What Does a Medical Device Sales Representative Do?
A medical device sales representative is responsible for promoting and selling medical technologies, ranging from surgical instruments to diagnostic tools and capital equipment, to healthcare providers. These professionals develop deep product knowledge and use a consultative sales approach to educate physicians, nurses, and hospital administrators on the clinical and operational value of the devices they represent. They often work within a defined territory, meeting regularly with clients to demonstrate products, answer technical questions, and support the sales cycle from lead generation to deal close.
Beyond sales, medical device reps frequently assist with product implementation, staff training, and even support in surgical settings. They must stay current with industry regulations, competitive offerings, and emerging healthcare trends. Success in this role requires strong interpersonal skills, a deep understanding of anatomy and clinical workflows, and the ability to navigate complex procurement and contracting processes. This role often includes travel and requires resilience, adaptability, and strong performance under pressure.
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Medical Device Sales Representative Core Responsibilities
- Build and manage relationships with healthcare providers, administrators, and procurement teams
- Conduct product demonstrations, clinical presentations, and in-service training sessions
- Understand and communicate clinical benefits and technical specifications of products
- Develop and manage a territory sales plan to meet revenue goals
- Attend surgical procedures or clinical environments to support product use (when applicable)
- Negotiate pricing and contracts within approved guidelines
- Maintain knowledge of industry regulations, reimbursement trends, and competitive products
- Submit accurate sales reports, forecasts, and CRM updates
Required Skills and Qualifications
Hard skills
- Strong knowledge of medical terminology, anatomy, and clinical workflows
- Proficiency in CRM systems (e.g., Salesforce) and sales reporting tools
- Understanding of procurement and healthcare supply chain processes
- Ability to learn and explain technical product details clearly
Soft skills
- Persuasive communication and consultative selling
- Self-motivation and resilience in competitive, high-pressure environments
- Strong organizational and time management skills
- Confidence in presenting to physicians, nurses, and executive decision-makers
Education
- Bachelor’s degree in life sciences, business, nursing, or a related field
Certifications
- None required
- Recommended (especially for complex or surgical product lines):
- Certified Medical Sales Professional (CMSP)
- Clinical certifications (e.g., RN, RT) may be advantageous depending on the product
Preferred Qualifications
- 1–3 years of sales experience in medical device, pharmaceutical, or B2B technical sales
- Background in healthcare, nursing, or biomedical engineering
- Experience working in operating room or procedural environments
- Existing relationships within hospitals or provider networks in assigned territory
National Average Salary
Medical device sales representative salaries vary by experience, industry, organization size, and geography. Click below to explore salaries by local market.
The average national salary for a Medical Device Sales Representative is:
$89,721
Sample Job Description Templates for Medical Device Sales Representatives
Entry-Level Medical Device Sales Associate
Position Overview
We are seeking an Entry-Level Medical Device Sales Associate to support territory development, lead generation, and clinical product education. This is an ideal opportunity for a recent graduate or early-career sales professional to break into the fast-paced world of medical technology sales. You’ll work alongside experienced reps to learn consultative sales, attend clinical meetings, and assist with product demonstrations.
Responsibilities
- Assist in identifying leads and building client relationships within assigned territory
- Shadow sales calls, clinical presentations, and product installations
- Support demos and training for physicians, nurses, and staff
- Manage CRM data entry and track lead follow-ups
- Stay up-to-date on product knowledge, clinical studies, and market competition
- Prepare sales reports, proposals, and presentation materials
Requirements
Hard skills
- Basic understanding of anatomy and medical terminology
- Familiarity with CRM tools and Microsoft Office Suite
- Ability to quickly learn complex technical product details
Soft skills
- Eagerness to learn and adapt in a fast-paced environment
- Strong communication and relationship-building skills
- Resilience, drive, and commitment to sales performance
Education
- Bachelor’s degree in life sciences, healthcare, business, or related field
Certifications
- None required
- Recommended: CMSP (Certified Medical Sales Professional)
Preferred Qualifications
- Internship or part-time experience in B2B or healthcare sales
Territory Medical Device Sales Representative
Position Overview
We are hiring a Territory Medical Device Sales Representative to manage sales activity across a defined geographic area. You’ll build strong relationships with clinical and administrative decision-makers, lead product demonstrations, and drive territory revenue growth through consultative selling and technical expertise.
