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How do you get started on the career path of a medical device sales representative? Keep reading to find out.

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What Is a Medical Device / Equipment Sales Rep?

A medical sales representative is a vital liaison between medical technology companies to the healthcare providers who use their products.

As a medical device sales rep, your primary responsibility will be promoting and selling medical devices, equipment, and supplies to various markets, focusing primarily on doctors, clinics, healthcare facilities, and hospitals.

What Are the Main Duties of Medical Device Equipment Sales Reps?

Although your primary responsibility will be selling your company’s product, you should anticipate performing the following tasks:

  • Assess client needs to present them with appropriate products
  • Marketing your product to hospitals and potentially giving presentations and samples
  • Establish and maintain relationships with customers, leads, and prospects
  • Consistently be in contact with customers and prospects via phone, email, and social media
  • Keep detailed records of sales orders, customers, and products
  • Keep your finger on the pulse of advancements in medical technology and regulations

How to write a resume for medical sales

Here are some tips that can help you create your medical sales resume:

Although not a requirement, completing at least a degree to enter medical device sales is helpful.  A recent survey in 2024 showed that nearly 73% of medical sales reps had a degree. 

If you do not have a degree but are seeking one, consider majoring in:

  • Life sciences
  • Communications
  • Business
  • Biology

If you already have a degree but did not major in any of the disciplines listed above, don’t consider yourself as not being a good fit. If you want to enter the high paying career of Medical Sales, you first need to sell yourself.

It is critical to market yourself as uniquely qualified to work in Medical Sales by showing the hiring company skills they may not have realized they needed until they met you.

If you already possess a degree or are close to completing one, another way to stand out is to complete these suggested certifications.

Certifications you may consider are:

To excel in medical device sales, acquiring a comprehensive understanding of the devices and their applications within the healthcare industry is crucial.

Familiarize yourself with the latest technologies, trends, and regulatory requirements to address customers’ concerns effectively and with authority.

Developing strong relationships with healthcare professionals is critical to your success.  Healthcare providers and physicians prefer medical sales rep interactions to be a mix of remote and in-person visits, indicating the importance of adapting your approach to each client’s needs.

Professional development through training and networking events is essential to stay current with industry advancements and expand your skill set. Get involved in relevant workshops, webinars, and conferences to enhance your knowledge and credibility in the dynamic landscape of medical device sales.

Cultivating these essential experienced and skills will position you for success in this competitive and rewarding field.

You should know the two distinctive sales strategies and their roles when entering medical sales.

Inbound sales can be construed as more of a marketing strategy, using online resources to spread awareness about your brand and products.

Often, those in inbound sales are more customer-service oriented as your role is to guide prospects into your sales funnel, addressing challenges and helping to answer and find solutions as soon as possible.

Outbound sales roles are the more traditional roles that come to mind when considering a sales representative. They are the ones who initiate contact with prospects, using a combination of communication methods that include cold calling and emailing.

With a firm grasp on brand identity and the target customer, this could prove the most lucrative type of sales role.

If you do not have experience in medical device sales, do not let this deter you because 43% of new hires had limited sales experience before entering the industry.

If you are still in school, you should consider securing an internship at a medical device company in its sales division.

If you want to change careers or enter a new industry, these companies often seek out candidates who have some experience in sales, marketing, or customer-facing roles that do not need to be in medical sales.

You want to exemplify to a Medica Device and Equipment company that you have sales abilities but keep in mind that medical device sales are a niche market that requires plenty of know-how before ever pitching a product.

You want to learn the lingo and understand the flow of clinics, medical care facilities, and hospitals to better relate to your prospects and other sales reps.

It may seem intuitive that you should begin your search by seeking an entry-level position. Sometimes there is a temptation to take shortcuts, but this often does not pay off in medical device sales. Instead, find entry-level opportunities with the intent to grow.

Most beginning medical reps may remain in this position for an average of two years before moving into a seniority-level position.

In the medical field, knowledge is power, and with new advancements and information being constantly published, it can take a lot of work to keep up.

Stay current on current trends and developments, as it will keep you competitive in the market and help you respond to relevant questions related to the product you are selling.

You want to build your network as fast as possible when you are just starting out. 

However, try to refrain from sending a quick one-shot message. Instead, define what you are looking for in a conversation before starting one.

Intentions might include:

  • Would you like them to elaborate on their career path?
  • Do you have questions regarding specialties?
  • Are you looking for help understanding specific devices and promotional strategies?

Once you have determined your goal, track your interactions, follow up, and send thank you notes when appropriate.

They may help introduce you later and begin to regard you as someone who goes above and beyond.

After all, you are hoping these individuals will eventually become your peers.

You were selected for an interview — congratulations! Take this seriously, as opportunities within medical device sales are highly competitive.

Before you sit down with the hiring manager, but sure you have the following:

  • Understand the market and target audience
  • Understand (or have questions prepared) about the product you will be selling
  • Showcase your achievements and what you can offer the company
  • Come in with an action plan
 

Remember, to start a sales career, you must first sell yourself. Find measurable accomplishments rather than listing responsibilities or tasks. You can feel pressured to perform in interviews, but this isn’t what recruiters and hiring managers want to see.

They seek genuine, energetic, and ambitious individuals to add to their sales team.

Although some medical device companies provide in-house training for new sales reps, many will expect you to start selling immediately. You may feel overwhelmed by the intense amount of pressure, but remember, you are not going in blind. You’ve done the research and the work; you are prepared and ready to succeed.

Don’t be afraid to ask questions. Most higher-ups will see this as taking the initiative and constantly working to improve yourself, which will help you establish more value in your position within the company.

It is often suggested that you should be “outgoing, personable, and friendly” to be a successful sales representative. Personality is important, but you want to create long-lasting relationships built on trust. The best way to do this is to provide excellent customer care.

Many medial companies will expect that their sales team goes “above and beyond” the call of duty, but healthcare provider customers often look for consistency more than quick bursts of assistance followed by no contact.

You should consider yourself more than a Medical Device & Equipment salesperson: Instead, you are a consultant working alongside healthcare providers to help them find solutions with your medical product.

Yes, you want to generate new revenue for your company but don’t distract yourself from current accounts that will ultimately lead to a more stable income.

It's Worth the Work

Even though expectations are high in medical device sales, it is gratifying for those willing to do the work.

By seeking industry training, certification, education, finding your specialty, networking, and completing a lot of research, working as a medical device sales rep can help you find fulfillment within your career and improve your overall quality of life.

A young man, an Indian student, received good news by letter, he entered the university, passed the exam, and got a job. Sitting in the office, happy, smiling, looking at the camera.

We’ll Help You Get There

With guidance, training, and proven strategies — you’re not doing this alone. Let’s make your medical sales goals real.

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