Transforming Wound Care with a Caring Heart

This month, we are delighted to spotlight Kelsie Bocchino, account manager, Wound Reconstruction & Care in Tampa, Florida in our Tissue Technologies division who is transforming wound care by leading with her heart.

The following is an excerpt from a Q&A with Kelsie about how she has built strong customer relationships through education, collaboration, and treating every day like Wound Healing Awareness Month for the patients she serves.

Can you please confirm your title? What does your role at Integra entail?
I am an account manager for Wound Reconstruction and Care (WR&C) in the Tissue Technologies division. I cover the Tampa Bay, Florida area, focused on providing hands-on education for our WR&C portfolio of products. I work closely with physicians, residents, nurses, and hospital staff to make sure they're confident using our products to improve patient outcomes. It's about building trust through training, follow-through, and showing up consistently to support their needs.

Can you tell us more about your career journey?
I've always been in sales. My first job in the medical device industry was selling Foot & Ankle products and gaining valuable operating room (OR) experience. That role led me to an opportunity with Integra in January 2022 as an account manager in Orlando, Florida where I had much success exceeding my sales quota. I was extremely blessed when the opportunity opened up for me to move back to my hometown of Tampa, where I've continued to build on that momentum and take the next step in my career.

What drew you to pursue a career in medical device sales?
I've always been drawn to medicine and the opportunity to make a real impact on patient care. Medical device sales offered the perfect blend of staying involved in the clinical side while also being part of a competitive, fast-moving business. It's a career that keeps you thinking on your feet, building relationships, and constantly learning. What pulled me in is still what motivates me now; helping people while growing something I can take ownership of.

What would you like people to know about you on a personal level?
Outside of work, I enjoy Pilates, baking sourdough, and reading whenever I can carve out the time. I'm lucky to have most of my family here in Tampa, especially my niece and nephew. My husband and I are both in the medical device industry, so when we're not working, we try to slow down and get outside. We're usually out on the water, riding bikes, or planning our next ski trip. Last year, a lot of my free time went into planning our destination wedding, which made it one of the most memorable seasons of my life.

What does Wound Healing Awareness Month mean to you?
For us at Integra, every month is Wound Healing Awareness Month. That said, it's meaningful to see national attention on an area of care that often doesn't get the recognition it deserves. Both chronic and acute wounds can have a serious impact on patients' lives. Integra's purpose of restoring patients' lives really shows up in the work we do every day, and it ties directly into what this month is all about. It's about helping people heal and improving their quality of life. It reminds me that what we do matters, and that there's always more we can do.

What is a moment or accomplishment in your career that stands out?
Winning the 2024 Account Manager of the Year award for WR&C is a moment I'll always remember. It wasn't just about performance. It reflected the trust, consistency, and relationships built over time with surgeons, nurses, and staff throughout the hospital. I've always admired the representatives who've received this recognition, so being included among them was a true honor.

Another memorable moment was being a part of the MicroMatrix® Flex launch and speaking about my sales success during a panel discussion at our 2024 National Sales Training Meeting.

What do you think is most positive about working at Integra?
What stands out most about working at Integra is knowing I represent a portfolio that can truly support every type of wound, at any stage. This is our competitive edge to be able to offer that level of comprehensive care, which gives me confidence walking into any facility. It allows me to focus on delivering complete solutions, not just individual products. Combine that with a culture that prioritizes collaboration and patient outcomes, and it's easy to stay motivated in this role.

What's the best piece of professional advice you've ever received?
"They'll never care how much you know until they know how much you care." That's always stayed with me. You have to lead with empathy and back it up with expertise. Another piece of advice that's shaped my approach is that everything is either an obstacle or an opportunity. The situation doesn't change, but how you choose to see it does; and that mindset makes all the difference.

Do you have a mentor or anyone who has helped guide you in your career?
I've had a few people who've really shaped my career, and one of them is my husband. We both started out at the same company. I lean on him for advice and insight. He's always had a deep understanding of this industry, and over the years he's been someone I trust to help me think through challenges and stay grounded. I'm also grateful for the leadership at Integra. Stephan Baccan was my first interview here, and from that initial conversation, I knew he was the kind of leader who genuinely invests in his team. His belief in me from day one has meant a lot. I also lean heavily on my manager Todd Rossnan. He's the person I call several times a day (literally), and somehow, he always picks up. His support, accessibility, and ability to keep things in perspective have made a big difference in my day-to-day success.

What advice would you give to someone just starting their career in medical device sales?
Success in this field comes from consistency, curiosity, and a mindset that every challenge is a chance to grow. The early days can feel overwhelming, but that's where the foundation is built. Stay positive, control what you can, and focus on the basics. Show up early, know your products, and always be overprepared. Build strong systems and stick to them. Go the extra mile, even on the small things. Celebrate the wins, no matter how small, and take pride in the work you do.

How have you taken an active role in identifying development opportunities for yourself?
I stay dialed in to what's happening day to day; what's working, where we're getting stuck, and where we can do better. My account manager sales partner, Julia Cartales and I, discuss how we can improve, whether that means targeting new accounts, tightening up our processes, or filling in training gaps. I've also learned that some of the best insights come from the people around you. Building strong relationships with residents and hospital staff has opened the door to opportunities by staying curious and paying attention to what they're seeing day to day.

What are some of the most rewarding aspects of working in medical device sales?
Many of the surgeons I work with view me as a trusted resource when it comes to wound care. This collaboration makes the work feel purposeful. I also spend so much time in the hospital that it feels like a second home, and the relationships I've built with staff across departments are a big part of what makes this job fulfilling.