Medical optical imaging, put simply, is the use of light in imaging for medical applications. Some of these uses can include spectroscopy, endoscopy, and laser imaging.
An optical imaging solutions salesperson is responsible for looking at potential clients — whether they be hospitals, doctor’s offices, or health systems — analyzing that client’s needs and advising and recommending the right optical imaging devices to sell to them.
Beyond solid sales acumen, optical imaging solutions salespeople need a rock-solid understanding of their sophisticated medical product line to make the right recommendations to clients. There can be exceptions, but typically this requires a level of education and knowledge of the medical field.
Sample job description
We are in search of an optical imaging solutions salesperson with experience and knowledge in both sales and the medical field. The ideal salesperson is motivated, responsible, and able to meet deadlines. People skills are a must, as you will be working closely with our clients to create a rapport, assess their needs, and maintain relationships. If you are driven by growth, a persuasive talker, and are excited to learn about our products and services, a sales position with [Your Company’s Name] may be perfect for you.
Typical duties and responsibilities
- Assess client needs
- Promote and present appropriate products
- Close sales on promoted products
- Keep detailed records and databases of all customer and prospect contacts
- Work with business development personnel to develop sales targets and strategies
- Take part in sales meetings and calls
Education and experience
This position requires a bachelor’s degree in business administration or a related field, preferably with coursework in the sciences or engineering.
Required skills and qualifications
- Strong understanding of the medical industry
- Sales experience in the medical or similar field
- Familiarity with databases, statistics, product lines, and the latest medical issues
- Excellent interpersonal and relationship-building skills
- Strong negotiation and sales skills
- Self-motivated and driven to succeed
Preferred qualifications
- 3+ years of experience
- Strong knowledge of medical terminology
- Experience selling in the medical field
Average salary and compensation
The average salary for an optical imaging solutions salesperson is $49,900 in the United States. While only base salaries are reflected here, commissions and bonuses may greatly increase total compensation. Additionally, salaries will vary based on experience, company size, industry, and geographic market.
| Location | Salary Low | Salary High |
|---|---|---|
| Phoenix, Arizona | $49,650 | $67,150 |
| Los Angeles, California | $56,000 | $75,750 |
| Denver, Colorado | $46,650 | $63,100 |
| Washington, DC | $56,850 | $76,900 |
| Miami, Florida | $46,450 | $62,850 |
| Orlando, Florida | $42,850 | $57,950 |
| Tampa, Florida | $43,250 | $58,550 |
| Atlanta, Georgia | $45,400 | $61,400 |
| Chicago, Illinois | $52,150 | $70,600 |
| Boston, Massachusetts | $56,400 | $76,300 |
| Minneapolis-St. Paul, Minnesota | $44,950 | $60,850 |
| New York City, New York | $59,400 | $80,350 |
| Philadelphia, Pennsylvania | $48,350 | $65,400 |
| Dallas, Texas | $47,100 | $63,700 |
| Houston, Texas | $46,650 | $63,100 |
| Seattle, Washington | $54,300 | $73,450 |
| National Average | $42,400 | $57,400 |
Typical work environment
An optical imaging solutions salesperson works in an office environment within their employer’s headquarters or out of their own home. Most of their time will be spent on the road meeting with healthcare professionals to recommend the products that best suit their needs.
Typical hours
The typical work hours for an optical imaging solutions salesperson are from 9 AM to 5 PM, Monday through Friday, in an office setting. Longer hours or travel may be necessary, depending on individual companies.
Available certifications
Sales of any kind is a competitive field to break into. If you want to up your chances of getting in the door, a certification can help you prove you’re the right person for the job. These are the best certifications for this position:
- Certified Professional Sales Person (CPSP). Anyone that wants to certify their knowledge in a field of sales should consider becoming a Certified Professional Sales Person. This program is built to teach you top-notch sales habits and behaviors so that you can set yourself apart in an extremely competitive industry. This 6 week certification course will teach you sales and communication skills that are invaluable to your career as a salesperson.
- Certified Medical Assistant (AAMA). Most optical imaging solutions salesperson jobs require or prefer you to have experience in a medical field so that you can easily learn about and explain their products to potential clients. Becoming a Certified Medical Assistant through the AAMA is a way to verify that you have medical knowledge that you can apply toward your sales. To obtain certification, you must complete a rigorous 200 question exam and you will be required to recertify every 60 months.
Career path
Optical imaging solutions salesperson starts by obtaining a bachelor’s degree in business administration or a related field, preferably with coursework in the sciences or engineering. Also, gaining an understanding of the medical field, particularly medical devices, is desirable. A candidate can acquire this knowledge through experience or schooling, or both. Also, earning recognition as a Certified Professional Sales Person can help to advance a career in sales.
US, Bureau of Labor Statistics’ job outlook
SOC Code: 41-4000
| 2020 Employment | 1,625,700 |
| Projected Employment in 2030 | 1,703,300 |
| Projected 2020-2030 Percentage Shift | 5% increase |
| Projected 2020-2030 Numeric Shift | 77,600 Increase |
Position trends
According to Salesforce.com, current trends shaping sales today include prioritizing trend analysis to predict and invest in future growth. Doing so will allow salespeople to be poised to take advantage of opportunities created by sudden changes in the sales and industry environment. Additionally, using more advanced data to find new, previously overlooked opportunities for sales will be paramount.
Sample interview questions
- What are your first steps to learn about a new product?
- How do you research potential customers?
- What would you tell a potential customer that has never heard of our company before?
- How do you establish a rapport with potential customers?
- How do you handle rejection?
- Give an example of a reason you would cut ties with a customer.
- Tell me about a time when you closed a difficult sale and how you went about it.
- How do you handle being turned away because someone is “too busy”.
- What is a great success you had in your past job and how did you accomplish it?
- What is a mistake you made in your past job and how did you correct it? What did you learn from it?
- What do you do when you find yourself falling behind in your sales goals?
- Try to sell me X as if I’m a potential customer.
