WHAT IS A SALES REPRESENTATIVE?

Medical Sales Representatives have intimate knowledge of the products they represent and are available in the operating room to assist the surgeon, answer questions about the implant and make recommendations as requested. This is a sales role that might be considered the most prestigious role a sales representative can achieve. It’s a very competitive field.

WHY IS IT SO HARD TO BREAK INTO MEDICAL DEVICE SALES?

More than 1.5 million people search for medical sales jobs every month. There is a lot of interest and a lot of qualified professionals applying for these sales positions. For this reason, hiring managers for device sales are very particular about their hires. They demand the very best. If your resume does not show a history of specific sales accomplishments in an outside sales environment, you will likely not be invited to interview.

Another important consideration is the nature of medical device sales. In order for a medical device sales rep to be successful, they must understand the sales process and how the product is used to benefit the patient. A sales rep has to be able to communicate with a surgeon customer on their level, using medical terminology relevant to their medical sales specialty.

WHAT DO HIRING MANAGERS LOOK FOR?

Hiring managers are looking for sales representatives who can be productive, drive revenue, and make an immediate impact. Most openings in medical device sales are due to lack of performance from the previous sales representative or, on occasion, a transition within a territory.

In an underperforming territory, a new hire is critical and performance is mandated.

A hiring manager does not have the luxury of waiting for years, or months, or even weeks for a new sales rep to add value and build the territory.