Episode 4  Tom Catalano
 
tkcatalano@gmaiLcom
https://www.cameron-brooks.com/
 
00:00:13 - 00:05:03
 
Intro:     Hello and welcome to the podcast for InsideMedDeviceSales. My name is Pat, I am your host, and it is my responsibility to introduce you to some people that can help you get to where you want to go. We're going to meet current medical device reps and learn how they got started, what the process was like for them, what their day to day activity is like, and what some of their biggest challenges are. We'll also hear about some interesting cases that did not go as planned. We will also speak with hiring managers where I will get to ask how they select candidates, what they look for, and how candidates can stand out over the competition? I will also introduce you to medical device recruiters. We will learn about the role they play in the process, different ways to highlight your strengths as a candidate, and the things all candidates should stop doing. Lastly, we're going to be speaking with the physicians that look to their reps for support. We will hear what it is they appreciate about their reps and the thing great reps do to add value to cases. So thanks for being here, let's get started.
Pat:        Welcome to another podcast episode for InsideMedDeviceSales. Today, I have the pleasure of introducing you to Tom Catalano. Tom graduated from Purdue back in 1992 and immediately went into the military, where he was a Captain of the Infantry in the United States Marine Corps. After a seven-year career in the Marine Corps, Tom was able to step immediately into a medical device sales role when he joined Ethicon, which is a division of Johnson & Johnson. From there, Tom joined Medtronic as a sales rep in both the coronary and the peripheral vascular spaces. Following Medtronic, he joined Fox Hollow as a district sales manager in two different locations. After Fox Hollow, he was able to have the privilege of working for a couple of different startup companies in different roles as a sales rep, territory manager, and a Director of Sales. Following that, he rejoined Medtronic back in 2010 as a senior territory sales manager in the peripheral vascular space where he stayed for five years until jumping over to a new division in Medtronic, or I should say a different division within Medtronic, in the neurovascular space as a senior territory sales manager. Tom shares some great insight on possible companies to target to break into medical device sales, as well as sharing his vast experience on how to be successful once you make it into the space. So without further ado, ladies and gentlemen, Tom Catalano.
Pat:        Tom, thanks for joining the podcast, I appreciate you being here.
Tom:      Glad to be here.
Pat:        I'm actually excited to talk to you because I know, well first of all, you’ve got a ton of great experience in the space so I'm interested to hear about that. But I also think you're doing it in a fascinating space too. It's something that I honestly don't know that much about so I am excited to learn more about It.
Tom:      Great, happy to discuss it with you today. Currently I'm in the neurovascular space. It's the interventional space, essentially, what that means is everything we do is through the blood channels of the body. So instead of traditional surgery where a physician would cut down and open up the chest and do a surgical procedure we generally access the femoral arteries, which are down above the hip joint, and the physicians will tunnel in with wires and catheters and, as you can imagine, the bloodstream goes throughout the body. So my current space is neurovascular, but I have experience in cardiovascular and all peripheral vascular,