In December, ConMed Electrosurgery received FDA approval for the Altrus Tissue Fusion System.
What that means… I am about to find out! Tomorrow, Wednesday January 18th, I will be tweeting live from the national sales meeting about this exciting new growth product.
Visit my LinkedIn page for a download of the press release at http://www.linkedin.com/in/lisamcmedicalsalesrecruiter While you are there, feel free to send me an invite if you’d like to be the first to know of new ConMed Electrosurgery sales openings in your area.
Tune in at http://twitter.com/#!/MyJobScope
It should be interesting and lots of fun. Can’t wait!
The openings I am actively recruiting for are listed below. If you are a LOCAL and QUALIFIED for sales opportunities, I welcome your resume at LMcCallister@Linvatec.com. Qualified referrals very much appreciated!
If you would like to stay in touch regarding future opportunities, please subscribe to my blog for updates on Friday and connect with me thru LinkedIn at http://www.linkedin.com/in/lisamcmedicalsalesrecruiter
Electrosurgery, Territory Manager openings
Minimum qualifications: BA, clean driving record and 3-7 years outside B2B sales with a strong track record of meeting and exceeding quota
1. New Jersey
2. Long Island
3. Grand Rapids, MI
4. Denver, CO
Endoscopic Technologies, Territory Manager – see requirements above
1. Phoenix, AZ
Patient Care, Clinical Specialist (sales role)
1. San Francisco/Sacramento – prior OR sales required
Sales Representative openings, Orthopedics
Minimum qualifications: BA, clean driving record, sales experience with prior orthopedics experience highly valued.
1. Peoria, IL – sales associate
2. Rio Grande Valley, TX
Marketing – always looking to connect with great medical device marketing talent on all levels
The openings I am actively recruiting for are listed below. If you are a LOCAL and QUALIFIED for sales opportunities, I welcome your resume at LMcCallister@Linvatec.com. Qualified referrals very much appreciated!
If you would like to stay in touch regarding future opportunities, please subscribe to my blog for updates on Friday and connect with me thru LinkedIn at http://www.linkedin.com/in/lisamcmedicalsalesrecruiter
Electrosurgery, Territory Manager openings
Minimum qualifications: BA, clean driving record and 3-7 years outside B2B sales with a strong track record of meeting and exceeding quota
1. New Jersey
2. Long Island
3. Grand Rapids, MI
4. Denver, CO
Endoscopic Technologies, Territory Manager – see requirements above
1. Phoenix, AZ
Patient Care, Clinical Specialist (sales role)
1. San Francisco/Sacramento – prior OR sales required
Sales Representative openings, Orthopedics
Minimum qualifications: BA, clean driving record, sales experience with prior orthopedics experience highly valued.
1. Peoria, IL – sales associate
2. Rio Grande Valley, TX
3. Tampa Bay – specialist role, total joint experience/relationships desirable
Marketing – always looking to connect with great medical device marketing talent on all levels
Wishing everyone a prosperous and happy New Year!
The openings I am actively recruiting for are listed below. If you are a LOCAL and QUALIFIED for sales opportunities, I welcome your resume at LMcCallister@Linvatec.com. Qualified referrals very much appreciated!
If you would like to stay in touch regarding future opportunities, please subscribe to my blog for updates on Friday and connect with me thru LinkedIn at http://www.linkedin.com/in/lisamcmedicalsalesrecruiter
Electrosurgery, Territory Manager openings
Minimum qualifications: BA, clean driving record and 3-7 years outside B2B sales with a strong track record of meeting and exceeding quota
1. New Jersey
2. Long Island
3. Grand Rapids, MI
4. Denver, CO
Endoscopic Technologies, Territory Manager
1. Phoenix, AZ
Sales Representative openings, Orthopedics
Minimum qualifications: BA, clean driving record, sales experience with prior orthopedics experience highly valued.
1. Orlando, FL
2. Rio Grande Valley, TX
Marketing (relocation available)
(1) Director Level role- senior level marketing role, 10 years of marketing experience in medical devices including prior management experience, MBA preferred
(2) Product Managers- 3+ prior years of marketing and product management experience for medical products , MBA preferred
The foundation of many medical device sales positions, especially those that involve surgery, is a strong knowledge of anatomy. People who have studied anatomy and physiology, biomechanics and the like in college often have a significant advantage in developing their product knowledge over those who have not.
I recently discovered that iTunes U offers valuable courses that could offer those who missed out on such coursework a great way to catch up. There is an entire section devoted to Health and Medicine that offers *free* podcasts on great topics. In the anatomy and physiology section, there are more than 40 courses available. Who doesn’t love free almost as much as knowledge?
