From Medical Device to Million-Dollar Mindset: Financial Planning for Reps with Andrew Norden

In this episode of the Chase MedSearch Podcast, host Jordan Chase sits down with Kate Willis, a rare commercial leader whose career spans Broadway stages and boardrooms at some of the most influential medical technology companies in the world.Kate shares her unconventional journey from performing eight to ten shows a week as Dorothy in the national tour of The Wizard of Oz to leading commercialization efforts at Medtronic, Nevro, and Neurovalens. Along the way, she’s built markets from scratch, launched FDA-cleared devices, secured 100% Medicare coverage, negotiated VA national contracts, and scaled high-performing sales and marketing organizations across neuromodulation, sleep medicine, and digital health.This conversation dives deep into:- How storytelling and performance translate into elite healthcare sales leadership- What it really takes to commercialize disruptive medical technologies- Selling into the VA system vs. traditional commercial healthcare- Building trust through clinical credibility and consumer marketing- Leading high-performing teams in competitive medtech markets- The transition from top sales rep to enterprise-level leader- Women in leadership, bias in promotion decisions, and building inclusive cultures- Ethical boundaries in healthcare marketing and influencer partnershipsKate also reflects on her work advising early-stage companies, serving on nonprofit boards focused on youth advocacy and access to care, and building a resilient, sustainable career while raising a family.This episode is a must-listen for medical device sales professionals, commercial leaders, founders, and anyone interested in how great leaders earn trust and build markets in healthcare.RESOURCES:🔗 https://www.linkedin.com/in/katewillis-medtech/🤝 https://www.lys.org/🤝 https://www.childrenslawky.org/👩‍💼 https://chief.com/ #medicaldevicesales #medtech #leadershipinhealthcare #healthcarestartup #careergrowth🎧 Love what you hear? Share this episode with a friend and subscribe to the podcast! / @chasemedsearchpodcast📄 Looking for your next role in medical device? We’d love to connect with you! Send us your resume and let’s get started! 

Howard “Hojo” Johnson is one of the most accomplished commercial leaders in medical device sales, known for being the first hire trusted to build markets from zero and scale teams into category leaders. In this episode of the Chase MedSearch Podcast, Howard shares how he helped launch and grow organizations at Nevro and Axonics—turning early-stage companies into national forces in neuromodulation.We dive into what it takes to build high-performance MedTech sales teams, how to lead people through rapid growth, and why servant leadership and belief drive sustainable results. Howard breaks down his approach to hiring elite talent, developing future leaders, executing go-to-market strategies, and avoiding the common mistakes new managers make.This conversation is essential listening for medical device sales reps, managers, and executives who want to scale markets, build winning cultures, and grow long-term careers in MedTech.RESOURCES:🫶  Hojo’s was heavily involved with this non-profit in 2025.  If you like to learn more and support this cause, please go to Naplesshelter.org📕 One of the top influential books in Hojo’s life: The Four Agreements by Don Miguel Ruiz.Click here to purchase at Amazon:  https://amzn.to/4qyKXO0 🎧 Love what you hear? Share this episode with a friend and subscribe to the podcast! / @chasemedsearchpodcast📄 Looking for your next role in medical device? We’d love to connect with you! Send us your resume and let’s get started! 

In this episode of the Chase MedSearch Podcast, Jordan Chase sits down with Peter Calabrese — Senior Digital Product Program Manager and longtime neuromodulation leader—to unpack how digital ecosystems, data interoperability, and AI are transforming deep brain and spinal cord stimulation.Peter shares how the next era of neuromodulation will be defined not only by implantable devices, but by the data they generate—and how that data improves outcomes from the PACU to long-term follow-up. He explains the emerging shift toward software-as-a-subscription in MedTech, the growing expectations from payers for interoperability, and why companies are racing to build secure, scalable data “lakes” before deploying front-facing AI tools.Peter also takes us through his personal career arc: 15 years as a high-performing field rep, his fascination with solving complex problems, and the transition to in-house marketing and product development. He shares the real profile of a Medical Device Sales Rep. who should consider this path—and what the first week in marketing feels like after years in the operating room (OR).Whether you're a medical device rep, sales leader, or someone tracking the digital shift in MedTech, this episode delivers key insights into where neuromodulation is going next—and how sales professionals can prepare for the future.RESOURCESBiodesign Courses Recommended by Peter Calabrese:  https://med.stanford.edu/biodesign/programs/stanford-courses.html🎧 Love what you hear? Share this episode with a friend and subscribe to the podcast! / @chasemedsearchpodcast📄 Looking for your next role in medical device? We’d love to connect with you! Send us your resume and let’s get started! 

