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Everything You Need to Know About Medical Sales Jobs

medical sales reps jobs

Success in medical sales requires resilience, adaptability, and the ability to build lasting relationships with healthcare professionals. It’s a competitive field, but for those who excel, it can be a fulfilling and financially rewarding career with uncapped commission bonus opportunities.

In this blog post, we’ll look at everything you need to know about medical sales jobs. With Rep-Lite as your partner, you can start your new chapter with a medical sales job that fits your needs and career goals.

What Is Medical Sales?

Medical sales involves selling a wide range of medical products and services, such as pharmaceuticals, medical devices, diagnostic equipment, medical software, and healthcare solutions.

These products can be targeted at various customers, including hospitals, clinics, physicians, pharmacies, and other healthcare professionals.

Why Is Medical Sales a Rewarding Career?

Jobs in medical sales can be a rewarding career for several reasons. A medical sales representative often has the potential to earn a high salary plus an uncapped commission bonus, depending on their sales performance.

These jobs in medical sales play a role in ensuring that healthcare providers have access to the latest and most effective solutions. This requires the sales representative to stay up-to-date with the latest advancements in healthcare products and technologies.

Plus, many jobs in medical sales offer a degree of autonomy, allowing the sales representative to manage their schedules and sales strategies.

Types of Medical Sales Jobs

Medical sales jobs can vary based on the products or services being sold and the target audience. Here are some common types of medical sales positions:

  • Pharmaceutical Sales: Selling prescription and non-prescription drugs to healthcare providers, including doctors, pharmacists, and hospitals.
  • Medical Device Sales: Selling medical equipment and devices, such as surgical instruments, imaging equipment, and diagnostic devices, to hospitals and healthcare facilities.
  • Biotechnology Sales: Promoting biopharmaceutical products, biotech solutions, and genetic testing services to healthcare professionals and institutions.
  • Healthcare IT Sales: Selling healthcare software, electronic medical record (EMR) systems, and technology solutions to hospitals and medical practices.
  • Dental Sales: Focusing on dental products, such as dental equipment, materials, and devices, and selling them to dentists, dental clinics, and dental laboratories.
  • Veterinary Sales: Selling medical products and pharmaceuticals specifically designed for veterinary practices and professionals.

How To Get Started in Medical Sales

Starting a career in medical sales typically involves the following steps:

  • Education: While there isn’t a specific educational requirement for jobs in medical sales, a bachelor’s degree in a relevant field such as biology, chemistry, business, or marketing can be beneficial. Some specialized roles, like pharmaceutical sales, may require a science-related degree.
  • Gain Industry Knowledge: Develop a deep understanding of the healthcare industry and the products you intend to sell. Stay informed about industry trends, regulations, and the competitive landscape.
  • Build a Network: Networking is crucial for gaining jobs in medical sales. Establish connections within the healthcare industry, attend industry events, and join professional organizations related to healthcare sales.
  • Gain Sales Experience: It’s often helpful to gain experience in general sales or related roles to develop essential sales skills, such as communication, negotiation, and relationship-building.
  • Apply for Jobs: Look for entry-level jobs in medical sales within your assigned territory and apply through job boards, company websites, or industry-specific job fairs. Tailor your resume to highlight your relevant skills and knowledge.
  • Prepare for Interviews: Practice for interviews by showcasing your industry knowledge, interpersonal skills, and your ability to understand and address the unique needs of healthcare professionals.
  • On-the-Job Training: Once hired, expect on-the-job training to learn about the specific products and services you’ll be selling.

Find out how you too can become a part of a winning team!

Medical Sales Rep Jobs

A medical sales representative, often referred to as a medical sales rep, plays a vital role in the healthcare industry.

What Does a Medical Sales Rep Do?

The primary role of a medical sales representative is to build and maintain relationships with healthcare professionals, educate them about the products or services they represent, and persuade them to purchase these items for use in patient care. Their responsibilities include:

  • Sales and Promotion: Actively promoting and demonstrating the value of their products or services to healthcare professionals, such as doctors, nurses, pharmacists, and administrators.
  • Market Research: Identifying potential customers, market trends, and competitors to develop effective sales strategies.
  • Relationship Building: Establishing and maintaining relationships with clients to gain trust and build a loyal customer base.
  • Sales Presentations: Making persuasive and informative presentations to healthcare professionals and decision-makers.
  • Product Training: Providing training and education to healthcare professionals on the proper use of the products they sell.
  • Sales Recordkeeping: Maintaining accurate records of sales activities, customer interactions, and progress in a customer relationship management (CRM) system.

