A medical sales representative, also known as a pharmaceutical sales representative, is a professional who is responsible for selling and promoting medications and medical equipment. Medical sales representatives set appointments with doctors, pharmacists, and other healthcare professionals so that they can promote their company's medical supplies. They are required to build and maintain relationships with their customers so that they can encourage repeat purchases. Medical sales representatives should obtain a bachelor's degree in nursing, pharmacy, life sciences, or a related field.

Medical Sales Representative Responsibilities

Here are examples of responsibilities from real medical sales representative resumes representing typical tasks they are likely to perform in their roles.

  • Lead the sales team in number of CPAP's sell monthly.
  • Achieve recognition award for winning Q3 sales contest by increasing market share and maintenance of new/existing prescriptions.
  • Work closely with manage care plans, Medicare and Medicaid to ensure full coverage of all products in portfolio
  • Call upon doctors, pharmacists, nurse educators, and manage care administrators to drive demand for diabetes products.
  • Work in a pod system in the field while promoting GSK products and promotional plans to successfully achieve sales objectives.
  • Follow policies and procedures to accomplish responsibilities including following HIPAA regulations.
  • Work in cardiology, endocrinology, infectious disease, urology and OB/GYN.
  • Demonstrate strong product and disease state knowledge within Alzheimer's and Gastroenterology markets.
  • Devise strategic business plan down to the pre-call planning, maximizing each selling opportunity within Alzheimer's and Gastroenterology markets.
  • Travel through assign territory to call on regular and prospective customers while providing on-site product expertise and consultation to medical facilities.
Medical Sales Representative Traits
Customer-service skills involve listening skills that allow you to communicate efficiently and respectfully with a customer.
Interpersonal skills involves being able to communicate efficiently with multiple people regarding your thoughts, ideas and feedback.
Physical stamina shows that you are able to exert your energy for long periods of time without tiring.

Medical Sales Representative Job Description

When it comes to understanding what a medical sales representative does, you may be wondering, "should I become a medical sales representative?" The data included in this section may help you decide. Compared to other jobs, medical sales representatives have a growth rate described as "slower than average" at 2% between the years 2018 - 2028, according to the Bureau of Labor Statistics. In fact, the number of medical sales representative opportunities that are predicted to open up by 2028 is 35,400.

Medical sales representatives average about $42.82 an hour, which makes the medical sales representative annual salary $89,071. Additionally, medical sales representatives are known to earn anywhere from $59,000 to $134,000 a year. This means that the top-earning medical sales representatives make $75,000 more than the lowest earning ones.

It's hard work to become a medical sales representative, but even the most dedicated employees consider switching careers from time to time. Whether you're interested in a more challenging position or just looking for a fresh start, we've compiled extensive information on becoming a pharmaceutical sales specialist, territory representative, sales development representative, and sales representative internship.

Medical Sales Representative Jobs You Might Like

Medical Sales Representative Resume Examples

Medical Sales Representative Skills and Personality Traits

We calculated that 12% of Medical Sales Representatives are proficient in Customer Service, Territory, and Product Knowledge. They’re also known for soft skills such as Customer-service skills, Interpersonal skills, and Physical stamina.

We break down the percentage of Medical Sales Representatives that have these skills listed on their resume here:

  • Customer Service, 12%

    Generated new sales through prospecting; seeking referrals; penetrating existing customer accounts; and providing exceptional customer service.

  • Territory, 9%

    Travel through assigned territory to call on regular and prospective customers while providing on-site product expertise and consultation to medical facilities.

  • Product Knowledge, 7%

    Discussed and distributed clinical studies and product knowledge pertaining to pharmaceutical products and medical devices to physicians and medical staff.

  • Sales Goals, 7%

    Trained and managed multiple individuals across territory in furtherance of company sales goals.

  • Prospective Customers, 5%

    Called on prospective customers, providing technical and administrative product information and/or demonstrations.

  • Revenue Growth, 5%

    Performed comprehensive analysis and identified new business strategy to drive revenue growth.

