Sandra Rattray

Examiner
DISC Type : sc

Retired at The Janssen Pharmaceutical Companies of Johnson & Johnson

Raritan, New Jersey, United States

Overview

Sandra Rattray is a seasoned pharmaceutical executive, formerly the Vice President and Head of Global Regulatory Affairs for Oncology at Janssen (Johnson & Johnson). With a Ph. D. in cellular and molecular biology from the University of Auckland, her career also includes 14 years at Merck. She continues to be active in the industry.

After retiring as a Vice President from Johnson & Johnson, she was appointed as a Non-Executive Director to the board of biotech leader CSL Limited in 2021.

Personality Overview

Tough To Convince

Status Quo Seeker

Process Oriented

They tend to have clarity about their needs and constraints, and are unlikely to over-promise.  They are always well-planned and adopt a systematic approach. Being observant comes to them naturally.

Topics They Care About

Oncology Drug Development
She led the Oncology Therapeutic Area group at Janssen, overseeing the development of new cancer treatments from research stages through to regulatory approval.
Global Regulatory Strategy
Her senior roles at both Janssen and Merck were centered on leading international regulatory affairs and strategy for new medicines, including interactions with the FDA.
Companion Diagnostics
At Janssen, she managed the Global Regulatory Affairs group for Companion Diagnostics, showing expertise in the integrated development of drugs and their corresponding tests.

Media Appearances

Sandra has no verified media appearances

Work History

9-2019
Retired at The Janssen Pharmaceutical Companies of Johnson & Johnson
4-2005
Vice President at J&J
Vice President - Head, Global Regulatory Affairs, Oncology at J&J
Director Regulatory Affairs at Merck

Education

1980 - 1989
Bsc from University of Auckland

More Information

Social Presence :

Prographics :

Exp : 20 Location : Raritan, New Jersey, United States Job Level : Senior Designation : Retired at The Janssen Pharmaceutical Companies of Johnson & Johnson
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Insights For Selling To Sandra

During A Call Or A Meeting

DO's

  • First of all, focus on building their confidence by sharing examples, case studies etc.
  • Expect them to be slow and cautious, encourage them to ask more questions
  • Spend time addressing concerns around risk and change, they will have them even if they don't express them

DONT's

  • Don't be very accepting if that is your natural style, stay firm
  • Don't push them too hard to make fast decisions, give them time
  • 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 Sandra is

  • For them, low risk and acceptance by others are very important, followed by proof of ROI.
  • Will you ever get a clear answer from Sandra

  • 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 Sandra move?

  • They do not like to take decisions in a hurry, so they could be slow in making their mind up.
  • Can Sandra take some risk or not?

  • They are low on risk-appetite and prefer to make informed decisions.

You And Sandra

Personality Compatibility


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