Javier De Castro Fernandez

Questioner
DISC Type : c

Jefe de producto at OBRAMAT

Leganés, Community of Madrid, Spain

Overview

Javier De Castro Fernandez is the Head of Product for the sanitary market at OBRAMAT, where he leads product development and management for the Iberian region. His background includes directing a 15-center professional distribution channel and managing large accounts for public and private sector clients. He holds a degree from the Universidad de Valladolid.

He was previously responsible for the entire internationalization project at a manufacturing company, showcasing his experience in global expansion.

Personality Overview

Cautious & Analytical

Systematic

Value Seeker

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

Topics They Care About

Product Management
Leads product strategy and development in the Iberian sanitary market, aligning products with market needs and company objectives at OBRAMAT.
Distribution Channels
Previously directed a multi-center professional distribution network for renovation materials across Madrid and Galicia.
B2B Account Management
Experienced in managing large accounts for public administrations and major companies in the retail distribution and building equipment sectors.

Media Appearances

Javier has no verified media appearances

Work History

8-2019
Jefe de producto at OBRAMAT
9-2004 - 6-2019
Responsable de canal de distribución profesional "Multimat" at LAGUARDIA & MOREIRA SA
9-2003 - 9-2004
Ejecutivo de cuentas at Nedap
9-2000 - 9-2002
Resposable grandes cuentas at El Corte Inglés
9-1999 - 9-2000
Responsable exportaciones y marketing at Fabricados lmg

Education

9-1993 - 6-1998
Licenciatura from Universidad de Valladolid
9-2013 - 9-2014
Master y tecnico superior en prevencion de riesgos laborables. from Confemetal

More Information

Social Presence :

Prographics :

Exp : 25 Location : Leganés, Community of Madrid, Spain Job Level : N/A Designation : Jefe de producto at OBRAMAT
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Insights For Selling To Javier

During A Call Or A Meeting

DO's

  • Back up any claims with data and numbers
  • Keep some extra margin in hand as they will likely negotiate the pricing
  • If you have a lower priced product compared to the competition, call out the same

DONT's

  • Don’t overhype the product/pitch, keep it measured
  • Avoid rushing them, be polite and patient
  • Don’t depend too much on anecdotal evidence, it reduces their confidence

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Javier 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 Javier

  • 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 Javier move?

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

  • Can Javier take some risk or not?

  • If they believe that they have analyzed the situation well, they can take a little risk.

You And Javier

Personality Compatibility


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