Sébastien Michaud

Questioner
DISC Type : c

Vice President, Medical Strategy Oncology & Neurology / Immunology, North America Medical Affairs at EMD Serono, Inc.

Canada

Overview

Sébastien Michaud is the Vice President of Medical Strategy for Oncology, Neurology, and Immunology at EMD Serono. His background includes a Ph. D. from Université Laval and a postdoctoral fellowship at Harvard Medical School. He is an active industry voice, speaking at events on commercial strategy and contributing to scientific publications.

He recently co-authored a paper on treatment strategies for advanced urothelial carcinoma, published in August 2024.

Personality Overview

Not Easily Convinced

Cautious & Analytical

Value Seeker

It is quite likely of them to ask for pricing or other concessions.  While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters. They generally do not appreciate an overfriendly approach and prefer to stay to-the-point.

Topics They Care About

HCP Engagement
Speaks at industry events about personalizing healthcare provider engagement and linking field activities directly to clinical action and outcomes.
Oncology Research
Actively contributes to scientific literature, having recently co-authored a 2024 paper on chemotherapy's role in advanced urothelial carcinoma.
Medical Affairs
Leads medical strategy for EMD Serono's North American portfolios and shares public reflections on the evolving role of Medical Affairs in the industry.

Media Appearances

Sébastien has no verified media appearances

Work History

3-2026
Vice President, Medical Strategy Oncology & Neurology / Immunology, North America Medical Affairs at EMD Serono, Inc.
4-2020 - 3-2026
Head of Oncology, North America Medical Affairs at EMD Serono, Inc.
11-2017 - 7-2022
Country Medical Director at EMD Serono, Inc.
6-2017 - 9-2017
Interim Country Medical Director at Bristol-Myers Squibb
11-2014 - 11-2017
Medical Director, Oncology (Immuno-Oncology & Hematology) at Bristol-Myers Squibb

Education

2001 - 2004
Postdoctoral Fellowship from Harvard Medical School / Brigham and Women's Hospital
1996 - 2001
Doctor of Philosophy (Ph.D.) from Université Laval

More Information

Social Presence :

Prographics :

Exp : 17 Location : Canada Job Level : Senior Designation : Vice President, Medical Strategy Oncology & Neurology / Immunology, North America Medical Affairs at EMD Serono, Inc.
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Insights For Selling To Sébastien

During A Call Or A Meeting

DO's

  • If you have a lower priced product compared to the competition, call out the same
  • Keep some extra margin in hand as they will likely negotiate the pricing
  • Back up any claims with data and numbers

DONT's

  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.
  • Don’t overhype the product/pitch, keep it measured
  • Don’t depend too much on anecdotal evidence, it reduces their confidence

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Sébastien 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 Sébastien

  • 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 Sébastien move?

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

  • If they believe that they have analyzed the situation well, they can take a little risk.

You And Sébastien

Personality Compatibility


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