Exploring Different Types of Medical Device Sales

Medical device sales is a fast-paced and lucrative field that can sometimes feel overwhelming due to its wide range of specialties. This article will serve as your comprehensive guide through the different types of medical device sales outlining roles, stepping stones for starting a career and sharing insights into potential challenges.

Table of Contents

Key Takeaways of Types of Medical Device Sales

  • Medical device sales have many types. These include orthopedics, neurosurgery, and ENT (Ear Nose Throat).
  • There are four types of jobs in medical device sales. They are: Sales Representative, Pharmaceutical Sales Rep, Key Account Manager and Project Sales Manager.
  • To work in medical device sales you need education and experience. Build strong ties with people in the field for more success.
  • Products sold can help with sports injuries or heart trouble. Some even help doctors see inside your body.

Types of Medical Sales

In the field of medical sales, there are several specialized areas ranging from Orthopedics which further breaks down into trauma and extremities, spine, sports medicine, joint reconstruction and replacement, craniomaxillofacial to other niches such as Neurosurgical, Ear Nose and Throat (ENT), Cardiovascular, Urology, Neurovascular and Endoscopy.

Orthopedics: Trauma and Extremities

Orthopedics: Trauma and Extremities is one key field in medical device sales. Firms sell tools that fix injuries to bones, muscles, and other parts of the body. These devices include implants, screws, and plates used by surgeons.

The goal is to help patients move normally again after an injury or disorder. This area of sales can be hard but also rewarding for those working in it.

Orthopedics: Spine

The spine plays a big part in orthopedics. It is an area where many medical devices get used. Devices like spinal implants and tools for spinal fusion are sold here. Sales reps need to know words tied to the field also, such as lumbar and cervical spine.

Companies make other items too. These include things for minimally invasive surgery or scoliosis care. Knowing about problems like degenerative disc disease can help too. This field calls for sales reps who can talk well about these devices and their uses in surgery.

Orthopedics: Sports Medicine

Orthopedics: Sports Medicine is all about selling devices to treat sports injuries. The sales reps work with doctors. They form a bond with them and the hospitals they work at. Knowing the terms used in orthopedics is key for these salespeople.

They must also understand how our bodies move, or “anatomy.” This helps them talk about their products better. Devices that help fix bone issues, called “orthopedic implants,” are part of this area of sales.

Selling medical equipment like this can make a big difference for people hurt from playing sports.

Orthopedics: Joint Reconstruction and Replacement

Joint reconstruction and replacement is a big part of orthopedics. Doctors use medical devices to fix hips, knees, and other joints. Sales reps help doctors pick the best tools for each surgery.

They show up in hospitals during operations with implants. They give vital support to surgeons working on joint conditions. These reps know their products well and can answer any questions right away.

Their work helps medical device firms offer needed kit to health pros doing these key procedures.

Orthopedics: Craniomaxillofacial

Craniomaxillofacial is a big word in orthopedics. It deals with bones in the face, jaw, and skull. A company called DePuy Synthes makes tools for these surgeries. They make plates, screws, and nails.

These items come in high demand by doctors who do this type of surgery. For example, there is a job called Product Specialist in Singapore that needs people who know about these devices well.

Johnson & Johnson also have jobs for people like this too! In this job you can learn more about selling such tools to those doing craniomaxillofacial work.


In the world of medical device sales, neurosurgical tools are big. These special items help doctors fix problems with brains and spines. Some things that get sold in this area include neurostimulation systems and cranial fixation devices.

Sales reps who work with these tools need to know a lot about how the brain works. They also have to understand how spine surgery is done. This way, they can show surgeons how to use their tools in the right way.

It’s not just about selling an item; it’s also about teaching people how to use them well.

Ear, Nose, and Throat (ENT)

ENT sales focus on tools for ear, nose, and throat care. This area needs special skills. ENT reps sell items like endoscopes and balloon dilation tools. They are used in many ways such as treating nosebleeds or fixing the shape of a nose.

Olympus is one company that makes high-quality ENT gear. More old people and more ENT problems make this field grow fast. It’s a good place to sell medical devices!


