Stu Dorman

Observer
DISC Type : ci

Chief Commercial Officer (CCO) at IDEAYA Biosciences

San Francisco Bay Area, United States

Overview

Stu has no verified overview

Personality Overview

Curious

Value Driven

Example Seeker

They can sound friendly and charming but can quickly change gears to become inquisitive and probing.  They are likely to ask many questions and look heavily for supporting information. They are generally good communicators and can be hard to convince.

Topics They Care About

Stu has no verified topics they care about

Media Appearances

Stu has no verified media appearances

Work History

12-2024
Chief Commercial Officer (CCO) at IDEAYA Biosciences
10-2020 - 11-2024
Vice President, Oncology Business Unit Head at Gilead Sciences
10-2019 - 10-2020
VP, Worldwide Commercialization - Opdivo & Yervoy at Bristol-Myers Squibb
10-2018 - 10-2019
Head of US Hematology Marketing at Bristol-Myers Squibb
12-2016 - 10-2018
Oncology Region Business Director at Bristol-Myers Squibb

Education

2004 - 2006
MBA from Stanford University Graduate School of Business
9-1995 - 6-1999
BA from Harvard University

More Information

Social Presence :

Prographics :

Exp : 25 Location : San Francisco Bay Area, United States Job Level : Leadership Designation : Chief Commercial Officer (CCO) at IDEAYA Biosciences
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Insights For Selling To Stu

During A Call Or A Meeting

DO's

  • Help them realize that there is no personal risk in making this decision
  • Invite them for a social do but don’t rely solely on the relationship
  • Share testimonials from known people and give multiple examples of product value

DONT's

  • Don’t rely excessively on your relationship with them to win the deal
  • Avoid making offhand commitments
  • Don’t be too objective but make sure to pad your storytelling with data points

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Stu is

  • Proven value, strong testimonials are important to them, relationships will have some weightage.
  • Will you ever get a clear answer from Stu

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

Insights For Deal Planning

    How fast (or slow) will Stu move?

  • They like to be detailed and take their time to arrive at decisions.
  • Can Stu take some risk or not?

  • They evaluate their decisions systematically and are less likely to take risks.

You And Stu

Personality Compatibility


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