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Become A Surgical Sales Representative

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Working As A Surgical Sales Representative

  • Establishing and Maintaining Interpersonal Relationships
  • Getting Information
  • Communicating with Supervisors, Peers, or Subordinates
  • Organizing, Planning, and Prioritizing Work
  • Communicating with Persons Outside Organization
  • Make Decisions

  • $76,190

    Average Salary

What Does A Surgical Sales Representative Do At BD (Becton, Dickinson and Company)

* The Surgical Sales Representative will be responsible for Selling infection prevention products and minimally invasive laparoscopic (MIS) surgical instrumentation to physicians, clinicians, sterile processing, materials management and other key decision makers.
* In the infection prevention space, this position requires the ability to handle customer questions and objections in a way that is consistent with product label indications and sales training methodology.
* The representative will also be responsible for developing multi-disciplinary teams within the surgical space to focus on quality improvements surrounding our infection prevention portfolio.
* In the minimally invasive space, this position requires the ability to understand and demonstrate the surgical use of laparoscopic instrumentation during surgery, while building excellent customer relations with key physicians, and hospital personnel.
* Expected to manage the forecast pipeline, and execute the selling cycle in a manner that is concise, professional, ethical, and which leads the customer to action

What Does A Surgical Sales Representative Do At Integra Lifesciences

* Develop new business with customers and accounts previously not sold to
* Attain monthly and quarterly sales objectives as defined by regional manager and corporate senior management
* Develop a formal business plan at the beginning of each fiscal year to be followed by subsequent monthly and quarterly territory reports aimed at achieving territory sales goals
* Work with peers when called up to support case coverage and inventory requests
* Take initiative to identify new business opportunities
* Identify product improvement opportunities for sales, marketing and product development teams.
* Maintain high level of technical, product and disease state knowledge
* Provide a consultative role in accordance with specific product indications
* Operate within defined budgets and strictly with in accordance with Corporate policies and procedures
* Strictly adhere to the policies and procedures within the Advamed Code of Conduct and the Sunshine Act
* Perform sales administrative duties in a timely manner and as defined by management

What Does A Surgical Sales Representative Do At Encompass Home Health

* Represent Encompass in activities involving professional relationships with physicians, hospitals, public health agencies, nurses' associations, state and county medical societies to apprise them of the availability of services.
* Implement programs and protocols that provide improved home health care and hospice services.
* Serve as a public awareness representative for Encompass.
* Responsible for public education relative to home health care and hospice services available through the agency and methodologies for obtaining such services.
* Responsible for meeting and/or exceeding referral and admission goals as set by Division Manager.
* Previous home health or hospice sales experience is preferred, but talent and demonstrated sales performance is equally important.
* Must have a college degree, or at least one year of sales or business experience, or be a licensed nurse.
* Ability to develop and support referral source relationships.
* Ability to thrive in a fast paced environment.
* Must be comfortable with making cold calls.
* Ability to execute presentations to physicians with confidence and composure.
* Exceptional and consistent costumer service skills.
* Impeccable verbal and written communication skills.
* Encompass Home Health & Hospice is one of the largest Medicare certified home health and hospice service providers in the nation.
* Year after year, we’ve been recognized as one of the Best Places to Work in our industry.
* A few of our great benefits include:
* Paid Days Off per year for Full Time employees.
* Continuing education opportunities.
* Scholarship program for employees and their children.
* Matching 401(k) plan.
* A great place to work starts with great employees committed to a great mission
* A Better Way to Care.
* If you are interested in this position, please APPLY NOW by completing an online application!
* Patient Coverage Area: West Springfield

What Does A Surgical Sales Representative Do At Medtronic

* Manages assigned territory to exceed quota by:
* Making sales calls totarget accounts
* Selling and servicing thetarget accounts, preplanning and adapting the sales presentation to theindividuals involved
* Exceeding the standardlevel of performance in market segment call activity, target accountpenetration, evaluations started and evaluations concluded
* Demonstrating effectivefull line selling
* Support the execution of all marketing launch plans and newproduct sales objectives.
* Coordinate and allocate corporate resources within the scope andscale of the sales account plans.
* Participate in training plans and programs.
* Manage the trainingfor accounts within area of responsibility.
* Facilitate education on productadvantages.
* Facilitate sales process through involvement of otherorganizational resources
* Maintain a continuing program to improve and upgrade skills toinclude, but not limited to:
* Product knowledge
* Competitive knowledge
* Selling skills
* PC Skills

