Roger Hayes

Examiner
DISC Type : cs

Vice President, Bioanalytical Services at ICON plc

Whitesboro, New York, United States

Overview

Roger Hayes is the Vice President of Bioanalytical Services at ICON plc, with extensive leadership experience from roles at MPI Research, Cetero Research, and Merck. His expertise is rooted in laboratory sciences and pharmaceutical development, supported by a Ph. D. from the University of Adelaide.

His career showcases a consistent track record of holding senior executive roles, including President and VP/GM, across multiple major contract research and pharmaceutical organizations.

Personality Overview

Process Oriented

Late Adopter

Unexpressive

Being observant comes to them naturally.  They do not like taking risks at all and go for proven options in the end. They are heavily focused on quality and prefer doing things the right way, even if it takes time.

Topics They Care About

Bioanalytical Services
His entire career is focused on leading bioanalytical operations within the CRO and pharmaceutical industries, currently as a Vice President at ICON plc.
Laboratory Operations
He has a history of managing large-scale laboratory sciences, including serving as VP and GM of Laboratory Sciences at MPI Research.
Talent Acquisition
Actively posts about hiring scientists and other roles for his team at ICON, indicating a focus on building a strong and capable staff.

Media Appearances

Roger has no verified media appearances

Work History

12-2018
Vice President, Bioanalytical Services at ICON plc
11-2011
VP, GM of Laboratory Sciences at MPI Research
12-2010 - 11-2011
President - Bioanalytical Operations at Cetero Research
12-2009 - 11-2010
Director at Merck (formerly Schering-Plough Research Institute)
12-2000 - 12-2009
Director at Schering-Plough

Education

1979 - 1986
Ph.D. from University of Adelaide

More Information

Social Presence :

Prographics :

Exp : 25 Location : Whitesboro, New York, United States Job Level : Senior Designation : Vice President, Bioanalytical Services at ICON plc
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Insights For Selling To Roger

During A Call Or A Meeting

DO's

  • Spend time addressing concerns around risk and change, they will have them even if they don't express them
  • Be firm in your communication and stay in control
  • Ask them which other stakeholders would be important for this purchase decision

DONT's

  • Don't push them too hard to make fast decisions, give them time
  • Don't rely on relationship building even if they act pleasantly
  • 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 Roger is

  • Adoption by others is very important to them, followed by confidence in ROI.
  • Will you ever get a clear answer from Roger

  • They don’t say no often, they push out the decisions or keep going around in circles.

Insights For Deal Planning

    How fast (or slow) will Roger move?

  • They don't like to hasten, so their speed of decision-making may be slow.
  • Can Roger take some risk or not?

  • They have little willingness to take risks, and prefer making calculated decisions.

You And Roger

Personality Compatibility


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