Emma Kershaw

Questioner
DISC Type : c

Senior Director, Market Access Marketing & Reimbursement at Pacira BioSciences, Inc.

San Francisco, California, United States

Overview

Emma has no verified overview

Personality Overview

Systematic

Not Easily Convinced

Price-Sensitive

They generally do not appreciate an overfriendly approach and prefer to stay to-the-point.  While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters. They prefer to analyze every situation thoroughly.


Topics They Care About

Emma has no verified topics they care about

Media Appearances

Emma has no verified media appearances

Work History

12-2024
Senior Director, Market Access Marketing & Reimbursement at Pacira BioSciences, Inc.
1-2020 - 8-2024
Director, Account and Access Marketing at Genentech
7-2019 - 1-2020
Health Systems Engagement Marketing Lead at Genentech
9-2018 - 7-2019
Senior Manager, Regional Marketing (Managed Care) at Genentech
Marketing Consultant at Apollo Education Group

Education

MA from San Diego State University
BS from Penn State University

More Information

Social Presence :

Prographics :

Exp : 12 Location : San Francisco, California, United States Job Level : Senior Designation : Senior Director, Market Access Marketing & Reimbursement at Pacira BioSciences, Inc.
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Insights For Selling To Emma

During A Call Or A Meeting

DO's

  • Emphasize on objective proof of ROI, help them do a thorough evaluation
  • Emphasise more on facts and measurable benefits
  • If you have a lower priced product compared to the competition, call out the same

DONT's

  • Avoid rushing them, be polite and patient
  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.
  • 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 Emma is

  • Confidence that the product provides ROI, effective pricing and process adherence matter the most to them.

  • Will you ever get a clear answer from Emma

  • 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 Emma move?

  • They can move at a reasonable pace while making their decisions if they have the necessary information.

  • Can Emma take some risk or not?

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


You And Emma

Personality Compatibility


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