Valerie Burkeen

Questioner
DISC Type : c

Associate Director, Capability Building, U.S. Fertility Commercial at EMD Serono, Inc.

Stow, Ohio, United States

Overview

Valerie has no verified overview

Personality Overview

Not Easily Convinced

Systematic

Cautious & Analytical

They prefer to analyze every situation thoroughly.
  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.

Topics They Care About

Valerie has no verified topics they care about

Media Appearances

Valerie has no verified media appearances

Work History

3-2026
Associate Director, Capability Building, U.S. Fertility Commercial at EMD Serono, Inc.
12-2025 - 2-2026
Interim Area Business Director Northeast - Neurology and Immunology at EMD Serono, Inc.
3-2022 - 3-2026
Area Business Manager - Neurology and Immunology at EMD Serono, Inc.
10-2017 - 3-2022
Executive Sales Specialist Neuroscience at Novartis
10-2012 - 10-2017
Executive Specialty Sales Professional at sanofi us

Education

2005 - 2008
Master of Business Administration - MBA from Capital University
1996 - 2000
BS in Human Ecology from The Ohio State University

More Information

Social Presence :

Prographics :

Exp : 22 Location : Stow, Ohio, United States Job Level : Mid-senior Designation : Associate Director, Capability Building, U.S. Fertility Commercial at EMD Serono, Inc.
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Insights For Selling To Valerie

During A Call Or A Meeting

DO's

  • Tell them that you will come back if you don’t have a good answer for a question
  • Emphasize on objective proof of ROI, help them do a thorough evaluation
  • Keep some extra margin in hand as they will likely negotiate the pricing

DONT's

  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.
  • Avoid rushing them, be polite and patient
  • Don’t overhype the product/pitch, keep it measured

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Valerie 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 Valerie

  • 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 Valerie move?

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

  • Can Valerie take some risk or not?

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


You And Valerie

Personality Compatibility


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