Josh Christensen

Driving adoption of Aquablation, the only robotic solution for BPH clinically proven to provide durable, consistent symptom relief while preserving sexual function and continence in prostates of all shapes and sizes.

Recruited by CEO to build the US GTM strategy and infrastructure and prepare company for commercial launch of a novel robotic surgical assistant platform for laparoscopy. • Recruited and developed a team of 10 (2 AVPs, 2 ASMs, 5 CAMs, US Marketing Mgr) and built a culture of collaboration, courage, commitment, and accountability in a high-pressure environment. • Launched 6 limited market release programs in 9 mos after 510k clearance, producing ~300 surgical cases and KPI's to support value proposition. • Adapted the value proposition to specific surgeon & facility market segments and executed marketing campaigns to engage key stakeholders across those segments. • Executed omnichannel marketing campaigns to brand the company, drive awareness and fuel the sales pipeline. • Levered market data & networks to target and engage surgeon & administrative KOLs across community, academic & DOD health systems and ASC networks. • Built subscription and pay-per-click operational acquisition models tailored to facilities' reimbursement & economic scenarios which compressed timelines and accelerated deals. • Created pro forma models to reinforce the economic & operational value of the technology. • Implemented and adapted the company's CRM platform and processes to measure and validate surgeon conviction and deal/pipeline strength.

Recruited by the CEO after limited market release phase to commercialize the first robotic technology for cochlear implantation. • Built and led a lean, nimble team of 2 AVPs and 4 CAMs to drive system sales, robotic program implementation and growth. • Launched 11 programs (12 installs) that drove $2.9M revenue in first year of commercialization (95% to plan), and at $300k under budget. • Created the company's sales playbook, CRM, comp plans, targeting tools, account implementation framework, and market expansion plans. • Lockstep collaboration with Marketing to develop tools, strategies & resources to drive awareness of robotics and grow the broader CI market. • Partnered with health systems & ASCs to build patient & referring physician marketing campaigns that grew surgical volumes by an average of 35%. • Launched the first ever concierge ASC robotic CI program that attracted hearing loss patients throughout the region. • Built partnerships with two of the three cochlear implant manufacturers to accelerate deals and drive disproportionate share and volume in robotic accounts. • Established robotic programs with top academic centers & neurotology programs and integrated CI robotics training into fellowship programs.

Recruited by VP of Sales to lead a team of capital and clinical sales managers to disrupt the kidney health market through commercialization and adoption of Tablo, a novel enterprise solution that reduces the cost and complexity of hemodialysis. • Partnered with and enabled health systems to insource dialysis, eliminate reliance on 3rd party providers, and regain control of the kidney health population across the care continuum. • Created a results-oriented, gritty team culture through servant leadership to drive swift disruption in an obstinate market. • 100% team retention, 2 team members promoted within the organization. • Led our cross-functional Nephrologist & Prescriber Commercial Strategy. • Drove contracting efforts and execution with regional health systems and providers. • 2021 Top Market Director Award. • H1 2022: #1 of 8 Market Directors in capital sales, tied for #1 in overall weighted rankings.

Promoted to VP of ASC Initiatives to Launch a new division and program to capitalize on ASC growth and position the company to drive disproportionate share with differentiated strategies, resources and products. • Built and executed a comprehensive go-to-market strategy and sales channel – business plans, budget/forecast, internal & external advisory boards, brand development & marketing, pricing & contracting strategies, value-add programs, external partnerships & acquisitions. • Led an internal cross-functional/franchise team to conduct market research and gather data (surgeon & administrator KOL surveys, focus groups) to shape the key components, value propositions, and strategies of the ASC program. • Collaborated with franchise leaders (Joint Reconstruction, Robotics, Sports Medicine, Trauma, ENT, Wound Care) to understand their needs/challenges in the ASC segment and craft solutions/strategies that brought value to their respective verticals and positioned them to drive disproportionate share growth. • Responsible for P&L of the program, lobbied to secure budget from each franchise to fund the program. • Recruited and led a team of 6 regional ASC Business Directors who levered the program with customers and across franchises to build single-source programs and unique partnerships with ASCs and ASC management firms around the country. • Led business development initiatives to partner with and acquire unique systems & technologies that drove additional value creation with the program (patient engagement program, total joint patient selection app, tray/sterilization reduction tools, pain management & early discharge protocols, at-home/virtual physical therapy platform). • Drove $27M incremental revenue in the first three years of the program at an average of 153% to plan, and as a result, executive leadership formalized and expanded the program into an enterprise channel called Positive Connections.

Newly created role, responsible for driving Navio Robotics sales & programs in the outpatient/ASC landscape and contracting with ASC networks/management companies, hospital IDN’s and GPO’s. • 2016: 107% to Navio ASC capital quota with $5.8M in sales and 21 new ASC robotics programs • 2015: 95% to plan with $4.3M capital sales and 15 new ASC robotics programs • Executed systemwide agreements with ASC networks and hospital IDN’s

Acquired by Smith & Nephew January 2016

Drove commercialization of the Navio Robotic Surgery System for orthopedic joint replacement after 510k clearance in Dec 2012. Developed surgeon and executive champions to launch & build robust robotics programs. • Launched the first two Navio Programs in the U.S. • Generated $1.1M in sales in 2013, exceeding plan in our first year of commercialization • Executed critical commercial programs – mentorship of new managers, reimbursement & ROI development, creative financial programs, marketing initiatives, and centers of excellence

Drove sales and adoption of Cellvizio Endomicroscopy, a novel diagnostic tool for cancer and disease detection in GI and thoracic applications. Leveraged clinical, strategic, and economic value with physicians & hospital administrators to sell the Cellvizio system and implement endomicroscopy programs. • 2012: Ranked #2 of 9 managers in total sales in the U.S. • Awarded 2012 ‘Top Pricing Leader’ for maintaining highest ASP in the market

Led a team of 8 sales reps in commercializing a novel incisionless, transoral surgery device (EsophyX TIF) for the treatment of acid reflux. • #1 performing region in the U.S. in H1 2011 • Hired and developed 3 new reps, 2 of which became consistent top 10% performers • Launched 85 new programs and sold $1.82M in 2010, at least $300,000 ahead of other regions • Drove marketing initiatives to attract patients, pressure competitive accounts, and soften regional markets.

Responsible for driving clinical adoption through the launch of TIF programs with surgeons & hospitals, and by consolidating patient care to existing accounts through marketing efforts. • Q409: 135% to quota; #4 out of 34 reps • Q309: 187% to quota; #5 out of 26 reps

Sales of the da Vinci Surgical System and implementation of robotic surgery programs through development of urologic, gynecologic, cardiothoracic & general surgeon champions and by creating partnerships with C-level hospital administrators. • 2009 (through June): 122% to quota, ranked #5 of 42 reps • 2008: 83% to quota, ranked #15 of 38 reps

Responsible for the growth of da Vinci Robotic Surgery programs by increasing surgical volume, engaging new surgeons, and partnering with hospitals on marketing initiatives to attract patients. • Q407: Achieved ‘4 for 4’; 111% to total procedure quota, 107% URO, 110% GYN, 100% Cardiac • Q307: 103% to total procedure quota, 109% to Urology quota

Sales of medical & cosmetic laser systems to dermatologists, plastic surgeons, primary care physicians, medical spas and entrepreneurs. Provided post-sale business development and marketing services to coach and assist customers in capitalizing on the fee-for-service aesthetic market. • President’s Club 2005; #2 of 35 reps • Rookie of the Year 2004; #1 of 8 new reps • Exceeded quota: 2006 at 112%, 2005 at 160%, 2004 at 127%