What is a medical device sales representative?
A medical device sales representative is a key player in the healthcare industry, connecting hospitals, clinics, and healthcare pros with the latest medical equipment. These reps ensure that medical facilities have access to the tech they need to treat patients effectively.
Duties and responsibilities
- Sell and demonstrate products: They show and sell medical devices to doctors and healthcare facilities, explaining how these tools can improve patient care.
- Build relationships: It’s crucial for them to maintain good relationships with their customers to ensure ongoing sales and address any issues with the products.
- Stay informed: They keep up with the latest in medical technology and market trends to provide the best equipment and advice to their customers.
- Solve problems: Handling customer complaints and solving problems is part of their job. They work with technical teams to resolve complex issues.
Work environment
Medical device sales reps often travel to meet clients in hospitals and clinics, attend medical conventions, and may even demonstrate products in operating rooms. They typically split their time between the field and a home or company office.
Typical work hours
Their hours are usually full-time but can extend beyond the typical 9-to-5, especially when they need to meet healthcare pros during odd hours or respond to emergencies. Travel for conferences or sales events can also mean working over weekends and staying overnight.
How to become a medical device sales representative
Interested in selling medical devices? Here’s how you can become a medical device sales rep:
Step 1: Earn a bachelor’s degree
Most reps start with a bachelor’s degree in fields like business, marketing, biology, chemistry, or health science. These subjects help you understand business basics and medical terms, which are crucial when you’re explaining products to clients.
Step 2: Gain sales experience
Before jumping into medical device sales, it’s helpful to have some general sales experience. This could be in any industry where you’ll sharpen your communication and negotiation skills, essential for any sales job.
Step 3: Go for more school (optional)
Some choose to pursue a graduate degree, like an MBA, or a professional science degree. This additional education can set you apart and prepare you for higher roles within sales or give you deeper medical knowledge that can be useful in understanding and selling complex medical products.
Step 4: Get healthcare industry experience
Working in healthcare, perhaps at a hospital or consulting firm, can give you valuable insight into the medical field. It’s also a great way to build your network and find potential clients.
Step 5: Learn everything about your products
It’s crucial to know your products inside out, from technical details to their benefits. Attend workshops, training sessions, and trade shows to stay informed about the medical devices you’ll be selling.
Step 6: Start applying for jobs
With the right education and experience, you’re ready to apply for medical device sales jobs. Use professional networking sites, job boards, and industry connections to find opportunities.
Step 7: Keep learning
The medical field and medical technology are always advancing, so continuous learning is key. Stay up-to-date by attending courses and getting certifications relevant to your field.
How much do medical device sales representatives make?
Medical device sales rep salaries will vary by experience, industry, education, location, and organization size. The complex nature of the medical products being sold, along with the level of personal interaction with healthcare professionals, can significantly impact their compensation.
Highest paying industries
- Pharmaceutical and Medicine Manufacturing: $141,250
- Patient Monitoring Devices Manufacturing: $129,330
- Medical Supplies Manufacturing: $122,870
- Surgical Instruments Manufacturing: $116,530
- Dental Equipment Manufacturing: $114,010
Highest paying states
- California: $132,860
- New Jersey: $131,450
- Massachusetts: $129,980
- New York: $128,590
- Connecticut: $127,210
The average national salary for a Medical Device Sales Representative is:
$85,720
Types of medical device sales representatives
Medical device sales is a diverse field with various specialized roles. Here’s a look at some common types of sales reps in the medical device industry:
Hospital sales representative
These reps work closely with hospitals, helping them acquire the medical devices they need. They must understand hospital operations deeply and be skilled in demonstrating how their products meet specific medical needs. Building strong relationships with hospital staff and decision-makers is crucial.
Surgical equipment sales representative
Focusing on surgical tools and equipment, these sales reps work with surgeons and operating room directors. They need a thorough understanding of surgical procedures and the latest advancements in surgical technology to effectively promote their products.
Home healthcare sales representative
These pros specialize in devices designed for patient home care, such as respiratory aids or mobility devices. They must be adept at explaining how these products can improve the quality of life for patients living at home.
