As a global leader in minimally invasive health care technology, Arthrex is on a pace to bring over 1,000 new products to the market each year as part of the company’s mission of Helping Surgeons Treat Their Patients Better®. Introducing those cutting-edge products and procedures to health care professionals (HCPs) requires the most dedicated and best-trained Arthrex representatives.
To help develop a pipeline of qualified and talented consultants, Arthrex has taken the initiative to create professional sales training programs at several top universities, including Florida Gulf Coast University (FGCU) and Clemson University. Arthrex also hosts its own three-day, on-site University Summer Sales (USS) program that attracts students from around the country who are interested in medical device sales.
Florida Gulf Coast University (FGCU)
Students at FGCU have the opportunity to take an eight-week, accelerated program in Medical Device Professional Sales that was developed as a partnership between the university and Arthrex’s National Sales and Corporate Engagement teams.
The course teaches the fundamentals of sales and provides an overview of medical devices and procedures, while introducing important concepts like maintaining regulatory and compliance requirements for the industry.
Arthrex Manager of National Sales Optimization Scott Scherick assisted with developing the course curriculum and said it is a great opportunity to raise awareness of the company and the field of medical device sales.
“Not only are we educating students on the opportunities within this field, but we’re also generating interest in pursuing a career with one of our 61 agencies across the U.S. and Canada,” he said.
The course is offered every spring at FGCU. Students may also choose to participate in a Digital Badge Assessment to potentially earn a micro credential in medical device sales. The three-part evaluation is designed to test their understanding of how to apply their learning in simulated, real-life situations that they may face in the field. Those who pass and receive a grade of B or better will earn a digital badge in medical device sales.
FGCU students from all majors also have the option to take a separate course introducing them to the fundamentals of the medical device industry, in partnership with Arthrex. This course is focused on providing a broader view of the industry, including careers in product development and management, an introduction to the health care marketplace and understanding the needs of health care professionals.
Clemson University
Clemson’s Sales Innovation Program (SIP) is a joint effort between the university’s Marketing and Bioengineering departments, with professional guidance from businesses, to help students succeed in a sales career. In a partnership with Arthrex, the school offers students a chance to earn an Orthopedic Medical Device Product Specialist certificate. It’s designed to provide students with the core competencies they need to succeed in the orthopedic medical device industry.
In 2024, 21 SIP students were offered a unique opportunity to participate in a first-of-its kind externship program, hosted by Arthrex and one of its agencies, Peerless Surgical, in Greenville, South Carolina.
The first annual Representative Orthopedic Procedure Experience Simulator (ROPES) course was designed to provide hands-on, real-world training in what it’s like to work in an operating room as an Arthrex representative.
Students were required to submit an application, along with a 60-second video detailing their interest in a career in medical device sales.
The program was held at the Steadman Hawkins Foundation Bio-Skills Lab at Prisma Health in Greenville, South Carolina. The event was supported by orthopedic surgeon Michael Kissenberth, MD (Greenville, SC), and his four fellows, along with a team from Arthrex and Peerless Surgical.
During the day-long event, students were exposed to a variety of surgeries for the shoulder, the knee and foot and ankle, learning about both open and arthroscopic procedures.
“Students might think they want to pursue a career as a medical device representative, but they are often making that decision without any experience in the operating room,” said Arthrex Vice President of Communications and Clemson liaison, Dennis O’Keefe. “The program provides students the opportunity to experience the intensity of an operating room environment, while observing a surgical procedure in a bio-skills lab setting. At the conclusion, the students have a unique sense of what a medical device career entails and the skills necessary to be successful.”
University Summer Sales Program at Arthrex
Every summer since 2020, Arthrex has hosted the University Summer Sales Program (USS) at its global headquarters in Naples, Florida.
Students from around the country are offered the opportunity to spend three full days at Arthrex learning about medical device sales and what it takes to be successful in the field.
They are introduced to the role Arthrex representatives play in supporting health care professionals in the operating room and the extensive training needed to understand Arthrex products and procedures. They are also taken into the surgical skills lab for a hands-on medical education experience.
Students have the opportunity to meet with leaders from the Medical Education and Product Management teams, as well as take tours of the Arthrex Manufacturing facility in Ave Maria and the Arthrex Logistics Center in Fort Myers. The program is a unique opportunity to learn about the vital role professional sales plays in supporting Arthrex’s mission of Helping Surgeons Treat Their Patients Better.
