Michael Petroutsas

Critic
DISC Type : C

Member Board of Directors at PhRMA

United States

Overview

Michael has no verified overview

Personality Overview

Objective Thinker

Critic

Precise

They are quite likely to negotiate on pricing or other key terms.  They enjoy working alone and do not rely on others very often. They prefer to do logical analysis and value evidence over emotions.

Topics They Care About

Michael has no verified topics they care about

Media Appearances

Michael has no verified media appearances

Work History

6-2024
Member Board of Directors at PhRMA
3-2024
President, Head of Commercial, Leading the Astellas Pharma US Inc. Organization at Astellas Pharma
7-2022 - 3-2024
Senior Vice President, Head US Specialty Business Unit at GSK
2-2019 - 7-2022
Senior Vice President, Head US Oncology Business Unit at GSK
2-2019
Vice President, Global Disease Lead, Melanoma Franchise, Oncology Business Unit at Novartis Oncology

Education

10-2022 - 7-2024
Master of Business Administration - MBA from UNC Kenan-Flagler Business School
1992 - 1997
Bachelor of Pharmacy - BPharm from Long Island University

More Information

Social Presence :

Prographics :

Exp : 15 Location : United States Job Level : Mid-senior Designation : Member Board of Directors at PhRMA
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Insights For Selling To Michael

During A Call Or A Meeting

DO's

  • Don’t forget to mention how you compare to competition on both features and pricing
  • Keep some extra margin while sharing pricing, they are likely to negotiate later
  • Be ready for penetrating questions and critical examination of your pitch

DONT's

  • Don’t try too hard to build a relationship with them
  • Don’t rush them till they have clearly gotten all the necessary information
  • Avoid phrases like ‘trust me’, ‘others just love’ etc.

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Michael is

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

  • 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 Michael move?

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

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

You And Michael

Personality Compatibility


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