Ray Walker

Questioner
DISC Type : c

Strategic Account Manager - Capital Equipment at Henry Schein

Reno, Nevada, United States

Overview

Ray Walker is a Strategic Medical Equipment Consultant with 19 years of experience in healthcare. He specializes in collaborating with clinical and operational teams on capital equipment projects and long-term planning. He is a graduate of Sparks High School.

Ray is passionate about health, fitness, and the outdoors. His personal time is often spent hiking in the mountains, gardening, golfing, or enjoying time with family and friends. This active lifestyle is a core part of his identity, both personally and professionally.

A unique fact is that Ray actively monitors his own health metrics, including sleep, blood pressure, and body composition, to track personal improvements.

Personality Overview

Not Easily Convinced

Cautious & Analytical

Systematic

They are more likely than others to negotiate on pricing and terms.  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

Medical Equipment Strategy
Has 19 years of experience helping providers, from IDNs to independent practices, with long-term planning and capital equipment solutions.
Health & Wellness
A core passion reflected in his professional focus, personal activities, and posts about nourishment, movement, and critiques of unhealthy food systems.
Outdoor Activities
Frequently posts about getting outside and lists hiking, gardening, and golf as his primary hobbies outside of work.

Media Appearances

Ray has no verified media appearances

Work History

6-2006
Strategic Account Manager - Capital Equipment at Henry Schein
8-2004 - 1-2006
Territory Manager at MLSG Home Loans

Education

High School Diploma from Sparks High School

More Information

Social Presence :

Prographics :

Exp : 21 Location : Reno, Nevada, United States Job Level : Middle Designation : Strategic Account Manager - Capital Equipment at Henry Schein
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Insights For Selling To Ray

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
  • Keep some extra margin in hand as they will likely negotiate the pricing
  • Emphasize on objective proof of ROI, help them do a thorough evaluation

DONT's

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

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Ray is

  • Confidence that the product provides ROI, effective pricing and process adherence matter the most to them.

  • Will you ever get a clear answer from Ray

  • 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 Ray move?

  • They can move at a reasonable pace while making their decisions if they have the necessary information.

  • Can Ray take some risk or not?

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


You And Ray

Personality Compatibility


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