Serge Dandache

Questioner
DISC Type : c

General Manager at Spectra Research Corporation

Montreal, Quebec, Canada

Overview

Serge Dandache is the General Manager at Spectra Research Corporation, leveraging over a decade of experience in capital equipment sales with a strong scientific foundation. With an M. Sc. in Virology from the Université de Montréal, he excels at building strategic client relationships. Colleagues and clients describe him as results-oriented, knowledgeable, and a hard-working professional.

Outside of his primary role, Serge shows a keen interest in global business dynamics, having participated in international sales meetings in Japan. He also applies an analytical perspective to broader societal issues, such as public health trends and the implications of global events like the COVID-19 pandemic.

He uniquely combines over 10 years of experience in HIV/HCV molecular research with another 10+ years in technology sales and management.

Personality Overview

Value Seeker

Cautious & Analytical

Price-Sensitive

They are more likely than others to negotiate on pricing and terms.  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

Pharmaceutical 3D Printing
Announced a recent partnership with FABRX to bring their M3DIMAKER pharmaceutical 3D printers for personalized medicine to the Canadian market.
Material Characterization
Recently expanded a partnership with HORIBA to distribute their advanced elemental analyzers and GDOES systems for materials science across Canada.
Surface Science
Showed excitement about attending an international sales meeting for ULVAC-PHI, a leading manufacturer of XPS, Auger, and TOF-SIMS surface analysis instruments.

Media Appearances

Serge has no verified media appearances

Work History

11-2019
General Manager at Spectra Research Corporation
10-2018 - 11-2019
Sales Manager at Spectra Research Corporation
9-2014 - 10-2018
Account Manager at Spectra Research Corporation
1-2012 - 10-2012
Product Manager - Sequencing and Arrays at Roche Diagnostics - Canada
5-2011 - 12-2011
Business Development Manager - Sequencing at Roche Diagnostics, Canada

Education

1993 - 1995
M.Sc. from Université de Montréal

More Information

Social Presence :

Prographics :

Exp : 14 Location : Montreal, Quebec, Canada Job Level : Senior Designation : General Manager at Spectra Research Corporation
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Insights For Selling To Serge

During A Call Or A Meeting

DO's

  • Emphasize on objective proof of ROI, help them do a thorough evaluation
  • Back up any claims with data and numbers
  • Keep some extra margin in hand as they will likely negotiate the pricing

DONT's

  • Don’t depend too much on anecdotal evidence, it reduces their confidence
  • Don’t overhype the product/pitch, keep it measured
  • Don’t try to be too friendly or informal with them

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Serge 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 Serge

  • 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 Serge move?

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

  • Can Serge take some risk or not?

  • They can take some risk if they are confident that they have analyzed the circumstances well.


You And Serge

Personality Compatibility


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