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Congratulations! If you’ve found this article, you are already ahead of much of your competition. The medical device sales world is extremely competitive, because it is extremely lucrative. Device reps are known to earn upwards of $500,000 a year in some cases. While that may be the best of the best, the majority are still making $150,000 to $250,000 a year. Therefore, these companies have their choice of sales people. This article will provide some actionable items to help you land one of these prime positions.

It is true that you are going to need sales experience to get in the door with one of these companies. However, it is a common misconception that you have to have sold copiers, shipping services, or taken some other well-known sales track. In addition, the idea that a pharmaceutical rep can’t get a device job is nonsense. What is important is putting whatever you have done in a very easy to understand format on your resume that shows you have closed sales and made money for your company. For example:

• Increased month to month territory sales by 23%.

• Developed new customer sales program that has created $130,000 in new revenue.

These statements show that you bring bottom-line value to a company, regardless of what industry you have been in.

Next, research the industry to get a solid understanding of the major markets, companies, new technologies, etc. This will help you with your detailed interview questions later, as well as give you an idea of where you would like to focus.

While researching the industry, flood medical device recruiters with your resume. You can find them easily online. Attach your resume as a Word document, and include a very brief introduction in the body of the email. Start with a sentence such as:

“My name is Bob, and I am a President’s Club achieving sales rep that has consistently grown revenue for my company. I am looking for a medical device job in…”

You will soon find which recruiters are more likely to call you with opportunities, and it is a good idea to keep in contact with them. However, it still helps to do a resume update as a reason to re-blitz as many recruiters as you can.

When you get an interview opportunity, make sure you are prepared. It is simple, but there are many stories of otherwise great candidates showing up without their resume, etc. Make sure you’ve researched the company, competition and industry with great detail, and how these three all affect each other. Get beyond the standard questions, and be able to discuss the business. One of the best places to get information to allow you to do this is the investor section of the company’s website. If they are a public company, you can download annual reports, investor conference calls, presentations, etc. Also, ask your interviewer to do a SWOT analysis (Strengths, Weaknesses, Opportunities, and Threats) of the company. That should give you a plethora of information to talk about.

When wrapping up the interview, be sure to close. Yes, it is cliché, but it is required. You don’t even have to ask for the job. Ask if they see any red flags after talking with you. If so, address them, and then ask for the opportunity to move onto the next step.

After you blow them away in your interview, follow up. Get online and find the interviewer’s home address, and overnight them a thank you letter or note. It shows that you are aggressive and resourceful. Make sure that you spell out why you are the best person for the job, using the information you learned in the interview/discussion to refer back to. Also, don’t forget to send an email that same day, too, thanking them for their time.

Finally, take any rejection and use it. Each time you go through the process, you will get better in your preparation and interview skills. You will meet more people that can give you insight and perhaps direct you to other opportunities. Eventually, you will find yourself into the lucrative career of medical device sales.

Carter Dakin is a President's Club achieving medical device sales representative. He has successfully grown endoscopy, capital equipment and medical consumable businesses. For more information on his techniques, please visit http://medicaldevicepro.homestead.com/

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