Medical Device Sales Job Requirements: What Companies Really Want
By: Jerry Morrison
Looking at job postings for medical device sales can feel overwhelming. Bachelor's degree required. Sales experience preferred. Clinical knowledge a plus. But what do these medical device sales requirements actually mean in practice, and which ones really matter?
If you're a college senior or career changer trying to break into this field, you need the real story about what companies look for when hiring medical device sales reps.
The reality check on medical device sales requirements
Here's something most people don't realize: around 68% of medical device sales associates had little medical sales experience before entering the industry. That's a game-changer if you're worried you don't have the "right" background.
According to Jay Johnson, Director of Talent Acquisition for Orthopedics at Stryker, prior experience isn't actually required to be hired by a reputable company. You just need to be willing to learn.
But don't mistake that openness for low standards. Companies absolutely have specific medical device sales job requirements. They're just different from what you might expect.
Educational requirements: the bachelor's degree question
Most medical device sales positions list a bachelor's degree as a requirement. According to Zippia's analysis of 5,500 real medical sales representative resumes, 82% of medical sales representatives hold a bachelor's degree. It doesn't necessarily need to be a medical degree or a business degree, but proof of graduation from a third-level institution matters.
The good news? If you already have a degree but didn't major in any of the typical disciplines, you can still make yourself competitive. Frame yourself as uniquely qualified for the position and highlight skills the company may not have realized they needed.
Some candidates boost their credentials with a master's degree. Around 7% of medical device sales reps have a master's degree, which can help you stand out in a crowded field.
Sales experience: what actually counts
You don't need medical sales experience specifically, but you do need to prove you can sell. And not just any sales experience will cut it.
Companies look for B2B outside sales experience. At least 1 year of solid experience is recommended, with big name B2B companies in copier, payroll, or uniform sales standing out on your resume. Think companies like ADP, Cintas, or Xerox.
Why these companies? They train reps to sell technical products to big organizations and act as advisors to their clients, exactly what you'll do in medical device sales. Hiring managers take the same approach when they're hiring candidates for med device jobs as consumers do when buying products. They hire from B2B companies they trust because of the track record and training those companies provide.
Inside sales experience (phone-based) typically doesn't translate well because there's no face-to-face interaction component.
The soft skills that actually matter
This is where things get interesting. When recruiters talk about what separates good candidates from great ones, they consistently point to soft skills.
According to Stryker's Jay Johnson, the most important attributes he looks for in candidates are soft skills: "If you can build relationships, if you can learn quickly, if you can be adaptable and you're willing to put in the work, we will talk to you."
Let's break down the specific soft skills companies want:
Communication skills
A good medical sales rep has the ability to communicate clearly and professionally in multiple ways, from sending professional emails and text messages to making targeted phone calls that keep potential customers engaged.
You'll present to surgeons, negotiate with purchasing departments, and educate clinical staff. Each requires a different communication approach.
Emotional intelligence
You're not just selling in conference rooms. You'll be in operating rooms during procedures, working with stressed surgeons and busy clinical teams. You need to be observant of what's happening in the OR, read the room, stay calm, adjust your tone, and build trust in high-pressure environments.
The best reps don't just sell but listen. They can sense a concern before it's spoken, defuse tension before it escalates, and focus on building trust over time. This ability to connect with people and manage relationships sets you apart from just another salesperson into a trusted partner.
Adaptability and resilience
The top-performing reps are the ones who stay positive and steady when plans shift or rejection hits. They don't freeze when the product lineup changes or when the hospital admin suddenly reassigns purchasing power. Instead, they adjust, realign, and keep moving.
Medical device sales can be unpredictable. Surgeries get rescheduled. Budgets get frozen. Competitors undercut your pricing. Your ability to pivot and persist matters more than almost anything else.
Organizational and time management skills
There's quite a bit of paperwork that comes with being a medical sales rep, from customer information and appointments to meetings with your supervisor and co-workers. Without good organizational skills, things get messy fast.
You're managing multiple accounts, tracking inventory, coordinating with clinical staff, and often covering a large territory. Time management isn't optional.
Technical knowledge requirements
You don't need to be a doctor, but you do need to understand the clinical side of what you're selling.
If you can't explain how your orthopedic implant interacts with imaging software or what differentiates your device from another vendor's, trust erodes quickly. Know the science, know the specs, and speak the language of healthcare professionals.
Companies provide extensive training. At Stryker, for example, associates can expect to go through training that takes between 12 and 18 months, after which each new sales representative should be knowledgeable enough to pinpoint the needs of the doctors they sell to and recommend products to help them and their patients.
Digital literacy
Forbes reports that around 93% of businesses are struggling to fill a "digital skills gap" today. Medical device companies need reps who can use CRM software, create presentations, work with data, and adapt to new technologies.
You'll likely use tools like Salesforce to track your pipeline, create PowerPoint presentations for hospital committees, and work with Excel to track account information. Basic proficiency isn't enough anymore. You need to be comfortable with technology.
Industry knowledge: doing your homework
Hiring managers are impressed by candidates who can talk knowledgeably about the company's portfolio and its impact on patient outcomes. This means researching:
The specific products the company manufactures
Who they compete against
Recent innovations or FDA approvals
The clinical conditions their devices address
You should also understand broader industry trends. The global medical device market is projected to reach over $1.1 trillion by 2034. It’s being driven by an aging population, rising prevalence of chronic diseases, and emerging technologies like AI, robotics, and minimally invasive surgical systems.
