Orlando Bodra Neto

Examiner
DISC Type : cs

Brazil Commercial Director, Pharma Business Unit Head at GSK

Rio de Janeiro, Rio de Janeiro, Brazil

Overview

Orlando has no verified overview

Personality Overview

Unexpressive

Overcautious

Process Oriented

They are heavily focused on quality and prefer doing things the right way, even if it takes time.  The only way to convince them is by showing them examples and ample proof. Being observant comes to them naturally.

Topics They Care About

Orlando has no verified topics they care about

Media Appearances

Orlando has no verified media appearances

Work History

1-2020
Brazil Commercial Director, Pharma Business Unit Head at GSK
4-2017 - 12-2019
Commercial Director, Classics & Established Portfolio Market Leader Latam at GSK
11-2015 - 3-2017
Commercial Excellence & Multichannel Marketing Director Latam at GSK
1-2012 - 10-2015
Commercial Excellence Director at GSK
1-2010 - 12-2011
Head of Market Intelligence & Sales Force Effectiveness at GSK

Education

2019 - 2019
Leadership Program from IMD
2009 - 2009
Executive Education - Leadership Program from Harvard Business School

More Information

Social Presence :

Prographics :

Exp : 28 Location : Rio de Janeiro, Rio de Janeiro, Brazil Job Level : Mid-senior Designation : Brazil Commercial Director, Pharma Business Unit Head at GSK
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Insights For Selling To Orlando

During A Call Or A Meeting

DO's

  • Ask them which other stakeholders would be important for this purchase decision
  • Expect them to be vague in response to your questions, ask firmly and pointedly
  • Spend time addressing concerns around risk and change, they will have them even if they don't express them

DONT's

  • Don't rely on relationship building even if they act pleasantly
  • Don't use phrases like 'do not worry', 'i promise' etc.
  • Avoid getting into storytelling mode, especially when they ask specific questions

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Orlando is

  • Proof of usage by others in the industry, case studies showing ROI are likely to work the best with them.
  • Will you ever get a clear answer from Orlando

  • They are unlikely to say no, it's better to stop yourself once you have exhausted all the options.

Insights For Deal Planning

    How fast (or slow) will Orlando move?

  • They are some of the slowest movers and take their time reaching decisions.
  • Can Orlando take some risk or not?

  • They have very low acceptance of risk even if they do not say it directly.

You And Orlando

Personality Compatibility


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