Michael Troy Knief
San Antonio
Summary
Award-winning medical sales professional with a proven track record in business development, project management, and sales training. Dynamic leadership abilities enable successful management of multiple projects and cross-departmental coordination, driving effective product market entry. Extensive experience in training, coaching, and motivating sales teams complements a results-oriented approach to hospital and non-facility account management, product launches, marketing initiatives, and contract negotiations. Excellent clinical knowledge in biomaterials and biologics specific to spine, orthopedics, orthobiologics, and wound care, combined with deep insights into the competitive landscape across these specialties, underscores a commitment to driving sales growth and organizational success.
Overview
22
22
years of professional experience
Work History
Senior Director of Sales Training and Development
Total Ancillary Management
2023.10 - Current
- Responsible for creating all product training resources and managing the onboarding process of field-based sales representatives
- Provided the leadership team quarterly market analysis and trends in wound care advanced biologics
- Product development and project management of new FDA 510(k) device clearance through commercialization
- Secured a distribution partnership in 2025 which generated over $40M in gross revenue
- Responsible for obtaining CMS reimbursement for 2 new products in 2026
- Secured an exclusive Private Label / OEM product in 2025, being the most sold product in 2026
- Managed multiple projects to assist the diversity of our business based on leadership direction
- Assisted in inventory management and reducing slow moving brands through sales distribution, direct-to-customer agreements, and sales incentive plans.
Vice President of Biologics
Nvision Biomedical Technologies
2022.09 - 2023.10
- Developed and implemented onboarding and distribution initiatives as it relates to the biologics business in areas of leadership, product/procedure education, Nvision KOL/SAB development, field communication, content delivery, etc.... in the regenerative wound care space
- Managed all internal/external sales of biologics through direct and distribution channels for surgical and private office applications of the biologics portfolio
- Monitored progress of direct a distribution sales team in the surgical and private office space for orthobiologics portfolio and wound care portfolio
- Conducted 90-day and annual performance reviews with sales teams
- Updated leadership on new business opportunities, contract manufacturing, and overall field team progress on reimbursement landscape and CMS updates
- Supported product development by working closely with key customers and identifying new surgeon/physician consultants
- Built relationships with major teaching institutions and surgical centers to expand footprint within the Spine, Foot and Ankle, and Wound Care space
- Provided educational/sales support at national/regional meetings, local VIP labs, and other scheduled events
- Liaison between surgeon/end user customers and tissue bank product development of new orthobiologics technologies by provide launch strategies for field sales teams to aid in identifying new customer involvement
- Communicated procedural expertise, product understanding, and competitive market knowledge to executive leadership team
- Supported/initiated product training with Nvision sales leadership team at all levels (from residency and fellowships to attending surgeon level)
Vice President of Business Development
Evolution Biologyx
2020.11 - 2022.09
- Responsible for securing private label/O.E.M. contracts with different source providers to bolster our product portfolio within the wound care and regenerative landscape
- Assist in marketing messaging, training/onboarding of new sales consultants, and new HCPs desiring to use our technologies
- Assist in the design and content creation of an LMS platform for efficiencies to reduce the time in securing new business
- Creation of Gantt chart project management tools for new product launches and training
- Secured the largest wound care distribution partner for the Western U.S.
- Responsible for providing forecasting to our suppliers, based on a blended margin analysis to increase profitability
- Drive transparency across all departments in establishing SOPs for new sales representatives to increase SQLs with continuous development of our internal operations, sales messaging, and communication across all departments for efficiencies in the business
- Continuous investigation into new partnerships and innovative technologies to attract a commercialization relationship across multiple specialties including an international presence.
National Director of Biologics
Innovasis
2019.11 - 2020.11
- Built revenue of biologics with our tissue bank partners while securing 2 additional tissue bank relationships, 1 being private label ($800K in growth within 9 months)
- Design, develop and implement a turnkey training platform and onboarding process for distributors nationwide
- Meet with key surgeons to drive product approval and use
- Take part in VAC meetings and approval discussions for hospital approvals
- Margin Analysis for transfer fee negotiations and management approvals for biologics spend
Vice President of Orthopedics/Pain Management
Triad Life Sciences
2019.02 - 2019.11
- Developed and designed launch strategy for clinic use of Juvenate, amnion fluid allograft
- Managed 2 ASD’s to recruit distributors and drive direct to consumer business
- Worked with marketing to create a sales training program for new hires, direct and distribution.
- Managed an OEM model that generated $650K in annual revenue
- Drove the approval of AMITA Health/Ascension Health in the Mid-West markets
- Secured new business in wound care in the Texas market- $480K in annual revenue
- Assisted the ocular business with field rides and presentations across the country
- Participated in symposiums, annual meetings, and regional meetings for Triad and with Pacific Medical across the West Coast
Director of Biologics and Specialty Accounts
Bone Bank Allografts- Division of Globus Medical
2016.05 - 2019.02
- Successfully launched liquid amnion technology and grew birthing tissue business 25% with a sales and marketing strategy based around competitive landscape, pricing, and clinical data.
