Kevin Lam

Critic
DISC Type : C

Associate Director, US Market Insights at Kite Pharma

Los Angeles, California, United States

Overview

Kevin has no verified overview

Personality Overview

Negotiator

Information Seeker

Objective Thinker

They are quite likely to negotiate on pricing or other key terms.  They don’t appreciate bells and whistles unless backed by data. They enjoy working alone and do not rely on others very often.

Topics They Care About

Kevin has no verified topics they care about

Media Appearances

Kevin has no verified media appearances

Work History

3-2023
Associate Director, US Market Insights at Kite Pharma
7-2022 - 3-2023
Strategy Insights & Planning Manager at ZS
9-2018 - 7-2022
Strategy Insights & Planning Consultant at ZS
6-2017 - 9-2017
Strategy Insights & Planning Consultant Intern at ZS
4-2010 - 7-2016
Senior Business Analyst at Southern California Edison

Education

2016 - 2018
Master of Business Administration (M.B.A.) from UCLA Anderson School of Management
Economics from The Chinese University of Hong Kong

More Information

Social Presence :

Prographics :

Exp : 14 Location : Los Angeles, California, United States Job Level : Mid-senior Designation : Associate Director, US Market Insights at Kite Pharma
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Insights For Selling To Kevin

During A Call Or A Meeting

DO's

  • Keep some extra margin while sharing pricing, they are likely to negotiate later
  • Tell them what ROI they can expect
  • Use phrases like ‘expect X% improvement’, ‘data clearly shows’ etc.

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 Kevin is

  • Strong evidence of ROI, effective pricing, and proven data points matter the most to them.
  • Will you ever get a clear answer from Kevin

  • It is not very hard for them to say no if they are not convinced about the decision.

Insights For Deal Planning

    How fast (or slow) will Kevin move?

  • They are neither the fastest nor the slowest decision makers, they are somewhere in the middle.
  • Can Kevin take some risk or not?

  • They can bear some risk if their analysis backs the decision.

You And Kevin

Personality Compatibility


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