The global market for medical devices is expected to reach $595 billion by 2024 and a compound annual growth rate of 6.1% from 2022 to 2030, so becoming a sales professional in this vertical could be a great career path.
Several key trends are driving this period of unprecedented growth and innovation:
Wherever there’s an industry undergoing major changes, there’s immense opportunity for growth–and the right sales professionals are poised to capitalize on these ever-evolving trends while contributing to improving patient outcomes.
So how can you go from where you are right now to launching a thriving career in medical device sales? Here’s your roadmap to success.
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Selling medical devices means being the point of contact between innovative medical technologies and healthcare providers. In this role, your responsibilities can range from generating leads and building relationships to providing product demos and closing sales.
This mission-driven occupation offers not only personal satisfaction–and the knowledge that patients’ lives will greatly benefit from the devices you’re selling–but also a competitive salary.
While the exact salary range can vary depending on your experience level and geographic location, as a medical device sales representative, you can expect to earn a base salary, plus commission on sales, often leading to a higher-than-average income.
Generally speaking, your responsibilities in this role are likely to include:
For newcomers, the starting point is usually an entry-level role. This kind of position often includes in-depth training and mentorship to familiarize you with the company’s sales strategies, products, and industry standards.
Internships and shadowing programs can be valuable stepping stones in your early career. These opportunities allow you to gain firsthand experience, observe experienced sales representatives, and learn about the day-to-day operations of the industry.
As you progress in your career, it’s essential to develop key competencies that will set you apart. These may include:
Industry-recognized certifications can enhance your career prospects. Not only do they demonstrate your commitment to professional development, but they also provide you with knowledge and skills that can set you apart from your peers.
Here are some popular certifications to consider:
Depending on your background, you might already possess many of the skills essential for success in medical device sales. After all, to be a great salesman takes more than product and technical knowledge–you must first learn how to truly listen and understand your customers’ needs.
Empathy, persistence, and resilience are all competencies that can help you build stronger relationships with customers and navigate complex sales cycles.
Most medical device sales positions list an undergraduate degree as a requirement, but if you come from a sales background, or have had experience in the medical field, employers might accept related experience as equivalent to a traditional degree.
Additionally, having an advanced degree–even one not directly related to the medical sales field–can be a good way to stand out among other candidates.
A bachelor’s degree in a relevant field, such as biology, chemistry, physics, or business, can provide a solid foundation for a career in medical device sales. These degrees often include coursework in science, business, and communication, which are essential for success in this industry and can save you some time when studying for certifications.
If you want to specialize in a particular area of medical device sales or advance to higher-level positions, an advanced degree can give you the boost you need.
A Master of Business Administration (MBA), for example, can teach you valuable business skills, such as marketing, finance, and people management, which can be beneficial if you want to advance into a supervisor role.
On the other hand, a Master of Science (MSc) in Biomedical Engineering or a similar field can give you in-depth knowledge of medical technology that can make all the difference when establishing and growing relationships in the healthcare device sector.
Knowing the latest news and trends can set you apart as an “insider,” which can help you build stronger relationships with your customers and even spot new opportunities ahead of your competitors.
Depending on your company or the specific type of devices you are selling, you should participate in related industry events, including conferences and tradeshows. It’s also a good idea to subscribe to online news outlets that are industry-specific, though depending on the level of technical knowledge your role requires you might also want to stay updated with scientific or research journals.
In some niches, you might find that online forums and discussion groups can be helpful in understanding the sentiment and general opinions about news or breakthroughs–plus, they might be great places to connect and network with other professionals or potential clients.
You might also want to join professional organizations, such as AdvaMed or the Medical Device Manufacturers Association (MDMA), to access industry resources and networking opportunities. While these types of memberships can be expensive, you can ask your company to cover all or part of the fee, given belonging to those associations can greatly help you with prospecting and closing sales.
To stay ahead in the competitive medical device sales industry, consider incorporating cutting-edge tools like Maptive into your toolkit. Maptive is a powerful mapping platform that can help you visualize data, identify target markets, optimize sales routes, and track your performance. By leveraging Maptive, you can make more informed decisions, improve your efficiency, and ultimately increase your sales success.
Even if you come from a completely different industry, having prior sales experience can be a huge value-add in the job market, as it signals to potential employers that you’re likely already equipped with valuable skills that can directly translate to success in medical device sales.
Your experience probably includes developing strong interpersonal relationships, mastering effective communication, and building a professional network. Plus, having had exposure to different sales environments, you are ready to hit the ground running and start contributing in your new role from day one.
On the other hand, prior experience in the medical field can provide you with a unique perspective on the challenges faced by patients and healthcare professionals, allowing you to understand their needs much better.
During your job-search journey, make sure to discuss how your experience sets you apart from other candidates–your deep understanding of the medical field, your experience working in healthcare settings, and your familiarity with medical terminology are all skills that will contribute to building strong relationships with potential customers.
Remember that potential employers are just as likely as future clients to look you up online, so make sure that your social media presence looks professional and trustworthy. This is especially true in the medical device sales industry, where networking and building relationships are crucial for success.
People googling you are most likely to find:
That said, a strong online presence can significantly help you build and grow your medical device sales career. By actively networking with industry professionals on social media platforms and utilizing promotional strategies to reach a wider audience, you can build relationships with potential clients, and attract new opportunities.
As with any interview, to make a positive and lasting impression you need to do your research upfront and practice your responses, so thorough preparation is key.
Before your interview, thoroughly research the company and the specific role you’re applying for. This includes understanding the company’s mission, values, and culture, carefully reviewing the job description to identify key requirements, and staying up-to-date on the company’s latest news and developments. This preparation will help you tailor your responses to align with the company’s expectations and demonstrate your genuine interest in the position.
It’s always a good idea to do a few dry runs of common interview questions, as this is known to increase your confidence and help you feel more at ease when you’re talking with the hiring managers.
This can look a bit different depending on how technical the role might be, but generally speaking, you’ll want to practice responses to questions about your past experiences, find memorable ways to demonstrate your product knowledge and sales strategies, and maybe role-play scenarios of real-world sales situations.
While it’s important to quantify your achievements, avoid simply reciting numbers during your interview. Instead, weave relevant metrics into a compelling narrative that showcases your unique abilities and highlights how your past experiences align with the requirements of the new role.
As a salesperson, potential employers are primarily interested in your passion for the role. They want to hire someone who is enthusiastic about the medical device industry and the company’s products. One way to demonstrate your passion is by showcasing your understanding of industry trends, regulatory requirements, and emerging technologies.
To make a strong impression during your interview, you want to prepare a concise and persuasive sales pitch demonstrating your skills and experience. Your pitch should be tailored to the specific needs and interests of the company and the role you’re applying for.
Your questions during the interview can be just as important as your answers. By asking thoughtful questions about the company, the role, and the team, you can demonstrate your engagement and interest in the position.
Instead of asking about salary too early in the interview, focus on questions that will help you learn more about the company and the specific responsibilities of the role. This shows that you’re genuinely interested in the opportunity and want to contribute to the company’s success.
Once you’ve secured a medical device sales position, it’s important to be well-prepared to hit the ground running. Here are some key areas to focus on to ensure your success:
Fred Metterhausen is a Chicago based computer programmer, and product owner of the current version of Maptive. He has over 15 years of experience developing mapping applications as a freelance developer, including 12 with Maptive. He has seen how thousands of companies have used mapping to optimize various aspects of their workflow.
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