- Increased revenue through new business relationships with stocking distributors, OEM/Private Label, VA/DOD and 1099 sales representatives in the spine, orthopedic and wound care markets
- Developed a direct field-based sales position and hired an Orthobiologics Territory Manager to drive direct sales and assist the growth of commission-based business- $2M in 2017.
- Developed and implemented a sales training and business development model for new hires and commissioned based representatives to grow core business and new allograft launches
- Involvement in the GPO/IDN approval process specific to the biologics sector across the U.S.
- Created the content and marketing information for 2 product launches, assisted product development in 2nd generation allograft technologies
- Recruitment and management of commission-based sales representatives across the country along with recently recruiting Regional Sales Managers to assist in this business model.
- Created an onboarding process for all new business channels.
- Attended conferences for recruitment of business at AAOS, NASS, SAWC and TOBI
Director of Sales Training and Business Development
Xtant Medical/ Bacterin International
2014.11 - 2016.01
- Developed and implemented a standard new hire sales training program to accelerate productivity of new hires in the field
- Developed and implemented an advanced sales training program, designed to continue to develop existing field force into a best-in-class sales organization
- Developed and implemented a sales training program, designed to train external partners (distributors, manufacturing partners) to sell effectively in the field
- Developed strategies in collaboration with management, conduct needs analysis and prioritize current and future learning that engages the sales organization
- Guide and integrate training with overall company objectives, understanding annual goals and incorporating adult learning principles into sales and technical training
- Traveled in the field to ensure consistency of program implementations, understanding training needs (technical and sales), attending meetings, and driving sales methodology
- Field coaching and development as needed based on alignment and collaboration with leadership
- Provided leadership to field associates through management feedback during and after training sessions. Provide activities, tracking metrics and supplemental materials to field management to ensure proper follow up
Key Accounts Manager: Orthobiologics
Baxter Healthcare: Apatech Biologics
2008.06 - 2014.11
- Responsible for increasing sales in strategic accounts with thought leaders in the spinal community. Created a training platform for use at grand rounds, journal clubs and in-services
- Drove revenue within teaching institutions and key accounts to increase sales of Actifuse
- Developed the Orthobiologics Sales Specialist positions across the U.S.
- Coordinated field trainings with direct and indirect sales representatives
- Worked with marketing and sales to establish an approach to the ortho/ foot and ankle business
- Field rides with direct representatives to evaluate and report back to RVPs on representative’s knowledge skills, territory management and selling skills
- Promoted to Director of Sales Training to develop a standardized training module for the sales force, including a competitive matrix presentation for VAC approvals. Traveled across the U.S. to meet with new distributors, potential surgeons, and the delivery of hospital presentations
- Trained sales representatives and worked with sales managers and seasoned consultants in continuing education on product and technical knowledge of product class
- Designed and implemented a basic and advanced training for managers and representatives
- Recruited distribution partners in the Texas markets to promote Apatech products
- Increased sales in region from $125K/month to $600K/month
- Awards: 2008 Quota achievement award, hole-shot, and pacesetter award
Anular Repair Specialist
Anulex Technologies
2007.03 - 2008.06
- Responsible for launching and creating the need for anular repair procedures in the spine market. Developed KOL’s and assisted in clinical study enrollment and patient follow up
- Responsible for developing and training neurosurgeons and orthopedic spine surgeons on repair of the annulus with an approved 510K medical device
- Ranked 1st out of 30 consultants thru May ’08
- Elected to Sales Council for 2008 and Spin Selling Trainer for new hires
Spine Consultant
Synthes Spine
2004.02 - 2007.03
- Worked in the surgical setting with Neurosurgeons and Orthopedic Spine Surgeons by providing techniques and guidance on spinal implants and instrumentation
- Educated residents through courses, workshops, technique guides, and lecture conferences
- Achieved quota awards for 2004 and 2005 with sales growth over $1.5 million
Education
Bachelor of Business Management - Business Administration
Texas A&M University
Corpus Christi, TX2000-01
Skills
- Solution oriented (problem solver)
- Team player
- Enthusiastic
- Detail oriented while mission conscious
- Relational
- Tenacious
- Self-starter/personal initiative
- Disciplined
- Team management
- Collaborative leadership
- Strategic planning
- Project management
Timeline
Senior Director of Sales Training and Development
Total Ancillary Management
2023.10 - Current
Vice President of Biologics
Nvision Biomedical Technologies
2022.09 - 2023.10
Vice President of Business Development
Evolution Biologyx
2020.11 - 2022.09
National Director of Biologics
Innovasis
2019.11 - 2020.11
Vice President of Orthopedics/Pain Management
Triad Life Sciences
2019.02 - 2019.11
Director of Biologics and Specialty Accounts
Bone Bank Allografts- Division of Globus Medical
2016.05 - 2019.02
Director of Sales Training and Business Development
Xtant Medical/ Bacterin International
2014.11 - 2016.01
Key Accounts Manager: Orthobiologics
Baxter Healthcare: Apatech Biologics
2008.06 - 2014.11
Anular Repair Specialist
Anulex Technologies
2007.03 - 2008.06
Spine Consultant
Synthes Spine
2004.02 - 2007.03
Bachelor of Business Management - Business Administration
Texas A&M University