Skills and Qualifications Needed for a Medical Sales Rep Job

To excel in medical sales rep jobs, individuals should possess the following skills and qualifications:

  • Strong Communication: Excellent verbal and written communication skills to convey complex medical information clearly and persuasively.
  • Product Knowledge: A deep understanding of medical products, healthcare industry regulations, and relevant medical terminology.
  • Sales Skills: Proficient in sales techniques, including prospecting, negotiating, and closing deals.
  • Interpersonal Skills: The ability to establish and maintain positive relationships with healthcare professionals and customers.
  • Market Awareness: Knowledge of market trends, competitors, and healthcare industry developments.
  • Adaptability: The capacity to adapt to changes in the healthcare industry, product offerings, and customer needs.
  • Bachelor’s Degree: While not always a strict requirement, having a bachelor’s degree in a relevant field (e.g., biology, chemistry, business, or marketing) can be beneficial, particularly for more technical or specialized medical sales positions.
  • Valid Driver’s License: Many medical sales reps may need to travel to visit clients, so a driver’s license is often required.

Salary and Benefits of a Medical Sales Rep Job

The salary and benefits of a medical sales representative job can vary depending on factors such as experience, location, the specific products or services sold, and the company. However, in general:

  • Salary: Jobs in medical sales often allow reps to earn competitive base salaries, with the potential for significant commission or bonus earnings based on sales growth and performance. According to surveys done by Comparably, salaries can range from around $50,000 to well over $100,000 annually, even for virtual sales representatives.
  • Benefits: Benefits typically include healthcare insurance, retirement plans, paid time off, and allowances for business-related expenses, such as travel and entertainment. Some companies may also offer car allowances or company vehicles.
  • Career Advancement: A successful medical sales representative may have opportunities for career advancement into management positions, where with sales experience they can lead sales teams or take on broader responsibilities within the organization.

Other Medical Sales Jobs

jobs in medical sales

In addition to medical sales representatives, there are several other jobs in medical sales. Each has its specific focus and responsibilities. Here are some examples:

Medical Device Sales Representative

Medical device sales representatives specialize in selling various medical devices and equipment to healthcare professionals and facilities. This can include items like surgical instruments, diagnostic equipment, implantable devices, and patient monitoring systems.

They educate healthcare providers on the use and benefits of their products, provide technical support, and help with installation and maintenance.

Strong technical knowledge of the devices, sales skills, and the ability to understand the clinical applications of the products.

Pharmaceutical Sales Representative

Pharmaceutical sales reps focus on promoting and selling prescription and non-prescription drugs to healthcare professionals, including doctors, pharmacists, and medical practitioners.

They provide information about the latest medications, research, and clinical data, and build relationships with healthcare providers to influence prescription choices.

Knowledge of pharmaceuticals, an understanding of healthcare regulations, and strong sales and relationship-building skills.

Medical Territory Manager

Medical territory managers oversee a specific geographic area and are responsible for managing a team of sales representatives within that region. They coordinate sales strategies, monitor performance, and report to higher management.

They set sales goals for their territory, provide guidance and support to the sales team, and ensure targets are met. Leadership and management skills, a strong understanding of products and services, and the ability to analyze and strategize sales within a designated area are a must.

Medical Account Manager

Medical account managers focus on building and maintaining relationships with key accounts, which may include hospitals, clinics, or large healthcare institutions. They work to ensure customer satisfaction and account retention.

They develop account-specific strategies, manage contracts, resolve issues, and act as a liaison between the customer and the company.

Medical Sales Trainer

Medical sales trainers are responsible for training and developing sales teams within a medical sales organization. They ensure that sales representatives are well-prepared to effectively communicate and sell medical products and services.

A medical sales trainer helps to create training materials, conduct workshops and coaching sessions, and stay updated on industry trends and product knowledge.

Medical Sales Manager

Medical sales managers oversee a team of sales representatives, providing leadership, guidance, and support. They are responsible for setting sales targets, monitoring performance, and helping their team achieve their goals.

They also develop sales strategies, manage the team’s activities, and report to higher management on team performance. Leadership, sales management, and a strong understanding of the products and services offered by their team.

Medical Sales Director

Medical sales directors are senior leaders responsible for the overall sales strategy of a medical sales organization. They set the strategic direction, manage multiple sales teams, and make decisions that impact the company’s sales goals and growth.

Their responsibilities include developing long-term sales plans, managing sales budgets, and collaborating with other departments to ensure overall organizational success.

Strategic planning, leadership, and extensive experience in medical sales and management are a must-have in this field.

How to Find a Medical Sales Job

medical sales rep jobs

Finding a medical sales job can be a competitive process, but with the right approach, you can increase your chances of landing the role you desire.

Where To Find Medical Sales Job Openings

Medical sales jobs can be found by:

  • Identifying your target companies: Research companies and employers in the healthcare industry that align with your interests and career goals. Be sure to check the employer resources and their company reviews for further insight.
  • Searching Job Platforms, Online Forums, and Groups: Use job search platforms and websites specifically designed for healthcare and medical sales reps’ jobs listings. Join online forums, discussion groups, and social media communities related to medical sales employers.
  • Checking Company Websites: Visit the websites of companies you’re interested in working for. Many companies post job openings on their career pages.
  • Professional Networking: Attend industry events, join relevant associations, and use platforms like LinkedIn to connect with professionals in the field.
  • Recruitment Agencies: Consider working with recruitment agencies like Rep-Lite, which specializes in medical sales. We have insights into job openings that are not widely advertised by employers.
  • Attending Trade Shows and Conferences: At healthcare and medical sales trade shows and conferences you can network with industry professionals and employers and potentially learn about job opportunities.

