Lars Kalfhaus

Evaluator
DISC Type : Cds

Vice President Commercial Operations, Europe at Werfen

Barcelona, Catalonia, Spain

Overview

Lars Kalfhaus is the Vice President of Commercial Operations for Europe at Werfen. He has an extensive background in the medical device industry, having held general manager and leadership roles at Dexcom and Roche, driving commercial strategy across various European markets. He completed advanced management programs at IESE and London Business School.

Based on his professional readings, Lars shows a strong interest in business strategy and leadership principles. He dedicates time to staying current with management theories and insights from institutions like Harvard Business Review, suggesting a passion for continuous professional development and high-level strategic thinking.

Unique Fact: Lars spent over 15 years at Roche, progressively advancing through country and regional general manager roles across Portugal, Iberia, and Germany.

Personality Overview

Fast But Analytical

Thorough Evaluator

Hard To Convince

They focus on the results, but can still be quite procedural and analytical about how to get there  They have a unique set of diverse traits where they are decisive and methodical but can sometimes be extra cautious and skeptical They are not very likely to become strong advocates of your product or service

Topics They Care About

Commercial Operations
Currently leads commercial operations across Europe for Werfen, building on years of experience driving sales and market growth in the healthcare sector.
Diabetes Technology
Has significant experience leading companies like Dexcom and Roche Diabetes Care, which are at the forefront of continuous glucose monitoring and patient management solutions.
Digital Health
Has previously spoken about the importance of creating open ecosystems and integrated digital solutions to improve patient care and outcomes in disease management.

Media Appearances

Lars has no verified media appearances

Work History

12-2022
Vice President Commercial Operations, Europe at Werfen
8-2019 - 11-2022
General Manager / Geschäftsführer Region D|A|CH|SLO at Dexcom
7-2016 - 4-2019
General Manager / Geschaeftsführer Roche Diabetes Care Deutschland GmbH at Roche
4-2011 - 12-2016
General Manager, Head of Management Cluster Iberia & Site head Roche Diabetes Care at Roche
10-2008 - 10-2011
Country Manager Diabetes Care Portugal at Roche

Education

2015 - 2015
Advanced Management Program from IESE Business School
2009 - 2009
Roche Horizons Leadership Program from London Business School

More Information

Social Presence :

Prographics :

Exp : 18 Location : Barcelona, Catalonia, Spain Job Level : Senior Designation : Vice President Commercial Operations, Europe at Werfen
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Insights For Selling To Lars

During A Call Or A Meeting

DO's

  • Showcase how you can impact results but also make sure that you share detailed information too
  • Use phrases like ‘the ROI of this’, ‘X% more’ etc.
  • Showcase your competitive superiority clearly when possible or address it at the minimum

DONT's

  • Avoid inviting them for any social interactions until you have built some rapport with them
  • Avoid making strong statements, instead invite them to agree with you by asking them questions
  • Avoid too much small talk, just a few formal pleasantries should be fine

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Lars is

  • ROI matters the most to them, followed by process and finally proof of results
  • Will you ever get a clear answer from Lars

  • They might hesitate a little, but will go ahead and say no when necessary (or asked)

Insights For Deal Planning

    How fast (or slow) will Lars move?

  • They are unlikely to move very fast, especially when it comes to new products or services
  • Can Lars take some risk or not?

  • They have relatively low risk-appetite and are not very likely to go for something unproven and risky

You And Lars

Personality Compatibility


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