James C Melvin

Commander
DISC Type : D

Head of Sales, US at LEO Pharma

Madison, New Jersey, United States

Overview

James Melvin is an experienced Sales & Commercial Operations Executive in Pharma-Biotech, known for transforming cultures and building high-performing teams. He has a track record of exceeding revenue and profit targets in various leadership roles.

He is passionate about developing people, fostering accountability, and ensuring effective outcomes for patients. His social media activity reflects a focus on empowering teams and recognizing outstanding work.

James led a significant turnaround of the US Medical Dermatology Business at LEO Pharma, growing the sales team from 105 to 176 FTEs.

Personality Overview

Strong-Willed

Candid & Clear

Very Quick

They like to stay in control of the negotiation or defining of the terms.  They respond better to strong and respectful interactions. They do not care very much about building rapport or relationships.

Topics They Care About

Sales Leadership
James has a history of success in senior sales leadership roles, consistently exceeding Net Revenue and Net Profit targets.
Commercial Operations
He has led large Commercial Operations and Analytics teams, directing the design and implementation of incentive compensation plans.
Team Development
James is recognized for building engaged, results-oriented teams and for leading talent identification and leadership development programs.

Media Appearances

James has no verified media appearances

Work History

4-2023
Head of Sales, US at LEO Pharma
12-2018 - 4-2023
US Executive Leadership Team, Immunology (Dupixent) at Sanofi Genzyme
2-2017 - 12-2018
Head, Leadership Development US at Sanofi Genzyme
12-2014 - 2-2017
Zone Business Director, Eastern US SALES at Daiichi Sankyo, Inc.
4-2010 - 11-2014
US Head, Commercial Excellence at Daiichi Sankyo, Inc.

Education

1988 - 1992
Bachelor Business Administration from University of Massachusetts Amherst

More Information

Social Presence :

Prographics :

Exp : N/A Location : Madison, New Jersey, United States Job Level : N/A Designation : Head of Sales, US at LEO Pharma
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Insights For Selling To James C

During A Call Or A Meeting

DO's

  • Make sure that you circle back fast on any action items, it wins their trust
  • Speak about competitive differentiation that your product offers
  • Refer to testimonials from well-known industry leaders

DONT's

  • Don’t focus on process and rules, give the impression of being a ‘gets it done’ person
  • Do not back off when challenged, respond with a confident, objective answer instead
  • Do not hesitate from asking counter questions, just avoid challenging their authority

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with James C is

  • Conviction around the impact matters the most to them, followed by a sense of achievement and ROI.
  • Will you ever get a clear answer from James C

  • If they decide not to use your product, they will say no clearly.

Insights For Deal Planning

    How fast (or slow) will James C move?

  • If convinced, they can reach decisions quite fast.
  • Can James C take some risk or not?

  • They do not shy away from taking risks, but can be quite binary about them.

You And James C

Personality Compatibility


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