How To Write a Compelling Medical Sales Resume

A well-crafted medical sales resume is essential to make a strong impression in this job market. Begin with a summary or objective statement that highlights your career goals and what you bring to the table as a medical sales professional. It is important to focus on your accomplishments, such as exceeding sales targets, winning awards, or improving client relationships. In this ensure that you use specific numbers and metrics to quantify your achievements.

Don’t make the mistake of submitting the same resume over again, be sure to customize your resume for each job application, emphasizing the skills and experiences most relevant to the specific role you’re applying for. It can only help you if you emphasize your in-depth product knowledge and any relevant certifications or training related to the medical products or services you’ll be selling.

Ensure that you showcase your sales skills, including your ability to prospect, negotiate, and close deals. Remember to highlight your track record of building and maintaining client relationships; while including your relevant educational background, certifications, and any professional development courses that enhance your qualifications.

Last but not least, use keywords from the job description to improve your resume’s visibility, especially if you’re applying online. Make sure you keep your resume clean, and easy to read, and don’t forget to proofread.

Tips for Acing the Medical Sales Interview

Once you’ve secured an interview for a medical sales position, it’s important to prepare thoroughly to make a strong impression. Here are some tips Rep-Lite suggests for acing the medical sales interview:

  1. Research the Company: Learn about the company’s products, services, target market, and industry position. Understand its history, mission, and recent news or developments.
  2. Understand the Role: Familiarize yourself with the specific job requirements, responsibilities, and expectations for the role you’re interviewing for.
  3. Highlight Your Sales Success: Be ready to discuss your previous sales achievements, emphasizing how you met or exceeded targets and your ability to build and maintain client relationships.
  4. Demonstrate Product Knowledge: Showcase your understanding of the medical products or services you’ll be selling and how they meet the needs of healthcare professionals and patients.
  5. Prepare for Behavioral Questions: Be ready to answer behavioral questions that assess your problem-solving skills, sales techniques, and interpersonal abilities.
  6. Ask Informed Questions: Prepare thoughtful questions to ask the interviewer about the company, the team, and the challenges and opportunities in the medical sales field.
  7. Dress Professionally: Dress in professional attire suitable for the healthcare industry.
  8. Practice with Mock Interviews: Consider practicing with a career coach or through mock interviews with a friend or mentor.
  9. Follow-up: After the interview, send a thank-you email expressing your appreciation for the opportunity and reiterating your interest in the role.
  10. Stay Positive: Project confidence, enthusiasm, and a positive attitude during the interview. Be prepared to discuss challenges you’ve faced and how you’ve overcome them.

Medical Sales Career Path

A career in medical sales offers various opportunities for advancement and growth. Medical sales professionals can progress in their careers by demonstrating their skills, building relationships, and consistently achieving sales targets.

How To Advance Your Career in Medical Sales

To advance your career in medical sales, it’s essential to continuously learn and stay updated on the latest medical products, technologies, and industry trends. This can be accomplished by attending workshops, seminars, and training programs.

Building strong relationships with healthcare professionals, key accounts, and decision-makers is crucial, as trust and rapport are pivotal in medical sales. So does meeting and consistently exceeding sales targets is a key indicator of your effectiveness in the role.

As you gain experience through mentorship and networking as well as obtain certification, you will then have the opportunity to move into leadership roles.


To launch a successful career as a medical sales representative, it’s important to understand the field. It offers financial rewards, a chance to impact healthcare, and opportunities for continuous learning. Even if being a medical sales representative is not your calling, there are still a variety of other opportunities within the field.

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Rick Barnett


Mr. Barnett has held many senior level executive positions within the medical device arena. Mr. Barnett is a performance-driven sales leadership executive with expertise in building client relationships, developing and executing winning sales strategies, and the selection and development of top talented teams. Mr. Barnett is recognized as a leader with a reputation for advancing successful business development campaigns, leveraging core strengths, and capitalizing on solid client relationships.

Mr. Barnett holds a Bachelor’s degree in Health Services Administration from the University of Hawaii. His background includes building businesses with companies like Stryker and Intuitive Surgical over the past 25 years. Mr. Barnett is a visionary who commonly recognizes “outside the box” opportunities while driving the current business to surpass established goals which has allowed him to function in a consulting capacity for several top industry leaders. Mr. Barnett currently serves as Founder of Rep-Lite. He is responsible for spearheading a strategic development process that allows both manufacturers and facilities to experience maximized potential with limited resources. Mr. Barnett has initiated & instituted this process to allow several manufacturers to experience exponential growth within the divisions that it was applied. Mr. Barnett has a proven track record of over 30 years of achieving or surpassing planned goals in every position.