Steven Spencer

Initiator
DISC Type : Di

Director of Field Operations at Keenova

Hewitt, New Jersey, United States

Overview

Steve Spencer is a pharmaceutical leader with over 25 years of experience in sales and marketing operations. A Lafayette College graduate, he excels at growing multi-billion dollar franchises by leading diverse teams in sales, training, and global alliance management. People who have worked with him describe him as a collaborative and trusted partner.

Outside of work, Steve is a vocal supporter of his alma maters sports teams, particularly the Lafayette College football team. He also shows an interest in personal development and mindfulness, sharing reflective messages about life and kindness with his professional network.

He has managed an incredibly diverse range of corporate functions, from sales force automation and international alliances to food service management on a global scale.

Personality Overview

Conviction Driven

Confident

Friendly Challenger

They respond well to objective pitches but also attach some value to relationships.  They don’t mind taking a stand if they believe in something. They measure a product on its merit but can be influenced by strong testimonials.

Topics They Care About

Commercial Operations
His career centers on leading commercial excellence, including CRM, incentive compensation, marketing operations, and territory alignments for rare disease and hospital portfolios.
Pharmaceutical Leadership
With over 25 years in the industry, he is a proven leader and strategic planner who has successfully grown multi-billion dollar franchises and managed global teams.
Sales Team Development
He has extensive experience leading sales training, leadership development, and incentive compensation programs to enhance sales force effectiveness across North and South America.

Media Appearances

Steven has no verified media appearances

Work History

6-2020
Director of Field Operations at Keenova
10-2019 - 6-2020
Director Commercial Excellence at Keenova
9-2019 - 10-2019
Director Sales and Marketing Operations at Keenova
4-2018 - 9-2019
Director Marketing Operations at Keenova
11-2017 - 4-2018
Director Meetings and Events at Keenova

Education

Bachelor of Arts (B.A.) from Lafayette College
Certificate of Completion from University of Michigan - Stephen M. Ross School of Business

More Information

Social Presence :

Prographics :

Exp : 21 Location : Hewitt, New Jersey, United States Job Level : Mid-senior Designation : Director of Field Operations at Keenova
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Insights For Selling To Steven

During A Call Or A Meeting

DO's

  • Clearly address the competitive aspects
  • Get them to a point where they are ready to bat for your product internally
  • Focus on the big picture and the strategic value of your product

DONT's

  • Don’t keep repeating the same information, it could make them impatient
  • Don’t be very informal even if they are being so themselves
  • Avoid focusing only on the product or its ROI, keep building trust subtly

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Steven is

  • Confidence in the product’s value is critical, followed by relationship and a sense of achievement.
  • Will you ever get a clear answer from Steven

  • They will not hesitate to say no if they do not develop conviction.

Insights For Deal Planning

    How fast (or slow) will Steven move?

  • If they develop confidence in your product and you, then they can make fast decisions.
  • Can Steven take some risk or not?

  • If necessary, they have the ability to take risky decisions.

You And Steven

Personality Compatibility


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