What does a medical sales specialist do?
A medical sales specialist is an individual who advertises, markets, and distributes a specific pharmaceutical product or medical equipment to medical establishments. Medical sales specialists must manage a network of independent representatives and maintain relationships with their clients to attain territory-specific sales goals. They develop marketing strategies and business sales plans to identify key growth areas and deliver short and long-term corporate objectives. Medical sales specialists should also conduct analyses on product and market trends to achieve and exceed sales goals.
Medical sales specialist responsibilities
Here are examples of responsibilities from real medical sales specialist resumes:
- Demonstrate strong teamwork skills by partnering with Novartis counterparts and other pharmaceutical consultants to achieve company and individual goals.
- Coordinate memory screenings working primary care and neurology practices using Eisai develop tools to increase Alzheimer's awareness.
- Increase market share of cardiology, endocrinology and antibiotic products in the Chicago region.
- Train and educate referral sources and patients on Medicare coverage criteria guidelines.
- Market and promote dermatology products to dermatologists and allergist in Raleigh market.
- Secure business from a top-rate dermatology practice that have previously establish preferred vendors.
- Work extensively with physicians and office staff to discuss disease state awareness including differential diagnosis for patients with dementia.
- Represent insulin delivery device and other diabetes products to endocrinologists, nursing staff & educators, pharmacists, hospitals and internists.
- Lead new product launches for respiratory products, pain management, neurology, genetic testing, pharmacy, and laboratory services.
- Service existing accounts, establish new accounts through product education to primary care physicians and OBGYN physician communities.
- Analyze markets in respiratory, asthma, corticosteroids, antibiotics, hypertension, rhinitis and ulcers.
- Market portfolio of products in arthritis, diabetic, and hypertension markets.
- Provide continuing education for pharmacists and develop loyal relationships with prominent think leaders to provide clinic expertise to local providers.
- Identify accounts and collaborate with reimbursement management to clarify and resolve product reimbursement issues with Medicare, Medicaid and private insurers.
- Develop long-term relationships with and conduct direct sales with medical offices, physicians, pharmacists and other customers within designate territory.
Medical sales specialist skills and personality traits
We calculated that 19% of Medical Sales Specialists are proficient in Patients, Medical Devices, and Medical Sales. 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 Specialists that have these skills listed on their resume here:
- Patients, 19%
Worked extensively with physicians and office staff to discuss disease state awareness including differential diagnosis for patients with dementia.
- Medical Devices, 12%
Assist surgeons during surgical procedures educating doctors on how to use medical devices and/or medical implants.
- Medical Sales, 10%
Promoted to Senior Medical Sales Specialist for being in the Top 5 in the Atlanta District for 30 consecutive months.
- Product Knowledge, 7%
Demonstrated advanced product knowledge of current product portfolio and competitive products.
- Capital Equipment, 7%
Negotiated with radiology and hospital management for capital equipment service contracts totaling $5.5M.
- Sales Territory, 5%
Implemented an outside sales territory plan, growing client base from a handful of clients to over 150 clients.
Common skills that a medical sales specialist uses to do their job include "patients," "medical devices," and "medical sales." You can find details on the most important medical sales specialist responsibilities below.
Customer-service skills. The most essential soft skill for a medical sales specialist to carry out their responsibilities is customer-service skills. This skill is important for the role because "wholesale and manufacturing sales representatives must be able to listen to the customer’s needs and concerns before and after the sale." Additionally, a medical sales specialist resume shows how their duties depend on customer-service skills: "used consultative sales techniques to increase product usage with high-volume customers through daily sales presentations, medical lectures and lunch-and-learn programs. "
Interpersonal skills. Another soft skill that's essential for fulfilling medical sales specialist duties is interpersonal skills. The role rewards competence in this skill because "wholesale and manufacturing sales representatives must be able to work well with many types of people." According to a medical sales specialist resume, here's how medical sales specialists can utilize interpersonal skills in their job responsibilities: "well-regarded for interpersonal written, powerpoint and verbal communications. "
Physical stamina. This is an important skill for medical sales specialists to perform their duties. For an example of how medical sales specialist responsibilities depend on this skill, consider that "wholesale and manufacturing sales representatives are often on their feet for a long time and may carry heavy sample products." This excerpt from a resume also shows how vital it is to everyday roles and responsibilities of a medical sales specialist: "worked closely with physical therapists, hospital discharge planners, and other health professionals to find proper equipment for their patients. ".
