This interview is with Chris Pinadella, Medical Device Territory Manager at Biofrontera.

Chris Pinadella, Medical Device Territory Manager, Biofrontera

Welcome, Chris! Can you tell us a bit about yourself and what led you to become a thought leader in the Med Tech space?

Thank you! I’ve had a pretty unconventional path to where I am now, which has shaped my approach to MedTech. I actually started my career in copier and capital equipment sales in rural New Jersey—no one thought anyone could survive in my territory, but that only pushed me to find creative ways to succeed. That 'you can’t tell me what I can’t do' mindset has carried me through various industries. After moving into medical sales, I realized that simply selling wasn’t enough for me; I wanted to deeply understand how products were impacting people’s lives. I transitioned to MedTech because it combined my desire to help others with my love for learning. Over time, I became known for not just pushing products but educating doctors and medical professionals, making me a trusted resource. What led me to be considered a thought leader is probably my holistic perspective—seeing the big picture in healthcare and understanding how trends and technologies converge. I also focus on making the information accessible and practical for my audience, which has helped build a strong following. That said, I don’t always feel comfortable with the label “thought leader.” I think it’s something I’m still growing into as I take on more responsibility and new opportunities in this space.

Your journey to becoming a Med Tech thought leader is fascinating. Can you share a pivotal moment in your career that solidified your passion for this field?

A pivotal moment came when I took classes at MIT and accidentally designed my own medical device—the Pulse Life Coach, as I called it. Although it never entered development, I sold the intellectual property rights. The device was built around biosensors that could be woven into fabrics, materials still in the research phase. From there, I realized it needed to work as a wearable, monitoring vitals. I saw that the device I already wore on my wrist—an Apple Watch—had almost everything needed to make it work. To fund the next-level device, I decided to sell my idea. The concept was a life coach that monitored stress levels, recommended workouts, told you when to take breaks at work, and even included a built-in LLM therapist. We started building the app for the Apple Watch, but I ultimately sold it. I hope to see it pop up somewhere someday.

It was then that I realized I often see things that seem obvious to me but are revolutionary to others. I saw what should be—and I decided to try and make it happen.

You've spoken about the revolutionary potential of bioprinting in previous interviews. What advice would you give to biotech startups looking to break into this competitive landscape and establish themselves as key players?

Breaking into the bioprinting space as a biotech startup requires a strategic approach. My biggest piece of advice would be to find a specific niche to focus on—whether it’s tissue engineering, organ development, or regenerative medicine—because trying to do too much in this space can dilute your efforts. Building the right team is crucial, especially since bioprinting demands expertise across multiple fields like biology, materials science, and engineering. You also need to get ahead of the regulatory landscape; understanding the FDA approval process early on will help you avoid roadblocks later. Collaborating with academic institutions can be a game-changer too, since a lot of the most innovative bioprinting research is happening in universities. And remember, proving your concept as early as possible is key. Investors want to see that your technology works, even if it’s just a prototype. Lastly, network like crazy—this industry thrives on relationships, and getting the right connections can open doors that might otherwise be closed.

From your experience working with wearable health tech, like the Apple Watch example you shared, what ethical considerations do you think Med Tech companies should prioritize as these technologies become increasingly sophisticated and integrated into our lives?

As wearable health tech gets more advanced, MedTech companies really need to think about the ethical side of things. For starters, data privacy and security should be at the top of the list. These devices are collecting a ton of personal health info, so protecting that data from getting hacked or misused is huge. People need to know what’s being collected and have control over how it’s used, or they’ll lose trust in the tech.

Another big one is health equity—making sure these devices aren’t just for the people who can afford them. If only a small segment of the population can access these innovations, it could widen the gap in healthcare outcomes. Companies need to figure out how to get these tools to people in underserved areas where access to healthcare is already tough.

There’s also the risk of over-reliance on tech. Wearables are awesome, but they shouldn’t replace doctors or in-person care. Companies must ensure people know these devices are just tools, not magic solutions that do everything for you.

And let’s not forget informed consent. It’s one thing to have a device telling you what to do, but people need to understand the limitations of the tech. Algorithms are great, but they’re only as good as the data behind them. Companies must be upfront so users aren’t misled into thinking these gadgets are perfect. MedTech companies should consider these things as they keep pushing the envelope with wearable health tech.

Data analysis seems to be crucial to your success in sales, especially in identifying new opportunities. What advice would you give to Med Tech professionals who are looking to leverage data to improve their sales strategies and better understand their market?

My biggest piece of advice is to stop being afraid of AI—it’s incredibly simple and easy to use. Honestly, it’s like a free gold bar sitting on the ground, but everyone walks past it because they’re still scared from watching *I, Robot* and *The Matrix* 20 or 25 years ago. Just download something free like Julius or ChatGPT and start tinkering. If you don’t know how to extract data or export it, just ask AI—it’ll teach you. If you’re stuck, hit up YouTube and learn more. Be your own best ally and take the initiative to learn. LinkedIn Learning has tons of courses that teach the same stuff universities do, and it’s a lot cheaper and more modernized. The tools are out there, so dive in and start leveraging them to sharpen your sales strategy.

You've effectively utilized LinkedIn groups to break down silos and share valuable content. What specific strategies can Med Tech professionals employ to maximize their impact and engagement within these online communities?