Recently I sat down with two true pioneers of the medical device industry — Gregory L. Peel and David “Dino” Harris Jr. — to talk about the book that’s already inspiring the next generation of MedTech talent.Greg’s new book, The Pivot Point, captures the stories of 16 African-American trailblazers who built careers in an industry almost no one knew existed when they started. Their stories of grit, door-knocking, resilience, and career pivots are pure gold for anyone in (or trying to break into) medical device sales.In this episode we talk about:• How pioneers navigated being the first in a territory• Why most people still don’t know this industry exists• The Mayo Stand test — the real scoreboard for reps• The “door-knock theory” and why rejection is a skill• Why you must build multiple income streams• How a single career pivot can change an entire life trajectoryWhether you're a junior rep, a veteran leader, a transitioning athlete or veteran, or someone trying to break into medical sales — this conversation is a roadmap.RESOURCES🔗 https://www.linkedin.com/in/gregory-peel-b645511/https://www.linkedin.com/in/daviddharrisjr/🤝  https://www.salesnetwork.org/2026 Conference: August 12-14, 2026 @ Washington, DC📘  Purchase The Pivot Point by Greg Peel at www.thepivotpoint.vip/🎧 Love what you hear? Share this episode with a friend and subscribe to the podcast! / @chasemedsearchpodcast📄 Looking for your next role in medical device? We’d love to connect with you! Send us your resume and let’s get started! 

Former top medical device rep, Andrew Norden, joins Jordan to reveal the financial pitfalls most reps don’t see coming — from job-change 401(k) rollovers to employer-stock risk, emergency funds, insurance gaps, and planning for retirement in a volatile industry. After 20 years in medical device and now a wealth advisor, Andrew offers practical, real-world guidance to help reps protect their income, build security, and create a long-term financial plan they can trust.RESOURCES🔗 https://www.linkedin.com/in/andrew-norden-84514017https://meridianwealthllc.com/🎧 Love what you hear? Share this episode with a friend and subscribe to the podcast! / @chasemedsearchpodcast📄 Looking for your next role in medical device? We’d love to connect with you! Send us your resume and let’s get started! 

In this episode, Jordan Chase sits down with Medical Device Sales Leader & Training expert, Dan Hestera, who has launched breakthrough products, built top-performing teams, and developed future Presidents Club leaders.We unpack:✅ How to position yourself for leadership—even while in a rep role✅ The mindset shift from top rep to effective manager✅ Developing the “middle 60%” of your team for real growth✅ What great companies get right (and wrong) when promoting leaders✅ How humility, coachability, and followership drive long-term successDan’s journey from chiropractor to medical device leader proves your past doesn’t limit your future—your mindset does. This episode is a blueprint for anyone who wants to lead, grow, and build something that lasts.RESOURCES🔗 Dan Hestera🎧 Love what you hear? Share this episode with a friend and subscribe to the podcast! / @chasemedsearchpodcast📄 Looking for your next role in medical device? We’d love to connect with you! Send us your resume and let’s get started! 

Just in time for Halloween, Jordan Chase talks with medical device veteran turned author John J. Polizzi, whose debut thriller Pipeline of Death exposes the dark side of the OR. They discuss how a career in surgical sales inspired the story, and how John balanced a demanding job with writing a chilling psychological page-turner.RESOURCES📘Pipeline of Death by John J. PolizziBuy it at https://a.co/d/8wpajXE🎧 Love what you hear? Share this episode with a friend and subscribe to the podcast! / @chasemedsearchpodcast📄 Looking for your next role in medical device? We’d love to connect with you! Send us your resume and let’s get started! 

In this episode of the Chase MedSearch Podcast, Jordan Chase talks with RJ Kedziora, AI and healthcare tech expert, about how medical sales reps can leverage AI to work smarter, close more deals, and gain a competitive edge. From summarizing complex clinical studies to coaching reps on territory strategy, AI is already transforming the way reps operate — and those who adopt it early will stay ahead of the competition.RESOURCES🔗 www.estenda.com📘COMING SOON:  A Productive Harmony Framework by RJ Kedziora 🎧 Love what you hear? Share this episode with a friend and subscribe to the podcast! / @chasemedsearchpodcast📄 Looking for your next role in medical device? We’d love to connect with you! Send us your resume and let’s get started! 

Gina Catalano went from leading sales teams in medical devices to coaching surgeon leaders and healthcare executives. In this conversation, she shares how emotional intelligence (EQ), communication, and team strength drive real results in the operating room, the boardroom, and beyond.RESOURCESwww.centroforzagroup.com📖 Buy The Leadership Wake-Up Call by Gina Catalano at https://amzn.to/4nVc83w*We may receive a small commission if you purchase through our links, at no extra cost to you.🎧 Love what you hear? Share this episode with a friend and subscribe to the podcast! / @chasemedsearchpodcast📄 Looking for your next role in medical device? We’d love to connect with you! Send us your resume and let’s get started! 

Jason Miles, Area Vice President of Sales, Egg Medical, shares the principles, habits, and mindset that have propelled his medical sales career. RESOURCES:"The ultimate measure of a man is not where he stands in moments of comfort and convenience, but where he stands at times of challenge and controversy." — Martin Luther King Jr.www.eggmedical.com🎧 Love what you hear? Share this episode with a friend and subscribe to the podcast! / @chasemedsearchpodcast📄 Looking for your next role in medical device? We’d love to connect with you! Send us your resume and let’s get started!