Mariana Castanheira

Questioner
DISC Type : c

Chief Scientific Officer at JMI Laboratories

Coralville, Iowa, United States

Overview

Mariana Castanheira is the Chief Scientific Officer at JMI Laboratories, a role she assumed after serving as COO. A Brazilian microbiologist with a PhD from the Universidade Federal de São Paulo, she is a leading expert in antimicrobial surveillance and resistance mechanisms. She has authored over 250 peer-reviewed publications and is a Fellow of the American Society for Microbiology.

There is no publicly available information about her personal life, hobbies, or non-work-related activities beyond her professional engagements as a scientist and editor for multiple microbiology journals. Her focus remains on global health challenges related to infectious diseases.

In 2023, she was elected a Fellow of the American Society for Microbiology, a prestigious recognition of her contributions to the field.

Personality Overview

Cautious & Analytical

Value Seeker

Price-Sensitive

While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters.  It is quite likely of them to ask for pricing or other concessions. They generally do not appreciate an overfriendly approach and prefer to stay to-the-point.

Topics They Care About

Antimicrobial Resistance (AMR)
Her core research for over 20 years has focused on characterizing resistance mechanisms, particularly in gram-negative bacteria, and leading global surveillance programs like SENTRY.
Global Surveillance
Leads the SENTRY Antimicrobial Surveillance Program and emphasizes the importance of coordinated global data collection to fight AMR, as highlighted in the 2026 AMR Benchmark.
Antifungal Drug Development
Publishes research on the activity of new agents, such as rezafungin, against resistant fungal pathogens like Candida glabrata, indicating a focus on novel antifungal therapies.

Media Appearances

Mariana has no verified media appearances

Work History

1-2020
Chief Scientific Officer at JMI Laboratories
4-2017 - 1-2020
Chief Operations Officer at JMI Laboratories
1-2016 - 3-2017
Director, Molecular & Microbiology at JMI Laboratories
7-2012 - 12-2015
Associate Director, Molecular and Microbiology at JMI Laboratories
7-2007 - 6-2012
Research Scientist at JMI Laboratories

Education

2002 - 2005
Doctor of Philosophy (PhD) from Unifesp - Universidade Federal de São Paulo
2000 - 2002
Master of Science (M.Sc.) from Unifesp - Universidade Federal de São Paulo

More Information

Social Presence :

Prographics :

Exp : 20 Location : Coralville, Iowa, United States Job Level : Leadership Designation : Chief Scientific Officer at JMI Laboratories
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Insights For Selling To Mariana

During A Call Or A Meeting

DO's

  • Keep some extra margin in hand as they will likely negotiate the pricing
  • Back up any claims with data and numbers
  • Share as much information as possible regarding your product

DONT's

  • Don’t overhype the product/pitch, keep it measured
  • Don’t depend too much on anecdotal evidence, it reduces their confidence
  • Don’t try to be too friendly or informal with them

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Mariana is

  • Ensuring that the product delivers ROI, cost-effective pricing and process compliance are very important for them.
  • Will you ever get a clear answer from Mariana

  • 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 Mariana move?

  • If they have the information that they need, they can move fast at making their decisions.
  • Can Mariana take some risk or not?

  • If they believe that they have analyzed the situation well, they can take a little risk.

You And Mariana

Personality Compatibility


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