[Interview] Tips from a Hiring Manager on Getting a Job in Medical Device Sales

No one has a better understanding of what to expect when interviewing for a job in medical device sales than the hiring manager in charge of the interview. To give you a better idea of what to expect and how to prepare, we spoke to an experienced hiring manager. Read our interview below to learn more about what they look for in a candidate, so you can stand out during the hiring process.

What characteristics do you look for when hiring a medical device sales rep? Are any of them must-haves?

Medical device sales cycles are typically short, around a month or two. With so little time to build a relationship, I am looking for people that can create a quick connection with anyone. If they don’t grab my attention in the first 5 minutes of our conversation, then they probably are not a great fit for this role.

I’m also looking for candidates who display great resilience. In medical device sales, we fail over and over again. That’s why I often look for candidates with a proven ability to overcome challenges on a regular basis. 

Recommended reading: 8 Skills You Need to Become a Medical Device Sales Rep 

What red flags do you watch for when interviewing a medical device sales rep?

Medical device sales can be a challenging job, but I often look for the same kinds of red flags that any interviewer looks for. Here are a few of the biggest red flags I want to highlight:

• They lack urgency: As an example, a candidate says they will provide a resume, submit an application or take an assessment, but they do it later than promised.

• They can’t demonstrate resilience: It’s essential that candidates are experienced in overcoming adversity. 

• They’re unfamiliar with me or the company: Though candidates don’t need to be experts, they must be able to show they’ve researched the company.

• They don’t make an effort to connect with me: As a medical device sales rep, candidates must demonstrate excellent communication skills.

• They don’t ask thoughtful questions: Good questions show the candidate understands the position, and they’re committed to learning more. 

During the interview, candidates are at their best. If they don’t come prepared, they won’t move forward in the hiring process. 

Curious what red flags you should look for as a candidate? Read our guide to job hunting for a career in medical device sales during the Great Resignation.

From your experience, what are the characteristics of an elite medical device sales rep?

The best medical device sales reps take failures in stride, and they always look to understand why it happened. In other words, they’re committed to continuous growth. They reflect on their mistakes so it never happens again. Fail quickly, and only make mistakes once.

Successful medical device reps also have a planned and disciplined sales cadence. They know when to develop connections as well as when and how to follow up. They build that plan through experience and follow it through every day.

Finally, the best medical device reps are able to connect with anyone—especially people who are not like them.

How did you break into medical device sales and what's your advice to others?

My best piece of advice for aspiring medical device sales reps is to identify the hiring manager and connect with them. Us experienced reps have been in their shoes before, so we value people who recognize their inexperience and make an effort to learn more. If you can’t connect with them directly, figure out who can and get that person on the phone.

Do you have any advice on choosing a medical device sector? 

Orthopedic sales is a good place to start for new medical device sales reps. Once they’ve gained experience, reps can graduate to capital equipment sales. Capital equipment is a good place to spend the bulk of your career. When choosing a sector, medical device reps should consider the risks and rewards of each. Whichever aligns most closely with your values and goals is likely to be the right path for you.

Learn more about the different types of medical device sectors to consider in your job search. 

For more advice on breaking into medical device sales, sign up for our waitlist. That way, you’ll get the first look at exclusive content designed specifically for budding medical device reps and those looking to climb the corporate ladder.