Medical Sales Interview Preparation Guide

A medical device is an instrument, apparatus, implant, in vitriol reagent, or similar or related article that is used to diagnose, prevent, or treat disease or other conditions, and does not achieve its purposes through chemical action within or on the body.

Medical device/product sales involves selling a tangible medical product into either hospitals, the Community, or both. The products, depending on their nature, are sold to Consultants, Surgeons, Nurses (including Specialist Nurses), and clinical staff such as Anaesthetists and ODAs. Medical sales roles are highly desirable.

There are essentially three different categories of medical products.
► Capital equipment
► Medical disposables
► Medical devices

Pharmaceutical sales representative are sales people employed by pharmaceutical companies to persuade doctors to prescribe their drugs to patients. Drug companies in the United States spend ~$5 billion annually sending representatives to doctors, to provide product information, answer questions on product use, and deliver product samples.

This category covers areas such as wound care and continence care. The products are used once and then disposed of. They are often oriented towards nursing staff and frequently are sold into both hospitals and the community.

Examples of products in this category are orthopedic implants and specialist cardiac devices such as pacemakers. They are often sold into theater by a representative during a surgical procedure. The representative will stand by the side of the surgeon, fully scrubbed up, answering technical queries and ensuring that the product is being utilized properly. Essentially the representative becomes a vital member of the clinical theater team.

This embraces those technical pieces of equipment that are of a high capital value, often with a plug on that a hospital will not be purchasing every other day. Examples include patient monitors and incubators.

Yes, if you want full territory performance accountability, autonomy, a business focused working environment, high bonus earning potential, career progression opportunities within an expanding market sector, a sales job that will allow you to establish exceptionally strong customer relationships, and a role in which you can see immediately whether or not you have been successful in your sales call.

Although healthcare sales is potentially highly rewarding both in terms of job satisfaction and financial benefits, you must ensure that it is going to give you what you want before making the plunge.
One consideration to make is whether financially you are in a position to initially take a potential drop in basic salary. If you are currently a Hospital Specialist on a basic salary of £40 or more, you must realize that it is going to be almost impossible to avoid taking a drop.

Firstly, you need to decide what sort of position you are pursuing. If you are going for a theatre role, then get yourself into theatre. Observe a procedure and see how the theatre team interact. Absorb the atmosphere and gauge how as a sales representative would fit in and work effectively.
You can arrange this by utilising existing contacts - perhaps you currently sell to Consultants who could introduce you to Surgeons, or you may already sell to Surgeons, just not whilst in theatre. Alternatively, speak to the secretary within a surgical unit at your nearest hospital and find out when a rep is next due that you could speak to.
If you have decided that medical disposables is for you, speak to a Practice Nurse the next time you are in a practice. Ask him/her what makes a good wound care rep, say, and what do they look for in certain products.
You will find that you learn a great deal about the market by asking a few simple questions, and this will both help you to secure interviews, and to impress at interview.