Posts Tagged Sales

Marketing Insights for Commercial Success in Medical Device Market

Wilson, Sonsini, Goodrich, and Rosati 2013 Medical Device Conference (www.wsgr/news/ focuses on understanding the opportunities and challenges in medical device sector.  A panel of experienced CEOs discussed the challenges of getting a new medical technology to market, in the current environment, and shared insights to help overcome early challenges and obtain commercial success.

David Bruce, President and CEO of Arstasis  shared about how they implemented strategies to accelerate the commercial growth phase of the company.   Companies need to define their market and pick the customers, and then figure out how to get through to them, said Bruce.  Arstasis was clear that they needed to succeed in the US market and reach the customers with direct sales force.  Arstasis offers self-sealing access for femoral catheterizations, securely, without leaks, and with drastically reduced complications.  Bruce said that innovative product requires education and going after early innovative types, the risk takers, and sales reps trained to walk away from targets that are not good.

English: Balloon catheter for anorectal manome...

English: Balloon catheter for anorectal manometry Русский: Балонный катетер для аноректальной манометрии (Photo credit: Wikipedia)

Waiting for tubal ligation, Guatemala

Waiting for tubal ligation, Guatemala (Photo credit: NewsHour)

Keith Grossman, President and Director at Conceptus , discussed the challenges that come with lack of clear focus.  Conceptus, a medical device provider of women’s health market, has a non invasive tubal ligation device that can be placed non-surgically and is more effective than having the tubes tied.  It is also allows the doctor to make more money, while being less expensive for the payer.  Yet it hit a wall.  The company had a lot of people on the ground and was putting a lot of money into sales and marketing efforts.  However, there was little clarity on how the customers were segmented and while a lot of customers were being trained and lot of new customers were generated, the company was not doing enough work with existing customers.  The sales people were selling more and more products with single digit margins.  After clarifying the focus, dramatic changes were made and within 6 quarters it led to double digit growth.  Learning from the mistakes, Grossman said, they started too broad and were not penetrating the market deep enough because sales team lacked a guiding strategy.  There was misalignment between the marketing message and the sales strategy and there was confusion regarding whether they were looking for penetration or profitability.

B0007766 Popliteal aneurysm: reconstructed CT scan

B0007766 Popliteal aneurysm: reconstructed CT scan (Photo credit: wellcome images)

Christopher G. Chavez, Chairman, President, and CEO of TriVascular , discussed the technology that focuses on serving patients with aortic disease.  Traditionally abdominal aortic aneurysm required high invasive open surgical procedure with high risk of mortality and other complications.  EVAR or endovascular aortic repair procedures dramatically reduced complications. Trivascular’s initial product offerings are novel endovascular grafts focused on significantly advancing EVAR and addressing this $1B+ market.  This is a hugely compelling, underserved, unmet need, said Chavez.  They are seeing excellent outcomes in trials and are going into first in man, later this year.  To address the marketing challenge, the company plans to focus on creating service excellence, in addition to strong field rep training program and building direct sales force in US and Germany.

Tom Prescott, Director, President, and CEO of Align Technology shared that the company vision is to help people get beautiful smiles.  Align Technology pioneered the invisible orthodontics market, with the introduction of the Invisalign system, in 1999.  “Be patient for success, be impatient for patient success”, said Prescott.  Marketing is about behavior change and it happens with energy, effort, and commitment.

English: Invisaling aligner

English: Invisaling aligner (Photo credit: Wikipedia)

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Jobs – December, 2012

For the opportunities below, please send resume to wd_darshana at hotmail dot com. Candidates must be based in the USA and have valid US work visa.

Analog Design Engineer – San Jose, CA

A Contract Engineering company located in Sunnyvale, CA has an immediate contract opportunity for Analog Design Engineer, that is likely to become permanent in 3-6 months. Minimum 10 years of experience with analog circuit design, including amplifiers, ADCs, power supplies, and sensor signal conditioning is required. Also required, experience with digital design and ability to work with digital engineers to develop successful integrated products. Experience with signal integrity and/or RF design a plus.

