The Med-Tech Talent Lab

di Mitch Robbins

Stagione 5

Inside the Hottest Job in MedTech w/ John Pietrantoni, VP of Corporate Accounts-Terumo

In this episode of The Med-Tech Talent Lab, Mitch Robbins sits down with John Pietrantoni, Vice President of Corporate Accounts at Terumo, to explore how corporate accounts became one of the most important and least understood roles in medical device. With more than 30 years in sales and commercial leadership, including two decades at Getinge, John traces a path that began at Coca-Cola and ran through HealthSouth before a leader took a chance on him with zero device experience in 2002. He explains the triangle that governs how products get into hospitals today, the local rep earning clinical endorsement, the corporate accounts team working supply chain, and the value analysis committee above both, and why a gap in any corner usually means your product doesn't get used. The conversation also explores the four months he spent only observing after joining Terumo, the work stream model he uses to stretch talent and why he has never assigned one, how a team member's passion for AI became a new role, why he leads through vulnerability rather than authority, and why the word maybe replaced the word no in his team's negotiations. Whether you're in sales, commercial leadership, supply chain, or the executive seat, this episode offers practical insights on building teams that move fast because they trust you, and understanding how buying decisions really get made in 2026. In this episode, you'll learn: What corporate accounts really is, and why it became one of MedTech's hottest roles Why clinical endorsement alone no longer gets your product into the hospital The profile that succeeds in corporate accounts, and why the talent pool is narrow Why John observes for months before changing anything on a team he inherits The work stream model that grows leaders without ever assigning them the work How one team member's interest in AI turned into a full-time role Why trust built through vulnerability is what creates speed The leadership lesson John learned the hard way about losing talent ...and so much more! John Pietrantoni on LinkedIn: https://www.linkedin.com/in/john-pietrantoni-10209b25/ Terumo on the web: www.terumo.com

S5 · E141

31 ago 2026

45:30

From Innovation to Commercialization w/ Tom Ross, Founder-The Device Dr.

In this episode of The Med-Tech Talent Lab, Mitch Robbins sits down with Tom Ross, founder of The Device Doctor and fractional COO at OUI Medical, to explore what separates medical device startups that reach the market from the ones that stall. With nearly four decades in medical technology, Tom has raised capital, built sales organizations, launched products, and guided companies through acquisitions involving Medtronic, Smith & Nephew, and Orthofix. Drawing on a career spent almost entirely inside startups, sometimes as employee number two, he shares the warning signs he looks for in a young company, why unrealistic projections made during fundraising cause damage long after the round closes, and why founders building what he calls real devices, products that enter the body and do something, face a far harder capital market than their software and AI counterparts. The conversation also explores the difference between what a CEO does and what an operator does, when a founder should bring in a COO, and why Tom argues the O should stand for outcomes rather than operations. He walks through the case of a surgeon who got his technology back with FDA clearance in hand but no company capable of building or selling it, and he's candid about the evolution of his own consulting practice, including why the message "I can help with anything" never sold. Whether you're a founder, an investor, a commercial or operations leader, or an experienced professional weighing a move into consulting, this episode offers practical insights on building companies that can actually execute, positioning yourself around a specific problem, and what the next two years may hold for MedTech. In this episode, you'll learn: The first warning signs that a medical device startup is headed for trouble Why projections made to attract investors create problems that surface years later Why hardware device companies face tougher fundraising than AI and digital health startups What founders underestimate about supply chain, on both the build side and the customer side The right time to bring in a COO, and why chief outcomes officer is the better title Why an FDA-cleared product is not the same thing as having a company What clinical founders consistently misjudge about what it takes to commercialize How to evolve a consulting message from "I can do anything" to something that actually sells ...and so much more! Tom Ross on LinkedIn: https://www.linkedin.com/in/thomaswross/ The Device Doctor on the web: www.thedevicedr.com

