Joaquín Rico Varadé

Enigma
DISC Type : Cdi

International Sales Associated Director at PharmaMar

Greater Madrid Metropolitan Area, Spain

Overview

Joaquín has no verified overview

Personality Overview

Persuasive & Assertive

Friendly Yet Blunt

Fast Follower

They can sound friendly and charming but can quickly change gears to become inquisitive and probing  They are generally strong communicators and are not easy to convince. They are likely to ask many questions and look heavily for supporting proof as well as information.

Topics They Care About

Joaquín has no verified topics they care about

Media Appearances

Joaquín has no verified media appearances

Work History

7-2018
International Sales Associated Director at PharmaMar
6-2012 - 6-2018
European Commercial Operations & Sales Force Effectiveness Manager at PharmaMar
4-2009 - 12-2011
Sales Force Efectiveness Manager at Sanofi Pasteur MSD
9-2006 - 2-2009
Commercial Analysis Manager at GlaxoSmithKline
5-2005 - 9-2006
Marketing manager - Antiinfectives at GlaxoSmithKline

Education

1984 - 1989
BSc from University of Alcala de Henares
2003 - 2003
PDD - Executives Development Program from IESE Business School

More Information

Social Presence :

Prographics :

Exp : 29 Location : Greater Madrid Metropolitan Area, Spain Job Level : Mid-senior Designation : International Sales Associated Director at PharmaMar
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Insights For Selling To Joaquín

During A Call Or A Meeting

DO's

  • Leverage 'negging', or the art of asking negative questions like "you must not be convinced yet..."
  • Let them lead the discussion, create opportunities for them to speak if they are not very forthcoming
  • Use a combination of data as well as stories for your pitch, a ppt might not be necessary

DONT's

  • Avoid long presentations and just 'high-level' value proposition, dive into the details
  • Avoid making offhand commitments, understand the root of their concerns first
  • Don’t rely excessively on your relationship with them to win the deal even if you come to form one

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Joaquín is

  • Proven value, strong objective evidence are important for them, rapport can impact decisions a little.
  • Will you ever get a clear answer from Joaquín

  • They are practical and friendly, but can give a clear response with a little prodding

Insights For Deal Planning

    How fast (or slow) will Joaquín move?

  • They like to be detailed, so unless they develop strong conviction, they can take their time to arrive at decisions
  • Can Joaquín take some risk or not?

  • They evaluate their decisions systematically and do not take risks that often, unless you can get them to develop strong conviction

You And Joaquín

Personality Compatibility


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