Jonathan Birchall

Observer
DISC Type : ic

Chief Commercial Officer (CCO) at Ionis Pharmaceuticals, Inc.

Burlingame, California, United States

Overview

Jonathan has no verified overview

Personality Overview

Assertive

Example Seeker

Curious

They ask a lot of questions and rely heavily on information and collaterals.  They can sound friendly and charming but can quickly change gears to become inquisitive and probing. They are generally good communicators and can be hard to convince.

Topics They Care About

Jonathan has no verified topics they care about

Media Appearances

Jonathan has no verified media appearances

Work History

9-2023
Chief Commercial Officer (CCO) at Ionis Pharmaceuticals, Inc.
11-2021 - 8-2023
Chief Commercial Officer (CCO) at PhaseBio Pharmaceuticals, Inc.
2-2017 - 4-2021
Vice President, US Head of Thrombolytics at Genentech
9-2013 - 2-2017
Lifecycle Leader, Kadcyla at Genentech
4-2011 - 8-2013
Marketing Director, Immunology at Genentech

Education

1997 - 2000
MBA from The Open University
1991 - 1994
MSc from The University of Salford

More Information

Social Presence :

Prographics :

Exp : 18 Location : Burlingame, California, United States Job Level : Leadership Designation : Chief Commercial Officer (CCO) at Ionis Pharmaceuticals, Inc.
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Insights For Selling To Jonathan

During A Call Or A Meeting

DO's

  • Ask them questions to understand their needs better while staying affable
  • Focus on immediate action-items rather than the larger goals
  • Persuade objectively how your product will help them achieve their goals

DONT's

  • Don’t be too objective but make sure to pad your storytelling with data points
  • Don’t rely excessively on your relationship with them to win the deal
  • Don’t brush off any concerns, take all questions seriously

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Jonathan is

  • Proven value, strong testimonials are important for them, rapport can impact decisions a little.
  • Will you ever get a clear answer from Jonathan

  • They are practical and friendly, don't expect a clear-cut response often.

Insights For Deal Planning

    How fast (or slow) will Jonathan move?

  • They like to perform full analysis and can take time to make any decision.
  • Can Jonathan take some risk or not?

  • They weigh all decisions systematically and are unlikely to take many risks.

You And Jonathan

Personality Compatibility


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