The person must work well on a team, have good communication skills, and be able to adjust quickly in a fast paced environment where many designs are done simultaneously. This is a challenging and rewarding opportunity for the right person.


Clinical Data Manager – Redwood City, CA

There is an immediate opening for Clinical Data Manager for San Carlos, CA based medical device company. Responsibilities include, design, develop and enhance clinical databases and data reports and perform validation of databases and reports to ensure data accuracy, completeness and integrity of data entry, discrepancy database management, study documentation and data auditing. Job functions include, participating and providing support for data management activities, investigator meetings, DSMB meetings and regulatory submissions, assisting study team with the preparation of data collection forms and charts for the reporting of research data, supporting international and FDA regulations and company goals, policies and procedures, and complying with Quality System.

Requirements include, knowledge in regulatory requirements, FDA, ICH, GCP etc. guidance, experience using Commercial Off the Shelf Clinical Data Management and/or Electronic Data Capture products (e.g. Clindex, Oracle Clinical, Phase Forward, eTrials, etc.) is required. Experience using relational databases (e.g. MS SQL Server, MS Access, or Oracle) is a plus. Also required, a Bachelor’s degree in related field with minimum 3 years experience in clinical data management supporting clinical trials, including experience in regulatory submission of drugs or medical devices (510K, class III devices, PMA).


Sales Rep Opportunity – Orange County, Los Angeles, CA

This position will play a visible role in drug rep industry, by developing critical relationships, primarily with doctors of many disciplines to share the availability of breakthrough pharmaceutical grade pain management option that would diminish pain, aid in sleep, and enhance quality of life as a holistic alternative to addictive and sometimes life threatening drugs. Specific responsibilities will include, provide field based scientific exchange and communication regarding the product, broad interdisciplinary background and proven ability to establish relationships with doctors across variety of disciplines, tenacity and drive to reach out to new doctors, and ability to work the referrals, and to network and partner with medical practitioners. Requirements include, pharma or medical industry sales background, strong sales success track record, consummate professionalism including understanding of sensitivity of subject along with ability to deal warmly with high powered, industry-leading medical professionals, strong entrepreneurial spirit and passion for the vision of managing pain with a holistic alternative. Compensation will include commission, bonuses, and stock options during the first 60 days and then will include cash based compensation. This position is located in Los Angeles, Orange County, CA.

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Jobs – April, 2012

For the opportunities below, please send resume to wd_darshana at hotmail dot com.

Quality Engineer – San Jose, CA

Drug delivery company has an immediate opening for Senior Quality Engineer with 10+ years pharmaceutical industry experience in sterile manufacturing and process qualifications for injectible drugs. Experience in documentation and batch process and automation quality systems setup and management experience is required. Qualifications should include BS in Chemical Engineer, Mechanical Engineering or related. This is a grounds level opportunity to work on game changing technology with solid IP and secure funding, under the leadership veteran leader with several successful companies. Compensation will be commensurate with experience and will include stock options, with great potential.

Clinical Project Manager 

The position will support US and OUS clinical trials in a cross-functional role to support the clinical study team.

Essential functions include manage clinical trial operations with a specific focus on European feasibility investigations, establish and maintain study master files, work with sites to prepare submissions, secure study documentation, and negotiate contracts, manage case report form data and monitoring activities, develop and refine clinical trial procedures, create and prepare materials for Investigator, Coordinator, and DSMB meetings, prepare Case Report Forms, support field clinical staff with significant involvement in site assessments, monitoring activities, site audits, and site closures as needed, write and file Adverse Event reports, annual reports, and other communications with Ethics Committees, Competent Authorities, and Institutional Review Boards, perform clinical data entry, report generation, work with sites to resolve data queries, support investigators with publication activities, as needed, provide regulatory support for US and OUS clinical submissions, interface with Regulatory Affairs department to provide support for ongoing regulatory activities, provide support for new and ongoing regulatory submissions, provide support for Product Development and Operations, development, writing of Manuals and training materials, and participate in clinical validation and product development verification activities

BS in life sciences or equivalent with a minimum of 5 years related experience in supporting medical device clinical trials is required.  Experience working directly with US and EU sites and working with clinical data and database experience, strongly desired.  Familiarity with literature searches, experience monitoring sites, and scientific writing skills, preferred. About 10% travel will be required.

