The medical sales arena is an enormously varied career area. Medical sales representatives work with hospitals, physicians, and laboratories of all kinds—clinical, research, biotechnology, and university. The products they sell range from bandages, pharmaceuticals, hospital beds and medical imaging machines (MRIs, ultrasounds, etc.) to laboratory equipment and tests, surgical instruments, monitoring systems, and software. The list is long. You can see more detailed descriptions here: Types of Medical Sales Jobs.
All types of medical sales can be divided up into two categories: Capital Sales, and Non-Capital (or Consumable) Sales. Each area has it’s own unique sales process and requirements. Which one is best for you depends on your background, your personality, and your goals.
Watch these videos to learn more about the different types of medical sales, and where you might fit best.
Part I – Capital Sales
Includes software (information systems, workflow, billing, diagnostic) and equipment (devices, imaging, laboratory equipment, beds, hardware)
Often a one-time sale
Big customer commitment
Part II - Consumable Sales
Includes consumable products (wound care, laboratory reagents, pharmaceuticals) and service products (off-site testing, payroll, human resources)
Lower-dollar value – easier sale
You build a relationship with your customer
How does your personality fit? Are you a hunter or a gatherer?
Part III – Sales Process
How high to you like to call up in the organization?
How often can you travel?
What kind of management style do you like? Do you mind being micromanaged?
How many people are involved in the sales process?
Do you want to be the key person in the sales process? Or part of a team
Medical sales is a great place to be. It’s an exciting, lucrative field that’s somewhat insulated from economic downturns--everyone always needs healthcare! PHC Consulting is the recruiting firm of choice in this arena. We have over 10 years of experience placing top sales, management, and marketing talent.
Visit our blog for candid advice on the different types of medical sales, as well as powerful tips to set you apart from the competition in the job search process: resume help, interview tips, how 30/60/90-day sales plans can shoot you to the top of the candidate list, advice to keep you at the top of your sales game, and more.