Yves Zinggeler

Critic
DISC Type : C

Vice President, Early Pipeline Global Commercial Strategy & Business Development at Vertex Pharmaceuticals

United States

Overview

Yves has no verified overview

Personality Overview

ROI Driven

Critic

Negotiator

Unless the value is proven by data, they are unlikely to value fancy features.  They prefer to analyze logically and value objective facts over emotions. It is very likely that they will negotiate pricing or other important terms.

Topics They Care About

Yves has no verified topics they care about

Media Appearances

Yves has no verified media appearances

Work History

9-2024
Vice President, Early Pipeline Global Commercial Strategy & Business Development at Vertex Pharmaceuticals
1-2020 - 9-2024
Vice President, Disease Area Executive & CF Global Commercial Strategy at Vertex Pharmaceuticals
2-2017 - 4-2020
Regional Vice President, Central & Eastern Europe and Distributors Region at Vertex Pharmaceuticals
8-2015 - 1-2017
General Manager, Amgen Belgium-Luxembourg at Amgen
11-2012 - 8-2015
Executive Director, U.S. Bone Health Marketing at Amgen

Education

2001 - 2003
MBA from The Wharton School
10-2013 - 10-2013
Executive Education Certificate from Stanford University Graduate School of Business

More Information

Social Presence :

Prographics :

Exp : 18 Location : United States Job Level : Senior Designation : Vice President, Early Pipeline Global Commercial Strategy & Business Development at Vertex Pharmaceuticals
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Insights For Selling To Yves

During A Call Or A Meeting

DO's

  • Keep some extra margin while sharing pricing, they are likely to negotiate later
  • Be ready to answer many clarity-seeking questions and requests for information
  • Leverage facts and figures wherever possible; use percentages, numbers etc.

DONT's

  • Don’t try too hard to build a relationship with them
  • Make extra effort to not seem pushy or confrontational
  • Avoid phrases like ‘trust me’, ‘others just love’ etc.

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Yves is

  • Proof of ROI, low pricing and objective proof points are the important factors for them.
  • Will you ever get a clear answer from Yves

  • They do not mind saying no if they believe that it is the right decision.

Insights For Deal Planning

    How fast (or slow) will Yves move?

  • Their decision-making is neither very fast nor very slow, they are somewhere in between.
  • Can Yves take some risk or not?

  • They can take risks if their analysis shows that it would be worth it.

You And Yves

Personality Compatibility


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