America's largest healthcare recruiting firm.

 



For over fifteen years, I have utilized Buckman Enochs Coss to hire over one hundred individuals for Sales and Sales Management positions for a variety of healthcare technology firms. Whether it’s been for Fortune 500 companies or early stage, VC backed start-ups, BEC has always done a terrific job in sourcing top-talent.

Scott Schlesner
Vice-President of Sales
Elsevier

Giving Your Medical Product a Competitive Edge

Medical equipment and pharma sales landscapes are facing an uncertain future. Regulatory trends are in flux, the consumer landscape may or may not reflect the current structure of the Affordable Care Act during the years ahead, and even the clinical landscape itself is in a state of rapid shift, with new treatments appearing that target specific pathologies that weren’t as manageable a few short years ago as they are today.  In a market landscape where nothing is predetermined and even the weeks ahead (not to mention years) may bring dramatic changes to the needs and motivations of medical decision makers, how can a sales team maintain a competitive edge? Or even keep up? 

One answer seems to lie in a forward leaning approach, or a total embrace of market uncertainty, rather than a resistant or backward facing approach that clings to the old ways and downplays the significance of emerging events.  Take a close look at your company’s strategies and predictions regarding the four areas of market uncertainty below, and keep in mind that uncertainty also means opportunity. Are you applying all the technological tools at your disposal to present your product as a leader? In each of these areas, are you staying tuned to developments that you can use to increase your leverage and pursue your leads? 

Pricing and Reimbursement Models
Since healthcare budgets can’t keep up with rising treatment costs, medical decision makers and insurance providers will be looking for new and innovative payment structures, like exclusive formulary access, deep discounts, pay for performance, indication-based pricing, and complex contracts that balance cost and usage. If you can offer a contract structure or payment model that meets the emerging needs of the market, you’ll gain a competitive advantage. 

Digital Health 
Digital devices can be used to closely monitor patient health, and the same connectivity and real-time updates can be used to transfer that data between individuals and their healthcare providers. Nobody knows exactly where this will take the medical device industry, but the popularity of these devices is on the rise. 

Advanced Analytics 
The collection and processing of huge volumes of data can be used to steer product development, presentations of value, presentations of safety, and brand positioning. You may be working together with your company’s marketing team to apply and leverage big data and use it to shape your company’s future. 

Transparent Clinical Trials Data
Technological advances are allowing new levels of transparency and public access regarding clinical trials; specifically, how the trials are conducted, how qualifiers are selected, how the data is gathered and analyzed, and how the results influence company decisions. Clients and medical decision makers are likely to demand more transparency as time goes by, as are patients and consumers. 

Partner with a Top Medical Sales Recruiter
If you are looking for the best talent in medical sales to sell your medical product, contact a top medical sales recruiter at Buckman Enochs Coss and Associates.