Mark Stern, Ph.D.

Wildcard
DISC Type : ics

Senior Director, Head Clinical Genetics & Genomics at Bristol Myers Squibb

South Plainfield, New Jersey, United States

Overview

Mark Stern is a technical and team-oriented biotech leader serving as the Senior Director and Head of Clinical Genetics & Genomics at Bristol Myers Squibb. A graduate of UC Berkeley with a Ph. D. in Molecular and Cell Biology, he is experienced in precision medicine and immuno-oncology, with a background that includes postdoctoral research at Weill Cornell Medical College.


He was instrumental in building a new business franchise focused on immuno-oncology biomarker identification and diagnostic development.

Personality Overview

Curious But Skeptical

ROI Driven

Requires Proof

They typically tend to be late adopters even when they seem friendly and excited about what you have to sell  They are unlikely to ever become strong champions even when the conversations are going well; you should focus on cultivating other champions They are often friendly and nice, but can sometimes suprise you with their piercing questions

Topics They Care About

Clinical Genomics
His current role as the Head of Clinical Genetics & Genomics at Bristol Myers Squibb places him at the forefront of applying genomic data in clinical settings.
Immuno-Oncology Strategy
Previously served as the corporate lead for Immuno-Oncology strategy at HTG Molecular Diagnostics, managing key partnerships and KOL relationships in the field.
Biomarker Identification
Has been instrumental in creating new business capabilities centered on immuno-oncology biomarker identification and the development of diagnostics.

Media Appearances

Mark has no verified media appearances

Work History

5-2022
Senior Director, Head Clinical Genetics & Genomics at Bristol Myers Squibb
8-2021 - 5-2022
Director, Head Clinical Genetics & Genomics at Bristol Myers Squibb
3-2019 - 8-2021
Director, Precision Medicine & CDx at Celgene
9-2016 - 3-2019
Vice President, Head of Immuno-Oncology Franchise at HTG Molecular Diagnostics
4-2016 - 9-2016
Senior Director, Immuno-Oncology Franchise and Strategic Alliances at HTG Molecular Diagnostics

Education

1999 - 2005
Ph.D. from University of California, Berkeley
1994 - 1998
Bachelor of Science (BS) from Stony Brook University

More Information

Social Presence :

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Exp : 14 Location : South Plainfield, New Jersey, United States Job Level : Senior Designation : Senior Director, Head Clinical Genetics & Genomics at Bristol Myers Squibb
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Insights For Selling To Mark

During A Call Or A Meeting

DO's

  • Focus on immediate action-items rather than the larger goals
  • Help them understand the risk aspect fully while inspiring confidence
  • Be prepared for a lot of questions, answer them objectively

DONT's

  • Avoid winging it with them particularly, answer a question only if you know the answer well
  • Avoid phrases like ‘trust me’, ‘you will just love it’ etc.
  • Don’t overhype the product/pitch, keep it measured

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Mark is

  • Clear proof of product value matters to them, followed by others' testimonials and rapport.
  • Will you ever get a clear answer from Mark

  • They are likely to give you a clear answer without taking you around in circles. However, if you share a good relationship, they might not be so forthcoming.

Insights For Deal Planning

    How fast (or slow) will Mark move?

  • They like to perform full analysis and can take time to make any decision.
  • Can Mark take some risk or not?

  • They weigh all decisions systematically and are unlikely to take many risks.

You And Mark

Personality Compatibility


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