Breaking Into Medical Device Sales

We are often asked about the best and most effective avenues for breaking into medical device sales. Although the statistics are startling, gateways still exist for candidates hoping to make a successful transition. The numbers show that more than 1.6 million people search for medical sales jobs every month. Recruiters and hiring managers receive an average of 375 resumes for each job posting. The challenge for the hiring manager is that so many of the resumes contain near identical information. In most instances, if a B2B representative applies for a position, they are competing against 100 other top-performing B2B reps. Even those with medical sales experience are competing against candidates with similar experience. In the end, it is not about being one of the best candidates. It is about being the “lucky best” candidate. We have learned through our numerous years of recruiting experience, many of the best candidates never get a shot.

 

From the Hiring Manager’s View:

Hiring managers are looking for sales representatives who can be productive, drive revenue, and make an immediate impact. Most openings in medical device sales are due to lack of performance from the previous representative. In an underperforming territory, a new hire is critical and performance is mandated. A hiring manager does not have the luxury of waiting for years, or months, or even weeks for a new sales rep to add value and build the territory. As a result, most openings require 2-3 years of experience. This is because an experienced sales rep is perceived to be less risky hire, and is more likely to drive new business in the territory. The challenge, of course, is that most experienced sales reps have non-compete agreements that make this option very complicated if not altogether impossible.

 

From EliteMed’s View:

At EliteMed Recruiting, we have teamed with the Medical Sales College (MSC) for three very specific reasons. First, as the exclusive provider of placement services, we can offer a hiring manager a new option that previously did not exist – a fully trained, committed selling professional that can be impactful immediately, as opposed to the traditional 12-18 month learning cycle of someone without specific medical device experience. Second, MSC graduates come prepared with surgeon profiles, product profiles, and territory business plans. They know who their customers are, they understand the products and the procedures those products are used in, and they have an actionable plan for building business and driving revenue from day one. Finally, through the eight-week learning process, we can eliminate an even bigger problem for hiring mangers – the dreaded “bad hire”. Every candidate is going to put their best foot forward during the interview process and, in many cases, that process might be as short as one or two interviews. Instead of making a decision based on limited information gathered over a short time frame, we are able to offer our hiring managers what no other recruiting firm can – what we like to call the “8-Week Interview”. Our process of evaluation, performed in coordination with the Medical Sales College’s training team, is determined by the five common denominators of successful sales representatives (PETSI Scoring System). This allows the EliteMed recruitment team to effectively reduce, if not eliminate, the high attrition rate experienced by many of our customers.

EliteMed Recruiting is privileged to be associated with the Medical Sales College. Our explosive growth, with more than 500 placements over the past three years, is largely attributed to the quality of candidates we work with who have graduated from MSC.

If you’re tired of not receiving return calls from recruiters or hiring managers and if you’re prepared to invest in yourself, then we know the process that can change the course of your career.

 

Preparing for success in medical device sales by attending the Medical Sales College requires commitment and dedication. If you’re wondering whether or not this process can really work, we invite you to view the following videos of MSC graduates who share their experiences and successes in breaking into the device industry…

 

While all of MSC’s programs are completed at their world-class training facilities located just outside of Denver, CO, the following “State Pages” were created so that candidates can learn more about EliteMed job opportunities in their area, get introduced to their Regional Recruiter, and identify specific locations that are in high demand (i.e. the EliteMed “Hot Spots”). Additionally, candidates can learn about the orthopaedic specializations offered by MSC and which specializations may be most appropriate for incoming students in a specific geography.

To learn more, please click below.

 

Although the Medical Sales College is our recommended option for entrance into device sales and has established our foundation as the largest recruitment company in medical sales, we also recognize other avenues that may pave the way to success… Please take time to read through the additional options and, if questions arise, please contact us. Our recruitment team is here to answer questions and assist you in your endeavors to land a medical sales position.

 

 

EliteMed & Medical Sales College

As the largest recruiter of medical sales representatives, EliteMed Recruiting has experienced much of its success because of our relationship with the Medical Sales College. MSC graduates are often more prepared for interview opportunities and, more importantly, are more prepared to excel in their territories upon hire.

Even the most experienced professionals can benefit from the training provided by the Medical Sales College in their 8-week orthopaedic sales programs. Because MSC candidates are more prepared, they’re more in demand. Nearly every hiring manager we work with will consider an MSC graduate in addition to those reps that have already been selling orthopaedic implants in a surgical setting. When you’re competing against hundreds of other qualified applicants, wouldn’t it make sense to have every competitive advantage possible? We have included the following links to provide you with more information to consider as you explore this avenue…

 

1.     Graduate Testimonials

The following is a list of several graduates that have shared their experience with the Medical Sales College. We can tell you how intense this program is and how much better prepared you will be for a sales position with this training, but you may want to hear it from the perspective of former students…

Graduate Testimonials.html

 

2.    Reference List

The following graduates are willing to share their experience with you. Our recruiters will be happy to provide you with specific contact information based on your geography and/or specialization of interest. Just ask!

