Jaime Ponsa

Questioner
DISC Type : c

Iberia Marketing Head | Biosimilars & Hospital Generics at Sandoz

Greater Madrid Metropolitan Area, Spain

Overview

Jaime has no verified overview

Personality Overview

Systematic

Value Seeker

Cautious & Analytical

They prefer to do thorough analysis of any situation.  They are more likely than others to negotiate on pricing and terms. While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters.

Topics They Care About

Jaime has no verified topics they care about

Media Appearances

Jaime has no verified media appearances

Work History

5-2025
Iberia Marketing Head | Biosimilars & Hospital Generics at Sandoz
7-2021 - 5-2025
National Sales Manager - Retail Business Unit at Sandoz
1-2020 - 10-2021
Commercial Excellence Head Iberia at Sandoz
7-2016 - 12-2019
Engagement Manager at IQVIA
12-2013 - 6-2016
Senior Consultant at IQVIA

Education

2010 - 2012
MBA from IESE Business School
2011 - 2011
MBA Exchange Program (Fall) from London Business School

More Information

Social Presence :

Prographics :

Exp : N/A Location : Greater Madrid Metropolitan Area, Spain Job Level : N/A Designation : Iberia Marketing Head | Biosimilars & Hospital Generics at Sandoz
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Insights For Selling To Jaime

During A Call Or A Meeting

DO's

  • Back up any claims with data and numbers
  • Emphasise more on facts and measurable benefits
  • Keep some extra margin in hand as they will likely negotiate the pricing

DONT's

  • Avoid rushing them, be polite and patient
  • Don’t depend too much on anecdotal evidence, it reduces their confidence
  • 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 Jaime 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 Jaime

  • 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 Jaime move?

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

  • Can Jaime take some risk or not?

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


You And Jaime

Personality Compatibility


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