Summary
Overview
Work History
Education
Skills
Section name
Timeline
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Michael J. Small

Ocean Gate,NJ

Summary

Accomplished and adaptable commercial executive with a proven track record in driving growth in biotech and specialty pharma. Expertise spans sales, marketing, reimbursement, and commercial operations, with a focus on injectables and novel therapeutics. Skilled in leading diverse sales teams, implementing co-marketing and contract sales organization strategies, spearheading business development, and managing planning, budgeting, training, and vendor selection for large-scale initiatives.

Results-driven sales performer with solid history of success in bringing in new customers, managing revenue streams and maintaining solid account relationships. Continuously monitor competitors and research market conditions to stay responsive and successful in dynamic environments. Persuasive negotiation and program management abilities.

Overview

37
37
years of professional experience

Work History

Executive Sales Director

Madrigal Pharmaceuticals
09.2023 - Current
  • Lead sales strategy and execution across assigned markets for the company’s MASH therapeutic portfolio. Collaborate with commercial, medical, and market access teams to optimize launch performance, build high-performing sales teams, and establish sustainable growth.
  • Hired and motivated sales team to launch first in class product. Trending to one of the top launches of all time.
  • Established ambitious sales targets, managed deployment strategies, and developed go-to-market plans to capitalize on every revenue opportunity.

Regional Sales Director

AbbVie Pharmaceuticals
09.2013 - 08.2023
  • Directed region that earned Summit Winner (2020, 2021) and Regional Director of the Year (2019, 2021). Ranked first in market share for the Mavyret launch and top performer for Viekira Pak. Awarded President’s Award for VA launch planning. Developed a high-performance culture and consistently received top ratings in performance reviews.

National Sales Director

Auxilium Pharmaceuticals
09.2012 - 09.2013
  • Oversaw Xiaflex launch and first-time achievement of quarterly goals. Led integration efforts following Actient Pharmaceuticals acquisition.

East Area Reimbursement Director

Genentech
02.2011 - 08.2012
  • Led Lucentis field reimbursement team, liaised between brand and payer groups, and resolved complex reimbursement issues. Collaborated with state, institutional, and professional societies to support business goals.

National Sales Director

Genentech (formerly Roche Laboratories)
07.2006 - 02.2011
  • Managed a 181-rep sales force for Pegasys, increasing market share from 63.3% to 81.5%. Earned President’s Award for restructuring and driving profitability. Consistently exceeded goals (112% in 2008, 101% in 2009–10). Responsible for recruitment, training, compensation, evaluation, and performance management.
  • Negotiated and closed agreements with large customers and monitored and analyzed performance metrics.

Regional Director / Product Director

Genzyme Therapeutics
09.2003 - 07.2006
  • Directed sales of Hectorol IV and Hectorol Oral in dialysis settings. Managed hospital and dialysis center contracting, GPO negotiations, and Medicaid formulary access. Recognized as top Regional Business Director in FY 2004.
  • Recruited, hired, and trained initial personnel, working to establish key internal functions and outline scope of positions for new organization.

Area Sales Manager, Neuroscience

Novartis Pharmaceuticals
11.2001 - 08.2003
  • Awarded PREMIER for top portfolio market share growth. Developed and led Trileptal regional training program. Partnered with marketing and medical teams.

District Sales Manager

GlaxoSmithKline
12.1999 - 10.2001
  • Ranked second of 111 managers and achieved Gold Tier status. Led team to top nationwide Avandia market share during launch. Mentored two new managers.

Product Manager; National Sales Trainer

SmithKline Beecham
11.1998 - 12.1999
  • Collaborated on Coreg launch training and marketing analytics. Developed training materials and videos. Recognized as top sales trainer and awarded multiple leadership honors.

Professional Representative / Cardiovascular Specialist

Merck & Co.
01.1995 - 11.1997
  • Earned National Level of Excellence Award. Led New England launch of Cozaar/Hyzaar.

Anchor / Reporter / Writer / Producer

Jefferson Pilot Sports Enterprises
01.1989 - 01.1994
  • Produced and managed regional sports features for UNC programming.
  • Won an award for breaking news, which aired on CNN
  • Co-Authored two books

Education

Bachelor of Science - Communications

East Carolina University
05.1989

Skills

  • Sales strategy implementation
  • Sales presentations
  • Competitive analysis
  • Negotiation expertise
  • Sales training and leadership

Section name

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Timeline

Executive Sales Director

Madrigal Pharmaceuticals
09.2023 - Current

Regional Sales Director

AbbVie Pharmaceuticals
09.2013 - 08.2023

National Sales Director

Auxilium Pharmaceuticals
09.2012 - 09.2013

East Area Reimbursement Director

Genentech
02.2011 - 08.2012

National Sales Director

Genentech (formerly Roche Laboratories)
07.2006 - 02.2011

Regional Director / Product Director

Genzyme Therapeutics
09.2003 - 07.2006

Area Sales Manager, Neuroscience

Novartis Pharmaceuticals
11.2001 - 08.2003

District Sales Manager

GlaxoSmithKline
12.1999 - 10.2001

Product Manager; National Sales Trainer

SmithKline Beecham
11.1998 - 12.1999

Professional Representative / Cardiovascular Specialist

Merck & Co.
01.1995 - 11.1997

Anchor / Reporter / Writer / Producer

Jefferson Pilot Sports Enterprises
01.1989 - 01.1994

Bachelor of Science - Communications

East Carolina University