Eric Johnson

Pioneer
DISC Type : dis

Director, Decision Sciences at GSK

Greater Philadelphia, United States

Overview

Eric is a seasoned expert in decision analysis, currently serving as the Director of Decision Sciences at GSK. With a PhD from Stanford University, he has extensive experience in the pharmaceutical, oil and gas, and electric utility sectors. People who have worked with him often describe him as intelligent, creative, and methodical.

Outside of his professional work, Eric is deeply engaged with significant societal issues. He follows American politics closely, expressing strong support for democratic principles, and contemplates complex topics like AI singularity, global warming, and the future of law.

Unique fact: Eric co-authored the "Handbook of Decision Analysis, " a key text in his field published by John Wiley & Sons in 2013.

Personality Overview

Driven But Considerate

Dynamic But Sincere

Decisive But Friendly

They have the unique ability to win both love and respect from their team (or outsiders)  They combine a unique set of diverse traits where they are fast and friendly but can slow down to be thorough when needed If they are convinced, they can become very strong champions for your product

Topics They Care About

Decision Analysis
His core expertise, evidenced by his PhD, entire career path, and co-authorship of the "Handbook of Decision Analysis. "
Drug Development Strategy
Focuses on helping interdisciplinary teams formulate creative options and assess the probability of success for new compounds at GSK and formerly at Bristol-Myers Squibb.
American Democracy
He has posted multiple times expressing strong opinions and concerns about the current state and future of American democracy and the rule of law.

Media Appearances

Eric has no verified media appearances

Work History

3-2020
Director, Decision Sciences at GSK
10-2010 - 3-2020
Associate Director, Decision Analysis at Bristol-Myers Squibb
9-2002 - 10-2010
Associate Fellow at Decision Strategies, Inc.
2-1999 - 8-2002
Manager, Decision Services at Pharsight

Education

BA from Reed College
PhD from Stanford University

More Information

Social Presence :

Prographics :

Exp : 26 Location : Greater Philadelphia, United States Job Level : Mid-senior Designation : Director, Decision Sciences at GSK
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Insights For Selling To Eric

During A Call Or A Meeting

DO's

  • Mostly stick to your standard pitch and qualifying script, but add some stories or anecdotes to it
  • During followups, use calls or text if needed, they should be fine
  • Build a trustworthy relationship while keeping the product center-stage

DONT's

  • Avoid focusing only on the product or its ROI, keep building trust subtly
  • Don't lean very heavily into providing too much information, sharing whitepapers etc.
  • Don’t hesitate from asking questions or pushing them, but take a formal approach

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Eric is

  • Nothing less than a strong combination of proof of results, relationship and high levels of professionalism is effective with them.
  • Will you ever get a clear answer from Eric

  • They can say no while staying friendly, but can also be pursuaded to reconsider

Insights For Deal Planning

    How fast (or slow) will Eric move?

  • They are generally fast movers and can take quick decisions
  • Can Eric take some risk or not?

  • They have high risk-appetite but can get ahead of themselves once in a while. Observe carefully

You And Eric

Personality Compatibility


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