There are many good reasons for women to take a closer look at the benefits of a sales career in medical device industry.
The medical device industry spans an incredible expanse of products and specialties, so it may be a foolish endeavor to generalize about medical device sales positions as a whole, but I am going to do it anyway. Here are a few of the myths and realities of medical device sales compared to pharmaceutical sales for those who may be considering these two career paths.
1. Myth: When you sell medical devices, especially surgical products used in the operating room, you are on call 24/7.
Reality: Except for trauma products, there are few positions that demand you be on call 24/7 – 365 days a year.
If you are selling surgical equipment and implants, you need to be available in the early morning hours (6-7am) on a routine basis to cover cases. There is a good chance that time in the O.R. will wrap up by mid-afternoon (3-4pm) most days, but then you may make a few afternoon calls, handle paperwork or plan for the next days cases. There is no doubt, successful medical device sales representatives work hard, but dedication is required for success in any field.
2. Myth: Pharmaceutical sales offers more stability than medical device sales.
Reality: Although pharmaceutical sales may initially offer higher base salaries and other perks compared to entry-level medical device sales positions, the pharmaceutical industry has been incredibly rocky the last few years with massive layoffs announced regularly.
In medical device sales you can create your own security through accumulating valuable expertise and building deep customer relationships. Long term income potential can be 2 or 3 times a pharmaceutical sales rep’s earnings for successful sales reps.
3. Myth: Work-life balance is difficult as a medical device sales representative.
Reality: Medical device sales representatives often have larger territories and their days may be less predictable than 8-12 office calls. A career in medical device sales requires you to think on your feet and turn on a dime, but for many sales women, the fast-paced excitement, high level of customer engagement and satisfaction of closing significant deals are exactly the reasons they got into sales in the first place.
There are women who try pharmaceutical sales and quickly find themselves bored. If you happen to be one of them, don’t tolerate the boredom for too long. The longer you wait, the harder it will be to break into medical device sales.
Whether transitioning from pharma or entering the industry directly from B2B sales, you’ll discover many rewards in medical device sales.
Can you think of other myths, or maybe even a few realities, that discourage women from pursuing medical device sales? The truth is, many segments of the industry would welcome more women in their ranks. I hope more women will realize how many tremendous career opportunities there are in medical device sales.
“Whatever you do, or dream you can, begin it. Boldness has genius and power and magic in it.” ~ Goethe
I just discovered this website tonight. I am two months away from graduating with my Bachelors in Health Care Administration. I started this degree a very long time ago, but life took me down some other paths until now. I am very sure that I want to enter into medical device sales as soon as I graduate in September.
I have not done any direct B2B sales, but I have been a small business owner for over 12 years. I have also worked with the public sector and done all kinds of sales practically my entire life.
In order to get some B2B training before I even go out job hunting I am currently attending USF to attain a Professional Advanced Sales and Management Certification. This is a total of 3, 8- week long courses designed for those who are entering, or already have positions in sales and want to progress into management ect.
I believe I am putting my own time and money where my mouth is as they say…
I am wondering if you have any suggestions as to where I should start looking for an associates level position in the Bay Area. You have such wonderful advice, and I appreciate your belief that women can be successful in medical sales.
Thanks for writing Suzanne, and best of luck your search. I suggest checking Medreps.com for industry jobs, including some associate level positions.
These are some one the most motivational things I have heard. I’m still a student with one semester left of college. All I want to do is medical device sales, over the last few week I have gotten very mixed messages from people in the field. So, THANK YOU! One question because you seem to know quite a bit. I have a few connections but I really want to have options, Do you know which companies would be more likely to look at recent graduates.. considering they want people who have already been successful in the business?
Katy, Glad this is helpful. This would be a good list to have for new grads. There are companies that hire sales “associates” – entry level grads who usually work with a more established reap to gain experience and learn the business. Then the associates have an opportunity to be promoted into a territory of their own. Here is a quick list off the top of my head of a few companies that hire associates. If others know about other companies who do, please add to this list.
1. ConMed (the company I recruit for) – ConMed Patient care hires sales associates in the spring/early summer. They’ve done this 2 years running, hiring about 20 new grads across the country, and it has been very successful for all concerned. ConMed Linvatec also hires associates, but often looks for 1-2 years of prior sales experience. In the New York City area, there are 4-5 openings for new grads as associates for these 2 divisions that we are actively recruiting for. (Hint, send me your resume!)
2. Stryker and Smith & Nephew hire sales associates.
3. I have less direct knowledge of this, but have noted Baxter, Medtronic Diabetes and Cook Medical hire recent grads as associates also.
Thanks for all of your insight. Here are some of the things that have stopped me from going after medical sales. Please let me know if they are myths.
1. You can only get into medical device sales if you know someone
2. Medical device companies don’t want pharmaceutical reps after 5 years in the industry
3. Medical device companies primarily want to hire men so they can socialize with the doctors almost every night
Rosie,
Thanks very much for your great questions.
1. MYTH- not true, we hire salespeople everyday who have no inside connections. While networking is a recommended practice for anyone in any industry, breaking into the medical device industry is about your skills and accomplishments rather than who you know.
2. Some Truth- Although both positions entail selling to medical professionals, medical device and pharmaceutical sales are pretty different in a significant number of ways. If your goal is to break into medical device sales, my recommendation is not to stay in pharma more than 2 years. Typically, you are better off having a solid B2B background if you want to break into medical device sales.
3. MYTH- hmmm, this is not a rationale I’ve ever heard. Given strict Advamed guidelines, a lot of socializing etc is discouraged. Surgeons work long hours and would probably spend what precious little free time they have with their families. Or sleeping.