In this episode of The Med-Tech Talent Lab, Mitch Robbins sits down with Joe Semanoff, Vice President of Business Development at Switchback Medical, to explore how the mindset he developed playing Division I football has shaped the way he approaches sales, business development, and leadership in Medtech.

Joe grew up in a small town in northern Pennsylvania and walked on at BYU, where he played running back and fullback, earned a scholarship, and was voted a captain his senior year. He was on his way to physical therapy school when someone took a chance on him with no device background and no sales experience. Joe shares how the competitiveness, preparation, and grind of college football carried into his career, from prospecting and mastering his craft to leading a team.

The conversation also explores what OEMs actually want from a manufacturing partner beyond price, why transfer business can become a race to the bottom, how pushing back on a customer's design can build trust, and the honest struggle of stepping back from the work you were great at so your team can do it themselves.

Whether you're in sales, business development, or leading a commercial team, this episode offers practical insights on prospecting in a noisy market, building relationships that survive difficult conversations, developing as a leader, and where AI is genuinely helping sales teams show up prepared.

In this episode, you'll learn:

• How the football mindset translates into Medtech sales and leadership
• Why competitiveness, preparation, and consistency matter in prospecting
• What OEMs look for in a manufacturing partner beyond price
• Why transfer business can become a race to the bottom, and what to pursue instead
• How pushing back can build trust with customers
• What separates a trusted advisor from a rep trying to close a deal
• The hardest part of moving from top performer to sales leader
• How a college position coach taught Joe to lead different people differently
• Where AI is actually helping commercial teams prepare for meetings

...and so much more!

Joe Semanoff on LinkedIn: https://www.linkedin.com/in/joe-semanoff-221a7739/

Switchback Medical on the web: www.switchbackmedical.com