Hendrik Czirwitzky

Examiner
DISC Type : cs

VP, Former Head of Procurement/Sector CPO Healthcare Business Unit at Merck KGaA, Darmstadt, Germany

Frankfurt, Hesse, Germany

Overview

Hendrik has no verified overview

Personality Overview

Process Oriented

Overcautious

Tough To Convince

Being observant comes to them naturally.  The only way to convince them is by showing them examples and ample proof. They tend to have clarity about their needs and constraints, and are unlikely to over-promise.

Topics They Care About

Hendrik has no verified topics they care about

Media Appearances

Hendrik has no verified media appearances

Work History

1-2025
VP, Former Head of Procurement/Sector CPO Healthcare Business Unit at Merck KGaA, Darmstadt, Germany
1-2023 - 12-2024
Head of Procurement/Sector CPO Healthcare at Merck KGaA, Darmstadt, Germany
4-2016 - 12-2022
Vice President Sourcing Healthcare at Merck KGaA, Darmstadt, Germany
3-2009 - 9-2013
Asssociate Director, Global Purchases External Manufacturing and Devices at Procter & Gamble
2-2009
Associate Director GBS Purchases at Procter & Gamble

Education

2-2014 - 3-2015
Merck University at Insead & China Europe International Business School (CEIBS) from INSEAD
1993 - 1994
Education details unavailable from Graduate School of Business at the University of Texas at Austin

More Information

Social Presence :

Prographics :

Exp : 14 Location : Frankfurt, Hesse, Germany Job Level : Senior Designation : VP, Former Head of Procurement/Sector CPO Healthcare Business Unit at Merck KGaA, Darmstadt, Germany
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Insights For Selling To Hendrik

During A Call Or A Meeting

DO's

  • Spend time addressing concerns around risk and change, they will have them even if they don't express them
  • Expect them to be vague in response to your questions, ask firmly and pointedly
  • First of all, focus on building their confidence by sharing examples, case studies etc.

DONT's

  • Don't push them too hard to make fast decisions, give them time
  • Don't be very accepting if that is your natural style, stay firm
  • Avoid getting into storytelling mode, especially when they ask specific questions

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Hendrik is

  • Proof of usage by others in the industry, case studies showing ROI are likely to work the best with them.
  • Will you ever get a clear answer from Hendrik

  • They don’t say no often, they push out the decisions or keep going around in circles.

Insights For Deal Planning

    How fast (or slow) will Hendrik move?

  • They are some of the slowest movers and take their time reaching decisions.
  • Can Hendrik take some risk or not?

  • They have very low acceptance of risk even if they do not say it directly.

You And Hendrik

Personality Compatibility


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