The cardiovascular area is a big part of medical device sales. These tools help people with heart troubles. They include pacemakers, valves, and cardiac loop recorders. In 2014, deals in this field were about $42 billion! This makes cardiology the second biggest sales area for medical gear.


Urology is one type of medical sales. In this field, Boston Scientific works with urologists. Their goal is to make patient care better in the world of urology. Medical device sales representatives sell tools and devices for urology.

They aim to find new ways to take care of patients in this area. To be good at their job, they need a deep knowledge about special treatments and tools used in urology.


Neurovascular sales cover brain and blood vessel health tools. These are things like stents, coils, and catheters. Doctors use these tools to help patients who have strokes or aneurysms.

Neurovascular items are a part of the medical device sales world.

Sales reps in this field sell to hospitals and doctors. They work for companies that make these special types of medical tools. Their job is to tell healthcare workers about the devices and how they can improve patient care.

The aim is often to offer less invasive treatments for issues with the brain’s blood vessels.


Endoscopy sales fall under medical device sales. This involves selling tools used for endoscopy procedures. Doctors use these small, tube-like devices to look inside a patient’s body.

The devices help spot health issues in organs like the stomach or lungs. They can also be used as part of surgery. Professionals in endoscopy sales have to know their products well.

They must talk with doctors and other healthcare workers about why their tools are the best choice for a clinic or hospital.

Typical Roles Within Medical Device Sales

In the realm of medical device sales, various key roles exist, such as Medical Device Sales Representatives who directly sell to healthcare professionals, Pharmaceutical Sales Representatives that focus on promoting and selling pharmaceutical products, Key Account Managers who maintain relationships with important clients, and Project Sales Managers responsible for overseeing sales project initiatives.

Medical Device Sales Representative

A medical device sales representative promotes health tools to hospitals. They talk with doctors and nurses about new products. Their job is to make sure the healthcare workers buy their firm’s tools over others.

To do well, they need strong people skills. The rep must explain complex devices in simple terms for all staff levels at a hospital. This role is vital for medical device firms because it helps them sell more products and grow as a business.

Pharmaceutical Sales Representative

A pharmaceutical sales representative plays a key role in the medical device field. They are the ones who market and sell drugs and medical products to doctors and other healthcare providers.

Part of their job is to meet with these professionals face-to-face or online, showing them new drug options for patient care.

This job needs both strong sales skills and deep knowledge about medicine. For example, knowing how certain devices work can help when explaining their uses to a doctor. It’s also important to note that men and women almost equally take on this role, with an average age of 47 years old among representatives.

Key Account Manager

A key account manager is a vital role in medical device sales. This person makes strong links with big firms. They take care of clients and potential business in a set area. Key Account Managers are the face of the company to high-value clients.

Their job is making sure these clients are happy. They often chat with healthcare pros to learn what they need and to supply those needs correctly.

Project Sales Manager

A Project Sales Manager is key in the medical device industry. They form sales plans and manage them from start to end. These managers know the products well. They use this knowledge to help customers pick the right tools for their needs.

It’s their job to hit their sales targets and grow market reach too. Having a good relationship with clients helps in this work.

How to Get into Medical Device Sales

Breaking into the medical device sales industry requires a strong understanding of the field and its products, coupled with strategic networking and relevant experience. Dive deeper to explore detailed strategies on how you can successfully launch your career in this rewarding sector.

Understanding the industry and products

First, learn about the healthcare industry. This knowledge helps a lot in medical device sales. It’s important to know about different kinds of medical devices and how they help patients.

These include diagnostic imaging tools, surgical gloves and artificial joints.

Next, learn more about what you are selling. Whether it’s medicine or prosthetics, deep knowledge is vital for success in this job. Pharmaceutical products also form part of these sales sometimes.

Networking and building relationships

Networking stands as a key step for entering medical device sales. It’s all about making strong ties and earning people’s trust. You need to work with the ones you know, and meet new people too.

This helps grow in the field or find a job. Some may get help from career coaches who know about medical sales. These coaches teach how to network well and plan for success. Networking opens many doors in a medical sales career such as better jobs or chances to move up.

