Fernando Zuelgaray, MD MBA

Critic
DISC Type : C

Operations Director - Oncology & CMVD at Servier

Belén de Escobar, Buenos Aires Province, Argentina

Overview

Fernando Zuelgaray is a Medical Doctor and MBA serving as the Operations Director for Oncology at Servier. With over 15 years in the pharmaceutical industry at companies like MSD and Pfizer, he specializes in commercial strategy, product launches, and leading sales and marketing teams across Latin America and the U. S.

He is driven by the opportunity to build and lead high-performing teams to deliver meaningful health outcomes for patients. Colleagues describe him as proactive, empathetic, and a great team player who fosters a positive work environment and has a remarkable ability to get things done.

He was a key player in the successful launch of Keytruda (pembrolizumab) in Latin America for MSD.

Personality Overview

Information Seeker

ROI Driven

Objective Thinker

They prefer to do logical analysis and value evidence over emotions.  Unless the value is proven by data, they are unlikely to value fancy features. They enjoy working alone and do not rely on others very often.

Topics They Care About

Oncology Commercialization
Currently leads Oncology operations at Servier and previously directed the LATAM regional marketing for MSD's blockbuster oncology drug, KEYTRUDA.
Team Leadership
His career highlights managing large teams (+50 FTEs) and his personal introduction states that building and leading high-performing teams is a primary driver for him.
Patient Health Outcomes
Explicitly states that delivering meaningful health outcomes to patients is a core motivation. He has also posted about raising awareness for specific conditions like Pulmonary Hypertension.

Media Appearances

Fernando has no verified media appearances

Work History

12-2025
Operations Director - Oncology & CMVD at Servier
2-2024 - 6-2025
Business Unit Director - Specialty & Diabetes at MSD
3-2022 - 2-2024
Business Unit Director - Vaccines, Specialty & Diabetes at MSD
3-2019 - 3-2022
LATAM Regional Marketing Director Oncology - KEYTRUDA (pembrolizumab) at MSD
8-2015 - 4-2016
Brand Manager - Cardiovascular Franchise at Boehringer Ingelheim

Education

2019 - 2019
Business Leadership Program from Duke University
2010 - 2011
MBA from Universidad de 'San Andrés'​

More Information

Social Presence :

Prographics :

Exp : 12 Location : Belén de Escobar, Buenos Aires Province, Argentina Job Level : Mid-senior Designation : Operations Director - Oncology & CMVD at Servier
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Insights For Selling To Fernando

During A Call Or A Meeting

DO's

  • Be ready to answer many clarity-seeking questions and requests for information
  • Leverage facts and figures wherever possible; use percentages, numbers etc.
  • Be formal and objective, they will appreciate it more

DONT's

  • Don't give superficial answers, they are easily rattled by them
  • Make extra effort to not seem pushy or confrontational
  • Do not use very emotional or colorful language

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?

  • Their decision-making is neither very fast nor very slow, they are somewhere in between.
  • Can Fernando take some risk or not?

  • They can take risks if their analysis shows that it would be worth it.

You And Fernando

Personality Compatibility


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