Self-confidence. A big part of what medical sales specialists do relies on "self-confidence." You can see how essential it is to medical sales specialist responsibilities because "wholesale and manufacturing sales representatives must be confident and persuasive when making sales presentations." Here's an example of how this skill is used from a resume that represents typical medical sales specialist tasks: "implemented sales techniques and training to enhance associated selling confidence and product knowledge. "
The three companies that hire the most medical sales specialists are:
- Zynex Medical280 medical sales specialists jobs
- Tactile Medical58 medical sales specialists jobs
- Complete Care32 medical sales specialists jobs
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Compare different medical sales specialists
Medical sales specialist vs. Sales development representative
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.
There are some key differences in the responsibilities of each position. For example, medical sales specialist responsibilities require skills like "patients," "medical devices," "medical sales," and "capital equipment." Meanwhile a typical sales development representative has skills in areas such as "sdr," "lead generation," "customer service," and "account executives." This difference in skills reveals the differences in what each career does.
Sales development representatives earn the highest salaries when working in the start-up industry, with an average yearly salary of $54,512. On the other hand, medical sales specialists are paid more in the pharmaceutical industry with an average salary of $86,947.sales development representatives tend to reach lower levels of education than medical sales specialists. In fact, sales development representatives are 6.0% less likely to graduate with a Master's Degree and 0.5% less likely to have a Doctoral Degree.Medical sales specialist vs. Outside sales
An outside sales representative is responsible for generating the company's sales and revenues by offering goods and services to existing and potential clients, responding to the customers' inquiries and concerns about the products, and researching on possible leads. Outside sales representatives monitor the current industry trends to identify new business opportunities that would help the business adjust to market changes to achieve profitability goals. An outside sales representative must have excellent communication and customer service skills, immediately resolving complaints and assisting on marketing promotions to gain sales prospects.
While some skills are similar in these professions, other skills aren't so similar. For example, resumes show us that medical sales specialist responsibilities requires skills like "patients," "medical devices," "medical sales," and "capital equipment." But an outside sales might use other skills in their typical duties, such as, "customer service," "first hand," "ongoing support," and "work ethic."
Outside sales earn a higher average salary than medical sales specialists. But outside sales earn the highest pay in the manufacturing industry, with an average salary of $83,118. Additionally, medical sales specialists earn the highest salaries in the pharmaceutical with average pay of $86,947 annually.outside sales earn lower levels of education than medical sales specialists in general. They're 6.7% less likely to graduate with a Master's Degree and 0.5% less likely to earn a Doctoral Degree.Medical sales specialist vs. Associate sales representative
The duties of an associate sales representative depend on one's line of work or industry of employment. Their responsibilities typically revolve around reaching out to clients through calls or door-to-door visits, offering products and services, collecting payments, addressing issues and concerns, and performing corrective measures when necessary. An associate sales representative often has a quota and deadline to reach; therefore, it is essential to be sales driven and goal-oriented. Furthermore, one must adhere to the policies and regulations of the company.
There are many key differences between these two careers, including some of the skills required to perform responsibilities within each role. For example, a medical sales specialist is likely to be skilled in "medical devices," "medical sales," "capital equipment," and "sales territory," while a typical associate sales representative is skilled in "work ethic," "excellent interpersonal," "excellent organizational," and "sales techniques."
Associate sales representatives make a very good living in the health care industry with an average annual salary of $56,246. On the other hand, medical sales specialists are paid the highest salary in the pharmaceutical industry, with average annual pay of $86,947.When it comes to education, associate sales representatives tend to earn similar degree levels compared to medical sales specialists. In fact, they're 4.7% less likely to earn a Master's Degree, and 0.0% less likely to graduate with a Doctoral Degree.Medical sales specialist vs. Outbound sales representative
An outbound sales representative focuses on securing sales by reaching out to clients through calls, correspondence, or face-to-face interactions. They primarily offer products and services, assisting customers every step of the way to ensure client satisfaction. To carry out their duties, they must perform research and analysis to identify business opportunities, develop sales strategies, generate leads, discuss product specifications with customers, introduce payment plans, and negotiate contracts. Moreover, an outbound sales representative must build positive relationships with clients while adhering to the company's policies and regulations.
Types of medical sales specialist
Updated January 8, 2025