Gaining relevant experience and education

To break into medical device sales, you need the right skills and know-how. An important first step is getting a good education. Many people in this field have a high school diploma.

More often, they hold a bachelor’s degree in business or marketing. This type of degree helps aspiring medical sales representatives learn about the market and customers’ needs.

It can also be useful to earn an advanced degree or get special certifications. These extra qualifications make you stand out from others who want to work in this field.

Another key part of preparing for a career in medical device sales is gaining experience. One way to do this is by doing internships at companies that sell medical devices. Internships give you hands-on experience with selling products and working with customers.

Having previous work experience in sales or marketing can also be useful if you are aiming for a career in medical device sales. You learn how to sell goods and connect with buyers, which are core parts of any sales job.

Experience like this tells employers that you have what it takes to succeed.

Highlighting transferable skills

In getting a job in medical device sales, your transferable skills mean a lot. These are skills you have learned in other jobs that can help here too. For example, if you’ve worked in sales before, that’s great! Or perhaps you know about biotechnology or how the healthcare system works from a past job.

Customer service skills are always useful. So is being good at managing your time and using data to make decisions. If you can adapt quickly to new situations, this will be very helpful as well.

Don’t forget  even though these skills didn’t come from medical device sales itself, they’re still key for doing well in this field!

Advantages of Working in Medical Device Sales

There are several advantages of working in medical device sales such as the potential for high earnings, an array of products and specialties to work with, opportunities for travel, and most importantly, having a direct impact on improving patient care.

High earning potential

Jobs in medical device sales come with high earning potential. This is because the pay scale is often above average. Medical device sales reps get both a base salary and extra pay.

The more you work and the longer you stay, the more money you make. In fact, back in 2016, these sales reps made quite a lot of money on average. With this job, there’s always a chance to earn more.

Variety of products and specialties

Working in medical device sales lets you explore a wide range of products. This includes high-tech tools and equipment like prosthetics, implants, and surgical supplies. You will deal with many specialties such as orthopedics, neurosurgery, ear-nose-throat (ENT), cardiovascular, urology and more.

Each area comes with different devices and tools which makes the job exciting. This field is not just about selling; it’s also about learning new things every day! Plus, by bringing these products to market, you help improve patient care.

Opportunities for travel

Medical device sales jobs have exciting travel perks. They let workers see new places and meet different people. Being a medical sales representative means taking regular trips to meet clients.

This provides them with the flexibility to explore various locations while working. The varied and thrilling travel opportunities add more interest to their jobs. Travel is not just about work in these roles, it brings fun, adventure, and rich learning experiences too.

Making a positive impact on patient care

Medical device sales do more than sell products. They help patients get better care. This job puts you in touch with lifesaving tech items. You can feel good about the work.

Sales reps show doctors and hospitals how to use new tools for health care. They also tell them about the latest trends in healing people faster and better. These skills make a strong bond between the sales rep, doctor, and hospital.

It helps create trust around using these high-tech tools.

Selling medical devices is not just about money or products sold anymore either. Now companies must prove that their product gives value by helping patient lives for real! All this makes selling medical devices an important job in healthcare today.

Challenges of Working in Medical Device Sales

Despite the many benefits, working in medical device sales also presents certain challenges such as steep competition, pressure to meet constantly evolving sales targets and the need to understand intricate product specifications.

High competition

Many firms sell similar items in the medical device industry, causing it to be highly competitive. This is a big challenge for sales reps. They have to battle many rival companies that want the same customers.

New sales reps find it hard to meet their sales targets in this competitive market. Constant changes make getting growth tough too. It’s not easy selling in such a fast-changing and fierce setting.

Meeting sales targets

Meeting sales targets in the medical device industry is a big job. It’s a tough market with lots of competition. Many firms sell products that are much the same. Sales reps face an uphill climb to reach their goals.

Doctors and hospitals can be hard to reach, making it tougher to build good customer relationships. Yet, these ties are key for strong sales numbers. On top of this, rules in healthcare keep changing which adds more pressure on sales folk who need deep knowledge about their products and must keep up with new trends and changes.

Understanding complex products

Medical devices can be complex and tricky. Many have a high level of sophistication. This makes them hard to understand and explain, even for skilled sales reps. These products need deep study by health care workers and other professionals before buying.

