Michael Scheibe

Questioner
DISC Type : c

Sr. Director - Market Access Execution at Novo Nordisk

Rutherford, New Jersey, United States

Overview

Michael Scheibe is a results-oriented leader in the healthcare and biologics sectors, currently serving as a Senior Director of Market Access Execution at Novo Nordisk. He has a proven track record in sales leadership, strategy, and team management from his time at both Novo Nordisk and GlaxoSmithKline.

Outside of his professional life, Michael has a background in competitive sports. While earning his BBA at Hofstra University, he was a dedicated member of the universitys football program for four years.

Unique fact: Michael was a four-year member of the Hofstra University football team.

Personality Overview

Not Easily Convinced

Systematic

Price-Sensitive

They generally do not appreciate an overfriendly approach and prefer to stay to-the-point.  They prefer to fully evaluate every situation. It is quite likely of them to ask for pricing or other concessions.

Topics They Care About

Sales Leadership
Demonstrates a passion for hiring and leading sales teams, focusing on creating a supportive and high-achieving team culture to help patients with diabetes and obesity.
Market Access
His career is focused on high-impact market access initiatives, including payer bid preparation and formulary validation, to enhance strategy and execution for pharmaceutical products.
Diabetes & Obesity
His work at Novo Nordisk is centered on leading sales and market access teams that support therapies for patients with diabetes and obesity.

Media Appearances

Michael has no verified media appearances

Work History

10-2024
Sr. Director - Market Access Execution at Novo Nordisk
1-2021 - 11-2024
Sr. Director Obesity & Diabetes Sales at Novo Nordisk
1-2019 - 1-2021
Sr. Director Health Systems - East at Novo Nordisk
10-1997 - 7-2012
Regional Sales Director - Metro New York GSK Vaccines at GlaxoSmithKline
4-2003 - 9-2008
Sr. District Sales Manager at GlaxoSmithKline

Education

BBA from Hofstra University

More Information

Social Presence :

Prographics :

Exp : 19 Location : Rutherford, New Jersey, United States Job Level : Senior Designation : Sr. Director - Market Access Execution at Novo Nordisk
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Insights For Selling To Michael

During A Call Or A Meeting

DO's

  • Tell them that you will come back if you don’t have a good answer for a question
  • Emphasise more on facts and measurable benefits
  • Share as much information as possible regarding your product

DONT's

  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.
  • Avoid rushing them, be polite and patient
  • 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 Michael 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 Michael

  • 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 Michael move?

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

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

You And Michael

Personality Compatibility


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