MedTech Career Market: Trends, Opportunities, and Hiring Needs

1. AvaMed/MassMEDIC MedTech Talent Briefing October, 2nd, 2012 Mary F. Moriarty

2. Objectives • Med Tech Overview • Segments • Functions • Niche Opportunities • Market Trends and Impact on Hiring Needs • Preparing for a MedTech Career

3. Market Segmentation Med Tech Overview

4. Multiple Roles Based on Your Skill Set MedTech Overview Engineering R&D Regulatory Affairs & Legal Human Resources Functions to Consider Sales,Marketing & Business Development Quality Assurance Operations & Supply Chain IT Finance

5. MedTech Overview Find Your Niche Global, established companies vs Entrepreneurial Start up Commercial enterprise vs R&D focus Multiple vsSingle Product Portfolio Build to Build vs Build to Sell

6. Market Trends: Recent Hiring Where are the Jobs? MedTech Roles by Function • Medical Device and Diagnostics hiring jumped 22% in the 2nd quarter of 2012 with both Siemens and Covidien showing healthy global appetites (Global Life Sciences Hiring Index) • The MedTech industry is forecast to have a 4% CAGR over the next 5 years (Datamonitor) • Infrastructure: IT, Finance and General Administration represent 45% of total roles hired globally(Global Life Sciences Hiring Index) Our Experience at Spencer Stuart • In the last 3 years,Spencer Stuart has conducted more than 350 MedTech senor level searches around the globe. • 122 President/CEO/Country or Product Head • 32 Board Director • 53 sales and marketing • 36 finance and accounting • 29 operations, supply chain and planning • 22 research and scientific executives • numerous others across IT, HR and communications

7. Cost Containment Regulatory Delays Emerging Markets Boom Innovation Demand With the increase in excise taxes, companies are cost conscious • Impact: • Strong operating/analysis skills • Metrics to monitor spending • P&L - margin management • Hands-on approach: doing more with less • Results orientation • MedTechis highly dependent upon continuous innovation • Impact: • R&D/Innovation – build the bench for succession • Engineers/Clinicians • Strategic Product Development • M&A - Business Development and Legal • Competitive intelligence • With FDA delays to approve products, Europe and ex-US launches critical to commercialization schedules • Impact: • Global regulatory exposure/expertise • Quality assurance focus • Cross functional team leadership • With population, economic and access increasing in Asia and South America, companies strive to match talent and geography • Impact: • Global Perspective • International experience • Communication/Influencing Skills Market Trends: Impact on Skills/Competencies Hiring to Address Market Challenges

8. Preparing for a MedTech Career Best in Class Hires How do I Get In? How do I Move Up? Track Record of Relevant Accomplishments Ability to Make Immediate Impact High Potential for Future Success Demonstrated Passion for MedTech Meaningful References • 101: Prepare the Resume • Make it flawless • One is enough • Network • Develop a systematic outreach plan and follow it • Leverage alumni and social networks (Linked-In) • Demonstrate focus AND flexibility • Prepare thoroughly and follow up on ALL meetings • Leverage prior experiences – technical or commercial • Remain open to new assignments/rotations • Exhibit leadership: every day in every way • Collaborate: up, down, across • Strive for excellence

9. Preparing for a MedTech Career Guidelines for Responding to Search Outreach • Return the call/email – start the dialogue • Prepare to engage or refer • Review the position specification • Assess for match • Share resume as appropriate • DON’T pursue if the role is not for you! • Establish and build the relationship • Refer high potential prospects or sources • Provide updates with career progress