MIKE HYDE

Pharmaceutical - Diagnostics - Sales Management – Sales Leadership – Marketing - Reimbursement

Arlington Scientific, Inc.

Vice President- Sales & Marketing February 2010 to October 2015

Successfully launched clinical laboratory diagnostic analyzers and reagents through direct sales force and distributor channels. Provide marketing and sales support to drive commercial success in complex testing environment. Provide and facilitate seminars, webinars, conferences and physician networking to gain acceptance. Create tools, content and messaging to address key principles of comparative effectiveness, technology assessment, evidence-based medicine, healthcare policy, healthcare economics and payer decision making. Successfully commercialize, launch and place disruptive new assays and analyzer. Monitor competitive market trends and develop strategies and tactics to meet clinical outcomes and optimize patient outcomes. Craft and execute reimbursement strategy and guide sales, payer, and managed care strategy.

Lead development, sale and implementation of new disruptive technology to LabCorp

Developed relationships with key opinion leaders (CDC, Mayo, US Military, Public Health)

Conducted and participate in medical governing agencies lab policy establishment

Managed all contract negotiations with GPO, IDN, National Accounts and International Health Agencies

Collaborated for product development, alliances and commercialization of technology portfolio

Developed comparative effectiveness, technology assessment, evidence-based medicine, healthcare policy, healthcare economics and payer decision making tools and content

ZOLL- Cardiac Management Solutions

West Region Manager- (Medical Device- Patient Data Monitoring) December 2007 to February 2010

Commercialize disruptive new diagnostic/monitoring device for cardiology and electrophysiology markets .Plan, direct, implement and lead business strategy and activities for region. Hire new sales force and clinical support group under tight timelines and budget. On-board, set performance expectations and manage deliverables to deliver revenue expectations. Develop key relationships with target regional strategic healthcare payers as well as select IPAs, IDNs and ACOs in the West geography. Direct reimbursement strategy in region, HEOR, payer landscape, gross-to-net implications and related factors including pricing, contracting, rebating and co-pay reimbursement. Increase Average Selling Price and Days Sales Outstanding by increasing lives covered, improving contract rates and contributing towards improved reimbursement processes.

Manage all aspects reimbursement, coverage issues and market access for Western US

Physician education and KOL development for new cardiac technology

Develop models and messaging for HEOR and payer landscape

COOK MEDICAL

West US/ Canada Manager-Cardiac Intervention/Critical Care May 2005 to December 2007

Lead region acceptance and expansion of new and established diagnostic cardiac intervention productss. Provide outstanding sales management, direction, development and leadership for 12 district managers. Identify and seek out, new products, technologies and develop strategic opportunities with physician entrepreneurs. Increase usage through physician education and cadaver clinics.

Matrix team member directing marketing strategy, new product launch, and alliances

Designed/conducted CME programs, cadaver training, and strategies for acceptance

Established national strategic marketing alliances with strategic partners

CARDINAL HEALTH October 1993 to May 2005

West Region Manager- Scientific Products (Pharmacy Distribution) 2001-2005

Lead and direct acute and physician sales organization. Manage/leverage partner development and relationship at the executive level. Manage core distributor sales force and create value added programs, information management tools and sales strategies.

Developed professional educational programs, content, and skill training for new products and markets

Developed reimbursement consulting selling process and tools

National Director- Health Systems Pharmaceutical/Med Surg/Lab Hybrid 1993 –2001

Establish new corporate executive sales team selling to Hospitals, IDNs, and Managed Care Organizations. Work directly with senior management, national/regional healthcare networks and manage directors to develop innovative and customized tools to deliver strategic value propositions. Evaluate, approve and manage all GPO, IDN agreements thru finance, legal to meet corporate guidelines. Comprehensive understanding of hospital economics, operations, and clinical matrix.

Developed strategies for influencing key customers to drive value based decisions

Developed and implemented first fully integrated enterprise offering, Lab, Medical, and Pharma

ABBOTT LABORATORIES

September 1984 to October 1993

West Region Manager Pharmaceutical Products Division 1992 - 1993

Provide leadership, support and expertise to sales organization and distribution channels. Plan quotas, direct and assist the district sales managers, account executives, and technical representatives to achieve corporate objectives within budget. Monitor the sales process, demonstrations, installation, training, follow-up, continuing education and customer satisfaction. Develop working relationship with major customers, present and negotiate regional contracts and approve pricing, terms and programs.

Leading Region in sales and objective accomplishment

Five of six districts achieved national sales recognition

Marketing Product Manager (Chicago) Pharmaceutical/Diagnostics Hybrid 1987 - 1992

Establish new physician diagnostics sales hybrid organization and infrastructure from inception to mature market. Develop and implement collaborative strategy and tactics to achieve goals under the pharmaceutical division leadership. Champion companion diagnostic strategies within Abbott and seek external alliances. Plan product line positioning and direct execution of the marketing plan. Align strategies and tactics to support diagnostic testing and grow pharmaceutical business across business units. Provide product requirements and direct market research/understanding for marketing and product development teams. Oversee marketing efforts with other departments and divisions for effective product group offering. Analyze market trends, needs, forecasts, sales data, and market research to assess performance of programs and opportunities. Provide tactical marketing programs, sales training, pricing and sales promotions.

Championed companion diagnostic strategies to benefit Pharmaceutical and Diagnostics Divisions

Created clinical reimbursement tools for customer and field sales

Developed strategic lipid screening alliance offering for pharmaceutical companies

Organized successful joint promotion programs across cross-functional business units

Implemented Field Technical Sales Support organization

Conducted CPT reimbursement, regulations and CME programs- established reimbursement solutions center, established reimbursement consulting programs for pharmaceutical representatives

Sought & acquired new products and entry into new markets and established licensing agreements

Evaluated and recommended new distribution models (direct and distribution models)

National Sales Training Manager (Chicago) Pharmaceutical Products Division/Diagnostics POD 1986-1987

Create process training, coaching, and continuous improvement initiatives. Work with regional teams to deliver customer education programs to strategically drive business objectives with a focus on customer requirements.. Provide oversight for customer training, create and maintain world-class global training events. Confers with directors, managers and other internal customers regarding performance needs to determine training interventions; based on business plans, strategies, changes and other factors. Provide consultation to management on performance issues to enhance the effectiveness of physician education programs to increase organizational productivity and customer satisfaction. Participate in team training programs to meet the needs of new hires in addition to the continued development of incumbent sales staff.

Certified Sales Trainer by National Society Sales Training Executives

Established and directed implementation of diagnostic training into pharmaceutical training program

Developed medical professional education programs to properly and efficiently use products

Developed award winning representative training and certification program for specialty product line

Professional Medical Representative (Eastern Washington) Pharma 1984-1986

Field representative for line of antibiotics and hospital products. Promoted to home office to manage crisis and establish new division of Physician diagnostics.

EDUCATION

Brigham Young University, Marriott School of Business Business Management, B.S. - June 1984 Emphasis: Marketing -Corporate Financial Management Minors: Accounting & Economics

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