Medical Sales Jobs: A Definitive Career Guide

With more and more technologies emerging in the medical field, such as new devices, artificial intelligence (AI), and pharmaceutical drugs, companies need a reliable way of getting their products into the right hands. In medical sales jobs, sales representatives promote and sell drugs and devices to hospitals, healthcare providers, and other medical facilities.

As a medical sales representative, the earning potential is high because you’ll typically have a base salary plus compensation. Therefore, developing good sales skills is a key component to succeeding in this role. Discover more about the medical sales profession and how to make a start in this field today.

What are medical sales jobs?

Medical sales jobs are representatives or sales managers who focus on selling and marketing medical products, such as pharmaceutical drugs, equipment, and devices to medical facilities. 

Like other types of salespeople, medical sales representatives can be responsible for a specific region or territory. and often travel to meet new and existing customers to educate them on new products and ensure quality service. As a medical sales representative, you are the link between medical professionals and the pharmaceutical and biotech companies whose products you promote. Your role is to educate health professionals on the benefits of the products you sell, tailor your offerings to different regions, and collect valuable feedback. 

Tasks and responsibilities

From determining how to meet clients’ needs to researching opportunities to optimise sales, medical sales comes with a dynamic array of responsibilities. Whilst your specific tasks will vary depending on your sales specialisation, medical sales jobs typically have the following duties:

• Assess client needs and offer the right products and services

• Market medical products to healthcare facilities, such as providing information and offering samples

• Research healthcare facilities and the products they might benefit from

• Educate and advise healthcare professionals on the products you offer, new technologies, and developments in the field

• Establish and maintain relationships with customers, including doctors, to ensure that even remote areas can access drugs and treatment

• Correspond with customers on the phone, by email, or in-person to take orders

• Identify new opportunities to increase product sales by tailoring offers to specific regions and populations

• Seek feedback from medical professionals on products and drugs

• Attend sales meetings and liaise with more experienced medical representatives to keep up with the latest trends

Where they work

Medical sales reps tend to have flexible schedules, often travelling to meet customers within their territory. You can generally set your own schedule and work hours. As part of your role, you’ll also act as an educator, participating in workshops, educational programmes, and events to support understanding of medical issues and possible treatments.

Skills for a medical sales job

To land a medical sales job, you’ll need to be able to explain the benefits and side effects of certain drugs and have a strong understanding of the communities you’re serving. You’ll manage your time between customer meetings and organising your records. You’ll need the following skills to become a medical sales representative:

Technical skills:

• Medical product knowledge

• Technical know-how

• CRM systems

• Digital tools and apps

• Research and analysis

Workplace skills:

• Clear communication

• Relationship building

• Active listening

• Adaptability

• Discipline

• Time management

• Negotiation

Salary and job outlook

According to AmbitionBox, a medical sales representative's average annual base salary is ₹3,50,000 [1]. However, part of the appeal of becoming a medical sales representative is the pay structure, which includes a commission when the representative makes a sale, which can potentially increase your earnings significantly. As a sales representative, you spend a lot of time in the field talking to potential customers, educating doctors on prescription drugs, and offering product samples, so you have the opportunity to maximise your potential earnings with higher commissions and bonuses. 

As far as job prospects go, given India's status amongst the fastest-growing global drug manufacturers, professionals who provide a link between pharmaceutical companies and medical professionals will remain in demand [2].

Types of medical sales jobs 

You may define the various types of medical sales jobs by the product or service you sell and who you work for. As a sales representative, you’ll likely specialise in selling specific products:

• Pharmaceutical sales: As a pharmaceutical sales representative, you’ll recommend certain drugs to physicians at medical centres and hospitals.

• Medical and technical devices: Those with a medical or technical background may be more suited for these types of roles, which can require giving product demonstrations and tracking records of clinical sales. This could also include artificial intelligence (AI) or other specialised, high-tech machines.

• Medical supplies: This type of medical sales job requires less technical knowledge and a more general understanding of medical supplies (such as face masks and gloves) that often sell in high volume.

Flexibility is a main benefit of medical sales jobs

A major benefit to a medical sales job is that you can tailor it to your own schedule. Whether you’re taking calls or travelling to meet new customers, you have the ability to create your own hours. Medical sales jobs can especially appeal to individuals with a side hustle or passion, such as teaching yoga.

How to become a medical sales representative

If you think medical sales jobs could be a good fit for your career and lifestyle, consider taking the following steps on your career path.

1. Get a degree.

To become a medical sales representative, it is advisable to get a degree in a relevant subject such as biology, nursing, pharmacy, life sciences, or even business with a healthcare specialism. You might also need to pass an appropriate entrance exam, such as the Graduate Pharmacy Aptitude Test (GPAT) or the BITS HD Pharmacy exam.

2. Get a certification.

Certifications offer great value in this field. A medical sales certification can support your job search, and both government and non-government organisations offer them. For example, the Institute of Good Manufacturing Practices in India (IGMPI) delivers the Certificate in Medical Sales Management, which takes three months to complete and is accessible to you if you have a degree in a relevant discipline. 

3. Choose a specialisation.

As a sales representative, you’ll likely specialise in a specific product area like medical devices, pharmaceutical sales, healthcare management services, or medical supplies. If you’re new to healthcare and sales, choose an area that sparks your interest. 

4. Gain some field experience.

Now that you’ve narrowed down a specialisation, it’s time to gain some field experience. Whether that means picking up an internship with a medical sales company or shadowing a more established medical sales representative, you’ll gain an understanding of the day-to-day responsibilities. You can then fill in the gaps in your skills or knowledge.

Employers will expect you to hit the ground running. Brushing up on medical sales skills with a training programme can be a good idea for those of you who might be nervous about applying directly for a job. Research medical sales training opportunities online, which can help you get started in one of the specialisations.

In addition to knowing the basics of medical terminology, it might be beneficial to keep abreast of trends such as robotics and wearable tech in the healthcare space, even if you are not selling that specific product.

5. Expand your network. 

Being new in a medical sales job can be intimidating. However, networking is an important part of expanding your client base as a medical sales representative. 

You’ll want to know the right people and build enduring professional relationships with them. You’ll likely return to them with new products and technologies in the future, so deepening those connections is just as important as widening your network.

One effective way to network is using LinkedIn. You can cultivate a professional and influencing presence whilst using the group's function to connect with more people in your chosen industry, specialisation, and territory.

Attending conferences and seminars and joining trade associations will also help you continue to grow your network as a medical sales representative.

Boost your medical sales knowledge today

A medical sales job is an exciting, flexible career that might suit you if you are interested in the medical profession and have excellent people skills. To be successful in any medical sales job, boosting your sales skills will help you land more clients. The Sales Operations/Management Specialisation from West Virginia University is a flexible online course that you can finish in six months or less.