Mike Catala

Experience

• 

  MiniMed Corp.

  Sept 1996 - Mar 1998

  Key Account Manager

  Responsible for driving new and existing pharmacy sales in both hospitals and physician offices.

• 

  EMD Serono, Inc.

  Mar 1998 - Jan 2000

  Clinical Sales Consultant
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  Monogram Biosciences

  Jan 2000 - Jul 2006

  Earned National Associate Director of Sales of the Year and Interim National Sales Director in 2006. Promoted to DBM 2003. Promoted to RBD 2004. Responsible for strategic planning and execution, hiring, performance management and development. Implemented national customer support team to assist our sales marketing strategies, supporting sales forecast. Reported directly to Vice President (VP) of Sales and Chief Executive Officer (CEO). Maintained and upsold esoteric diagnostics assays to both private physician offices as well as large scale institutions to help individualize and tailor ARV therapy to patient needs throughout the state of Florida. A thorough knowledge of Molecular Diagnostic testing as well as HIV/AIDS Resistance in depth was required. Pinnacle Award Winner 2002.

  • Regional Business Director (RBD)

    Jan 2004 - Jul 2006

  • District Business Manager (DBM)

    Feb 2003 - Jan 2004

  • Territory Manager

    Jan 2000 - Feb 2003
• 

  Bristol-Myers Squibb

  Jan 2006 - Oct 2017

  Comprehensively managed all facets of strategic HIV account relationships in Florida. Consulted with key HIV clinics, community advocacy groups, Key National Opinion Leaders, and internal corporate stakeholders to ensure maximum market coverage and customer satisfaction. Mentored individual associates via corporate preceptorship program. Designed and delivered training to all Territory Business Managers (TBMs).- Finished 2017 ranked #1 among all Institutional Business Managers nationally.- Finished 2016 at 131% of target payout; ranked #4 Institutional Business Manager nationwide.- Created and presented Remote Engagement Platform at annual national sales meeting; piloted new platform and facilitated nationwide rollout. Show less Drove market share growth in highest volume territory in Florida. Developed and executed territory business plans to achieve sales results that consistently met or exceeded company forecasts. Leveraged relationships with Key Opinion Leaders (KOLs) and deep knowledge of data on both product and disease state awareness to secure superior positioning in exceedingly competitive market. - Coordinated with cross-functional team partners to create and implement unique and successful growth strategies for prospects and clients. Show less

  • Executive Institutional Business Manager | Virology

    Jul 2016 - Oct 2017

  • Executive Territory Manager | Virology

    Jan 2012 - Jul 2016

  • Senior Territory Business Manager | Virology

    Jul 2007 - Jan 2012

  • South Florida Director

    Jan 2006 - Jun 2007
• 

  Napo Pharmaceuticals, Inc.

  Oct 2017 - Nov 2019

  Strategically leverages hard-won knowledge and expertise of institutions, market access, and key customers to develop, optimize, and implement national strategy aimed at driving business growth at the national level. Establishes and manages national budgets to ensure appropriate resource utilization and planning. Maps and aligns sales territory; creates and implements Incentive Compensation (IC) plans for nationwide sales team. Ensures Salesforce operates in total compliance with company policies and corporate governance. Develops, nurtures, and maintains professional relationships with significant industry contacts including physicians and key stakeholders. Drives selection and hiring of sales representatives and provides ongoing coaching, performance feedback, and inspiration to build motivated, engaged team culture. Develops and delivers signature training programs, ensuring team members are actively involved and qualified to provide appropriate messaging and market-specific knowledge.Key Achievements:- Won National Leadership Award, 2018.- Strategically grew sales team from 6 to 16 to effectively market and sell newly released HIV drug, successfully increasing corporate revenue under my leadership from < $100K/month in 2017 to $5.7M for 2018.- Collaborated with national sales director to establish national speaker database. - Diversified prescribing physician base by 75%. - Expanded our product on the AIDS Drug Assistance Program (ADAP) formulary. - Launched Mytesi with 6 sales representatives, steadily increasing to 16, and supporting $5.7M in revenue. Show less

  • Regional Business Director EAST U.S

    Mar 2018 - Nov 2019

  • Specialty Sales Representative

    Oct 2017 - Mar 2018
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  ViiV Healthcare

  Nov 2019 - May 2021

  Territory Account Manager

  Responsible for the launch of the first HIV ARV Long Acting Injectable ( Cabenuva ) in the WPB / Fort Lauderdale territory. Calling on Infectious Disease Physicians as well as key Specialty Pharmacies and AIDS Service Organizations in order to support brand awareness as well as strategic launch initiatives.

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  Genentech

  Jun 2021 - now

  Therapeutic Area Manager