative approaches beyond traditional law firms.

Media Appearances

Drummond has no verified media appearances

Work History

1-2021
VP Sales, North America Life Sciences at Axiom
9-2017 - 1-2021
Director: US Life Sciences at Axiom
8-2015 - 8-2017
Head of Americas at Timetric
Head of Financial Services: North America at Fitch Solutions
Head of Americas at Fitch Solutions

Education

BAC +3 from ESC Toulouse
Education details unavailable from Hawthorns School

More Information

Social Presence :

Prographics :

Exp : 10 Location : London, England, United Kingdom Job Level : Senior Designation : VP Sales, North America Life Sciences at Axiom
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Insights For Selling To Drummond

During A Call Or A Meeting

DO's

  • Be prepared for comments or questions that are critical of your product or your claims
  • 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 self-deprecating references or general informality, it could decrease their trust in you
  • Avoid inviting them for any social interactions until you have built some rapport with them
  • Don’t nudge them to do something by using the logic that others have done the same

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Drummond is

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

  • 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 Drummond move?

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

Personality Compatibility


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