Director of Sales for Kensey Nash Corporation
Former artilleryman and West Point grad shoots for sales success in the medical device industry with Kensey Nash.
by Warren Duffie

In Jack Benecke’s mind, leading a national sales team is similar to commanding troops in the field. You need to establish your mission and goals, scout the competition through rigorous intelligence, and, most important, motivate your unit to execute.

“The military taught me how to build relationships,” the former Army captain says. “That has been one of the most important elements in my civilian success.”

Benecke, 34, is director of sales for Kensey Nash Corporation (www.kenseynash.com), one of America’s leading medical device companies. Recognized by Fortune Magazine as one of the “100 Fastest-Growing Publicly Held Companies in the United States,” Kensey Nash is headquartered in Exton, Pennsylvania; has 300 employees in the U.S. and Germany and grosses more than $60 million in annual sales; and specializes in cardiovascular technology, orthopedics, oral care, and general surgery and wound care.

Benecke is based in St. Louis and leads a platoon of 30 sales representatives from across the country. Their customers mainly comprise hospitals, cardiac facilities, and vascular surgeons. Benecke’s days are whirlwinds of meetings, conference calls, and “palm-pressing” with clients. During a typical day, he could spend his morning reviewing the marketing launch of a new product, his afternoon meeting with the head of a medical facility, and his early evening poring over sales figures.

“There are no set hours for this job,” he says. “Sometimes the days are eight hours long, sometimes 12. I always say that sales is a lifestyle, not a job.”

From Knocking Heads To Leading Troops
Benecke comes from a family of salesmen. His father worked for Johnson & Johnson for 31 years, and his brother is currently employed with a competing medical device firm. However, during Benecke’s high school years, those who had the biggest influence on him were versed in military protocol not marketing pitches.

“A lot of the people who guided me in high school at some point served in the military – and many attended West Point,” he says. “That really made me think about applying there.”

The academy also offered a chance to play Division I football. Benecke was an all-state receiver and safety during high school. During his hard-hitting West Point career — which lasted from 1991 to 1995 — he displayed a “storm-the-beaches” mentality, playing outside linebacker and serving as co-captain on special teams.

Upon graduating with a degree in systems engineering and international relations, Benecke served as a field artillery officer with the 101st Airborne Division at Fort Campbell, Ky.

“I loved the Army and the chance to lead,” he says. “It was all enjoyable – from jumping out of airplanes to attending Airborne and Ranger school. I loved the competitiveness, and it helped mold me for civilian success.”

But by 1999, Benecke and his wife – also a West Point grad – yearned for new adventures. This was pre-Sept. 11, and the couple envisioned limited career paths as junior officers. So they looked into graduate schools. Benecke was accepted to the Olin School of Business at Washington University in St. Louis. By 2000 he was out of the Army and studying finance, marketing, and economics.

“I knew I wanted to get into the medical device industry,” Benecke says. “I grew up around it, and with all of the new technology, it presented great challenges and opportunities.”

He attained an internship with Guidant Corporation, one of the giants of cardiovascular technology — helping to market angioplasty products such as stents, balloons, and catheters. Benecke excelled and was offered a job after graduation in 2002 – working in the Baltimore/Washington, D.C. area, as well as on the Gulf Coast, Alabama, Missouri, and Florida. His sales territory earned more than $6 million in sales, and he was the top rep for nearly a year.

However, by December 2003, Benecke was hungry for a new challenge. He heard about Kensey Nash and how it was adding a sales component to its well-established research and development arm.

“The chance to build a national sales force from scratch, to compete against the big companies, really appealed to me,” he says. “Talk about a career accelerator.”

Wanted: Veterans Who are Mission-Oriented
Acceleration is what Kensey Nash is all about. Since its founding in 1984, the company has revolutionized medical technology, particularly cardiovascular products. Its marquee offerings are the TriActiv System (used to treat diseased veins used in coronary bypass surgeries) and the Angio-Seal Vascular Closure Device (which closes punctures from cardiovascular surgery faster and less painfully than traditional methods).

Kensey Nash offers performance-based compensation, comprehensive medical and dental insurance, tuition reimbursement, 401(k), and an employee stock option program allowing workers to buy stock at a significant discount. Kensey Nash currently employs 11 veterans - Vietnam or “other,” as defined by the EEOC. Currently, the company is not utilizing any special recruitment efforts targeting veterans.

Final Thoughts
Looking back on his transition, Benecke wouldn’t change anything, but he does tell vets they’ll need to adopt a new mindset as civilians: “Civilian employment requires a certain independence that you don’t find in a military formation. You’re not being ordered around all of the time, and you don’t have someone over your shoulder. So you have to be disciplined enough to get the job done and be creative in finding ways to achieve company objectives.”

Benecke’s Advice:
Network. “A lot of jobs and careers are obtained just by talking to people. Talk to your college friends. Talk to your military buddies who are now civilians.”

Take ACAP or TAP classes. “No matter what industry you enter, you need to be able to interview well and write effective resumes. Don’t neglect these crucial skills sets.”

Think big. “Don’t just consider your immediate income. Allow yourself to be part of a growing industry that offers advancement and promotion opportunities.”

Read G.I. Jobs. “It wasn’t around in 2000 when I got out, but I wish it had been. It’s
a great resources packed with useful advice.”