When it comes to using LinkedIn groups effectively, the key is to be genuine and consistent. I’ve learned that people don’t want to be bombarded with sales pitches—they’re there to learn, connect, and share insights. So, focus on providing value first. Share content that’s useful, whether it’s industry news, case studies, or your insights into market trends. Be transparent about your expertise and experiences, and aim to start conversations that people want to join.

Another strategy is to engage regularly. Comment on others’ posts, ask questions, and offer thoughtful feedback. The more you interact, the more visible you become, and people will start seeing you as a resource rather than just another member. Also, highlight others—tag people in posts if their expertise adds value to a conversation. That builds rapport and encourages them to engage with your content in return.

Lastly, don’t be afraid to ask for input. People love contributing, especially when they feel their opinion matters. Pose questions or surveys to the group and follow up on the results with a breakdown or analysis. It’s all about creating a space where people feel connected and want to engage with you and your content.

Your approach to talent acquisition emphasizes real-world impact projects over traditional recruiting methods. Can you elaborate on how Med Tech companies can design and implement these projects to attract top talent and foster innovation within their organizations?

Absolutely! Focusing on real-world impact projects is a powerful way to attract top talent because it shows that your company is actively working on things that matter. For MedTech companies, the key is creating projects that challenge candidates and give them a sense of purpose. Here’s how they can design and implement these effectively:

First, design projects that align with your company’s mission and have tangible, real-world outcomes. For instance, instead of asking candidates to complete generic tasks, have them work on actual problems your organization is facing, such as designing a new feature for a medical device or developing a strategy to improve patient outcomes. This makes the work meaningful and lets candidates showcase how they think and solve problems in real-time.

Next, emphasize cross-functional collaboration. The MedTech field thrives on multidisciplinary teams, so creating projects that require input from engineers, clinicians, and business professionals can help you see how candidates work within diverse teams. It also gives them a sense of what it’s like to work in a dynamic, innovation-driven environment.

Also, make sure to promote the learning experience. Projects shouldn’t just be about the end result—they should allow candidates to grow. By providing access to mentors or resources during the process, candidates can develop their skills while contributing, fostering a sense of excitement and motivation.

Finally, showcase these impact projects externally. Share stories of previous candidates or employees who have worked on similar projects and how their work led to real changes within the company or the industry. This will not only attract like-minded innovators but also inspire them, showing that they can make a real difference in the industry.

By focusing on real-world impact, MedTech companies not only attract top talent but also foster a culture of innovation where people are inspired to bring fresh ideas to the table.

Looking ahead, what emerging trends in the Med Tech industry are you most excited about, and how do you see them shaping the future of healthcare?

I think it's pretty obvious that I'm huge on bioprinting, but beyond that, I'm excited about where targeted cellular therapies like CRISPR and AAV sequencing are headed. These technologies are becoming more refined, allowing for exact interventions at the genetic level, which could lead to breakthroughs in treating previously untreatable conditions. Protein synthesis generation is another exciting area—it's opening up new possibilities in drug development and personalized medicine. Wearables and the Internet of Things (IoT) will continue reshaping how we monitor health, especially as they integrate more seamlessly with improved telemedicine and telediagnostics. The idea that we could have real-time, continuous data feeding directly to healthcare providers and enabling proactive care is a game-changer. Another area to watch is the miniaturization of medical devices and the rise of bioelectronics—devices that can be implanted or worn long-term to monitor and even treat conditions. I'd also keep an eye on AI-driven diagnostics. As these tools become more advanced, they'll support physicians in ways that go beyond human capability, particularly in interpreting complex data. These combined trends push healthcare toward more personalized, efficient, and preventative care, which is incredibly exciting for the industry's future.

What final piece of advice would you give to aspiring Med Tech leaders who are looking to make a meaningful impact on the world through their work?

My biggest advice to aspiring MedTech leaders is to **stay curious and never stop learning**. This industry moves fast, and the leaders who make the biggest impact are the ones who constantly seek out new knowledge, whether it's about cutting-edge technology, patient care, or even leadership itself. **Don't be afraid to challenge the status quo** — some of the most revolutionary ideas come from those who see things differently and aren't afraid to push boundaries. At the same time, stay grounded in purpose. The best innovations in MedTech come from a genuine desire to improve people's lives, not just to create something flashy. If you're focused on how your work can solve real problems and improve patient outcomes, you'll naturally attract the right opportunities and people to help you achieve that. Lastly, embrace collaboration. No one changes the world alone. Surround yourself with people who challenge you, inspire you, and bring diverse perspectives. In MedTech, breakthroughs happen at the intersection of disciplines, so seek out partnerships with people who think differently than you. That combination of purpose, curiosity, and collaboration will enable you to make a meaningful impact.

Thanks for sharing your knowledge and expertise. Is there anything else you'd like to add?

Thank you! I'd just say, always keep in mind that impact doesn't happen overnight. It's the small, consistent actions over time that create meaningful change. Stay patient, stay persistent, and remember that even if you're not seeing immediate results, your work is planting seeds for future innovation. And don't forget to celebrate the wins, no matter how small they seem. The MedTech space is filled with challenges, but every step forward—whether it's a breakthrough in technology, a life saved, or even just a process improved—makes a difference. Keep pushing forward, and the impact will follow. Thanks for the great conversation!