Katharine Pancerz

Critic
DISC Type : C

Senior Category Manager at Lockheed Martin

United States

Overview

Katharine has no verified overview

Personality Overview

Negotiator

Critic

Precise

They like to take decisions independently and do not seek others' support often.  It is very likely that they will negotiate pricing or other important terms. They prefer to analyze logically and value objective facts over emotions.

Topics They Care About

Katharine has no verified topics they care about

Media Appearances

Katharine has no verified media appearances

Work History

3-2024
Senior Category Manager at Lockheed Martin
6-2022 - 3-2024
Subcontract Administrator at Lockheed Martin
9-2020 - 6-2022
Price Cost Analyst at Lockheed Martin
8-2019 - 8-2020
Technology Risk Consultant at EY
5-2018 - 8-2018
Information Technology Intern at Pioneer Natural Resources Company

Education

2016 - 2019
Bachelor of Business Administration - BBA from University of Oklahoma
2015 - 2016
Bachelor of Business Administration - BBA from Texas Christian University

More Information

Social Presence :

Prographics :

Exp : 7 Location : United States Job Level : Middle Designation : Senior Category Manager at Lockheed Martin
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Insights For Selling To Katharine

During A Call Or A Meeting

DO's

  • Be ready for penetrating questions and critical examination of your pitch
  • Use phrases like ‘expect X% improvement’, ‘data clearly shows’ etc.
  • Don’t forget to mention how you compare to competition on both features and pricing

DONT's

  • Don't give superficial answers, they are easily rattled by them
  • Avoid phrases like ‘trust me’, ‘others just love’ etc.
  • Avoid pushing them too much to involve other stakeholders unless it is critical

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Katharine is

  • Proof of ROI, low pricing and objective proof points are the important factors for them.
  • Will you ever get a clear answer from Katharine

  • They do not mind saying no if they believe that it is the right decision.

Insights For Deal Planning

    How fast (or slow) will Katharine move?

  • Their decision-making is neither very fast nor very slow, they are somewhere in between.
  • Can Katharine take some risk or not?

  • They can take risks if their analysis shows that it would be worth it.

You And Katharine

Personality Compatibility


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