Richard Farmer, MBA

Commander
DISC Type : D

Regional Sales Director, Rare Disease at Apellis Pharmaceuticals

Greater Houston, United States

Overview

Richard has no verified overview

Personality Overview

Impact-Driven

Very Quick

Decisive

More than the product, they care about the impact of the product.  They are not always relationship oriented. They like to move fast and expect the same from others.

Topics They Care About

Richard has no verified topics they care about

Media Appearances

Richard has no verified media appearances

Work History

1-2025
Regional Sales Director, Rare Disease at Apellis Pharmaceuticals
4-2023 - 1-2025
Director, Strategic Initiatives at OPKO Health, Inc.
7-2017 - 3-2023
Regional Sales Manager at OPKO Health, Inc.
9-2016 - 7-2017
Renal Sales Specialist at OPKO Health, Inc.
2015 - 2016
Acthar Specialist, Nephrology / Field Sales Trainer at Mallinckrodt Pharmaceuticals

Education

2006 - 2008
MBA from Rice University
1992 - 1996
B.S. from Texas A&M University

More Information

Social Presence :

Prographics :

Exp : 30 Location : Greater Houston, United States Job Level : Mid-senior Designation : Regional Sales Director, Rare Disease at Apellis Pharmaceuticals
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Insights For Selling To Richard

During A Call Or A Meeting

DO's

  • Help them weigh the risks by sharing objective proof points without becoming too analytical
  • When negotiating terms, help them build an impression that they are the ones calling the shots
  • Make sure that you circle back fast on any action items, it wins their trust

DONT's

  • Don’t focus on process and rules, give the impression of being a ‘gets it done’ person
  • Do not spend too much time focusing on product tech or features
  • Don’t take too much time in sending them information if they ask for any

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Richard is

  • Conviction around the impact matters the most to them, followed by a sense of achievement and ROI.
  • Will you ever get a clear answer from Richard

  • If they decide not to use your product, they will say no clearly.

Insights For Deal Planning

    How fast (or slow) will Richard move?

  • They can reach decisions fairly quickly if they are convinced.
  • Can Richard take some risk or not?

  • They don’t mind risks but can be quite binary about them.

You And Richard

Personality Compatibility


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