Schalk Opperman

Evaluator
DISC Type : dcs

MD/GM Merck Croatia & Slovenia at Merck Group

Croatia

Overview

Schalk Opperman is an experienced leader with a 20-year career at Merck, currently serving as the MD/GM for Croatia and Slovenia. His journey began as a sales representative in South Africa, progressing through various leadership roles across Africa and Eastern Europe. He holds a Growth Market Management Program certificate from Koç University.

Originally a high school biology and geography teacher from South Africa, Schalk is a family man who has relocated across continents with his wife and daughter for his career. He has an affinity for people and finds great energy in developing and empowering his teams.

Unique fact: Before his two-decade career in the pharmaceutical industry, he spent six years teaching science in a local high school.

Personality Overview

Quality Focused

Fast But Analytical

Hard To Convince

They focus on the results, but can still be quite procedural and analytical about how to get there  They have a unique set of diverse traits where they are decisive and methodical but can sometimes be extra cautious and skeptical They are not very likely to become strong advocates of your product or service

Topics They Care About

Healthcare System Reform
Actively participates in discussions on shaping the Croatian healthcare system and speaks on the challenge of balancing innovation with the changing burdens of disease.
People Empowerment
He has a stated passion for developing people and learned early in his management career how to achieve results through empowering others, which gives him significant energy.
Global Career Pathing
Having built an international career across two continents, he now advises the next generation of talent on how to develop and manage a global career.

Media Appearances

Schalk has no verified media appearances

Work History

5-2020
MD/GM Merck Croatia & Slovenia at Merck Group
7-2016 - 5-2020
GM/MD Merck Romania at Merck Group
4-2012 - 6-2016
National Sales Manager - SEA region at Merck Group
8-2009 - 4-2012
Senior Manager - Licensing & Business Development - SEA at Merck Group
9-2005 - 7-2009
Export Manager - SEA at Merck Group

Education

2015 - 2015
Growth Market Management Program - GMMP from Koç University
2005 - 2006
MAP 70 from University of the Witwatersrand

More Information

Social Presence :

Prographics :

Exp : 24 Location : Croatia Job Level : N/A Designation : MD/GM Merck Croatia & Slovenia at Merck Group
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Insights For Selling To Schalk

During A Call Or A Meeting

DO's

  • Help them see both - the ‘big picture’ impact and the ROI of the investment
  • Showcase how you can impact results but also make sure that you share detailed information too
  • Use phrases like ‘the ROI of this’, ‘X% more’ etc.

DONT's

  • Avoid self-deprecating references or general informality, it could decrease their trust in you
  • Avoid inviting them for any social interactions until you have built some rapport with them
  • Avoid making strong statements, instead invite them to agree with you by asking them questions

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Schalk is

  • ROI matters the most to them, followed by process and finally proof of results
  • Will you ever get a clear answer from Schalk

  • They might hesitate a little, but will go ahead and say no when necessary (or asked)

Insights For Deal Planning

    How fast (or slow) will Schalk move?

  • They are unlikely to move very fast, especially when it comes to new products or services
  • Can Schalk take some risk or not?

  • They have relatively low risk-appetite and are not very likely to go for something unproven and risky

You And Schalk

Personality Compatibility


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