How to Get Into Medical Device Sales

Are you interested in combining healthcare knowledge with a dynamic and financially rewarding career? If so, medical device sales might be the perfect path for you. Whether you’re a recent graduate or someone looking to switch careers, learning how to get into medical device sales can open the door to a high-growth industry filled with opportunity, innovation, and impact.

In this blog post, we’ll break down what it takes to break into the medical device sales field—step by step.

What Is Medical Device Sales?

Medical device sales professionals sell products like surgical instruments, implants, diagnostic machines, and other health technologies to hospitals, clinics, and private practices. These salespeople work closely with doctors, nurses, and hospital procurement teams to educate them about product benefits and functionality.

Why Choose a Career in Medical Device Sales?

• High earning potential: Base salary + commission = six-figure incomes possible
• Growing industry: Healthcare technology is rapidly expanding
• Variety: Work with different professionals, procedures, and locations
• Job satisfaction: You’re helping improve patient care and save lives
• Career mobility: Opportunities to move into management, marketing, or global sales

How to Get Into Medical Device Sales: Step-by-Step Guide

Step 1: Understand the Industry

Before you dive in, take time to research the medical device field:

• Learn about the types of devices (surgical tools, implants, diagnostic equipment, etc.)
• Understand how hospitals and clinics purchase equipment
• Familiarize yourself with regulations and compliance standards (e.g., FDA in the U.S.)

Step 2: Get the Right Education

While a medical or science background helps, it’s not always required.

Recommended Degrees:

• Bachelor’s in Biology, Life Sciences, Nursing, or Healthcare
• Alternatively: Business, Marketing, or Communications

Some roles may require advanced degrees or certifications depending on the device complexity.

Step 3: Gain Sales Experience

Most medical device companies prefer candidates with sales experience.

Ways to Build Sales Skills:

• Start in B2B sales (business-to-business)
• Work in pharmaceutical sales
• Intern or work in a medical supply company

Sales experience in high-pressure environments like insurance or real estate can also be valuable.

Step 4: Consider a Medical Sales Training Program

Several third-party institutions offer medical device sales certifications or training programs:

• Medical Sales College (MSC)
• NAMSR (National Association of Medical Sales Representatives)
• CNPR Certification (for pharma/medical sales)

These programs provide:

• Industry knowledge
• Role-play experience
• Resume and interview preparation

Step 5: Network Strategically

Medical device sales is a relationship-driven field.

Where to Network:

• LinkedIn (follow recruiters and medical sales professionals)
• Medical sales forums and Facebook groups
• Career fairs at universities
• Healthcare trade shows and conferences

Tip: Reach out to current reps for informational interviews and mentorship.

Step 6: Create a Targeted Resume & Cover Letter

Highlight the following on your resume:

• Sales achievements (quotas, wins, growth percentages)
• Healthcare or clinical exposure
• Communication and relationship-building skills
• Certifications or relevant education

Tailor your resume for each company or device category (orthopedic, diagnostic, etc.).

Step 7: Apply for Entry-Level Positions

Job Titles to Search:

• Associate Sales Representative (ASR)
• Junior Device Rep
• Sales Trainee – Medical Devices
• Clinical Specialist (sometimes leads to sales roles)

Apply to companies like:

• Medtronic
• Stryker
• Johnson & Johnson
• Boston Scientific
• Zimmer Biomet

Start small and build your way up.

Step 8: Nail the Interview

Be prepared to:

• Pitch a medical product
• Explain how you manage a sales pipeline
• Role-play objection handling
• Show your ability to learn technical details

Many interviews include multiple rounds, including phone screens, territory managers, and final panels.

Skills Needed for Medical Device Sales

• Excellent communication
• Negotiation and persuasion
• Strong product knowledge
• Time and territory management
• Clinical understanding
• Resilience and self-motivation

Salary Expectations

According to MedReps and Glassdoor:

Bonuses, car allowances, and travel perks are often included.

Career Advancement Opportunities

Once established, you can grow into:

• Territory Manager
• Regional Sales Director
• Product Specialist
• Sales Trainer or Educator
• Marketing Manager
• International Sales Executive

Frequently Asked Questions

Q1: Can I get into medical device sales without a degree?

Some reps break in without a degree by starting in B2B sales and working their way up, but having a degree increases your chances significantly.

Q2: Do I need clinical experience?

Not always, but it helps—especially when selling surgical or implantable devices.

Q3: How competitive is the field?

It’s competitive, but well worth it. Stand out with strong networking, sales numbers, and industry training.

Final Thoughts

If you’re wondering how to get into medical device sales, the answer is: with the right combination of education, experience, networking, and persistence. This fast-paced field offers lucrative pay, real-world impact, and long-term career potential. Start by building your knowledge, improving your sales game, and networking your way into this rewarding industry.