"customer service," "territory," and "product knowledge" aren't the only skills we found medical sales representatives list on their resumes. In fact, there's a whole list of medical sales representative responsibilities that we found, including:

  • Arguably the most important personality trait for a medical sales representative to have happens to be customer-service skills. An example from a resume said this about the skill, "wholesale and manufacturing sales representatives must be able to listen to the customer’s needs and concerns before and after the sale." Additionally, other resumes have pointed out that medical sales representatives can use customer-service skills to "educated customers with fda and osha regulations and requirements. "
  • Another trait important for fulfilling medical sales representative duties is interpersonal skills. According to a medical sales representative resume, "wholesale and manufacturing sales representatives must be able to work well with many types of people." Here's an example of how medical sales representatives are able to utilize interpersonal skills: "maintained excellent interpersonal relationships with customers who included medical professionals and purchasing agents. "
  • Another skill that is quite popular among medical sales representatives is physical stamina. This skill is very critical to fulfilling every day responsibilities as is shown in this example from a medical sales representative resume: "wholesale and manufacturing sales representatives are often on their feet for a long time and may carry heavy sample products." This example from a resume shows how this skill is used: "introduced regionally exclusive product to fellow company reps, coworkers, orthopedic surgeons and physical therapists. "
  • A medical sales representative responsibilities sometimes require "self-confidence." The responsibilities that rely on this skills are shown by this resume excerpt: "wholesale and manufacturing sales representatives must be confident and persuasive when making sales presentations" This resume example shows how this skill is used by medical sales representatives: "gain confidence of current customer base to use as referrals in order to gain new business. "
  • See the full list of medical sales representative skills.

    We've found that 82.4% of medical sales representatives have earned a bachelor's degree. Furthermore, 7.1% earned their master's degrees before becoming a medical sales representative. While it's true that most medical sales representatives have a college degree, it's generally impossible to become one with only a high school degree. In fact, one out of every nine medical sales representatives did not spend the extra money to attend college.

    Those medical sales representatives who do attend college, typically earn either business degrees or marketing degrees. Less commonly earned degrees for medical sales representatives include biology degrees or communication degrees.

    Once you've obtained the level of education you're comfortable with, you might start applying to companies to become a medical sales representative. We've found that most medical sales representative resumes include experience from Envista Holdings, Olympus America, and Ashfield Healthcare. Of recent, Envista Holdings had 38 positions open for medical sales representatives. Meanwhile, there are 27 job openings at Olympus America and 11 at Ashfield Healthcare.

    But if you're interested in companies where you might earn a high salary, medical sales representatives tend to earn the biggest salaries at Olympus America, Exact Sciences, and Quintiles Transnational. Take Olympus America for example. The median medical sales representative salary is $99,619. At Exact Sciences, medical sales representatives earn an average of $93,547, while the average at Quintiles Transnational is $92,086. You should take into consideration how difficult it might be to secure a job with one of these companies.

    View more details on medical sales representative salaries across the United States.

    Some other companies you might be interested in as a medical sales representative include GlaxoSmithKline, Eli Lilly and Company, and Abbott Laboratories. These three companies were found to hire the most medical sales representatives from the top 100 U.S. educational institutions.

    The three companies that hire the most prestigious medical sales representatives are:

      What Pharmaceutical Sales Specialists Do

      A pharmaceutical sales specialist's primary duty is to reach out to pharmacies, medical facilities, and physicians to discuss the latest medical drugs in an effort to secure sales. Their responsibilities typically revolve around learning and understanding everything about the products that they are offering, traveling to different areas to deliver samples, and maintaining records of all transactions. Furthermore, as a pharmaceutical sales specialist, it is essential to create marketing materials and build positive relationships with clients to accomplish sales targets, all while adhering to the company's policies and regulations.

      In this section, we compare the average medical sales representative annual salary with that of a pharmaceutical sales specialist. Typically, pharmaceutical sales specialists earn a $39,450 lower salary than medical sales representatives earn annually.

      Even though medical sales representatives and pharmaceutical sales specialists have vast differences in their careers, a few of the skills required to do both jobs are similar. For example, both careers require territory, product knowledge, and sales goals in the day-to-day roles.

      These skill sets are where the common ground ends though. A medical sales representative responsibility is more likely to require skills like "customer service," "prospective customers," "clinical staff," and "medical equipment." Whereas a pharmaceutical sales specialist requires skills like "clinical evidence," "diabetes," "business development," and "copd." Just by understanding these different skills you can see how different these careers are.

      Pharmaceutical sales specialists receive the highest salaries in the pharmaceutical industry coming in with an average yearly salary of $82,993. But medical sales representatives are paid more in the pharmaceutical industry with an average salary of $93,121.

