Arthrex is partnering with Florida Gulf Coast University (FGCU) in offering a new course focused on educating students on professional sales in the medical device industry.
The eight-week accelerated curriculum, which was developed in a partnership between FGCU and Arthrex’s National Sales and Corporate Engagement teams, teaches foundational sales knowledge, an understanding of medical devices and associated procedures, regulatory and compliance requirements and how to assist surgeons and staff in the OR.
National Sales Optimization Trainer Derek Malia said students need to have a clear understanding of the medical device industry and the role of a Technology Consultant, including the value they provide to surgeons, patients and customers.
“That knowledge will prepare them to follow through with a successful career in medical device sales,” he said.
Manager of National Sales Optimization Scott Scherick assisted with the course curriculum and said it is a great opportunity to raise awareness of Arthrex and medical device sales.
“Not only are we educating these students on the opportunities within this field, but hopefully we’re also generating interest in pursuing a career with one of our 61 agencies across the U.S. and Canada,” he said. “This is a career that isn’t always on everyone’s radar, and this course gives students another career pathway they otherwise might not have known about.”
As part of the course, students had the opportunity to address a panel comprised of members of the Arthrex National Sales team, as well as representatives from Coastal Medical Technologies, an Arthrex agency based in Tampa, Florida. Course participants asked about experience in the field and the career path to becoming a medical device representative.
Corporate Engagement Supervisor Meg Hardt said the course was an opportunity for Arthrex to engage with students in its backyard and provide them training they could not learn in a textbook.
“This course offers a unique opportunity for students to interact with professionals in this field and learn the intricacies of what it takes to be successful,” she said.
In partnership with FGCU, Arthrex will help run the class each spring, and, at the end of the course, students can choose to participate in the Digital Badge Assessment - a three-part simulation designed to test the students’ knowledge about medical device sales and how to apply that knowledge in real-life situations. The students, who had to earn at least a B in the course and apply to participate in the badge assessment, focused on one product in preparation. This semester, it was the FiberStitchTM implant, an all-inside meniscal repair system for the knee.
Nine students participated in the Digital Badge Assessment held at the Arthrex global headquarters in Naples, Florida, on Thursday, May 2. The assessment began with course participants having to sell the FiberStitch implant to a hypothetical surgeon, a role played by National Sales Optimization Trainer Blake Biggs.
Course instructor Shawn Felton, EdD, LAT, ATC, and FGCU Assistant Vice President of Innovative Education and Partnerships Kristen Vanselow, along with a team of Arthrex employees spanning Medical Education, Business Development and Sales, watched live video feed of each interaction in order to critique the students' skills. Students were graded on how well they addressed the surgeon’s concerns and how effectively they encouraged the surgeon to try the product in an upcoming surgery.
Course participants then proceeded to the mock operating room to provide clinical support to surgical staff, as portrayed by Derek, Clinical Trainer Nick Bianco and Clinical Trainer Ben Rouah.
The final situation the students were graded on was a simulated job interview with an agency owner, played by Senior Clinical Trainer Ireliam Guadalupe.
Graduating with a major in Health Science and a minor in Professional Sales, Izabela Gorys said she was glad she took the opportunity to participate in the Digital Badge Assessment.
“I am so happy with the whole experience of this class,” she said. “Many people don’t understand the full reality of what selling medical devices entails. This course offered valuable practice and experience and helped me feel more confident about entering the job market.”
Rex Loft, graduating with a degree in Entrepreneurship, said he would absolutely recommend the Medical Device Professional Sales Course to other students.
“This was probably the best class I took during my college career,” he said. “This course encouraged me to step out of my comfort zone and it’s opened a lot of doors.”