Pharmaceutical sales representative
While not dealing with medical devices, these reps focus on pharmaceutical products, promoting medications to hospitals, pharmacies, and doctors. Extensive knowledge of pharmacology and regulatory standards is essential for success in this role.
Medical software sales representative
This unique role involves selling software solutions like electronic health records (EHR) systems or medical imaging software. Representatives must demonstrate how their software can streamline healthcare operations, enhance patient care, and comply with industry regulations. A strong grasp of healthcare tech and its applications is key.
Top skills for medical device sales representatives
If you’re aiming for a successful career in medical device sales, here are the key skills you’ll need:
Communication skills
Effective communication is crucial. You’ll need to clearly explain complex medical devices to different audiences, negotiate deals, and build lasting relationships. Being a good listener helps you understand and meet your clients’ needs.
Knowledge of medical devices
It’s essential to know your products inside out. Stay updated on the latest medical technology, understand the pros and cons of different devices, and know how they fit into various healthcare environments.
Sales and negotiation skills
Strong sales skills are key to success in this field. You need to be persuasive and strategic, with the confidence to present your products compellingly. Understanding what your clients need and how your devices can help is crucial for effective negotiations.
Relationship-building skills
The ability to build and maintain professional relationships is vital. You should be able to connect with potential customers, be patient, persistent, and genuinely interested in helping them solve their problems with your products.
Technical skills
You should be proficient in using and demonstrating the medical devices you’re selling. Additionally, understanding how to use CRM software and other sales tech will make you more efficient and effective in your role.
Looking for a new job?
Browse our national database of medical device sales representative job openings and apply today
Medical device sales representative career path options
Starting as a medical device sales rep offers a variety of paths for career growth within the healthcare industry. Here’s how you can move up:
Mid-level sales management
After you’ve mastered sales techniques and built a solid network, you might step up to a management role, like a sales manager or area sales manager. In these positions, you’ll lead a team of sales reps, set sales goals, and develop strategies to meet targets in your area.
Senior sales management
With success at the mid-level, you could rise to become a sales director, where you oversee several sales teams and help shape marketing strategies. This role involves more significant leadership responsibilities and may even lead to a position as a vice president of sales, where you manage large-scale operations and strategic planning for the company.
Industry specialist consultant
If you have a strong interest in a particular type of medical technology, you could become a consultant. In this role, you use your in-depth product knowledge to advise healthcare providers on the best equipment choices and help manufacturers develop new devices that meet market needs.
Pivot to marketing or market research
With a deep understanding of market dynamics and customer needs, moving into marketing or market research is another career option. These roles focus on analyzing market trends and customer preferences to develop effective marketing campaigns and guide the creation of new products.
Similar job titles
Position trends and outlook for medical device sales representatives
The medical device sales field is growing, driven by an aging population and the increasing need for advanced healthcare technologies such as pacemakers, joint replacements, and tools for managing diabetes.
- Growth in demand: As healthcare needs increase, so does the demand for medical device sales reps. These pros are crucial in introducing the latest medical tech to healthcare providers, demonstrating how these advancements can improve patient care.
- Digital transformation: The rise of digital technology has transformed how sales reps work. Today, being able to sell and demonstrate products virtually is as important as in-person meetings.
- Regulatory knowledge: Understanding the regulatory environment is increasingly important. These reps must stay informed about local and international regulations and be adept at navigating complex guidelines.
Employment projections
According to the U.S. Bureau of Labor Statistics, employment for sales reps, including those in medical devices, is expected to grow by 5% through 2031. This growth is fueled by the continual development of new medical technologies and the ongoing need for improved healthcare services.
Medical device sales representative career tips
Know your product inside out
Understanding your products thoroughly is crucial. Know not just the specifications but how your devices compare to competitors, how they fit into the medical landscape, and how they can benefit healthcare professionals. Deep product knowledge will enhance your credibility and effectiveness in sales discussions.
Keep up with industry trends
The medical technology field is fast-evolving, so staying informed about new developments is essential. Being up-to-date allows you to position your products strategically and provide valuable insights to your clients.
