If you’re looking for a non-bedside nursing role, you might be curious about how to get into medical sales as a nurse. Nurses with strong interpersonal skills and a willingness to travel and work independently could thrive in this career. But how do you transition into medical sales from another specialty? Check out our breakdown to learn more about this fascinating role.
What Is Medical Sales, and Why Are Nurses Well-Positioned for This Role?
Medical sales representatives are responsible for building and maintaining relationships between medical manufacturers and the healthcare providers that purchase and use their products. Your customers might be other nurses, physicians, occupational therapists, facility managers, or other healthcare providers and decision-makers.
Wondering how to get into medical device sales? As a nurse, you’re familiar with the demands of patient care and can understand the pain points of clinician customers. You understand how medical products are used in patient care, so you can speak to their benefits. Nurses also know common medical terminology and bring credibility that non-medical personnel don’t have.
But the role isn’t only about clinical skills — the word “sales” is in the name, after all. You’ll also need to learn business skills like account management, revenue goals, negotiation, and more. With the right training and positioning, medical sales can be a great career option for nurses interested in the back end of medicine.
Your previous specialty may make you a good fit for particular roles. For example, as a previous OR nurse, you might represent a company manufacturing a new operating table. If you have a urology nursing background, you could work for a ureteroscope manufacturer.
Many different types of companies need medical sales representatives. Examples include the following:
- Diagnostics
- Pharmaceuticals
- Medical devices
- Durable medical equipment
- Information technology and software
- Medical packaging
- Biotechnology
- Surgical products
- Wound care
- Orthopedics
Pros and Cons of Working in Medical Sales as a Nurse
What benefits or drawbacks might you need to weigh as you consider this role?
Check out the potential benefits below:
- Schedule flexibility: This role has more flexibility than shift-based positions, and it’s less common to work weekends or holidays.
- Income potential: Commission-based earnings could mean a far higher salary than hourly positions.
- Non-bedside: If you’re looking to get away from direct patient care without pursuing another degree, medical device sales could be a great way to do so.
Now let’s explore a few potential drawbacks:
- Work-life balance: A lack of separation between work and personal time may be difficult. You won’t need to clock in to work, but you won’t necessarily be clocking out either.
- Travel: Many sales reps travel frequently to meet with facility clinicians and leadership. This may mean days or weeks away from home and family.
- Less steady pay: If you excel in the role, you may earn a high salary — but if you have a lower-volume year, your income may drop.
How to Get into Medical Sales as a Nurse: 4 Steps
Are you an experienced nurse interested in a career in medical sales? Follow the steps below to get started.
Step 1: Do Some Research and Tweak Your Resume
First, get to know the industry by checking out popular forums, watching videos from medical sales companies, and listening to podcasts like The Road to Medical Sales. This will give you a better idea of what companies are looking for, which areas you may be interested in working in, and how you can position yourself as a nurse in the industry.
Take a look at your RN resume and consider how you can translate your clinical skills into sales skills. Keep in mind that you may also want to tweak your application to fit specific roles. Valuable nursing skills that translate into medical device sales may include the following:
- Patient and provider education
- Decision-making under pressure
- Emotional intelligence
- Regulatory and industry awareness
- Interdisciplinary communication
- Regulatory compliance
- Bedside manner and trust-building
Step 2: Apply for Roles and Network
Next, it’s time to seek out roles. Scrolling through job boards like MedReps is one way to do so, but you can also use your professional network. For example, if you’ve come in contact with a medical device representative in your clinical role, consider asking them about their experience and any recommendations they may have for breaking into the industry.
Another way to enter this industry is to connect with a medical device recruiter. These professionals help connect qualified applicants with companies that need their skills. They may also have recommendations about getting started in the industry. Roles can be competitive, so use all of the resources you can and be persistent.
As you’re applying, there are several entry-level job titles you might look out for in the industry. Keep in mind that titles and responsibilities vary by company:
- Clinical specialist
- Sales associate
- Care transitions coordinator
- Medical device representative
Step 3: Ace the Interview
Once you’ve got your foot in the door, it’s time to impress them with an interview. Being an excellent salesperson requires great people skills, so being friendly and personable is essential. Emphasize your curiosity for the industry, clinical acumen, and willingness to learn. If you’re nervous, consider practicing your interview skills with a friend or family member to put yourself at ease. And don’t forget to send a follow-up email afterwards, thanking the interviewer for their time.
Step 4: Evaluate Job Offers
Once you’ve received a job offer, there are several elements you’ll want to consider closely. These include, but aren’t limited to, the following:
- Base pay
- Sales commissions
- Minimum sales requirements
- Travel expectations
- Paid time off (PTO)
- Training period
In addition, try to learn as much as you can about the products and people you’ll be working with. You can learn a lot from a great manager or leader. If you stay driven and seek out new skills, you can learn how to get into medical sales as a nurse.
Medical Sales Nurse FAQ
How much can you make as a nurse in medical sales?
The answer depends on several factors, including your educational level, experience, location, and position. The Bureau of Labor Statistics reports that wholesale and manufacturing sales representatives in the U.S. earn $74,100 per year on average. However, some sources report entry-level compensation at over $95,000 annually.
How hard is it to do medical sales?
Any career has its challenges, but depending on your personality and goals, overcoming these challenges may be worth it. For example, cold calling can be a major part of a sales role. You’ll likely need to get used to rejection. In general, it takes a few years to gain confidence and competence in a new career path, and the learning and adjustment period can be uncomfortable.
Are medical sales jobs in high demand?
In general, roles in the healthcare sector are expected to grow faster than average in the next several years. As healthcare technology grows more complex, there will likely be a continuing need for sales representatives who are skilled at connecting healthcare providers with helpful devices and medications.
Find Roles for the Next Phase of Your Career
Now that you know how to get into medical sales as a nurse, you might be curious about current opportunities near you. Credenza has roles across the country for nurses in a variety of settings and specialties. Learn more with personalized job notifications aligned with your location, specialty, and schedule needs.