Penny Heaton, M.D.

Enthusiast
DISC Type : i

Global Head, Office of the Chief Medical Officer at Johnson & Johnson

Cambridge, Massachusetts, United States

Overview

Penny has no verified overview

Personality Overview

Story Driven

Non-Confrontational

Consensus Focused

They are more about building relationships than just cutting deals.  Unlike D or C types, they are convinced more by stories and testimonials. They agree with others often, so exercise caution when relying on their word.

Topics They Care About

Penny has no verified topics they care about

Media Appearances

Penny has no verified media appearances

Work History

8-2024
Global Head, Office of the Chief Medical Officer at Johnson & Johnson
9-2021 - 11-2024
Global Therapeutic Area Head, Vaccines at The Janssen Pharmaceutical Companies of Johnson & Johnson
8-2017 - 8-2021
Chief Executive Officer at Bill & Melinda Gates Medical Research Institute
1-2013 - 8-2017
Director at Bill & Melinda Gates Foundation
11-2009 - 12-2012
Global Head Clinical Research Clusters at Novartis Vaccines and Diagnostics

Education

1986 - 1997
MD from University of Louisville School of Medicine

More Information

Social Presence :

Prographics :

Exp : 16 Location : Cambridge, Massachusetts, United States Job Level : Leadership Designation : Global Head, Office of the Chief Medical Officer at Johnson & Johnson
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Insights For Selling To Penny

During A Call Or A Meeting

DO's

  • Give them the opportunity to lead the conversation where possible
  • Invite them for a lunch or a drink/coffee
  • Speak from experience about success that the product has seen with other customers

DONT's

  • Don’t ask too many questions in one go, weave them into the flow
  • Avoid overloading them with too much information
  • Don’t be excessively objective, be like a storyteller with them

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Penny is

  • Relationships and rapport matter to them, but so does the value of the product.
  • Will you ever get a clear answer from Penny

  • They probably won't say no directly.


Insights For Deal Planning

    How fast (or slow) will Penny move?

  • They are not the ones to make fast decisions, even while they stay committed.
  • Can Penny take some risk or not?

  • If it seems really necessary, they can take small risks.

You And Penny

Personality Compatibility


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