S5 · E140

24 ago 2026

34:58

Building Culture that Survives Growth w/ Sarah Neal, VP HR-UFP Technologies

In this episode of The Med-Tech Talent Lab, Mitch Robbins sits down with Sarah Neal, Vice President of Human Resources at UFP Technologies, to explore what it takes to build and protect culture inside a fast-growing medical device CDMO. With more than two decades of HR and talent leadership across healthcare, software, and technology, Sarah shares how people leaders can move beyond process ownership to become genuine drivers of business strategy. Drawing on her experience at PTC, Takeda, Shire, Epsilon, and now UFP where the company has completed four acquisitions in the past year alone while transitioning to a new CEO. She discusses how to keep culture intact through rapid M&A, how to define values in language people actually use, and why UFP's acquisition strategy starts with cultural fit long before the deal does. The conversation also explores what really changes on the move from Director to VP, how to lead functions you've never owned before, the policy overhaul at Epsilon that lifted engagement scores 10% in a single year by putting decisions back in managers' hands, the hiring realities facing contract manufacturers in 2026, and where AI is genuinely helping HR teams today along with the one part of the process UFP has deliberately kept it out of. Whether you're an HR, Talent, Operations, or executive leader, this episode offers practical insights on scaling culture through acquisition, developing leaders who are ready before they feel ready, and building a hiring process that holds up in an AI-saturated market. In this episode, you'll learn: Why culture is defined by behaviors and values in practice, not statements on a wall How to protect and scale culture across multiple acquisitions in a single year What actually changes when you step from Director to Vice President How to lead functions you've never owned before without losing credibility Why giving decision-making authority back to managers can transform engagement The hiring challenges facing medical device contract manufacturers in 2026 Why one hiring team abandoned virtual-only interviews after a single candidate experience Where AI is adding real value in HR and where it deliberately isn't being used ...and so much more! Sarah Neal on LinkedIn: https://www.linkedin.com/in/sarah-j-neal/ UFP Technologies on the web: www.ufpt.com

S5 · E139

14 ago 2026

38:18

Quality as a Competitive Advantage | Paul Arrandell, Chief Quality & Regulatory Officer, Jabil

In this episode of The Med-Tech Talent Lab, Mitch Robbins sits down with Paul Arrandell, Chief Quality and Regulatory Officer at Jabil, to explore what it takes to build a quality organization that goes far beyond compliance. With more than 30 years of leadership experience across medical devices, diagnostics, aerospace, and automotive, Paul shares how quality leaders can become true strategic business partners by driving trust, improving business performance, and creating a culture that scales across complex global organizations. Drawing on his experience leading quality and regulatory across more than 90 sites worldwide, he discusses the challenges of standardizing quality systems, integrating acquired businesses, developing future leaders, and building a culture where accountability and continuous improvement become part of everyday operations. The conversation also explores why quality should be viewed as a competitive advantage instead of a cost center, how organizations can identify and develop high-potential talent, and where artificial intelligence has the potential to transform quality systems, regulatory intelligence, and operational decision making. Whether you're a Quality, Regulatory, Operations, or executive leader, this episode offers practical insights on building resilient organizations, developing strong teams, and positioning quality as a driver of business success. In this episode, you'll learn: • Why quality should be viewed as a strategic business function, not just a compliance requirement • How to build and sustain a quality culture across global manufacturing sites • The leadership principles behind developing high-performing teams and future leaders • Why trust is one of the most valuable outcomes of an effective quality organization • Common mistakes companies make when trying to standardize quality systems • How to use metrics and data to improve business performance instead of simply reporting compliance • Where AI can help quality organizations become more proactive, efficient, and data-driven • Why experienced professionals will remain essential even as AI transforms the future of quality ...and so much more! Paul Arrandell on LinkedIn: https://www.linkedin.com/in/paul-arrendell/ Jabil on the web: www.jabil.com

S5 · E138

31 lug 2026

40:41

Why Great MedTech Products Fail Without a Market Access Strategy | Spencer Bailey, VP of Market Access, SetPoint Medical