      On average, pharmaceutical sales specialists reach higher levels of education than medical sales representatives. Pharmaceutical sales specialists are 8.7% more likely to earn a Master's Degree and 0.5% less likely to graduate with a Doctoral Degree.

      What Are The Duties Of a Territory Representative?

      A territory representative is responsible for selling the company's goods and services within a designated area, negotiating offers with potential clients, and identifying business opportunities according to market trends and customer demands. Territory representatives analyze the sales performance and strategize techniques to reach sales targets by coordinating with the whole sales team. They must be highly knowledgeable of the products offered by the company to demonstrate features and functionalities and respond to the inquiries and concerns the customers may have.

      Next up, we have the territory representative profession to look over. This career brings along a lower average salary when compared to a medical sales representative annual salary. In fact, territory representatives salary difference is $24,013 lower than the salary of medical sales representatives per year.

      A similarity between the two careers of medical sales representatives and territory representatives are a few of the skills associated with both roles. We used resumes from both professions to find that both use skills like "customer service," "territory," and "product knowledge. "

      In addition to the difference in salary, there are some other key differences that are worth noting. For example, medical sales representative responsibilities are more likely to require skills like "clinical staff," "medical equipment," "medical products," and "medical devices." Meanwhile, a territory representative might be skilled in areas such as "crm," "customer relationships," "food safety," and "company products." These differences highlight just how different the day-to-day in each role looks.

      On the topic of education, territory representatives earn similar levels of education than medical sales representatives. In general, they're 0.6% less likely to graduate with a Master's Degree and 0.5% less likely to earn a Doctoral Degree.

      How a Sales Development Representative Compares

      A sales development representative qualifies leads at the sales funnel's initial stages. Sales development representatives need to conduct research for prospective clients and qualify the leads before handing them to the sales team. They develop sales strategies to attract buyers or solicit potential customers. They need to build relationships with their customers to determine their needs and qualify the viability of interests to drive sales. Also, they collaborate with the sales executives making certain that corporate targets and goals are met.

      The third profession we take a look at is sales development representative. On an average scale, these workers bring in lower salaries than medical sales representatives. In fact, they make a $45,767 lower salary per year.

      By looking over several medical sales representatives and sales development representatives resumes, we found that both roles utilize similar skills, such as "customer service," "territory," and "product knowledge." But beyond that the careers look very different.

      There are many key differences between these two careers as shown by resumes from each profession. Some of those differences include the skills required to complete responsibilities within each role. As an example of this, a medical sales representative is likely to be skilled in "clinical staff," "medical equipment," "medical products," and "cardiology," while a typical sales development representative is skilled in "communication," "sdr," "outbound calls," and "account executives."

      Additionally, sales development representatives earn a higher salary in the manufacturing industry compared to other industries. In this industry, they receive an average salary of $64,400. Additionally, medical sales representatives earn an average salary of $93,121 in the pharmaceutical industry.

      Sales development representatives typically study at lower levels compared with medical sales representatives. For example, they're 5.0% less likely to graduate with a Master's Degree, and 1.7% less likely to earn a Doctoral Degree.

      Description Of a Sales Representative Internship

      In a sales representative internship, an intern's duties depend on the directives of a supervising staff or manager. Typically, they are responsible for gaining industry insights while performing clerical tasks such as preparing and processing documents, greeting visitors, disseminating and organizing files, and running errands as needed. They may also participate in communicating with clients through calls and appointments to offer products and services, ensuring client satisfaction. Furthermore, as an intern, it is essential to familiarize and abide by the company's policies and regulations, including its vision and mission.

      The fourth career we look at typically earns lower pay than medical sales representatives. On average, sales representative interns earn a difference of $57,682 lower per year.

      While both medical sales representatives and sales representative interns complete day-to-day tasks using similar skills like customer service, product knowledge, and sales goals, the two careers also vary in other skills.

      Even though a few skill sets overlap, there are some differences that are important to note. For one, a medical sales representative might have more use for skills like "territory," "revenue growth," "clinical staff," and "medical equipment." Meanwhile, some sales representative interns might include skills like "internet," "powerpoint," "outbound calls," and "high volume" on their resume.

      In general, sales representative interns reach lower levels of education when compared to medical sales representatives resumes. Sales representative interns are 6.9% less likely to earn their Master's Degree and 0.1% less likely to graduate with a Doctoral Degree.