Juan Manuel Frade de Bethencourt

Questioner
DISC Type : c

Senior General Manager Iberia at Align Technology

Madrid, Community of Madrid, Spain

Overview

Juan Manuel is a strategic leader with over 22 years of experience, specializing in the MedTech industry. He recently concluded a successful nine-year tenure as Senior General Manager for Iberia at Align Technology, where he drove significant growth and built high-performance teams. He holds an MBA from IEDE.

He is passionate about people, leadership, and continuous learning, recently completing an advanced course in Artificial Intelligence for business. His leadership style focuses on fostering strong professional relationships and inspiring his teams to exceed objectives. Colleagues describe him as results-driven, energetic, and having a clear strategic vision.

Following his departure from Align Technology, he has been appointed as the new General Manager for Straumann Group in Spain.

Personality Overview

Cautious & Analytical

Price-Sensitive

Systematic

While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters.  They generally do not appreciate an overfriendly approach and prefer to stay to-the-point. They prefer to analyze every situation thoroughly.


Topics They Care About

MedTech Innovation
He has spent over nine years driving growth in the medical device sector with Align Technology and has now taken a leadership role at Straumann Group, a dental aesthetics leader.
AI in Business
He recently completed the "Curso Superior de Inteligencia Artificial para las Empresas," indicating a strong interest in applying AI for business transformation and strategy.
Building Teams
His professional summary and recommendations consistently highlight his passion and skill for building and fostering high-performance teams to exceed company goals.

Media Appearances

Entrevista a Juan Manuel Frade (Align Technology) – Gaceta Dental. Featured in Gaceta Dental

See Now

Work History

4-2021 - 11-2024
Senior General Manager Iberia at Align Technology
12-2015 - 3-2021
General Manager Spain & Portugal at Align Technology at Align Technology
10-2013 - 4-2015
Global Travel Retail KAM (Spain, Greece and North Africa) at British American Tobacco
5-2012 - 9-2013
Regional Sales Manager Mainland Spain at British American Tobacco
3-2008 - 4-2012
Market Manager Canary Islands at British American Tobacco

Education

2000 - 2001
MBA from IEDE
1995 - 1999
Licenciatura en Marketing Internacional y Comercio Exterior from ESCOEX International Business School

More Information

Social Presence :

Prographics :

Exp : 21 Location : Madrid, Community of Madrid, Spain Job Level : N/A Designation : Senior General Manager Iberia at Align Technology
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Insights For Selling To Juan Manuel

During A Call Or A Meeting

DO's

  • Emphasize on objective proof of ROI, help them do a thorough evaluation
  • Share as much information as possible regarding your product
  • Emphasise more on facts and measurable benefits

DONT's

  • Don’t overhype the product/pitch, keep it measured
  • Don’t try to be too friendly or informal with them
  • Avoid rushing them, be polite and patient

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Juan Manuel 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 Juan Manuel

  • 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 Juan Manuel move?

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

  • Can Juan Manuel take some risk or not?

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


You And Juan Manuel

Personality Compatibility


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