Successfully Building the First Commercial Team for an Orthopedic Medical Device Startup

5 mins

In Q4 2024, we partnered with an orthopedic medical device startup in the joint reconstructi...

In Q4 2024, we partnered with an orthopedic medical device startup in the joint reconstruction space to help them build their first commercial team. This was a critical step in the company's expansion strategy, as they sought to grow their presence in the highly competitive medical device market.

The Challenge:

The startup was still privately held and in the early stages of commercialization. They required three regional sales managers and two clinical support positions to help drive growth in the US. The client was particularly focused on candidates from specific competitors in the orthopedic space, making it a highly specialized search. Additionally, the company’s technology and focus on joint reconstruction meant that candidates from other orthopedic areas, such as trauma or sports medicine, would not be suitable. Our challenge was to source the right talent within these constraints while considering the market dynamics, salary benchmarking, and territorial challenges.

Our Approach:

We took a highly targeted approach to sourcing candidates, focusing on individuals from the client’s specified competitors within the joint reconstruction sector. Our team not only identified the right talent but also provided invaluable market insights to help the client navigate challenges such as salary benchmarking, territorial considerations, and relationship mapping with key opinion leaders (KOLs) and hospitals. By working closely with the client, we offered consultative support throughout the process, ensuring we not only filled the necessary roles but also helped shape their broader strategy for scaling the business. Our deep understanding of the orthopedic market allowed us to deliver candidates who were a perfect fit for the company’s unique needs. 

Results and Outcomes:

  • Successfully filled all five of the originally retained roles.
  • Secured an additional hire beyond the initial scope due to the client’s positive response to a candidate, resulting in an opportunistic hire.
  • Ongoing partnership with the client, with the client planning to return for additional commercial hires in mid-2025 as part of their next stage of growth.
  • Helped the client overcome market challenges, including salary and territory benchmarking.
  • Provided strategic insights that influenced the company’s approach to talent acquisition and market positioning.

Client Feedback:

The client was extremely satisfied with the quality of candidates we provided and the depth of market insight we offered. The success of this search led them to expand their team beyond the initial plan and solidified our partnership. They’ve already informed us they will return when they scale further, looking to add more talent in their next commercial phase.