Iván Estuardo Herrera Leal

Critic
DISC Type : C

Coach Comercial y Asesor de Negocios/CEO & Founder at IHL Consulting

Guatemala, Guatemala, Guatemala

Overview

Iván Estuardo Herrera Leal is a senior pharmaceutical executive with over 29 years of experience driving commercial growth for leaders like Janssen and Baxter in Central America. A strategic motivator, he now leverages his expertise as a CEO, consultant, and business school professor, holding a Masters in Marketing.

Outside of his direct commercial roles, Iván is deeply passionate about education and mentorship. He dedicates significant time to developing future business leaders as a professor at several institutions, including the National Business School and Panamerican Business School, teaching a range of marketing and leadership courses.

Unique fact: He was awarded “Best Manager” for a business unit in Latin America during his time at Baxter International.

Personality Overview

Critic

Objective Thinker

ROI Driven

It is very likely that they will negotiate pricing or other important terms.  They like to do things independently and don’t look for support from others. They choose to analyze logically and value facts to emotions.

Topics They Care About

Pharma Market Access
He has extensive experience designing and executing market access strategies, including basic list inclusions and open contracts, across Central America and the Caribbean.
Commercial Strategy
His recent work involves advising pharmaceutical companies on how to accelerate their commercial strategy for specialized therapies by focusing on strategic clarity over content volume.
Sales Team Motivation
He frequently writes about leadership and motivating teams, drawing on past experiences where he successfully turned around demotivated teams facing poor quarterly results.

Media Appearances

Iván has no verified media appearances

Work History

6-2014
Coach Comercial y Asesor de Negocios/CEO & Founder at IHL Consulting
6-2012
Catedrático at National Business School
6-2019 - 6-2025
Catedrático at Panamerican Business School
2-2019 - 5-2024
Asesor de Dirección de la Unidad de Fortalecimiento Municipal de INFOM at Instituto de Fomento Municipal (INFOM)
10-2012 - 12-2017
Professor at GAIA ESCUELA DE NEGOCIOS

Education

2007 - 2008
Master of Marketing from ESI School of Management
11-2021 - 10-2022
Customer Experience Design & Management from XCustomer 360 - CX

More Information

Social Presence :

Prographics :

Exp : 13 Location : Guatemala, Guatemala, Guatemala Job Level : Leadership Designation : Coach Comercial y Asesor de Negocios/CEO & Founder at IHL Consulting
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Insights For Selling To Iván Estuardo

During A Call Or A Meeting

DO's

  • If you can, show them industry reports or analyst comments instead of sharing anecdotal stories
  • Use phrases like ‘expect X% improvement’, ‘data clearly shows’ etc.
  • Don’t forget to mention how you compare to competition on both features and pricing

DONT's

  • Don’t try too hard to build a relationship with them
  • Avoid phrases like ‘trust me’, ‘others just love’ etc.
  • Avoid pushing them too much to involve other stakeholders unless it is critical

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Iván Estuardo is

  • Proven ROI, pricing and objective proof points are the factors that sway their decision.
  • Will you ever get a clear answer from Iván Estuardo

  • They are comfortable saying no if they are convinced that it is the correct decision.

Insights For Deal Planning

    How fast (or slow) will Iván Estuardo move?

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

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

You And Iván Estuardo

Personality Compatibility


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