Eric Scanlan, PACS

Questioner
DISC Type : c

Associate Director Field Reimbursement at Daiichi Sankyo, Inc.

Greater Wilmington Area, United States

Overview

Eric has no verified overview

Personality Overview

Price-Sensitive

Not Easily Convinced

Value Seeker

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. It is quite likely of them to ask for pricing or other concessions.

Topics They Care About

Eric has no verified topics they care about

Media Appearances

Eric has no verified media appearances

Work History

1-2023
Associate Director Field Reimbursement at Daiichi Sankyo, Inc.
10-2019 - 1-2023
Senior Oncology Territory Manager at Daiichi Sankyo, Inc.
5-2014 - 10-2019
Executive Oncology Specialist at Amgen
9-2012 - 5-2014
Regional Customer Account Manager; Hospitals, Long Term Care at sanofi-aventis
7-2002 - 9-2012
Senior District Sales Manager at sanofi-aventis

Education

1992 - 1994
Bachelor of Science in Education from State University of New York Cortland
Education details unavailable from PACS certification

More Information

Social Presence :

Prographics :

Exp : 23 Location : Greater Wilmington Area, United States Job Level : Mid-senior Designation : Associate Director Field Reimbursement at Daiichi Sankyo, Inc.
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Insights For Selling To Eric

During A Call Or A Meeting

DO's

  • Share as much information as possible regarding your product
  • Tell them that you will come back if you don’t have a good answer for a question
  • Back up any claims with data and numbers

DONT's

  • Don’t try to be too friendly or informal with them
  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.
  • Don’t depend too much on anecdotal evidence, it reduces their confidence

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Eric 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 Eric

  • 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 Eric move?

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

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


You And Eric

Personality Compatibility


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