Jim Deter

Examiner
DISC Type : sc

Access Reimbursement Training Manager at GSK

Du Bois, Pennsylvania, United States

Overview

Jim Deter is an experienced Access and Reimbursement Training Manager at GSK, specializing in the pharmaceuticals industry. A graduate of Penn State University, his expertise covers specialty areas like Rheumatology, Neurology, and Pulmonology. He has a demonstrated history of success in hospital sales, managed care, and market access.

He has progressed through several roles within GSK, starting as a Senior Executive Sales Representative and moving into more specialized account and reimbursement management positions, showcasing significant company loyalty and career growth.

Personality Overview

Unexpressive

Process Oriented

Tough To Convince

They are heavily focused on quality and prefer doing things the right way, even if it takes time.  Being observant comes to them naturally. They tend to be clear about their needs and limitations and are unlikely to promise too much.

Topics They Care About

Access & Reimbursement
His current and previous roles at GSK are centered around field reimbursement and access, making this a core professional focus.
Specialty Pharmaceuticals
He possesses deep expertise in specialty markets, including Rheumatology, Neurology, and Pulmonology, from his time as an Immunology Account Specialist.
Sales Management
His career progression from sales representative to a training manager indicates a strong understanding of sales processes and team development.

Media Appearances

Jim has no verified media appearances

Work History

4-2025
Access Reimbursement Training Manager at GSK
7-2016
Field Reimbursement Manager at GlaxoSmithKline
1-2014 - 7-2016
Immunology Account Specialist at GlaxoSmithKline
4-2012 - 1-2014
Director of Sales and Marketing at DuBois Medical Supply
3-2005 - 9-2012
Senior Executive Sales Representative at GSK

Education

1987 - 1991
Bachelor of Science (BS) from Penn State University

More Information

Social Presence :

Prographics :

Exp : 20 Location : Du Bois, Pennsylvania, United States Job Level : Middle Designation : Access Reimbursement Training Manager at GSK
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Insights For Selling To Jim

During A Call Or A Meeting

DO's

  • Ask them which other stakeholders would be important for this purchase decision
  • Spend time addressing concerns around risk and change, they will have them even if they don't express them
  • First of all, focus on building their confidence by sharing examples, case studies etc.

DONT's

  • Don't rely on relationship building even if they act pleasantly
  • Avoid getting into storytelling mode, especially when they ask specific questions
  • Don't be very accepting if that is your natural style, stay firm

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Jim is

  • Proof of usage by others in the industry, case studies showing ROI are likely to work the best with them.
  • Will you ever get a clear answer from Jim

  • Often, they don't say no, or keep going about it in circles.

Insights For Deal Planning

    How fast (or slow) will Jim move?

  • They are some of the slowest movers and take their time reaching decisions.
  • Can Jim take some risk or not?

  • They have very low acceptance of risk even if they do not say it directly.

You And Jim

Personality Compatibility


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