KATHERINE DUKES
Houston,TX
Summary
Senior commercial leader with 30 years of experience across diabetes, DME, wholesale, retail pharmacy, and managed care channels. Proven ability to build retail and trade strategies, negotiate complex national contracts, lead cross-functional teams, and drive product launch excellence. Deep expertise in U.S. payer dynamics, pharmacy benefit structures, distribution models, and patient access programs. Known for aligning strategy with execution to improve margin, access, and growth.
Overview
32
32
years of professional experience
Work History
National Account Manager – Nova Diabetes Care (BGM)
NOVA BIOMEDICAL/ Nova Diabetes Care / SANVITA LLC
Waltham, MA
01.2016 - Current
- Led national retail, wholesale, DME, and managed care strategy for diabetes blood glucose monitoring portfolio.
- Owned trade operations and contracting with wholesalers, retail partners, and managed care organizations, ensuring compliance and profitability.
- Negotiated complex national contracts, pricing, and program terms to expand access while protecting margins.
- Directed annual operating plan (AOP) development, forecasting, and execution.
- Oversaw co-pay card and patient access programs, balancing patient affordability with financial controls.
- Partnered cross-functionally with manufacturing, supply chain, finance, marketing, and commercial teams to ensure launch readiness and uninterrupted supply.
- Managed co-op marketing funds, internal budgets, and trade spend, improving expense discipline and ROI.
- Improved profit margins through effective cost management, contract optimization, and customer mix strategies.
- Consistently met or exceeded national volume and revenue targets.
National Account Manager – Allegro Point-of-Care Launch
NOVA BIOMEDICAL
Waltham, MA
01.2016 - Current
- Developed retail and distribution strategy for Allegro point-of-care blood analyzer launch.
- Built and managed outsourced sales partnerships to accelerate market entry.
- Participated in clinical trial site selection and contracting, supporting regulatory and commercial readiness.
- Engaged and onboarded wholesale distributors, aligning incentives and coverage models.
- Coordinated cross-functional teams to streamline launch logistics, training, and commercialization.
National Account Manager – EMS Stat Rollout
NOVA BIOMEDICAL
Waltham, MA
01.2018 - Current
- Collaborated on go-to-market and trade strategy for EMS Stat product targeting emergency medical services.
- Negotiated distributor agreements to maximize profitability and market coverage.
- Represented organization at national trade shows and industry conventions, expanding channel relationships and pipeline.
President & Chief Executive Officer
DIABETES ONE SOURCE, INC.
Houston, TX
01.1997 - 01.2003
- Founded and led a diabetes specialty DME organization, overseeing sales, marketing, operations, and administration.
- Built and managed a team of 28 employees, including sales, operations, and administrative staff.
- Owned P&L, budgeting, payroll, A/R, A/P, and vendor relationships.
- Developed referral-based growth strategies across HCP and payer channels.
- Grew company to $3.4M in annual revenue and successfully sold the business to Byram Healthcare.
Territory Sales Representative – Diabetes DME
PATIENT CARE SERVICES (NOW CCS MEDICAL)
Houston, TX
01.1994 - 01.1997
- Built strong relationships with healthcare provider referral sources.
- Exceeded sales quota every year through consultative selling and territory planning.
Education
Bachelor of Science -
Texas A&M University
College Station, TXSkills
- Retail Pharmacy Strategy & Trade Operations
- Wholesale & Distributor Contracting
- Market Access & US Payer Dynamics
- Product Launch Excellence & Trade Readiness
- Cross-Functional Leadership (Commercial, Finance, Ops, IT, Clinical)
- Data-Driven Decision Making & AOP Planning
- Budget Ownership, Margin Improvement & P&L Impact
- National Account & Strategic Partnership Management
- Team Leadership, Coaching & Development
- Compliance, Contracting & Program Governance
Accomplishments
2009 - 2025 Exceeded 100% of sales target
Timeline
National Account Manager – EMS Stat Rollout
NOVA BIOMEDICAL
01.2018 - Current
National Account Manager – Nova Diabetes Care (BGM)
NOVA BIOMEDICAL/ Nova Diabetes Care / SANVITA LLC
01.2016 - Current
National Account Manager – Allegro Point-of-Care Launch
NOVA BIOMEDICAL
01.2016 - Current
President & Chief Executive Officer
DIABETES ONE SOURCE, INC.
01.1997 - 01.2003
Territory Sales Representative – Diabetes DME
PATIENT CARE SERVICES (NOW CCS MEDICAL)
01.1994 - 01.1997
Bachelor of Science -
Texas A&M University