Fernando Zubiria

Critic
DISC Type : C

Senior Account Manager - Chemical Operations at The FM Group

Paris, Île-de-France, France

Overview

Fernando has no verified overview

Personality Overview

Negotiator

Objective Thinker

Information Seeker

They are quite likely to negotiate on pricing or other key terms.  They don’t appreciate bells and whistles unless backed by data. They enjoy working alone and do not rely on others very often.

Topics They Care About

Fernando has no verified topics they care about

Media Appearances

Fernando has no verified media appearances

Work History

11-2017
Senior Account Manager - Chemical Operations at The FM Group
9-2016 - 11-2017
Account Manager - Chemical Operations at The FM Group
10-2013 - 9-2016
Sales Enablement Manager at The FM Group
Power Generation Commercial Manager at Tecnicas Reunidas
Nuclear Safety Analysis Engineer at Iberdrola

Education

MBA from IE Business School
MSc Industrial Engineering from Faculty of Engineering Bilbao -Basque Country University

More Information

Social Presence :

Prographics :

Exp : 12 Location : Paris, Île-de-France, France Job Level : Middle Designation : Senior Account Manager - Chemical Operations at The FM Group
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Insights For Selling To Fernando

During A Call Or A Meeting

DO's

  • If you can, show them industry reports or analyst comments instead of sharing anecdotal stories
  • Be ready for penetrating questions and critical examination of your pitch
  • Use phrases like ‘expect X% improvement’, ‘data clearly shows’ etc.

DONT's

  • Avoid phrases like ‘trust me’, ‘others just love’ etc.
  • Do not use very emotional or colorful language
  • Don't give superficial answers, they are easily rattled by them

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Fernando is

  • Strong evidence of ROI, effective pricing, and proven data points matter the most to them.
  • Will you ever get a clear answer from Fernando

  • It is not very hard for them to say no if they are not convinced about the decision.

Insights For Deal Planning

    How fast (or slow) will Fernando move?

  • They are neither the fastest nor the slowest decision makers, they are somewhere in the middle.
  • Can Fernando take some risk or not?

  • They can bear some risk if their analysis backs the decision.

You And Fernando

Personality Compatibility


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