Build a strong network
Networking is vital in sales. Forge strong relationships with healthcare pros to understand their needs better and strengthen your sales pitches. Consider joining networks like:
- Medical Device Sales Network
- Association of Medical Device Reps
- Advance Medical Technology Association
Be resilient
Sales often involve rejection. Building resilience and persistence is key to overcoming challenges and moving on to the next opportunity without discouragement.
Never stop learning
The medical field constantly changes, making continuous learning essential. Stay ahead by:
- Attending manufacturer training sessions
- Participating in industry webinars and workshops
- Following publications like Medical Device and Diagnostic Industry (MDDI)
Obtain certifications
While not mandatory, certifications can enhance your expertise and credibility. They may also give you an edge in negotiations. Consider certifications such as:
- Certified Medical Device Sales Representative from Medical Sales College
- Registered Medical Device Sales Representative from the American Medical Sales Association
- Certified Surgical Sales Specialist from the Association of Surgical Technologists
Where the medical device sales rep jobs are
Top employers
- Medtronic
- Johnson & Johnson
- Stryker
- Boston Scientific Corporation
- Becton, Dickinson and Company
Top states
- California
- Florida
- Texas
- New York
- Pennsylvania
Top job sites
- zengig
- Indeed
- MedReps
- Monster
FAQs
What skills are necessary for success in medical device sales?
Succeeding in medical device sales requires strong interpersonal skills, excellent communication ability, and a solid understanding of the healthcare industry. In addition, competitiveness, resilience, empathy, and technical expertise related to the devices being sold are all important for success in this career.
What does a typical day look like for a medical device sales representative?
A typical day could include meetings with healthcare providers to discuss the benefits of the devices they sell, answering queries related to technical specifications or purchase options, and updating existing clients on new product developments. Time might also be spent researching potential new clients and establishing ways to connect with them. Regular travel can be a part of the job as well.
What educational background is generally required for medical device sales representatives?
Entry-level positions often require a bachelor’s degree in a related field such as business or science. Having a background in biology, healthcare, or nursing can be a significant advantage. Some employers might prefer candidates with a master’s degree or an MBA. Experience in sales or familiarity with the healthcare industry can also be beneficial.
How do I gain experience in medical device sales with no prior sales background?
Gaining experience indirectly can be helpful. This could mean working in an administrative role within a healthcare setting or in customer service. Both these environments can provide useful transferable skills such as relationship-building and understanding customer needs. Networking and making contacts in the industry is also beneficial, as this can often lead to opportunities.
Is a medical device sales job stressful?
Like many careers, it can be stressful due to meeting sales targets, managing client relationships, and adhering to strict regulations. Regular travel and maintaining product knowledge can also contribute to stress. However, good time management and stress-coping strategies can help manage this aspect of the job.
How do I stay current with medical device innovations and regulations?
Keeping up-to-date with medical device innovations and regulations involves diligent reading of industry news, attending conferences, and participating in training workshops. Subscribing to credible health technology news platforms and remaining involved in professional networks can also help to stay informed of any changes or advancements in the field.
What role does ethics play in a medical device sales career?
Ethics play a significant role in this career. Sales reps are responsible for promoting devices that can impact patient health, so honesty and integrity are essential. They must disclose all information about a product, including limitations and potential risks. They also need to respect confidentiality and not engage in manipulative sales practices.
How frequently do medical device sales representatives need to liaise with clients?
The frequency of client interaction can depend on the specific role and the type of devices sold. Regular communication is vital – this could mean weekly or even daily contact with key clients. This interaction ensures that the clients are supported, helps to build strong relationships, and encourages repeat sales.
Can medical device sales representatives work remotely?
While tasks like client communication, training, and reporting can be done remotely, the role typically requires frequent in-person meetings. Presenting products, establishing relationships, and dealing with any client concerns often need a face-to-face approach. Therefore, while some aspects of the job can be done remotely, it isn’t a fully remote role.
What strategies should medical device sales representatives use to cultivate strong relationships with clients?
Building strong client relationships involves understanding their needs, actively listening, and providing appropriate solutions. Regular, timely communication, valuable information and insights, and anticipating their needs are all important strategies. Being reliable, demonstrating integrity, and delivering on promises can go a long way in establishing trust and fostering long-term relationships.