Fernando Heraz Guzmán

Questioner
DISC Type : c

Gerente Sr. Atencion de Siniestros Motor at Zurich Insurance

México, Mexico

Overview

Con más de una década de experiencia en el sector asegurador, Fernando Heraz Guzmán es Gerente Sr. de Atención de Siniestros Motor en Zurich Insurance. Lidera la excelencia operativa en áreas clave a nivel nacional, aplicando su MBA de la Universidad Tecnológica de México para optimizar la gestión de siniestros y fortalecer la experiencia del cliente.

Participó como ponente en la sesión "café sin conexión" de AARCO, donde compartió recomendaciones y puntos de interés sobre el seguro de autos de Zurich México.

Personality Overview

Price-Sensitive

Not Easily Convinced

Cautious & Analytical

They are more likely than others to negotiate on pricing and terms.  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.

Topics They Care About

Gestión de Siniestros
Es responsable de la gestión de siniestros de automóviles a nivel nacional, supervisando el Centro de Atención Zurich (CAZ), Ajuste Nacional y Gerencias Regionales de Ajuste-Valuación.
Excelencia Operativa
Su misión es garantizar la excelencia operativa, impulsando procesos eficientes que se alineen con los valores y resultados de la organización en el sector de seguros.
Experiencia del Cliente
Se enfoca en aportar soluciones estratégicas que fortalezcan y mejoren la experiencia del cliente durante el proceso de siniestros.

Media Appearances

Fernando has no verified media appearances

Work History

3-2025
Gerente Sr. Atencion de Siniestros Motor at Zurich Insurance
12-2021 - 3-2025
Gerente Nacional de Ajuste at Zurich Insurance
9-2018 - 12-2021
Coordinador Nacional de Ajuste. at Zurich Insurance
10-2016 - 3-2017
Coordinador de Atencion a Clientes y Cabina de Siniestros at Seguros SURA
8-2015 - 10-2016
Coordinador de ajuste at Seguros SURA

Education

11-2020 - 5-2022
Master of Business Administration - MBA from Universidad Tecnológica de México
Licenciatura from Universidad Tecnológica de México

More Information

Social Presence :

Prographics :

Exp : 12 Location : México, Mexico Job Level : N/A Designation : Gerente Sr. Atencion de Siniestros Motor at Zurich Insurance
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Insights For Selling To Fernando

During A Call Or A Meeting

DO's

  • Emphasize on objective proof of ROI, help them do a thorough evaluation
  • Keep some extra margin in hand as they will likely negotiate the pricing
  • Tell them that you will come back if you don’t have a good answer for a question

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 overhype the product/pitch, keep it measured

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Fernando 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 Fernando

  • 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 Fernando move?

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

  • Can Fernando take some risk or not?

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


You And Fernando

Personality Compatibility


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