What Does A Surgical Sales Representative Do At Medtronic

* Achieve all territory sales objectives annually in alignment with the business strategy and annual compensation plan.
* Develop an understanding of each account’s culture, competitive pressures, financial state, stakeholders and decision makers.
* Build and maintain strong, professional relationships with clinical and administrative staff in assigned accounts.
* Through outstanding customer service, maintain a high retention rate of current accounts in territory.
* Display and leverage strong knowledge of products.
* Be able to provide hard data around all products, as well as account references.
* Effectively collaborate with Medtronic peers in other BUs to identify mutual opportunities and support customer relationships.
* Complete business analytics and regional reporting assignments in a timely, accurate fashion.
* Conduct quarterly business reviews to exhibit achievement of sales goals in all assigned accounts.
* Maintain awareness of competitive products and marketing practices, and keep sales management informed concerning them.
* Manage inventory of assigned products in accounts, as requested, and facilitate product returns in accordance with Company policy.
* Verbally deliver clear and concise instruction on the safe and efficacious use of assigned products to customers in and out of the OR setting, including in-services for surgeons and clinical staff.
* Scrub into surgical procedures utilizing assigned product line on a daily basis.
* Be fully able to answer questions about the products.
* Participate fully in training on new products and procedures through in person and online training programs.
* Attend regional and national meetings, as required.
* Adjust customer complaints in accordance with Company policy, and advise sales management promptly of any situation beyond the Sales Representative’s scope of authority.
* Assist with Sales Training courses, both in the field and in the corporate office.
* Understand and demonstrate the High Performance Practices and Expectations in daily work activities.
* Manage assigned territory within allocated expense budget.
* Submit expense reports and pay Company credit card on time per Medtronic policy.
* Clinical Selling / "Defend" Functions
* Develop and maintain a strategic account plan to defend sales in accounts in assigned territory.
* Execute plan to maintain sales volumes in assigned accounts.
* Leverage marketing materials, white papers and clinical evidence through consultative selling.
* Use clinical knowledge to develop messaging in sales proposal.
* Build and maintain strong, lasting relationships in assigned accounts to support continued business.
* Gain insight into the key individual customers and how to influence them.
* Identify opportunities for surgeons to attend Medtronic sponsored professional training programs, and participate in programs and labs (where appropriate).
* Economic Selling Functions
* Integrate economic value messages into sales proposal where appropriate.
* Collaborate with the Contracts department and sales leadership to manage customer contracts, and facilitate the contract process.
* Research general account context to understand hospital economics and all key issues at major accounts.
* Display and leverage strong knowledge of accounts, purchasing process/buying cycle, and protocols

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How To Become A Surgical Sales Representative

Educational requirements vary, depending on the type of product sold. If the products are not scientific or technical, a high school diploma is generally enough for entry into the occupation. If the products are scientific or technical, sales representatives typically need at least a bachelor's degree.


A high school diploma is sufficient for many positions, primarily for selling nontechnical or scientific products. However, those selling scientific and technical products typically must have a bachelor's degree. Scientific and technical products include pharmaceuticals, medical instruments, and industrial equipment. A degree in a field related to the product sold, such as chemistry, biology, or engineering, is often required.

Many sales representatives attend seminars in sales techniques or take courses in marketing, economics, communication, or even a foreign language to improve their ability to make sales.


Many companies have formal training programs for beginning wholesale and manufacturing sales representatives that last up to 1 year. In some programs, trainees rotate among jobs in plants and offices to learn all phases of producing, installing, and distributing the product. In others, trainees receive formal technical instruction at the plant, followed by on-the-job training under the supervision of a field sales manager.

New employees may be trained by going along with experienced workers on their sales calls. As they gain familiarity with the firm's products and clients, the new workers gain more responsibility until they eventually get their own territory.

Licenses, Certifications, and Registrations

Many in this occupation have either the Certified Professional Manufacturers' Representative (CPMR) certification or the Certified Sales Professional (CSP) certification, both offered by the Manufacturers' Representatives Educational Research Foundation (MRERF). Certification typically involves completing formal technical training and passing an exam. In addition, the CPMR requires 10 hours of continuing education every year in order to maintain certification.

Other Experience

Although not required, sales experience can be helpful, particularly for nontechnical positions.


Frequently, promotion takes the form of an assignment to a larger account or territory, where commissions are likely to be greater. Those who have good sales records and leadership ability may advance to higher level positions, such as sales supervisor, district manager, or vice president of sales. For more information on these positions, see the profile on sales managers.

Important Qualities

Customer-service skills. Sales representatives must be able to listen to the customer’s needs and concerns before and after the sale.

Interpersonal skills. Sales representatives must be able to work well with many types of people. They must be able to build good relationships with clients and with other members of the sales team.

Self-confidence. Sales representatives must be confident and persuasive when making sales presentations. In addition, making a call to a potential customer who is not expecting to be contacted, or “cold calling,” requires confidence and composure.

Stamina. Sales representatives are often on their feet for long periods of time and may carry heavy sample products.

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Surgical Sales Representative jobs

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Surgical Sales Representative Demographics


  • Male

  • Female

  • Unknown



  • White

  • Hispanic or Latino

  • Asian

  • Unknown

  • Black or African American

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Languages Spoken

  • Spanish

  • Italian


Surgical Sales Representative

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Surgical Sales Representative Education

Surgical Sales Representative

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Top Skills for A Surgical Sales Representative


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Top Surgical Sales Representative Skills

  1. General Surgeons
  2. Product Lines
  3. Hospital Staff
You can check out examples of real life uses of top skills on resumes here:
  • Call points include General Surgeons, CV Surgeons, Urologist, and Materials Management.
  • Promoted four key national product lines directly to orthopedic surgeons, cardiovascular surgeons, nurses, and other operating room personnel.
  • Targeted General Surgery, Gynecology, Thoracic Surgery, Orthopedics and ENT markets form large hospitals to ambulatory surgery centers.
  • Represented surgical devices and systems to hospitals and physician offices.
  • Exceeded sales quotas by calling on ophthalmologists, administrators, operating room supervisors and purchasing agents.

Top Surgical Sales Representative Employers