Responsibilities
- Develop and execute territory sales strategy to achieve or exceed revenue targets
- Conduct face-to-face meetings, product presentations, and clinical education
- Serve as the key point of contact for surgeons, physicians, and healthcare teams
- Negotiate contracts and manage purchasing workflows
- Monitor market trends and competitor activity
- Maintain accurate CRM records and sales forecasts
Requirements
Hard skills
- Proficient in using CRM tools (e.g., Salesforce) and sales reporting
- Strong knowledge of clinical product lines and surgical procedures
- Understanding of healthcare procurement and regulatory landscape
Soft skills
- Consultative sales skills and persuasive communication
- Ability to manage time, travel, and priorities independently
- High emotional intelligence and professionalism in clinical settings
Education
- Bachelor’s degree in life sciences, healthcare, or business
Certifications
- Not required
- Recommended: CMSP or clinical background (e.g., RN, Surgical Tech)
Preferred Qualifications
- 2–4 years of experience in medical or pharmaceutical sales
Senior Medical Device Sales Consultant
Position Overview
We are looking for a Senior Medical Device Sales Consultant to lead strategic sales initiatives in high-value accounts. This role involves developing long-term client relationships, driving sales of complex devices, and influencing purchasing decisions at the clinical and executive levels.
Responsibilities
- Manage strategic accounts and high-value provider relationships
- Deliver advanced product education and in-service training
- Lead clinical conversations and contract negotiations
- Collaborate with marketing, clinical, and product teams for territory support
- Identify market opportunities and guide competitive positioning
- Support product launches, trade shows, and peer education events
Requirements
Hard skills
- Expertise in device sales, capital equipment, or surgical technologies
- Strong command of reimbursement models, value-based care, and hospital sales cycles
- Ability to analyze sales data and develop performance strategies
Soft skills
- Executive-level presentation skills
- Thought leadership and industry credibility
- Strategic mindset and results-driven approach
Education
- Bachelor’s degree required; advanced degree is a plus
Certifications
- Required: CMSP or equivalent sales certification
- Clinical credentials (e.g., RN, RT) highly preferred for certain product lines
Preferred Qualifications
- 5+ years of experience in medical device sales with proven performance
Field Clinical Specialist – Devices
Position Overview
We are hiring a Field Clinical Specialist to support the safe and effective use of our medical devices in clinical settings. You will work alongside the sales team and healthcare providers to provide real-time technical support, conduct training, and ensure proper product utilization in surgical or procedural environments.
Responsibilities
- Provide on-site clinical support during device use in procedures
- Train clinicians and staff on device functionality and setup
- Serve as a subject matter expert on clinical protocols and safety standards
- Troubleshoot product issues and escalate as needed
- Maintain detailed reports on clinical outcomes and field observations
Requirements
Hard skills
- In-depth understanding of anatomy, physiology, and procedural workflows
- Proficient with technical equipment setup and sterilization standards
- Experience in OR, cath lab, or procedural environments
Soft skills
- Calm and confident under pressure
- Clear communicator in high-stakes clinical situations
- Collaborative and responsive team player
Education
- Associate’s or bachelor’s degree in nursing, allied health, or life sciences
Certifications
- Required: RN, RT, or CST strongly preferred depending on product line
Preferred Qualifications
- 3+ years of experience in a clinical role or medical device training/support
Regional Sales Manager – Medical Devices
Position Overview
We are seeking a Regional Sales Manager to oversee a team of device reps and drive growth across a multi-state territory. This leadership role includes team management, territory planning, coaching, and strategic account development in both hospital and outpatient settings.
Responsibilities
- Lead, coach, and support a team of medical device sales representatives
- Develop and execute territory-wide sales strategies and performance goals
- Oversee recruitment, onboarding, and training of new reps
- Collaborate with clinical specialists, marketing, and executive leadership
- Analyze sales metrics, forecast revenue, and manage regional budget
- Foster high-level relationships with healthcare systems and IDNs
Requirements
Hard skills
- Strong business acumen in healthcare contracting, compliance, and device sales
- CRM and sales reporting fluency
- Territory planning and pipeline management
Soft skills
- Inspirational leadership and people development
- Data-driven decision-making
- Excellent communication and cross-functional collaboration
Education
- Bachelor’s degree in business, healthcare, or life sciences
Certifications
- Required: CMSP or equivalent
- Preferred: Clinical background (RN, RT) depending on product segment
Preferred Qualifications
- 7+ years of healthcare sales experience, with 2–3 years in a leadership capacity