Manufacturing/ R&D Engineer – San Jose, CA

There is immediate opening for R&D Engineer with 10+ years of deep experience in injection molding. Experience in Autocad and SolidWorks and BS in Mechanical Engineering is required. Experience in vacuum forming, a huge plus. This is a grounds level opportunity to work on game changing technology with solid IP and secure funding, under the leadership veteran leader with several successful companies. Compensation will be commensurate with experience and will include stock options, with great potential.

Machinist – San Antonio, TX

Innovative medical device/ biotech in Texas has an immediate opening for Machinist. The company is found by a veteran leader with number of prior successes and this is an opportunity to contribute at grounds level, in a promising startup. (Stock options could make this a once in a lifetime kind of an opportunity). The mechanical engineer/ technician will work with other engineers to develop innovative drug delivery systems. The candidate must be familiar with fabricating small parts or tooling on a lathe and mill. Successful candidate will have combination of mechanical and electrical skills. At least 5 years experience in medical device industry is required.

Pharmacologist with In-Vivo Experience: San Antonio, TX

A dynamic company, found by a veteran leader of several successful startups, involved in the development of drug-device combination products for treating chronic diseases, has an opening for a Biologist. This is once in a lifetime kind of an opportunity to work on exciting technology with game changing potential.  The applicant must have a BS with a minimum of 8 years (or MS with at least 6 years) of hands-on laboratory experience. The individual is expected to have a breadth of experience in in-vitro and in-vivo biological research supporting various drug/ device development programs across multiple therapeutic areas including CNS, oncology, cardiovascular and metabolic diseases.

The applicant will support and work with external institutions including CROs and academic institutions especially for conducting in vivo studies in small as well as large animals. Additionally the applicant will set up and run a variety of routine in vitro research paradigms as needed such as isolated tissue and cell-based assays as well as quantitative assays for small molecules, peptides and proteins using techniques such as FTIR, HPLC, and immunoassay. The applicant will work with a multidisciplinary team of experts and provide biology support with minimal supervision on various ongoing projects. The position requires a strong background in cell biology, chemistry, biochemistry, immunology, physiology or a related area. Position, salary and benefits are commensurate with experience.

Sales Opportunity – Palo Alto, CA

There is an immediate opening for a business development/ sales individual with 10+ years experience in selling regulatory compliance, project management and IT in the regulatory arena in LifeSciences (Biotech, Pharma, Medical Devices, CRO) and Genomic Companies. Experience should be in compliance consulting, not clinical consulting. Responsibilities include both sourcing new leads and closing deals. Compensation will be commission based for first 3 months and will include salary plus commission after that. This is an opportunity to work with a veteran CEO and will include stock options.

Ultra Low Power Analog Design Engineer – San Jose, CA

There is an opening in CA & TX for ultra low power analog design engineer for a company found by a veteran leader of several successful companies. This is an exciting opportunity to work on cutting edge technology, with a great promise. Compensation will be commensurate with experience, in addition to the stock options. The stock options could make this highly attractive opportunity. The position requires 6+ years of experience with medical device low power analog circuit design and embedded design experience.

My colleague is working on the opportunities below. If you have an interest, please mention the opportunity in the subject line, with your name and send your resume and I will forward it to him.

Director of Clinical – San Jose, CA

VP of RA/QA – Redwood City, CA

Senior Manager of RA/QA – San Francisco, Ca

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