Below are a few highlights:
1. Anatomy & Physiology VidCast, from Dr. Allan Forsman at East Tennessee State University
83 podcasts covering every part of the body
2. Clinical Anatomy, Standford University
14 podcasts, the equivalent of an entire course in anatomy
3. An iPhone application called Mike’s Anatomy is also available from the University of Colorado. It offers “course content for human anatomy lab.”
In this mobile age, being able to access valuable content on-the-go is a smart way to make use of your time to learn new skills. These courses and app would also provide a great way for those who need to brush up on their knowledge. Developing a strong knowledge of anatomy and physiology is a great avenue for developing credibility with both hiring managers and surgeons.
Thanks to Timothy Johnson for bringing iTunes U to my attention on #jobuntchat.
“Knowing is not enough: we must apply. Willing is not enough: we must do.” ~ Goethe
The complete list of openings I am working on is listed below. I include all openings until a final offer is accepted, but each position is at a different stage of the interview process. If you are a LOCAL and qualified candidate, please send me your resume at LMcCallister@Linvatec.com.
If you would like to stay in touch regarding future opportunities, please subscribe to my blog for updates each Friday and connect with me thru LinkedIn at http://www.linkedin.com/in/lisamcmedicalsalesrecruiter
Qualified referrals very much appreciated!
Electrosurgery, Territory Manager openings
Minimum qualifications: BA, clean driving record and 3-7 years outside B2B sales with a strong track record of meeting and exceeding quota
1. Connecticut, Hartford area preferred
2. Northern/Central New Jersey
3. Detroit, Michigan
4. San Diego, CA
Sales Representative openings, Orthopedics
Minimum qualifications: BA, clean driving record, sales experience with prior orthopedics experience highly valued
1. Charleston, SC
2. Baltimore, MD
3. Long Island, NY- Sales Associate
4. Worcester, MA – Sales Associate
5. Boston, MA- Sales Associate
6. Fort Lauderdale/West Palm Beach, FL
7. Orlando, FL
8. Sarasota, FL – Sales Associate
Marketing
(2) Director Level roles- senior level marketing roles, 10 years of marketing experience in medical devices including prior management experience, MBA preferred
(2) Product Managers, Sports Medicine- 3+ prior years of marketing and product management experience for medical products , MBA preferred
The complete list of openings I am working on is listed below, although each one is at different stages of the interview process. If you are a LOCAL and qualified candidate, please send me your resume at LMcCallister@Linvatec.com.
If you would like to stay in touch regarding future opportunities, please subscribe to my blog for updates each Friday and connect with me thru LinkedIn at http://www.linkedin.com/in/lisamcmedicalsalesrecruiter
Qualified referrals very much appreciated!
Electrosurgery, Territory Manager openings
Minimum qualifications: BA, clean driving record and 3-7 years outside B2B sales with a strong track record of meeting and exceeding quota
1. Connecticut, Hartford area preferred
2. Northern New Jersey
3. Detroit, Michigan
Sales Representative openings, Orthopedics
Minimum qualifications: BA, clean driving record, sales experience with prior orthopedics experience highly valued
1. Charleston, SC
2. Baltimore, MD
3. Long Island, NY- Sales Associate
4. Worcester, MA – Sales Associate
Marketing
(2) Director Level roles- senior level marketing roles, 10 years of marketing experience in medical devices including prior management experience, MBA preferred
(2) Product Managers, Sports Medicine- 3+ prior years of marketing and product management experience for medical products , MBA preferred
I received this great question and enlisted the input of some experienced O.R. sales reps for answers.
“In the med device industry, while in the OR and working with Surgeons, what is the best approach to tell a surgeon they are making a mistake or doing something wrong without losing their business and them going ballistic on you?”
While it is not necessarily true that a surgeon will go ballistic if corrected, situations like this need to be handled tactfully, especially during moments of stress. Here are three different responses, each with useful thoughts on addressing this challenging scenario in the operating room.
The Direct Approach
It sometimes depends on which Dr you’re working with. You have to have a feel for the way they are while in the OR. I have found that the best way for me is to speak up very loudly and clearly about what I am going to tell them. Don’t be hesitant in your voice. If you know something is wrong, be very confident in the way that you speak and be very clear for them to understand. I think the more you speak up in the OR the more respect surgeons will give you.
All surgeons are different and react differently so there’s really no right or wrong way to speak to them in the OR. Over time you just have to get a feel for how to talk to them while in the OR.
The Proactive Approach
In response to your question I would agree the scenario you pose is a challenging position to be in. I’ve personally been in that situation several times and I’ve found it is always better to be vocal with the surgeon even though it is a fine line to walk. A bad outcome or a poor reflection of your product is not worth biting your tongue during these instances and losing a potential user.
