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What is Medical Devices Sales?

What is Medical Devices Sales?

Medical Devices jobs (usually Sales Reps or healthcare sales professionals) involve selling medical equipment and consumables into hospitals and/or the Community.  Their role is to sell the clinical benefits of their products to Clinicians such as Nurses or Surgeons, and then negotiate with Hospital Procurement on price and supply.


Within healthcare sales or medical devices the main focus areas are:

Capital equipment: Included in this genre are items such as X-ray machines, ventilators and patient monitors. These are the large investment items hospital departments need and are of high capital value. The sales process in this sector is longer than with other products because they are of such high value.  Negotiations can continue for up to two or three years. You need to have a lot of patience and strong negotiation skills to succeed in this sector, however the rewards are great once a sale has been completed.

Medical devices: When you work in medical device sales you will find yourself becoming an integral part of the clinical surgical team, as the Surgeons or Theatre staff will need to be guided by the Rep in terms of how to best use the product. Your skills are needed to ensure the Surgeon is using the device correctly during the operation, so you will be selling the product whilst the patient is being operated on.  The Surgeons and their team, as the main stakeholders, have a great influence on the purchasing process. There is a huge variety of medical devices, covering areas such as orthopaedics, cardiology, neurology, urology and gynaecology.

Medical disposals: These are products that are used mainly by Nurses within both hospitals or out in the Community.  The products are less technical than capital equipment or devices, and cover areas such as wound care and continence management.  Selling disposable products is often seen as being a “softer” and more gentle sell than capital equipment or medical devices, but you still need a strong commercial acumen.  Often these products are listed on hospital formularies in the same way as pharmaceutical drugs.


To view all our current Medical Devices vacancies click here

Discover more about the career cycle of a Territory Manager within Medical Devices here

Are you looking to take the next step within Medical Device Sales but aren't entirely sure how to do so? We've put together a handy guide on how to progress your Medical Device Sales career