Medical sales reps provide key support to health care staff
For those with a medical or scientific educational background who decide a career as a registered nurse, medical doctor or other health care professional isn’t for them, the good news is that they have other options. One such possibility is a career in medical sales.
Medical sales representatives provide support to primary clinical training and education to customers related to health care equipment. When they sell items such as monitors and other equipment to registered nurses and other health care professionals, they have to also ensure those in health care also know how to use and implement it. These professionals teach health care workers the technology so that they in turn are able to train their staff members effectively.
One of the most efficient ways to break into a medical sales career is to work with a staffing agency. Tom Ruff Company specializes in the placement of medical sales management professionals into over 100 health care companies around the country.
According to Tom Ruff, president and CEO of Tom Ruff Company, someone with previous medical sales experience is typically preferred for these positions, but it’s not always necessary.
“If they don’t have medical experience, often candidates with business-to-business sales experience ideally selling capital equipment or technology (such as copiers and industrial machines/equipment), or someone with strong technical aptitude and the ability to learn the technology and teach it to the end user without intimidating or overwhelming them, especially if they don’t have the strong technical aptitude, can be a good candidate for these positions,” he said.
According to Ruff, larger companies usually have very comprehensive product training and typically will have you spend the first two to three weeks just training and learning the mechanics behind the equipment. Employees will be tested and must pass in order to proceed with selling and training on the equipment.
“Ongoing training is essential as new products or software updates are released, similar to when software updates are released on an iPhone,” Ruff said.
According to Career Builder, a medical sales representative typically earns between $50,000 and $150,000 annually with a median salary of $80,500. Other factors such as company size and industry can also determine differences in pay between medical sales representatives across the field.
For medical capital equipment, typical salaries are in the $50,000-$70,000 range plus commission, with top representatives making over $400,000 for the best of the best (the top 3 percent) and on average, $130,000-$190,000 for the average representative, Ruff said.
As far as experience, ideally two to five years of medical sales experience is preferred, but it depends on the equipment, Ruff said.
Medical sales representatives frequently travel to customer sites to educate and support health care professionals in operating their critical care monitors proficiently and safely.
They also configure or design monitor setup, according to client company-directed parameters and customer consultation; provide post-sale end-user education classes/in-services; and deliver go-live support with new monitors or upgrades.
However, for the larger companies, there typically is not as much travel except for sales meetings and product training, Ruff said. Typical sales positions for larger companies cover a major city and the surrounding area. For smaller companies, this can include multi-state territories with more excessive travel (up to 80 percent).
Another good resource for candidates is MedReps.com, a small company founded by medical sales jobs recruiters to connect job seekers with experienced medical sales professionals.
The site serves as a resource for job seekers to seek the latest industry information, whether they’re breaking into medical sales as a new career or looking to make a job change within the same industry.
In addition to job listings, it provides resume services and articles covering the latest news within the field.
For more information about Tom Ruff Company, visit www.tomruff.com. For MedReps, visit www.medreps.com.