Before the case even starts it is important to use your time wisely to educate your surgeon on proper use (surgical pearls) of your product and any pitfalls you’ve experienced with new users. Educating the staff e.g. techs, circulators is also important for set-up and understanding how product works. It is also helpful to state that you the rep may be a little more vocal during the first few cases if necessary and ask if your input is welcome. Most doctors appreciate this proactive approach and it gives the rep an opportunity to offer product expertise and chance to differentiate yourself from the competition. If by chance you do see a problem about to occur or misuse of your product you have already set the stage for providing input. Soliciting feedback from the surgeon throughout case is also a good idea to make sure product is meeting expectations. If a problem does arise offer techniques that you have seen work best for other surgeons and explaining why is an effective way of not insulting intelligence or ego. Following up with the surgeon one on one after the case is also a non-threatening way of delivering a message without being confrontational.
The Diplomatic Approach
One experienced rep I spoke to told me that he will sometimes talk to the tech loud enough so that the surgeon can hear him. That way, the surgeon gets the information without the rep correcting him or her directly. When the rep is “teaching” the tech, the surgeon can draw his or her own conclusions and adjust before things get too sticky.
“If you have good rapport with the surgeon, they want you there and want you to critique, but it’s important not to be too cocky or aggressive,” the rep said.
As mentioned above, referring to the surgeons’ peers is another helpful way to deliver the message and lessens the chance the rep will be seen as presumptuous. If the surgeon begins to struggle with some part of the procedure, this rep might might calmly interject,
“A lot of people have found that they get better results in this stage of the procedure if they…”
Despite everyone’s best efforts, some cases are challenging. After a difficult procedure, the rep said he might approach the surgeon for a one-on-one conversation. He would say something like:
“Dr. So-and-So, I noticed you did (this or that), but I know you want to get the best results. Next time, you might try…”
or
“I would be doing you a disservice if I didn’t tell you this…”
With some personalities, offering suggestions can be really difficult and awkward no matter how you approach it, he admitted. Even with the most respectful phrasing, sometimes there is no getting around it.
“You have to be comfortable being uncomfortable in this job,” he said, “but if you have the patient’s best interest in mind, you’ll be okay 98% of the time.”
What do you think is the best way to head off trouble in the O.R.?
“The difference between a smart man and a wise man is that a smart man knows what to say, a wise man knows whether or not to say it.” ~Frank M. Garafola
Tonight I had a blast on #jobhuntchat. It takes place every Monday night on Twitter at 10 EST/9 CST/8 MTN /7 PST. Rich @cornonthejob moderates the questions from job seekers, which are answered in a live Twitter stream. You can tap into this by searching #jobhuntchat.
The topic was Passion & Work. Some of the tweets ended up sounding like bad dating advice, including my own. There are some very knowledgeable folks who join in weekly to share their perspectives. If you have a question, you can @ message @cornonthejob before #jobhuntchat starts. Your question may be chosen for the evening’s discussion.
For other great Twitter phenomena, check out:
#HireFriday If you are a jobseeker, tweet a link to your LinkedIn profile or resume on Fridays. It’s like announcing it to the universe. You never know what good things it could lead to.
#Jobangels This can also get you noticed if you are a job seeker.
If all this sounds like Greek to you, check out Mashable’s Twitter Guide. Twitter is a fun, engaging community where you can learn a lot, stay current on topics of interest to you and bump into a lot of interesting people. There are even great sources of information about medical devices, including me @MyJobScope
What if I was to start a #meddevicechat, with industry veterans offering advice to newbies? Could be pretty interesting! Stay tuned.
Key to being a successful medical device sales representative is staying current with the latest trends in medicine. If you are able to hold a knowledgeable conversation with a surgeon on current topics, you’ll begin to establish mutual respect and a stronger relationship. Staying current on the latest trends is definitely a best practice among top sales representatives.
Here are a few great sources of information to help you stay up-to-date on topics in orthopedics and medicine.
On Twitter:
@iorthopedics Stay current on the newest studies in orthopedics
@FOREonline Foundation for Orthopaedic Research and Education, industry insights and current research
@OrthoHyperglide CME resource for orthopedic surgeons
@mnt_bones Articles from research centers, universities and journals.
@kevinmd Internist and USA Today contributor Kevin Pho, who provides “commentary on breaking medical news”
Blogs and Websites:
orthostreams.com/ Trends and start-ups by industry veteran Tiger Buford
www.OrthoSupersite.com Publisher of Orthopedics and Orthopedics Today, indications and information by sub-specialty
ryortho.com/index.php Comprehensive news across multiple specialties.
www.beckersorthopedicandspine.com/ Current issues and trends in the business of orthopedic medicine, including lists of top surgeons, healthcare leaders and facilities. Sister sites and publications for ASCs and Hospitals.
www.MassDevice.com Broad business coverage of news across the medical device industry