In this episode of The Med-Tech Talent Lab, Mitch Robbins sits down with Spencer Bailey, Vice President of Market Access and Reimbursement at SetPoint Medical, to discuss one of the most critical yet often overlooked aspects of MedTech commercialization: market access. Spencer has built his career at the intersection of healthcare finance, reimbursement, and MedTech innovation. After beginning on the provider side of healthcare and later advising organizations as a healthcare consultant, he transitioned into the medical device industry, where he has helped companies develop reimbursement strategies that support successful commercialization. Today, he leads Market Access and Reimbursement at SetPoint Medical and recently helped secure CMS Transitional Pass-Through Payment for the company's breakthrough technology. SetPoint Medical is pioneering a new approach to treating rheumatoid arthritis with an FDA-approved implantable neuromodulation system that stimulates the vagus nerve to activate the body's natural anti-inflammatory pathways. The therapy represents the first approved neuroimmune modulation treatment for adults with rheumatoid arthritis who have not responded adequately to certain advanced drug therapies. During the conversation, Spencer explains why reimbursement should be viewed as a core business competency instead of an afterthought. He shares how companies can improve their chances of commercial success by bringing market access into the conversation early, often before clinical trials begin. Drawing on his experience across provider organizations, consulting, and MedTech, he offers practical insights on reimbursement strategy, hiring exceptional market access talent, building high-performing teams, and translating complex reimbursement challenges into business strategy. Whether you're a MedTech executive, founder, investor, commercial leader, or reimbursement professional, this episode offers actionable insights on bringing innovative therapies to patients while building a commercialization strategy that lasts. In this episode, you'll learn: • Why market access should be part of product development from day one • When MedTech companies should hire their first market access leader • The biggest misconceptions about reimbursement and commercialization • What separates exceptional market access professionals from the rest • How to build reimbursement teams that create strategic value • Lessons from commercializing a first-of-its-kind medical technology • Where AI will, and will not, change the future of market access Spencer Bailey on LinkedIn: https://www.linkedin.com/in/spencer-bailey-11ab1410/ SetPoint Medical on the web: setpointmedical.com

S5 · E137

24 lug 2026

43:20

Operational Excellence, Leadership & Building High-Performing Teams w/ George Murray-COO-Minnesota Wire

Manufacturing excellence isn't just about processes and metrics. It's about leadership, culture, and building teams that can perform under pressure. In this episode of The Med-Tech Talent Lab, Mitch Robbins sits down with George Murray, Chief Operating Officer of Minnesota Wire, to discuss what separates great manufacturing organizations from average ones, how leaders successfully navigate operational challenges, and why people, not processes, ultimately determine long-term success. Drawing on more than 30 years of leadership experience across medical devices, aerospace and defense, electronics manufacturing, semiconductors, and industrial automation, George shares practical lessons on operational execution, hiring, leadership development, military influence, and preparing manufacturing organizations for the future. Whether you're an operations executive, manufacturing leader, CEO, or aspiring leader, this conversation is packed with practical insights that extend far beyond the factory floor. In this episode, you'll learn: The first three areas George evaluates when assessing an underperforming manufacturing operation Why operational excellence starts with people, processes, and meaningful metrics The difference between managing people and leading people How military leadership principles translate into business success What separates strategic manufacturing partners from commodity suppliers How to build teams that thrive under pressure and embrace accountability The hiring philosophy George uses to identify high-performing talent Why "will" often matters more than skill when building exceptional teams How AI is reshaping manufacturing and why leaders should embrace the technology Lessons from leading global manufacturing organizations through periods of rapid change and adversity Connect with George Murray: LinkedIn: https://www.linkedin.com/in/georgecmurray/ Learn more about Minnesota Wire: https://www.mnwire.com

S5 · E136

10 lug 2026

54:47

Building a career in Market Access w/ Kimberly Konopa-VP & Consultant

Building a Career in Market Access: Kimberly Konopa Market access has evolved into one of the most strategic functions in MedTech—and the most successful companies are bringing it into the commercialization process earlier than ever before. In this episode of The Med-Tech Talent Lab, Mitch Robbins sits down with market access executive Kimberly Konopa to discuss how the function has changed over the past three decades, why reimbursement strategy should begin long before product launch, and what separates high-performing market access leaders from the rest. Kimberly also shares her personal leadership journey from pharmaceutical sales to executive leadership, the lessons she learned managing large teams, and practical advice for professionals looking to build a successful career in market access. In this episode, you'll learn: Why market access should be involved early in product development The reimbursement and commercialization challenges MedTech companies are facing today How executive teams should think about coding, coverage, payment, and evidence generation What differentiates VP-level leaders from director-level professionals Leadership lessons Kimberly learned throughout her 30-year career The skills companies look for when hiring top market access talent Advice for professionals interested in transitioning into market access Why mentorship, continuous learning, and curiosity accelerate career growth Connect with Kimberly Konopa: https://www.linkedin.com/in/kimberly-konopa

S5 · E135

8 lug 2026

42:29

How Karrington Chaney (AD Talent Acquisition) & RxSight are using Content to Win Talent

