Successfully Recruiting a Pioneering Market Access Lead for a Leading Medical Device

We partnered with a world leader in heart recovery medical devices to recruit a strategic Market Access leader.

The Challenge 

My client had been searching for the right candidate for this critical role for 10 months. As is often the case with Market Access hires in Asia Pacific, the role's complexity outstripped the available talent pool. Additionally, because key stakeholders were spread across different markets, expectations for candidate experience varied widely, making the search even more challenging.

The position required a rare combination of deep therapeutic area knowledge, market access expertise, and strategic insights to a particular market “reimbursement criteria”. 

On paper, Steven did not fit the conventional profile. Coming from a government agency specializing in Health Technology Assessment (HTA), he lacked direct industry experience regionally in the medical device sector. However, I quickly identified that his deep expertise in healthcare policy, reimbursement pathways, and regulatory frameworks could be a major strategic asset to one of the hiring companies biggest challenges—if positioned correctly.

The Solution 

Rather than focus on what Steven didn’t have, I worked closely with him to highlight what he could bring to the role:

• Regulatory expertise—His deep understanding of HTA and reimbursement processes positioned him to help Abiomed navigate complex market entry barriers.
• Government stakeholder experience—His ability to engage with policymakers gave Abiomed a strategic advantage in influencing healthcare decisions.
• Problem-solving mindset—His analytical skills and experience shaping policy aligned directly with Abiomed’s need for a market access strategist.
• A natural team fit—Beyond his technical expertise, Steven was simply an outstanding person, whose values and working style complemented Abiomed’s team culture. Something you can only know by spending an extensive amount of time with him -during his search for an Industry side role.

 By reframing Steven’s background in a way that directly aligned with the company’s goals, I helped my client see beyond the traditional candidate profile—turning what initially seemed like a gap into a competitive advantage.

The Outcome

Not only did Steven successfully transition into his new role, but he also played a key role in overcoming a major market barrier in one of the company’s target countries. His Therapy knowledge, expertise and government experience provided critical insights that shaped market entry strategy, making an immediate impact on the business.

Through this placement, the client secured a high-impact hire who brought fresh perspectives and strategic value to their team, while Steven took a major step forward in his career and has continued success —a true win-win.

Unmatched Market Access Recruitment Expertise

This success story is a testament to my unparalleled expertise in Market Access recruitment. No other life sciences recruitment business possesses the same depth of knowledge, strategic insight, and ability to bridge the gap between policy, regulatory affairs, and commercial success. 

The key ingredient is to  identify untapped talent and position them for success gives my clients a distinct competitive advantage—ensuring they secure the right professionals to drive market access and business growth.

If you're looking for the best talent in Market Access, Government Affairs or Health Economics, there’s no better partner than Barrington James.

https://www.barringtonjames.com/looking-to-hire/