Mike Sulzen, MBA

Questioner
DISC Type : c

Director, Strategic Accounts - Johnson & Johnson Medical Devices Companies at Johnson & Johnson

Dallas-Fort Worth Metroplex, United States

Overview

Mike Sulzen is a senior executive and the Director of National Accounts at Johnson & Johnson MedTech, where he specializes in creating commercial vision and strategic C-level partnerships. He leverages his expertise from an MBA at Drake University to lead teams, grow market share, and secure multimillion-dollar contracts.

He has received the Johnson & Johnson Standards of Leadership Award on multiple occasions for his contributions to people development and mastering complexity.

Personality Overview

Cautious & Analytical

Systematic

Not Easily Convinced

It is quite likely of them to ask for pricing or other concessions.  They prefer to analyze every situation thoroughly.
 While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters.

Topics They Care About

Strategic Account Management
Focuses on developing long-term partnerships with the largest National IDNs in the U. S. , salvaging at-risk relationships and securing sole-sourced agreements.
MedTech Commercialization
Manages and directs U. S. marketing and sales strategies for key medical technologies to maximize revenue, profitability, and procedural adoption.
Healthcare Leadership
Passionate about developing talent, having experience recruiting, hiring, and mentoring sales teams and actively promoting key roles and internships at Johnson & Johnson.

Media Appearances

Mike has no verified media appearances

Work History

6-2016
Director, Strategic Accounts - Johnson & Johnson Medical Devices Companies at Johnson & Johnson
9-2013 - 6-2016
Strategic Accounts Director - Ethicon at Johnson & Johnson
2-2007 - 9-2013
Corporate Account Director - Ethicon Endo-Surgery at Johnson & Johnson
8-2003 - 2-2007
Sr. Product Director. US Marketing - Ethicon Endo-Surgery at Johnson & Johnson
8-2000 - 8-2003
Division Sales Manager - Ethicon Endo-Surgery at Johnson & Johnson

Education

2018 - 2019
Fellowship from Advisory Board Fellow
Master of Business Administration (MBA) from Drake University, MBA

More Information

Social Presence :

Prographics :

Exp : 34 Location : Dallas-Fort Worth Metroplex, United States Job Level : Mid-senior Designation : Director, Strategic Accounts - Johnson & Johnson Medical Devices Companies at Johnson & Johnson
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Insights For Selling To Mike

During A Call Or A Meeting

DO's

  • If you have a lower priced product compared to the competition, call out the same
  • Tell them that you will come back if you don’t have a good answer for a question
  • Keep some extra margin in hand as they will likely negotiate the pricing

DONT's

  • Don’t overhype the product/pitch, keep it measured
  • Avoid rushing them, be polite and patient
  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Mike 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 Mike

  • 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 Mike move?

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

  • They can take risk if they are convinced that they have analyzed the circumstances well.


You And Mike

Personality Compatibility


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