Jim Chang

Questioner
DISC Type : c

Director at Novartis Institutes for BioMedical Research (NIBR)

San Diego, California, United States

Overview

Jim has no verified overview

Personality Overview

Price-Sensitive

Systematic

Not Easily Convinced

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. They prefer to analyze every situation thoroughly.


Topics They Care About

Jim has no verified topics they care about

Media Appearances

Jim has no verified media appearances

Work History

9-2022
Director at Novartis Institutes for BioMedical Research (NIBR)
9-2018 - 9-2022
Associate Director Engineering Development at Genomics Institute of the Novartis Research Foundation (GNF)
2008 - 2014
Project Leader at Genomics Institute of the Novartis Research Foundation (GNF)
2004 - 2008
Sr. Engineer at Genomics Institute of the Novartis Research Foundation (GNF)
2001 - 2004
Engineer at Genomics Institute of the Novartis Research Foundation (GNF)

Education

9-1997 - 6-2001
B.S. from Caltech

More Information

Social Presence :

Prographics :

Exp : 21 Location : San Diego, California, United States Job Level : Mid-senior Designation : Director at Novartis Institutes for BioMedical Research (NIBR)
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Insights For Selling To Jim

During A Call Or A Meeting

DO's

  • If you have a lower priced product compared to the competition, call out the same
  • Tell them that you will come back if you don’t have a good answer for a question
  • Emphasize on objective proof of ROI, help them do a thorough evaluation

DONT's

  • Don’t try to be too friendly or informal with them
  • Avoid rushing them, be polite and patient
  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Jim is

  • Ensuring that the product delivers ROI, cost-effective pricing and process compliance are very important for them.
  • Will you ever get a clear answer from Jim

  • 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 Jim move?

  • If they have the information that they need, they can move fast at making their decisions.
  • Can Jim take some risk or not?

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


You And Jim

Personality Compatibility


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