Santiago Arias Mahecha

Questioner
DISC Type : c

Subdirector Bancaseguros, Canal Directo, Affinity & Masivos at HDI Seguros México

Mexico City, Mexico

Overview

Santiago Arias Mahecha is a Sales Manager at HDI Seguros México with extensive experience in the insurance sector, focusing on B2B sales, project management, and business development. He holds a Bachelors in Business Administration from CESA University and a Masters in International Business from IESEG University in France.

He is a bilingual (Spanish-English) professional who values responsibility, commitment, and teamwork in both his professional and personal life. His career reflects a significant international move from Colombia to Mexico, showcasing his adaptability and drive for new challenges.

Santiago spent eight years at Liberty Mutual in Colombia before making the strategic career move to Mexico.

Personality Overview

Price-Sensitive

Cautious & Analytical

Value Seeker

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. It is quite likely of them to ask for pricing or other concessions.

Topics They Care About

B2B Sales Strategy
His entire career, from Liberty Mutual to BBVA and HDI Seguros, is centered on B2B sales, customer development, and managing large client portfolios in the insurance industry.
Insurance Channel Development
Manages Bancaseguros, Direct Channel, and Affinity programs, indicating a focus on creating and optimizing various sales channels for insurance products.
Agile Project Management
Served as a Product Owner at Liberty Mutual, managing the lifecycle of commercial projects using agile methodologies to deliver value across markets in Colombia, Chile, and Ecuador.

Media Appearances

Santiago has no verified media appearances

Work History

1-2024
Subdirector Bancaseguros, Canal Directo, Affinity & Masivos at HDI Seguros México
3-2023 - 9-2023
Sales Senior Manager at BBVA en México
3-2021 - 3-2023
Specialist in Sales Projects (Product Owner) at Liberty Mutual Colombia
6-2017 - 3-2021
Traditional Channel Integral Manager at Liberty Mutual Colombia
8-2016 - 5-2017
Affinity Manager at Liberty Mutual Colombia

Education

1-2010 - 1-2015
Bachelor's degree from CESA
1-2010 - 1-2015
Bachelor of Business Administration (BBA) from CESA

More Information

Social Presence :

Prographics :

Exp : 9 Location : Mexico City, Mexico Job Level : N/A Designation : Subdirector Bancaseguros, Canal Directo, Affinity & Masivos at HDI Seguros México
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Insights For Selling To Santiago

During A Call Or A Meeting

DO's

  • Emphasize on objective proof of ROI, help them do a thorough evaluation
  • Share as much information as possible regarding your product
  • Tell them that you will come back if you don’t have a good answer for a question

DONT's

  • Don’t try to be too friendly or informal with them
  • 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 Santiago 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 Santiago

  • 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 Santiago move?

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

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

You And Santiago

Personality Compatibility


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