Medical Device Sales Representatives meet with health care providers such as doctors, clinics, and hospitals and sell them devices to use in a clinical setting. These devices can include such items as biomedical implants like artificial joints, personal protective equipment (PPE), large equipment like X-ray machines, or small things like bandages and tongue depressors. Medical Device Sales Representatives often cold call prospective buyers such as surgeons and hospital administrators, in addition to servicing and maintaining accounts with long-term contracts.
Medical Device Sales Representatives must possess presentation skills in addition to being adept at relationship-building, influencing, and communicating. They usually visit the same health care providers multiple times with the latest information regarding their products for sale. In many cases, Medical Device Sales Reps also must demonstrate the capabilities of the devices or equipment they are selling.
Typical Duties and Responsibilities
- Assess client needs and promote suitable products
- Meet with targeted doctors and health care providers and utilize sales skills to persuade them to purchase the company’s products
- Give providers product information and perform product demonstrations
- Develop relationships and network with doctors, surgeons, and hospital administrators
Education and Background
A bachelor’s degree is usually required for this position. College coursework in life sciences such as biology and chemistry, as well as engineering, sales, marketing, advertising, and business administration, are most common in this occupation.
Skills and Competencies
- Written and verbal communication skills, including relationship-building and influencing
- Working knowledge of Microsoft Office Suite or similar software, including spreadsheets and databases
- Expertise in negotiation
- Strong sense of organization and time management
According to Payscale the median annual salary of a Medical Device Sales Representative with
1 year of experience:
- Orlando, Florida: $52,000
- Tampa, Florida: $55,000
- Jacksonville, Florida: $53,000
- Miami, Florida: $53,000
- Atlanta, Georgia: $51,000
- Chicago, Illinois: $48,000
- Houston, Texas: $55,000
- Los Angeles, California: $47,000
- New York, New York: $63,000
- Seattle, Washington: $43,000
- Overall: $53,000
5 years of experience:
- Orlando, Florida: $65,000
- Tampa, Florida: $68,000
- Jacksonville, Florida: $63,000
- Miami, Florida: $63,000
- Atlanta, Georgia: $62,000
- Chicago, Illinois: $65,000
- Houston, Texas: $65,000
- Los Angeles, California: $70,000
- New York, New York: $80,000
- Seattle, Washington: $57,000
- Overall: $65,000
Similar Job Titles
- Medical Sales Representative
- Division Sales Representative
- Primary Care Sales Representative
- Medical Supply Sales Representative
- Medical Device Sales Specialist
- Biologic Sales Representative
While larger medical supply companies do hire new college graduates and train them in the medical device sales field, many small- to medium-sized companies look for candidates with proven track records in business-to-business (B2B) sales of products such as copiers or uniforms, or professional services. Successful Medical Device Sales Representatives can advance to management positions in sales.
According to trade publication Medical Product Outsourcing, medical professionals will begin using devices in the next few years to treat conditions for which they did not use them in the past. For example, the U.S. Food and Drug Administration has approved medical device treatment plans such as virtual reality (VR) therapy or the use of transcranial magnetic stimulation devices to treat drug addiction. Also, medical devices are being used by doctors all over the world to treat depression or even classify and identify bacteria, to allow doctors to prescribe only the necessary amount of antibiotics for a patient. Experts believe this practice could cut down on antibiotic resistance.
According to the U.S. Bureau of Labor Statistics, the Wholesale and Manufacturing Sales Representative field is expected to grow by two percent between 2018 and 2028, which is slower than average.
The typical work hours for a Medical Device Sales Representative are usually from 9 a.m. to 5 p.m.
Where You Can Find Jobs
Are You Interested in Working in Medical Device Sales?
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