Gloria Mato Escalona

Evaluator
DISC Type : scd

Senior Director ICON Program Management at ICON

Spain

Overview

Gloria Mato Escalona is the Senior Director of ICON Program Management at ICON, where she has built a significant career progressing through various leadership roles in clinical operations. Her expertise is supported by a degree in Pharmacy and specialized education in Clinical Trials.

She has demonstrated notable career loyalty and growth, advancing from a manager-level position to her current senior director role entirely within ICON.

Personality Overview

Quality Focused

Thorough Evaluator

Fast But Analytical

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

Topics They Care About

Team Collaboration
Her social posts frequently highlight the importance of face-to-face team meetings to strengthen collaboration and team spirit across global offices.
Corporate Culture
She actively participates in and promotes company culture events, such as the "ICON Wake Up to Culture" session and annual team celebrations.
Clinical Trials
Her career, educational background in Pharmacy, and posts reflect a deep professional commitment to the field of clinical trials and its purpose.

Media Appearances

Gloria has no verified media appearances

Work History

4-2023
Senior Director ICON Program Management at ICON
4-2019 - 3-2023
Director Program Management at ICON
7-2017 - 3-2019
Senior DOCS Operation Manager at ICON
3-2016 - 7-2017
Senior Manager CTM at ICON
12-2013 - 3-2016
Senior Manager Clinical Operations at ICON plc

Education

Farmacia from Universidad de Santiago de Compostela
Clinical Trials Course from Talento-EPHOS

More Information

Social Presence :

Prographics :

Exp : 25 Location : Spain Job Level : Senior Designation : Senior Director ICON Program Management at ICON
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Insights For Selling To Gloria

During A Call Or A Meeting

DO's

  • Help them see both - the ‘big picture’ impact and the ROI of the investment
  • Help them weigh the risks by sharing objective proof points instead of anecdotes and examples
  • Showcase your competitive superiority clearly when possible or address it at the minimum

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 too much small talk, just a few formal pleasantries should be fine

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Gloria is

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

  • 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 Gloria move?

  • They are unlikely to move very fast, especially when it comes to new products or services
  • Can Gloria 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 Gloria

Personality Compatibility


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