In this episode of The MedTech Talent Lab, Mitch sits down with Karrington Chaney, who leads talent acquisition for RxSight, the company behind the Light Adjustable Lens, the first and only lens that can be customized after cataract surgery. Karrington shares his career journey from working at Best Buy, to the agency recruiting world, to building an internal talent acquisition function inside a growing medical device company. The bigger focus of this conversation is where hiring is headed next. Karrington breaks down how he is helping modernize recruiting by blending talent acquisition, employer branding, internal communications, and content creation to attract candidates before jobs even open. Instead of relying on stale career pages and generic job posts, he explains why companies need to start telling real stories about leaders, employees, growth opportunities, and culture. Topics covered include: Why “people trust people, not titles” The shift from traditional employer branding to authentic storytelling How content can build talent pipelines before a requisition opens Using podcasts, video, LinkedIn, and YouTube to attract niche candidates Why candidates now research employers like buyers research products How internal communication and recruiting can work together Lessons learned launching a content-driven hiring strategy inside a regulated public company Why the future of recruiting is part talent acquisition, part marketing, and part trust-building If you're an Executive, hiring manager, or you lead hiring talent acquisition, HR, or recruiting in MedTech, this episode offers a real look at how forward-thinking companies will separate themselves in the years ahead. Karrington Chaney on LinkedIn: https://www.linkedin.com/in/karrington-chaney/ RxSight on the web: https://rxsight.com/

S5 · E134

24 apr 2026

34:26

Navigating Career Transitions in a Tough Market w/ Alina Lisanke-Director of Talent Acquisition-Lexington Medical

In this episode of The Med-Tech Talent Lab, host Mitch Robbins sits down with Alina Lisanke, Director of Talent Acquisition at Lexington Medical, for an honest conversation about leadership, career transitions, and navigating a challenging hiring market. Alina shares her journey from agency recruiting to leading talent acquisition functions in MedTech, along with the pivotal moments that shaped her career. Most notably, she opens up about her time in transition during a difficult market when senior TA roles were limited, competition was intense, and finding the right next step required patience, resilience, and intention. Rather than rushing into the wrong role, Alina talks about taking contract and individual contributor work to stay sharp, leaning on community for support, and using the time to reassess what kind of role and environment truly fit her strengths. That clarity ultimately led her to Lexington Medical, where she is now building and scaling the TA function during a period of growth. The conversation also explores: The shift of talent acquisition from order-taking to strategic partnership What changes when recruiters move into people leadership roles How to balance trust, delegation, and accountability as a TA leader Where AI adds real value in hiring, and where human judgment still matters most Why strong systems and process create freedom, not friction This episode is especially relevant for talent acquisition leaders who are navigating career uncertainty, considering a transition, or feeling stuck in today’s market. Alina’s story is a reminder that career detours are not setbacks, but filters that can lead to the right opportunity.

S5 · E133

26 gen 2026

42:08

The Uncomfortable Moves That Create MedTech Executives w/ Jahnavi Lokre, COO-Diality

In this episode of The Med-Tech Talent Lab, host Mitch Robbins sits down with Jahnavi Lokre, Chief Operating Officer at Diality, a Series B medical device company focused on transforming kidney care. Jahnavi shares her 25+ year journey from growing up in India in a science-driven household to building a career across software engineering, regulated industries, and executive leadership in MedTech. With experience spanning transportation systems, contract manufacturing, and product ownership at both large organizations and startups, she offers a rare, cross-industry perspective on what it truly takes to build and scale high-performing teams. Listeners will gain practical insight into: How transferable skills from highly regulated industries can unlock MedTech leadership opportunities Why stepping up before you feel “ready” is often the catalyst for executive growth The mindset shifts required to move from engineering into senior leadership Hiring lessons learned the hard way, including when to act quickly on a mis-hire How strong leaders balance trust, accountability, and execution Why bold thinking, persistence, and values-driven leadership matter in fast-moving startups Jahnavi also discusses Diality’s mission to improve outcomes and reduce costs in dialysis care, the realities of innovating in an under-evolved market, and what excites her most about the future of kidney disease treatment. This episode is packed with candid leadership lessons, career-defining insights, and actionable advice for engineers, operators, and aspiring executives looking to grow their impact in MedTech and beyond.

S5 · E132

16 gen 2026

40:36

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