Inogen’s new sales exec seeks ‘deeper connection’ with HME customers

GOLETA, Calif. – The addition of Eric Pauls to Inogen’s executive team well positions the manufacturer of respiratory therapy products for the launch of its Simeox airway clearance device in the United States, pending regulatory clearance. 

Pauls, Inogen’s new vice president of sales for North America, was previously senior vice president of sales for Tactile Medical, which manufactures the AffloVest high frequency chest wall oscillation device, which treats a similar patient population to the Simeox device. 

“I’m especially excited about Inogen’s plans with Simeox,” he said. “Simeox broadens Inogen’s portfolio beyond long-term oxygen therapy and the market Simeox addresses is sizeable, growing and underserved.” 

Inogen acquired Physio-Assist SAS, a privately held company based in France that makes Simeox, for $32 million in 2023.  

Pending regulatory clearance from the U.S. Food and Drug Administration, Pauls believes the device will provide an important alternative to the more traditional vest-based devices for patients in the U.S. 

“There is also an attractive disposable component to Simeox and an ease of servicing that should be beneficial to providers,” he said. 

On the portable oxygen concentrator side of the business, Pauls says one of his main focuses is further strengthening and developing relationships with Inogen’s HME customers. 

“We have deep connections with our HME customers, and we want to expand those connections beyond transactional relationships,” he said. “To do that, we have to highlight (our products in a way) that is important to our HME customers – showing that they offer the highest quality at the lowest total cost to deliver and demonstrating the digital health and value-added services.” 

For Pauls, who worked at Philips in roles of increasing responsibility for 19 years and who is a respiratory therapist by background, the new role at Inogen is good fit, he says. 

“Offering devices to patients in need of respiratory care has become my passion,” Pauls said. “My experience as an RT showed me firsthand that chronic respiratory diseases can be incredibly impactful to patient lives. Looking at growth trends of this population shows that there will be a continued need for respiratory products and care.”