Matt Salkeld

Evaluator
DISC Type : cds

Chief Commercial Officer at Aerin Medical

San Jose, California, United States

Overview

Matt Salkeld is a commercial executive in the medical device industry with over 20 years of experience leading sales, marketing, and market access. He has a track record of driving growth from startup to maturity at companies like Aerin Medical and Procept BioRobotics. He holds a BS and an MBA from Santa Clara University.

He was instrumental in increasing hospital outpatient facility payment and securing positive Medicare and private payer coverage policies for Aquablation therapy during his time at Procept BioRobotics.

Personality Overview

Thorough Evaluator

Quality Focused

Fast But Analytical

They focus on the results, but can still be quite procedural and analytical about how to get there  They are not very likely to become strong advocates of your product or service They have a unique set of diverse traits where they are decisive and methodical but can sometimes be extra cautious and skeptical

Topics They Care About

ENT Technology
As CCO of Aerin Medical, he is focused on expanding access to innovative technologies for treating conditions like Chronic Rhinitis and nasal airway obstruction.
Healthcare Reimbursement
Previously led global market access, successfully securing coding, coverage, and payment to facilitate the adoption of new medical technologies.
Commercial Strategy
Has extensive experience developing and executing global commercial strategies for launching new medical devices and establishing a direct sales footprint in the US and Europe.

Media Appearances

Matt has no verified media appearances

Work History

7-2022
Chief Commercial Officer at Aerin Medical
1-2020 - 6-2022
Senior Vice President, Healthcare Economics & Reimbursement at Procept BioRobotics
4-2015 - 12-2019
Vice President, Sales & Marketing at Procept BioRobotics
7-2013 - 1-2015
Vice President, WW Marketing & Professional Education at Acclarent
1-2011 - 6-2013
Vice President, US Sales at Acclarent

Education

1986 - 1990
BS from Santa Clara University
1998 - 2000
MBA from Santa Clara University

More Information

Social Presence :

Prographics :

Exp : 24 Location : San Jose, California, United States Job Level : Leadership Designation : Chief Commercial Officer at Aerin Medical
URL has been copied!

Insights For Selling To Matt

During A Call Or A Meeting

DO's

  • Use phrases like ‘the ROI of this’, ‘X% more’ etc.
  • Showcase how you can impact results but also make sure that you share detailed information too
  • Be prepared for comments or questions that are critical of your product or your claims

DONT's

  • Avoid self-deprecating references or general informality, it could decrease their trust in you
  • Don’t nudge them to do something by using the logic that others have done the same
  • Avoid making strong statements, instead invite them to agree with you by asking them questions

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Matt is

  • ROI matters the most to them, followed by process and finally proof of results
  • Will you ever get a clear answer from Matt

  • They might hesitate a little, but will go ahead and say no when necessary (or asked)

Insights For Deal Planning

    How fast (or slow) will Matt move?

  • They are unlikely to move very fast, especially when it comes to new products or services
  • Can Matt take some risk or not?

  • They have relatively low risk-appetite and are not very likely to go for something unproven and risky

You And Matt

Personality Compatibility


More Profiles

Discover additional public profiles from our index.

Search more profiles

Looking for someone else? Search here for anyone.

Or visit Humantic AI to know more.