Michael DiMascolo

Galvanizer
DISC Type : Id

Director of Sales Training at Ironwood Pharmaceuticals

Riverside, Rhode Island, United States

Overview

Michael is a strategic commercial leader with over 20 years of experience in the biopharmaceutical industry. As Director of Sales Training at Ironwood Pharmaceuticals, he shapes enterprise training strategies and leads national initiatives, specializing in rare disease, GI, and specialty markets. He holds a Bachelor of Arts from the University of Rhode Island.

While at AstraZeneca, he led his Cardiovascular-Metabolic specialty district to be ranked #1 in the nation in 2016, achieving 115% of the planned goal.

Personality Overview

Persuader

Socially Adept

Self-Assured

They do not mind taking risks and can make hard decisions, if necessary.  They are charming and have the ability to align others behind their decisions. They like to keep things under control.

Topics They Care About

Sales Leadership
Has extensive experience leading and developing sales teams and regional managers at both Ironwood Pharmaceuticals and AstraZeneca, with a focus on driving business results.
Biopharma Training Strategy
His career focus is on enterprise learning, leading sales training, and creating national workshops to ensure field sales excellence in specialty therapeutic areas.
Gastrointestinal Market
His current role at Ironwood Pharmaceuticals and his ARIA industry training certificate indicate a strong focus on the GI therapeutic area.

Media Appearances

Michael has no verified media appearances

Work History

1-2020
Director of Sales Training at Ironwood Pharmaceuticals
7-2017
Associate Director of Training at Ironwood Pharmaceuticals
8-2015 - 1-2020
Cardiovascular-Metabolic Speciality District Sales Manager at AstraZeneca
1-2015 - 8-2016
Neuroscience Specialty District Sales Manager at AstraZeneca
4-2013 - 1-2014
Senior Sales Trainer at AstraZeneca

Education

1990 - 1994
Bachelor of Arts (B.A.) from University of Rhode Island

More Information

Social Presence :

Prographics :

Exp : 19 Location : Riverside, Rhode Island, United States Job Level : Mid-senior Designation : Director of Sales Training at Ironwood Pharmaceuticals
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Insights For Selling To Michael

During A Call Or A Meeting

DO's

  • Take a friendly, informal yet confident approach while pitching
  • Find ways to push them a little if they don’t start giving a clear yes or no in due course
  • You might need to keep the conversation on track, they tend to slide off-topic

DONT's

  • Don’t be excessively objective, focus on building a story first
  • Do not come across as negative or non-supportive, work with them as a partner
  • Don’t rely too much on what they promise, make your own deductions

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Michael is

  • Relationship and product conviction matter equally, followed by a sense of achievement.
  • Will you ever get a clear answer from Michael

  • If they are not convinced, they will say no albeit in a friendly manner.


Insights For Deal Planning

    How fast (or slow) will Michael move?

  • They can make decisions quickly if they develop trust in you and conviction in the product.
  • Can Michael take some risk or not?

  • They can take risks if necessary.

You And Michael

Personality Compatibility


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