Jean-Marie L'HEGARAT

Questioner
DISC Type : c

Ingénieur conseil at Arts et Métiers ParisTech

France

Overview

Jean-Marie is an R&D and Industrial Projects Director with recognized expertise in leading complex projects for innovative medical devices. An engineer from Arts et Métiers, he specializes in managing multidisciplinary teams and ensuring international regulatory compliance, with a career including roles at STERIS, Getinge, and Air Liquide Healthcare.

He is an active participant in the global healthcare community, attending major industry events such as the World Health Expo in Dubai. His posts suggest a fondness for travel and a sense of pride in his professional journey, sharing memories and milestones from his career.

He recently represented STERIS Bordeaux in Dubai to showcase the Alyon Surgical Light, a key company innovation.

Personality Overview

Not Easily Convinced

Value Seeker

Cautious & Analytical

They are more likely than others to negotiate on pricing and terms.  They generally do not appreciate an overfriendly approach and prefer to stay to-the-point. While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters.

Topics They Care About

Medical Device R&D
His career is centered on the development and industrialization of innovative medical devices, from concept to international regulatory compliance.
Complex Project Leadership
He has a specialized skill set in managing multidisciplinary and multicultural teams through the complexities of industrial healthcare projects.
Global Healthcare Events
He actively attends and participates in major international conferences, such as the World Health Expo (WHX) in Dubai.

Media Appearances

Jean-Marie has no verified media appearances

Work History

1-1988 - 3-1992
Ingénieur conseil at Arts et Métiers ParisTech
STERIS at Permanent
Getinge at Permanent
Air Liquide Healthcare at Permanent

Education

1984 - 1985
DEA Conception de Produits Nouveaux from Arts et Métiers - École Nationale Supérieure d'Arts et Métiers
1981 - 1984
Ingenieur from Arts et Métiers - École Nationale Supérieure d'Arts et Métiers

More Information

Social Presence :

Prographics :

Exp : 4 Location : France Job Level : N/A Designation : Ingénieur conseil at Arts et Métiers ParisTech
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Insights For Selling To Jean-Marie

During A Call Or A Meeting

DO's

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

DONT's

  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.
  • 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 Jean-Marie 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 Jean-Marie

  • 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 Jean-Marie move?

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

  • Can Jean-Marie take some risk or not?

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


You And Jean-Marie

Personality Compatibility


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