Making the Leap into Med Device Sales

As Nashville-based recruiters we’ve filled our fair share of medical/healthcare sales positions over the past 18+ years – but Medical Device Sales continues to be the most sought after position in this industry sector.

The reason for the attraction to Med Device Sales is no secret. There is a lot of money to be made in this field. Most existing Med Device sales people, working for top-tier manufacturer, earn at least $140K and a large percentage earn around the $220K mark. And, yes, some top producers earn $400 - $550K per year. Beyond the money side, a Medical Device Sales role is typically fulfilling as you’re working with bright, highly trained professionals each day – and you’re part of a team helping people.

So, you might ask, “How do I transition to a Medical Device Sales position?”

THE MINIMUM REQUIREMENTS

While there are rare exceptions, the following are minimal requirements to land a Medical Device Sales position:

A 4-Year Bachelor’s Degree - Some will tell you a business/marketing major is best, but as a recruiter I haven’t seen that it really matters. I realize it seems counter intuitive, but I’ve seen very little benefit for those with a STEM-related degree. You must understand that Medical Device sales is first and foremost a sales role. They will train you on the clinical side.

Two or More Years of Outside B2B Sales Experience - While there are rare exceptions, you really need to have a solid year of prospecting and successfully achieving quota in an outside B2B sales position – and an additional year of success with year-over-year growth

If you have no sales experience yet, an ideal entry-level outside B2B sales position would be within a well-known payroll, uniform, or copier company. They’ll thoroughly train you and you’ll develop the requisite thick skin. These jobs are often a grind, but if you work your posterior off and put some impressive sales numbers on the board – this step will likely give you the foundation you need.

Possessing the Qualities of a Successful Med Device Sales Person - If you aren’t known for being highly self-confident and possessing strong interpersonal, communication and organization skills – this job is not the right fit for you. 

PACKAGING YOURSELF TO GAIN INTERVIEWS

Once you have the education and experience under your belt, you’ll need to package yourself with the following career branding basics:

A Tailored Resume ($195 – $245) - If you want to compete effectively, use a professional resume writer who has experience crafting resumes for the medical devices sales world. Resist the impulse to use your always-willing-to-help neighbor or a template you found on the Internet. Even if you have great experience – a bad resume can quickly knock you out of contention.

An Optimized Linkedin Profile ($50 - $100 - You can be absolutely certain that nearly every prospective employer is going to view your Linkedin Profile. Therefore, use the same care in writing and designing this personal branding tool. Ideally, select a resume writer who also updates Linkedin Profiles – in order to have consistency with your resume. Also, professionals who routinely update Linkedin Profiles are far more likely to understand how to maximize the character count for fields and optimize your profile for searches.

A Professional Headshot ($100 - $150) - Your sex, age and race should have absolutely nothing to do with the candidate selection or hiring process, but you must understand that in any outside sales position it’s imperative you look well-groomed, friendly and polished. The photograph on your Linkedin profile should look exactly as you would appear if you were going on an in-person interview. Resist any the temptation to have your photo taken by your friend who got a great, new camera for Christmas. Hire a full-time professional portrait photographer who routinely takes executive headshots – and knows how to make you look your best through posing and lighting you properly against a backdrop. A professional will also spend time to retouching your photo – making your eyes sparkle and removing those pesky hairs that have a mind of their own.

Some may reason that they can save money and create these critical career-branding tools on their own. If this is going through your mind, consider that the competition for Medical Device Sales jobs is as competitive as it gets. If you can’t afford to invest at least $350 to put your best foot forward – it’s going to be tough to stand out among the droves of others who have already made the investment in professional branding.

Shameless self-promotion: We’ve helped hundreds of people package themselves to make a successful transition into medical/healthcare sales – and further the career of those already in the role – through our career branding gurus who are highly experienced writing medical/healthcare sales resume and Linkedin profiles. We can even direct you to a local portrait photographer who is not only affordable – but is known as the best in the business. 

BONUS POINTS THAT CAN MAKE A DIFFERENCE

NCAA D1 Collegiate Athletes - Medical Device sales recruiters often place collegiate athletes at the front of the line. The reasoning is two-fold: some hiring managers believe that their self-discipline, competitiveness and experience working as a team will give them a leg up. Additionally, some believe the candidate will be able to use their former athlete status as a way to instantly connect with physicians and other C-level decision makers.

Military School Grads | Military Officers - For some recruiters and hiring managers a military background is a big plus. Their reasoning is that the individual is likely to be highly disciplined, accustomed to working long hours under extreme pressure – and has already demonstrated that they can thrive in a tiered, command and control environment.

A Recommendation from a High-Volume Surgeon - If you want to get the instant attention of Medical Device company, befriend a high-volume surgeon – ideally in Neurology, Orthopedics, Spinal or Pain – and have them write you a strong recommendation that essentially says they would use any product you sell.

A Previous Clinical Background - If you have a previous clinical background, this can be a strong calling card. For instance, if you’re a Nurse without any sales experience - apply for a Clinical Specialist position and then work towards transitioning to the sales side when a spot comes open in your territory.

A Strong Linkedin Network of Decision Makers and Influencers - Linkedin is an invaluable job search tool. Set aside time every week to add people you’ve met who might help you achieve your career goals – and generously help others to achieve their own goals.

SOME FINAL POINTS

Medical Device Sales Means Different Things to Different People - Keep in mind that the term “medical device” is used very loosely by some. I won't weigh in on things that are or aren't medical device sales – but I will say that any position should include a reasonable base salary and allow you to earn $125K+ if you achieve reasonable first year sales targets.

Don’t Overlook Medical Device Distributors - Up to this point I’ve focused on top-tier medical device manufacturer opportunities, but there are also lucrative positions with Medical Device distributors.

The Age Factor - I would not be honest if I didn't acknowledge that the typical hiring window for those entering medical device sales is between 24 and 32 years of age. This is not to suggest that you shouldn’t pursue a position in this field if you’re older than 32. I’ve seen plenty of exceptions – so go for it. 

Don’t Just Aim for Medical Device Sales - There are many other lucrative and fulfilling B2B healthcare/medical sales and account management positions outside of Medical Device Sales – including Capital, Pharmaceuticals, Biotech, HealthTech, and Medical Disposables. The list goes on and on. And all have their own unique requirements, as well as their pros and cons. If you can effectively sell and/or build and maintain relationships with clients, there is a healthcare/medical position out there for you.

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Are you a job candidate in need of an awesome resume or LinkedIn Profile? - While executive recruiting has been at our core since 2003, we’re also known for having some of the top professional resume writers and personal branding experts in the nation. They know how to create job search tools that result in interviews - from early career candidates to C-level executives, regardless of vocation or industry. No matter where you live in the U.S., drop them a line resumes@fivechairs.com. NOTE: If you include “Get Me Noticed” in the subject line, they’ll not only provide a free resume and personal branding analysis, they’ll also throw in a cover letter, if you decide to use them. resumes@fivechairs.com.

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