Reference List.html

 

3.    Graduate Student Spotlight

There is no one “profile” that hiring managers in device sales are looking for. Strong sales backgrounds, strong clinical backgrounds, college educations, entrepreneurial experience, athletic endeavors, military experience… ALL are valued in device sales. These brief introductions are intended to demonstrate that successful sales reps come in all “shapes and sizes”.

Graduate Student Spotlight.html

 

4.    MSC From the Employer’s Perspective

If you’re reading this page, it’s likely because you’re interested in getting a J.O.B. in medical device sales. MSC has been pleased to host dozens of senior executives from virtually every major manufacturer. Read ahead to see what employers and hiring managers have to say about MSC…

Employer Testimonials.html

 

5.    For Recent College Grads

If you are a recent college graduate, you may be struggling to determine “What’s Next?” In one of the toughest job markets in history, there is an industry that’s thriving – and young professionals are always well received. Learn more about the experiences of these “up-and-coming” grads…

Recent College Grads.html

 

6.    Medical Sales College FAQs

We know you have questions… and we have answers. Click below to read up on some of the most frequently asked questions…

FAQs.html

 

7.    The Impact Rookie

In this article, we make an analogy between NFL coaches and hiring managers in the device industry. They both need an impact player that is ready to produce. Here’s why…

Impact Rookie.html

 

8.    Can I Fix Your Car?

Have you ever considered how you might be perceived as a new rep by your surgeon customer? What kind of risk do you represent? Here’s another analogy that demonstrates how important it is to be prepared (REALLY prepared) when you make the approach…

Can I Fix Your Car.html

 

9.    Bad Hiring Decisions and Consigned Inventory

This article discusses two important situations that have changed how hiring managers hire and train sales representatives. More specifically, it details the history of the non-compete agreement and how consigned inventory impacts the new rep’s accessibility to product training.

Bad Hiring Decisions.html

 

10. The Anatomy of a Medical Device Sale

As a professional sales representative, you know you’re good, right? In fact, you’re wondering why you wouldn’t be a top pick for a hiring manager and why you would even consider the investment in additional training to prepare for a career in medical sales. This “tongue in cheek” article gives you a little different perspective…

Anatomy Of A Medical Device Sale.html

 

 

EliteMed & Business-To-Business

B2B (business-to-business) sales professionals are very well received in the medical device industry. In fact, there are certain companies and industries that almost considered “farms” for hiring managers in the device industry. These sales professionals know how to prospect, how to cold call, how to engage people in conversation, and how to operate independently in their territory.

Ultimately, B2B sales provides a solid foundation of experience that many hiring managers are looking for. If you invest a couple of years and perform exceedingly well in a B2B capacity (i.e. top 5%) then you may have an easier transition into device sales. Here are the industries and companies that we would recommend a candidate consider…

 

 

 

1.     Advertising

Yellowbook – http://corporate.yellowbook.com/careers/

 

2.     Car Rental

Enterprise – http://www.erac.com/

Hertz – http://www.hertz.com/rentacar/misc/index.jsp?targetPage=UScareers.jsp

 

3.     Computer Software

Cisco – http://www.cisco.com/web/about/ac40/about_cisco_careers_home.html

Dell – http://content.dell.com/us/en/corp/careers.aspx

HP – http://www8.hp.com/us/en/jobsathp/index.html

IBM – http://www-03.ibm.com/employment/?lnk=ftpl

Oracle – http://www.oracle.com/us/corporate/careers/index.html

 

4.     Food Service

Aramark – http://www.aramark.com/Careers/

Coca-Cola – http://www.thecoca-colacompany.com/careers

Pepsi – http://www.pepsico.com/Careers.html

Heinz – http://www.heinz.com/our-company/careers.aspx

Sysco – http://www.sysco.com/careers.html

US Foods – http://www.usfoods.com/USFCareers.aspx

 

5.     Health Insurance

Aetna – http://www.aetna.com/about-aetna-insurance/aetna-careers/index.html

Aflac – http://www.aflac.com/careers/default.aspx

The BlueCross BlueShield Association- http://www.bcbs.com/careers/

Humana – http://www.humana.com/resources/about/careers.aspx

Kaiser Permanente – http://www.kaiserpermanentejobs.org/default.aspx

 

6.     Office Equipment

Xerox – http://www.xeroxcareers.com/

Canon – http://www.usa.canon.com/cusa/about_canon/careers

Ricoh – http://www.ricohcareers.com/

Konica Minolta – http://kmbs.konicaminolta.us/wps/portal/web/home/careers

 

7.     Payroll Service

ADP Payroll Services – http://www.adp.com/careers.aspx

Paychex – http://www.paychex.com/careers/

 

8.     Postal Service

 Pitney Bowes – http://www.pb.com/careers/

 