Selling such devices is tough work but also important in the medical field. Sales reps have to learn all about these intricate tools. They must clearly tell doctors and nurses how each item works, what it does, and how it can help patients, often leveraging their own understanding of the product’s complexities for clear explanations.

How to Advance in a Medical Sales Career

Continual investment in training, dedication to maintaining a strong network within the industry, and readiness to step into leadership roles are essential strategies for those looking to advance their careers in medical device sales.

Training and continuing education

To move up in medical sales, you need to keep learning. Training and continuing education play big roles. These can be training programs or e-learning courses. They provide needed skills for selling devices well.

Special certifications also help by boosting your knowledge of the industry and sales. Some even go for advanced degrees for a bigger edge in their career. The more you learn, the better your chances are at success in medical device sales.

Building a strong network

To move up in a medical sales job, you need strong ties. Knowing the right people can open doors for you. This means going beyond your coworkers and managers. Go to events in the field often.

Meet new people there who also work with medical devices. Spend time with these people, keep in touch, even help them when they need it. You never know when someone might have a big chance for you! A step further would be shadowing other sales reps or helping out during product trials.

These actions will both grow your network and teach you new marketing strategies that can increase sales figures.

Taking on leadership roles

Being a leader can help you go far in medical sales. Show that you understand your job and how to make things better. Strong leaders have ideas for doing things in new ways. They often land top jobs because they are good at seeing what needs to change.

Leaders use past experience and industry knowledge to build powerful sales strategies. This helps the whole team reach their goals. If you want big job prospects, show your boss that you can lead others well.

What Sets Medical Device Sales Apart

In the realm of sales, medical device selling stands out due to its emphasis on building long-term relationships, tackling lengthy sale cycles, and navigating intricate regulatory landscapes.

Focus on relationship-building

In medical device sales, strong relationships hold great value. Sales professionals must build and maintain trust with their customers. These include doctors and hospital staff. This task is not always easy due to new rules that limit access to these areas.

But, top sales reps learn how to navigate through these hurdles by using good communication skills. Business networking plays a big role in this line of work too. In the end, building lasting ties leads to success in the field of medical device sales.

Long sales cycles

Selling medical devices takes time. It is not a fast business. This is because the healthcare industry has rules to follow. The sale can take weeks, months or even years. To make it faster, you need a good plan and must do each step well.

Even then, being patient is important in this job as getting a client or closing a deal may still take longer than you want.

Regulations and compliance

In the world of medical device sales, laws play a big part. They keep patients safe and build trust in the industry. Medical device companies must follow design and making rules. For example, implants and pacemakers need to meet certain standards.

The FDA sometimes says some devices do not need to follow all rules. But most times, companies have to stick to things like Quality System regulation or Good Manufacturing Practices. This is key for those who make and sell medical devices.

Finding Medical Device Sales Jobs

To position oneself successfully for opportunities in medical device sales, one could leverage online job search platforms, engage industry-specific recruiting firms and actively participate in networking events and conferences within the healthcare sector.

Online job search websites

Online job search platforms have a lot of medical device sales jobs. Sites like Global Edge Recruiting, Glassdoor, Indeed, Monster, and LinkedIn are good places to check for these types of jobs.

They list many job openings in the field. You can use them to see what roles are there and who is hiring. You might even find your dream job! Not only that, but recruiters also use these sites to find new people for medical sales positions.

These websites make it easy for both companies and workers to meet each other’s needs.

Industry-specific recruiting firms

Industry-specific recruiting firms play a big role in medical device sales. They find the best people for your team. These firms know much about healthcare and medical devices. They save you time by finding great workers who fit your needs right away.

MedReps is a tool they use to find these people. Using industry-specific recruitment services can help grow your business fast and strong.

Networking events and conferences

Networking events and conferences are key ways to find medical device sales jobs. They offer lots of chances for you to meet people who work in the industry. You can chat with them, learn from them, and form bonds that may lead to job offers.

The 11th Annual MedTech Partnering Conference 2023 is a great place to start. It’s full of inventors, investors, and other medical device pros like you. There are also groups like Sales Associations for MedTech where you can discuss issues related to selling medical devices.

