Director of Sales, Northeast Region — Josh Mickle

This week’s spotlight is on Josh Mickle, MOT, OTR/L, a non-clinical occupational therapist who is now Director of Sales, Northeast Region at Bioness Medical!

What is your full name, title, and company name for your current, primary role?

Josh Mickle, MOT, OTR/L — Director of Sales, Northeast Region at Bioness Medical

Where are you located?

Stow, OH.

Where did you go to OT school, and what year did you graduate?

University of Pittsburgh, 2012.

What did you do when you first finished school, and for how long?

My first job was at a place where I completed one of my clinical rotations. I was there for two and a half years. My role was floating between inpatient and outpatient within the same facility, treating mostly neuro populations.

In what setting(s) did you work, and what types of patients did you treat?

In addition to my first role in inpatient and outpatient neuro, I spent a very brief period in SNF and home health before jumping on board with Bioness.

What did you enjoy about your early roles? What didn’t you enjoy?

What I loved about my first position out of school was the adoption of technology and the mentorship I received. The company I worked for did a great job of bringing in a lot of the latest technology. It is where I first utilized the Bioness H200, in addition to many other great products.

I learned so much from my peers and really discovered an interest in harnessing the capabilities of technology to maximize patient outcomes.

When and why did you decide to do something non-clinical?

In 2015, I was three months into a new clinical position that I took simply to make more money. I was enjoying my patient interactions but not much else beyond that.

Then, I got a text that completely changed my career trajectory. It was the Bioness rep I had worked with at my previous job telling me there was a clinical specialist opening in my area, and he thought I should apply for the role.

In working with that rep before, the idea of switching to a role like his was definitely intriguing because of my interest in technology, as well as the immediate impact I was able to make on people’s lives.

What are you doing these days?

While I’ve been with the same company for 10 years now, I’ve served in a few different roles. I’ve transitioned from equipping home users with our FES products, to selling and servicing rehab clinics with our technology, to now leading a team of clinical territory managers who are changing lives every day getting home users the technology they need to maximize their independence.

Are you still treating patients, or are you solely non-clinical?

I am solely non-clinical.

How long have you been in your current director of sales role?

I moved into the Director of Sales position in May 2022.

Did you get any special certifications or training along the way to help you get into your current role?

No.

How did you find your job? Did you apply or find it through a connection?

It came through a connection that I didn’t know would even remember me.

I think it’s so important to present your best self in the professional setting because you never know who is watching and who may be sending you a career-changing text one year later.

Did you do anything special to your resume and cover letter to land the job?

It’s been a while since I applied, but I know that I tried to highlight what I was doing beyond the standard staff therapy role. I included my involvement with evaluating new technology to bring into the clinic, my role in training new hires and students, as well as any business development opportunities I was part of.

What was the interview like for the role?

I interviewed with three people. One would be my partner in the territory, the other was my direct manager, and then the third was the VP of Sales.

I was given a product presentation prior to the interview, and I was then asked to present to the manager on the product. We’ve changed things a little since then, but that was how we did it 10 years ago.

What are some of the things you did to stand out, take initiative, and advance in your career?

I don’t have anything mind blowing to say here, but it’s really about doing well at a few common sense things:

• Show up for your customers and your teammates
• Positioning yourself as the “go-to” person within the organization, either because of your expertise with the product or as a great sounding board because you listen well
• Be kind and approach customers and colleagues with a heart to serve
• Surround yourself with the people who are already the “go-to” people
• Ask the right questions and be coachable

How have people reacted to you leaving patient care?

It’s been a while since I did it, but I think generally everyone was supportive.

What’s a typical day or week in the life like for you? What types of tasks and responsibilities fill your time?

My week could have a combination of any of these tasks:

• Travel to a team member’s territory for two to three days to attend meetings, appointments, trainings, or for 1:1 coaching opportunities
• Lead in-person or virtual team meetings
• Assist in clearing internal or external roadblocks for our team members to help people get the products they need
• On work-from-home days (about two days per week), meet virtually with important internal/external partners to help advance our vision, plan future travel, and assist team with growth strategy

What are some of the rewards of your role? What are the biggest challenges?

When working with our customers, we get to apply a technology that is often instantly life changing! It is incredible.

In my current role, I LOVE team building and pushing people to their next level. It’s different for everyone, but it is so fun to be able to take a passenger seat next to someone who is pushing themselves somewhere they didn’t think they’d be able to go to six months prior.

How did your clinical background prepare you for this role? Which skills transferred?

Every good therapist is a sales professional. Therapists are trying to get patients to “buy in” to therapy, so they can get better outcomes. We do this by asking questions to determine their needs, wants, goals, and challenges. Then, we tailor their treatment plan.

We are constantly monitoring how they respond and adjust as needed. We first establish a relationship before simply assuming we know what they need. Then, if we have a way to serve them, we do it. The same thing is true in our world at Bioness.

Ready to launch your own non-clinical career?

Roughly speaking, how are the hours and pay compared to patient care?

The hours are not the same every day, as travel is often part of my day. For example, this week I am working from home every day, so my hours will be 8am-5pm. However, next week, I’ll be traveling for three days and arriving home late one night. The pay is better than if I were in patient care.

What type of person do you think would do well in your director of sales role?

For our Clinical Territory Manager and Area Sales Manager roles (defined in a later question), we hire folks who are coachable and self-aware.

So much of this role is about building relationships, so emotional intelligence is also important.

Do you work remotely or onsite?

Both, but by “onsite” I mean that I am traveling to a clinic.

Does your organization hire PT, OT, or SLP professionals into non-clinical roles? If so, what type of roles?

We hire PTs and OTs into our Clinical Territory Manager (selling direct to the home user) and our Area Sales Manager (selling to the clinic) roles.

Editor’s note: Interested in other types of roles at Bioness? Check out this spotlight on Natalie Gay, OTR/L who is their Clinical Marketing Specialist!

Did you read any books, take any courses, or do anything special overall to get you where you are today?

So many! Here are my top five books:

• Unreasonable Hospitality by Will Guidara
• Never Split the Difference by Chris Voss
• Leaders Eat Last by Simon Sinek
• Confessions of a Public Speaker by Scott Berkun
• Grit by Angela Duckworth

What is a typical career path for someone in your director of sales role?

Six of the seven Directors of Sales at Bioness started here as a clinical specialist. All are OTs or PTs.

What is next for you? What are your high-level career aspirations?

I am really enjoying where I am right now. A place where I can lead a team and the company mission aligns with my personal values is a place I will always want to be.