What does a medical sales representative do?
A medical sales representative sells medical supplies to doctors, clinics, facilities and hospitals. The job includes contacting potential customers, explaining the features and benefits of the product, answering questions about the product and negotiating the final deal.
Average salary
A medical sales representative with a tenure of one to three years makes an average of $63,996 per year. Salary varies according to area of expertise, geographic location, employer and experience.
How to become a medical sales representative
If you are interested in becoming a medical sales representative, consider following these steps:
1. Pursue an education
Medical sales representatives need at least a high school diploma or its equivalent, but most have bachelor's degrees. A Master's of Business Administration will make you an attractive candidate in this demanding and competitive field. Your major may determine what you specialize in. For example, a drug company representative might major in pharmacology. MedReps reports that 98% of pharmaceutical sales representatives have a four-year degree or better. Degrees in demand include business, marketing, pharmacology and pharmaceutical business.
2. Consider earning certifications
Earning a certification isn't necessarily required for this career, but it certainly can help you advance your career. Six types of certifications that could help you in this career include:
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Professional Certified Marketer (PCM)
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Sales Management Specialist
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Certified Sales Representative (CSR)
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Certified Medical Assistant (CMA)
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Emergency Medical Technician (EMT)
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Certified Medical Interpreter (CMI)
Read more: Pharmaceutical Sales Certifications: What You Need To Know
3. Choose a specialization
First, ask yourself what you're interested in. If you're interested in mental health, a pharmaceutical sales job might be right for you. If you're into sports medicine, then medical device sales might be your chosen career path. You should have a personal and professional interest in your specialization and a passion for the field. You have the potential for a highly-rewarding career if you follow your passion and do what you love.
4. Gain field experience
Once you've decided on a specialty, find a way to gain relevant experience. If you're going to specialize in psychiatric pharmaceutical sales, you may want to volunteer with the National Alliance on Mental Illness. If possible, you should shadow a medical sales representative in your niche, or get an internship with a medical sales company. Volunteer work at a hospital or doctor's office can also be invaluable.
5. Complete training
Before you begin training, identify what your learning style is. If you learn by doing something, sitting in a classroom will not be the best way to gain knowledge. If you learn best through lectures, on-the-job experience is not the best option for you. Find a medical sales training program that fits your lifestyle. In-person learning has the advantage of networking, while online learning is more flexible when it comes to your schedule.
Regardless of which decisions you make, employers will expect you to be able to sell within your first week, so you must be able to absorb a large amount of information and understand it quickly. Consequently, experience doing this is helpful in obtaining your first medical sales job. You can get training by signing up for MedReps, which will alert you to opportunities. Other ways include signing up for courses through MedSalesCareer or Sales Momentum. You should also learn the acronyms in your niche, which can be done through internet research. Finally, stay updated on technological developments.
Employers sometimes provide on-the-job training and frequently have recommendations for continuing education.
6. Network
Professional networking is important in any field, but essential to success in medical sales. You can start networking while in college by getting to know your professors, working in relevant jobs, asking your employers for recommendations, attending networking events and using online professional profiles. You should get to know people and network whenever possible.
Related: Become a Networking Expert in 7 Steps
7. Grow an online presence
MedReps reports that 76 percent of recruiters view candidates online before making a decision on whether or not to reach out to a prospect, so it is important to have a strong online presence. You should have professional social media accounts and a personal website to show recruiters your seriousness in the industry.
Related: 15 Sales Jobs That Pay Well
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Frequently asked questions
What skills and personality traits do medical sales representatives need?
Excellent networking and interpersonal skills are necessary to perform well in a sales job. Some tips for networking effectively include meeting people in person, offering to help the person you want to network with, cultivating friendships with people in the company you want to work for and following up, both with new connections after making contact and old connections after they refer you to someone else. You will also need communication skills, a knowledge of medical terminology in your specialization and patience.
Medical sales representatives need ambition and drive to close a sale and move onto the next one. They also need extraordinary sales, public-speaking and organizational skills. They also need authenticity, the ability to listen, persistence, stamina to cope with long hours and potential travel, and the ability to explain complex concepts in laymen's terms. They must be deadline-driven.
Is there a lot of travel involved in medical sales?
Medical sales representatives typically cover a large geographic area, traveling wherever necessary within their designated area to meet with potential clients. They also travel to corporate meetings and conferences. MedReps reports that about 20 percent of their time is spent traveling.
What kind of questions should I expect in the job interview?
You can expect questions about your experience selling things and meeting quotas, why you chose this line of work, what your strengths and weaknesses are, and other standard interview questions.
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