In addition, several medical device conferences will take place in 2023. These events create an environment for learning while also offering job openings in various specialties within the field.

Medical Sales Representative Jobs and Requirements

Medical sales reps promote and sell medical equipment and pharmaceuticals to healthcare professionals like doctors, nurses, and administrators at medical centers. They play an integral part in bringing new medical technology and products to market through presentations, product launches, and relationship building.

Medical sales reps tend to have some kind of technical or medical background. Many have worked previously as nurses, technicians, or other roles that gave them deep knowledge of the healthcare field. However, some companies will hire sales reps without a medical background as long as they have strong sales skills and treat patients with empathy.

Medical equipment sales reps focus on selling devices like CT scanners, MRI machines, and surgical tools. They need a deep understanding of how the equipment works to explain it to doctors and hospital staff. Pharmaceutical sales reps promote prescription drugs to physicians and specialists. They must stay up-to-date on new drug research and be able to speak intelligently about how medicines treat patients.

Dental sales reps are specialized representatives selling equipment and supplies to dentists and orthodontists. Surgical sales reps provide tools and devices for specific surgeries and operating room settings. Medical device salespeople focus on selling a portfolio of products from stents to prosthetics.

No matter the specialty, all medical sales reps need strong communication skills to connect with busy medical professionals. They spend much of their time on the road meeting with clients in their designated territorial area or specific region. Medical salespeople must become trusted advisors to their customers.

A college degree in marketing, business, or health sciences provides a solid foundation for work in medical sales. Some positions require a science degree. Hands-on sales experience is also desired by most employers. Ongoing training on industry trends, regulations, and new technologies is an integral part of the job.

According to the National Association of Pharmaceutical Sales Representatives, the average salary for a medical sales rep ranges from $75,000 to over $100,000 including bonuses and commissions. Top performers can earn $150,000 or more. Salaries vary depending on the type of product, sales territory, and experience level.

If you are interested in a career bringing medical technology to healthcare professionals, medical sales offers excellent income potential and the chance to be on the leading edge of lifesaving products. With in-depth knowledge of the medical field and a strong focus on customer needs, you can find success in this dynamic industry.

Frequently Asked Questions about Types of Medical Device Sales

1. What are Medical Device Sales?

Medical device sales involve selling equipment used in healthcare, like machines for diagnosis or tools for surgery.

2. Who do Medical Device Sales Reps Sell to?

They mostly sell to health professionals such as doctors and nurses, or sometimes directly to patients.

3. Are there Different Types of Medical Devices that can be Sold?

Yes, they range from small items like bandages and syringes, to big machines like MRI scanners and heart monitors.

4. Do I Need Any Special Training for a Job in Medical Device Sales?

Usually yes, companies seek people with knowledge about the healthcare field and specific devices they will sell.

5. Can Someone Without a Medical Background Work in this Field?

Yes! Many firms provide training so you understand the products you’re selling even without a prior medical background.

Conclusion and Summary of Exploring Different Types of Medical Device Sales

Working in medical device sales offers the chance to build a lucrative career while making a difference in healthcare. This field encompasses a wide variety of roles selling innovative products that improve patient outcomes.

As outlined in this guide, orthopedics, neurosurgery, cardiovascular, and other specialties need talented sales professionals to bring new tools and technology to market. Whether you are a sales rep focused on forging relationships with doctors or a product manager overseeing launches, abundant opportunities exist.

Success requires strategic networking to gain visibility, as well as developing extensive knowledge about medical devices and how they help patients. Ongoing training and certifications also help salespeople stay current and competitive. The ability to convey complex product details clearly gives a vital edge.

While challenges like meeting targets and navigating regulations exist, the potential for high earnings, travel, and career advancement make medical device sales rewarding. Most importantly, sales reps act as partners assisting healthcare providers in delivering first-rate care. They provide an invaluable service along the patient journey.

For those eager to blend an analytical mind with interpersonal talents, medical device sales offers the chance to thrive. This career sits at the intersection of healthcare and technology – two fields brimming with prospects now and in the future.

Marty Stewart