Sanjay Baral

Questioner
DISC Type : c

Director of Operations And Business Development at Advance Structural Concepts

Herndon, Virginia, United States

Overview

Sanjay is a client-facing business development leader with over 13 years of experience in technical consulting. He leads operations and business development at Advance Structural Concepts, supporting over 500 projects annually. He holds a Master of Science in Engineering Management with a focus on Technical Leadership from The Johns Hopkins University.

He is a strong believer in collaboration and efficiency, having implemented a Slack-based workflow system that significantly improved his teams productivity and communication. He values surrounding himself with talented and intelligent people to drive collective success.

Unique fact: He has direct experience in the full project lifecycle, from initial site feasibility and due diligence reviews to final delivery.

Personality Overview

Value Seeker

Systematic

Not Easily Convinced

While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters.  They are more likely than others to negotiate on pricing and terms. They prefer to fully evaluate every situation.

Topics They Care About

Client-Facing Solutions
Focuses on the entire client journey, from understanding initial needs to shaping tailored solutions and managing delivery in complex, regulated environments.
Operational Efficiency
Passionate about improving team productivity and communication, having adopted a Slack-based system that "skyrocketed" workflow efficiency.
Technical Leadership
His M. S. in Engineering Management focused on technical leadership, systems thinking, and bridging the gap between technical teams and executive stakeholders.

Media Appearances

Sanjay has no verified media appearances

Work History

3-2012
Director of Operations And Business Development at Advance Structural Concepts
10-2010 - 11-2011
Controller at Navy Federal Credit Union

Education

8-2023 - 12-2026
Master of Science - MS from The Johns Hopkins University
8-2006 - 5-2010
Bachelor's degree from George Mason University

More Information

Social Presence :

Prographics :

Exp : 14 Location : Herndon, Virginia, United States Job Level : Mid-senior Designation : Director of Operations And Business Development at Advance Structural Concepts
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Insights For Selling To Sanjay

During A Call Or A Meeting

DO's

  • Back up any claims with data and numbers
  • Emphasise more on facts and measurable benefits
  • If you have a lower priced product compared to the competition, call out the same

DONT's

  • Don’t depend too much on anecdotal evidence, it reduces their confidence
  • Avoid rushing them, be polite and patient
  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Sanjay 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 Sanjay

  • 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 Sanjay move?

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

  • Can Sanjay take some risk or not?

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

You And Sanjay

Personality Compatibility


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