How to Become a Medical Device Sales Representative

Last Updated: February 10, 2022 References

Medical device sales representatives sell medical devices to doctors, surgeons, and other healthcare specialists. The work is fast-paced and challenging, but it's also one of the most potentially lucrative sales positions in the US. If you have an outgoing personality and enjoy interacting with people, you might have success in medical device sales. Here, we've pulled together answers for some of the most common questions about how to jumpstart a career as a medical device sales representative.

Question 1 of 10:

What education do you need to break into device sales?

Most medical device sales reps have a bachelor's degree. Degrees in sales or marketing are common, but you might also pursue a degree in life sciences to get a better understanding of the health science behind the devices you sell. Engineering and technology degrees would give you knowledge in the mechanics behind medical devices.^{[1]
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- Marketing and sales training is usually considered more important than medical device knowledge by employers. However, some understanding of biotechnology would make it easier for you to understand the devices you sell and talk to doctors about them.
- There are specialized training programs available that can give you a leg up, at least with your job search, because they offer job placement services for graduates.^{[2]
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Question 2 of 10:

Is medical education necessary to become a sales rep?

Medical education isn't required, but it can help you on the job. Medical device sales reps frequently work alongside doctors and surgeons to help them install and operate the devices they sell. Some understanding of basic medical principles means you'll have less of a learning curve on the job, particularly when it comes to medical terminology.^{[3]
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- While you don't necessarily need a medical degree or experience as a practicing medical professional, taking some health-related courses can also make it easier to talk to doctors and nurses because you'll know how to "speak their language."

Question 3 of 10:

Can you get into medical device sales with no experience?

Yes, but it can be difficult without some kind of sales experience. Most sales managers are more interested in your track record with selling things than they are with what you know. Medical device tech changes constantly, so you'll have to do a lot of learning anyway throughout your career. Being good at selling things is often more valuable than having any particular business or medical knowledge.^{[4]
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- Your experience doesn't necessarily have to be paid experience. If you went the university route and had some sales or marketing internships along the way, those definitely count as experience!
- B2B sales jobs, such as selling office equipment, show that you have a skill set similar to what's needed to be a successful medical device sales representative.^{[5]
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Question 4 of 10:

What skills do you need to be a successful sales rep?

Successful sales reps are usually driven, assertive, and communicative. To some degree, selling medical devices is like selling anything. If you have a passion for the product you're selling and can explain its benefits to close the sale, you'll do well. It also helps if you're energetic and work well in high-pressure environments, since being a sales rep can mean long hours, a lot of travel, and a constant push to meet sales quotas.^{[6]
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- Most of your time as a medical device sales representative will be spent talking to doctors and other healthcare professionals, so you'll do well if you've spent time around doctors and are comfortable in the healthcare environment. If doctor's offices and hospitals make you anxious, this position might not be the best fit for you!
- If you're selling surgically implanted devices, you might also be called on to assist or consult in the operating room. You'll watch the surgical procedure multiple times during training, so it's good to have you on hand—especially if it's the first time the surgeon has ever implanted that particular device.^{[7]
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Question 5 of 10:

How can you find a job as a medical device sales rep?

Check online job boards for open listings. Medical device manufacturers and distributors also frequently list jobs on popular job boards, such as Indeed. You might also look on MedReps, which is a job board specifically for medical sales positions.^{[8]
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- MedReps also has content and resources that can help you tailor your resume and prepare for interviews in the field.

Question 6 of 10:

Is networking important in medical sales?

Yes, networking is incredibly important for finding a job in medical device sales. A LinkedIn survey found that 70% of job seekers found a position through networking. Creating a profile on the LinkedIn platform is a good place to start, but typically you've got to do more than that to land the position of your dreams.^{[9]
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- Join medical sales trade associations, such as the Healthcare Sales and Marketing Network, to keep up with industry news and gain connections to other salespeople. Medcepts is another online community that caters to people in the medical and healthcare industry.^{[10]
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Question 7 of 10:

What are some major medical device companies?

Medtronic, Johnson & Johnson, and Abbott Laboratories are leaders. These 3 companies had the highest revenue among medical device companies in 2019. Some companies both manufacture and sell medical devices, while others simply sell and distribute products manufactured by others.^{[11]
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- Career site MedReps conducted a survey of medical device sales representatives to find the best places to work in the industry. The survey ranked Teleflex and ConMed as the top medical device companies to work for.^{[12]
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Question 8 of 10:

How much do medical device sales reps make?

The median annual income is around $86,000, as of 2020. This figure, computed by the US Bureau of Labor Statistics, takes into account all sales representatives for technical and scientific products, including medical device sales reps. Many medical device sales reps make more than this once you factor in bonuses and sales incentives.^{[13]
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US Bureau of Labor Statistics
U.S. government agency that collects and reports labor-related information
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- Within the medical device sales field, those who sell biotech, health software, and surgical devices tend to earn more overall.

Question 9 of 10:

Do medical device sales reps travel a lot?

It depends on the size of your sales territory. In more urban areas with a higher density of potential clients, your territory will likely be fairly small. In more rural areas, though, you might have a sales territory that spans an entire state or parts of several states.^{[14]
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US Bureau of Labor Statistics
U.S. government agency that collects and reports labor-related information
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- A lot of your work can typically be conducted over the phone and internet, but you're still usually expected to travel to client's offices and make in-person sales pitches.
- In the wake of the COVID-19 pandemic, most medical device sales reps shifted away from in-person meetings. This might remain a reality even after the threat of the pandemic is over.

Question 10 of 10:

Is medical device sales a good career?

It can be a good career if you work well under pressure. Medical device sales reps typically work more than 40 hours a week and they often don't have the greatest work-life balance. They also travel a lot, so if you're a homebody, this might not be the best fit for you.^{[15]
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- More extroverted people who thrive in high-pressure situations are most likely to excel at medical device sales.

Warnings

This article discusses how to become a medical device sales representative in the US, which has a private healthcare system. In other countries with public healthcare, medical device sales are strictly regulated and the path to becoming a sales rep is very different.^{[16]
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Some websites that cater to medical sales representatives mention the Registered Medical Sales Representative certification offered by the National Association of Medical Sales Representatives (NAMSR).^{[17]
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