9.     Shipping Service

DHL – http://www.dhl.com/en/careers.html

FedEx – http://fedex.hodesiq.com/careers/job_search.aspx?User_ID=

UPS – https://upsjobs.managehr.com/

 

10.  Staffing

Express Employment Professionals – http://jobs.expresspros.com/search/

ManpowerGroup – http://www.manpowergroup.com/jobs/jobs.cfm

Maristaff, Inc. – http://www.maristaff.com/employees.asp

Randstad – http://us.randstad.com/content/findjobs/careers-randstad/?&WT.mc_id=ff

 

11.  Telecommunications

AT&T – http://att.jobs/

Charter – http://www.charter.com/footer/footerPage.jsp?tag=careers

Comcast – http://www.comcast.com/Corporate/About/Careers/Careers.html?CRedirect=true

Cox – http://ww2.cox.com/aboutus/careers.cox

Motorola Solutions – http://careers.motorolasolutions.com/

CenturyLink – https://www.centurylink.com/Pages/AboutUs/CompanyInformation/Careers/

Sprint – http://careers.sprint.com/

Verizon – http://www22.verizon.com/jobs/

 

12.  Uniforms

Cintas – http://www.cintas.com/careers/

 

13.  Financial Services

Merrill Lynch – http://www.totalmerrill.com/publish/mkt/campaigns/careers/index.aspx

Morgan Stanley – http://www.morganstanley.com/about/careers/index.html

 

 

 

EliteMed & Networking

Networking has traditionally been, and continues to be, a great tool for breaking into medical device sales. Often times, it may not be as much about WHAT you know, but WHO you know. With the advent of social media, professional networking sites, and the abundance of information available on the Internet, it has become easier to establish contact with key decision-makers.

We strongly believe that LinkedIn is a great site and that you should establish a professional profile to be used on their site. Additionally, there are dozens (if not hundreds) of groups that may be of interest in your job search. The following list includes what we believe are the most relevant LinkedIn groups, followed by a list of the top job boards for medical sales positions.

 

 

 

1.      Medical Device Guru

Medical Device Sales: Orthopedics, Cardiovascular, Surgery, Endoscopy, Surgical Robotics, Diagnostic, Drug & Pharmaceutical, Imaging, Neuro, Spine, Biologics, QA RA R&D, Implant Sales, Clinical Research, Engineering, IT, Cardiac, Radiology.

Paula Rutledge – Owner

Members – 23,385

 

2.     Medical Devices Group

Largest Medical Device Group: Medical Devices, Mhealth, Wireless Health, Cardiac, Cardiology, Cardiovascular, Orthopedic, Surgery, Endoscopy, Surgical Robotics, Diagnostic, Drug Pharma, Imaging, EMR, Neuro Spine, Spinal Biologics, QA RA R&D, Implant Sales, Clinical Research, Engineering, Biotech, Radiology.

Joe Hage – Owner

Members – 92,746

 

3.     Medical Device Opportunity

Groupsite for anyone in the Medical Device field open to hearing about opportunities. Groupsite for those not necessarily looking for a new position but open to listening and sharing opportunities in the medical device field.

Sean Gustavson – Owner

Members – 42,243

 

4.     Medical Device Sales Professionals

MDSP is for Medical Device Sales Professionals in North America looking to expand their network and ideas related to the Surgical Implant and Devices Sales Arena.

Steve Porcaro – Owner

Members – 18,405

 

5.     Gorilla Medical Sales Job Board

GorillaMedicalSales.com is the nation’s leading internet site for bringing experienced medical device/products sales, management, and marketing individuals together with the best, most highly-compensated jobs, posted exclusively by the leading medical sales recruiters in the business.

Kevin Dill – Owner

Members – 8,271

 

6.     Medical Device Premiere Talent

The Medical Device Premiere Talent Network for Sales Marketing Operations & Quality professionals. Orthopedics Surgical Implants OR, Surgery Total Joints Extremities Spine Trauma Sports Medicine Endoscopy Wound Care Diagnostics Imaging Oncology Brachytherapy Navigation Orthopedic Life Sciences.

Micah Di Sabato – Owner

Members – 2,935

 

7.     I WANT a Medical Sales Job

A group for sales representatives who are interested in getting into a medical sales job.

Pat Licata – Owner

Members – 2,453

 

8.     Elite Med Sales Recruiting

An opportunity for group members to share ideas and experiences in the field of Medical Device Sales.

Scott Binder – Owner

Members – 1,831

 

9.     Med-Surg-Sales

 This group is for Medical-Surg Sales professionals who wish to network on jobs, sales leads, and industry issues.

Med-Surg – Owner

Members – 2,914

 

10.  Strategies for finding Medical/Pharmaceutical Sales Jobs

This group is designed to help candidates learn and share best practice strategies for finding medical and pharmaceutical sales jobs.

Elizabeth Danford – Owner

Members – 579