Xavier Formosa

Examiner
DISC Type : sc

VP, Innovation & Portfolio | Intas B2B at Intas Pharmaceuticals

Greater Barcelona Metropolitan Area, Spain

Overview

Xavier has no verified overview

Personality Overview

Tough To Convince

Process Oriented

Overcautious

They tend to be clear about their needs and limitations and are unlikely to promise too much.  Being observant comes to them naturally. The only way to convince them is by showing them examples and ample proof.

Topics They Care About

Xavier has no verified topics they care about

Media Appearances

Xavier has no verified media appearances

Work History

4-2021
VP, Innovation & Portfolio | Intas B2B at Intas Pharmaceuticals
4-2017 - 4-2021
Head of Innovative Portfolio at Intas Pharmaceuticals
12-2016 - 12-2016
University Lecturer: "Pharma Patent Wars: Innovators vs Generics" at Facultat de Farmàcia, Universitat de Barcelona
12-2015 - 12-2015
University Lecturer: "Pharma Patent Wars: Innovators vs Generics" at Facultat de Farmàcia, Universitat de Barcelona
5-2012 - 3-2017
Intellectual Property Specialist, IP-EUROPE at Accord Healthcare

Education

2001 - 2006
Doctorate from Universitat de Barcelona
2000 - 2001
Graduate Final Year Project from Nottingham Trent University

More Information

Social Presence :

Prographics :

Exp : 18 Location : Greater Barcelona Metropolitan Area, Spain Job Level : Senior Designation : VP, Innovation & Portfolio | Intas B2B at Intas Pharmaceuticals
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Insights For Selling To Xavier

During A Call Or A Meeting

DO's

  • First of all, focus on building their confidence by sharing examples, case studies etc.
  • Spend time addressing concerns around risk and change, they will have them even if they don't express them
  • Expect them to be vague in response to your questions, ask firmly and pointedly

DONT's

  • Avoid getting into storytelling mode, especially when they ask specific questions
  • Don't push them too hard to make fast decisions, give them time
  • Don't be very accepting if that is your natural style, stay firm

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Xavier is

  • Low-risk, adoption by others are very important to them, followed by confidence in ROI.
  • Will you ever get a clear answer from Xavier

  • Often, they don't say no, or keep going about it in circles.

Insights For Deal Planning

    How fast (or slow) will Xavier move?

  • They do not like to rush and therefore can be quite slow in their decision-making.
  • Can Xavier take some risk or not?

  • They have little risk-appetite and prefer to take measured decisions.

You And Xavier

Personality Compatibility


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