Certifications: nice to have, not required
Here's what's true about certifications for medical device sales: they're optional, but they can help you stand out.
The best certifications for a medical device sales representative include Certified Sales Professional (CSP), Medical Assistant, and Emergency Medical Technician (EMT).
The National Biomedical Certification in Medical Device Representatives (NBCMDR) offers a certification designed specifically for medical device sales reps, focusing on clinical knowledge, regulatory compliance, and sales fundamentals.
That said, no single certification is required to become a medical sales rep. Companies care more about your sales track record and soft skills than any certificate you can hang on your wall.
What makes you stand out
Beyond meeting the baseline medical device sales requirements, certain factors make you memorable to hiring managers:
Relevant healthcare experience
Coming into the role with some prior healthcare or medical experience can make the training process easier, says Johnson. If you've worked in a hospital, shadowed physicians, or volunteered in healthcare settings, mention it.
Demonstrated success
Companies want proof you've exceeded expectations before. Managers want to hire candidates that are motivated, driven, have shown previous success and have that "IT" factor that they can bring with them to an organization.
Did you win sales awards? Make President's Club? Get promoted? These accomplishments matter more than years of experience.
Strong network and networking skills
Medical device sales is relationship-driven. Even though it's a huge industry, it's a small community where connections matter. Companies don't make hiring decisions in a vacuum; people hire people they know and trust.
Building relationships with current reps, attending industry events, and actively engaging on LinkedIn can open doors. You can search companies and recruiters for that company and genuinely reach out to those whose career path you're interested in.
The real requirements vs. the posted requirements
Here's what medical device companies really want, stripped down to the essentials:
Someone who can sell - Proven B2B sales experience shows you can close deals and manage accounts
Someone who can learn - The clinical knowledge comes with training, but you need to absorb information quickly
Someone who fits the culture - Medical device sales often means irregular hours, on-call availability, and spending time in operating rooms
Someone who builds relationships - This isn't transactional sales; you're becoming a trusted advisor to physicians
Someone who persists - Sales cycles can take months or even years. You can't give up easily.
The bachelor's degree? It's a filter, but it's not what gets you hired. The clinical knowledge? They'll teach you. The real medical device sales job requirements come down to your ability to sell, learn, adapt, and build genuine relationships with healthcare professionals.
Getting started
If you're a college senior or someone looking to transition into medical device sales, focus on building experience that demonstrates these core competencies. Get B2B sales experience. Network with current reps. Research the companies and products that interest you. Show up to interviews with genuine knowledge about the company's impact on patient care.
As Johnson emphasizes, companies want to understand your story. They're looking for candidates who can explain why they're drawn to medical sales and how their unique background makes them valuable.
The medical device sales requirements might look intimidating on paper, but they're more accessible than you think. Companies hire people with the right drive and aptitude, then train them on the specifics. Your job is to prove you have what it takes to succeed in this challenging, rewarding field.
Bridge the experience gap with hands-on training
Ready to take your first step toward a medical device sales career? The challenge isn't just understanding what companies want. It's proving you have what it takes when you're competing against 200-300 other applicants.
Med RETI bridges the experience gap with hands-on medical device sales training that hiring managers actually recognize. Our program combines real cadaver lab experiences, actual operating room shadowing with surgeons, and 50+ years of combined expertise from active industry professionals who connect you directly to hiring managers. Unlike $20,000+ classroom-only programs using plastic models, we deliver field-ready skills and real industry connections at half the cost.
We maintain selective admissions to protect both our students and our reputation. We only accept candidates who are the right fit and ready to succeed. Start your application today at medreti.com.
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Frequently asked questions about medical device sales job requirements
Q: Do you need a degree to work in medical device sales?
A: Most medical device sales positions list a bachelor's degree as a requirement, with 82% of current reps holding one. However, some candidates break in without a degree if they have strong B2B sales experience and relevant skills. Companies prioritize your ability to sell and learn over your specific educational background.
Q: What degree is best for medical device sales?
A: There's no single required degree. The most common majors are marketing, kinesiology, business administration, biology, and communications. A business degree focused on sales or marketing can be helpful, but companies care more about your sales track record and soft skills than your specific major.
Q: Can you get into medical device sales with no experience?
A: Yes. Around 68% of medical device sales associates had little medical sales experience before entering the industry. However, you'll typically need at least 1 year of B2B outside sales experience from companies like ADP, Cintas, or Xerox to be competitive.
Q: What kind of sales experience do medical device companies look for?
A: Companies want B2B outside sales experience where you've sold technical products to large organizations. Experience from companies like ADP (payroll), Xerox (copiers), or Cintas (uniforms) stands out because these roles involve similar sales cycles and relationship-building.
Q: Do I need healthcare experience for medical device sales?
A: No, but it helps. Healthcare experience can make training easier, but it's not required. Companies provide 12-18 months of training to teach you the clinical knowledge you need. They value sales skills and the ability to learn quickly over prior healthcare experience.
Q: How long does it take to get hired in medical device sales?
A: The timeline varies widely. Building the right B2B sales experience typically takes 1-2 years. Once you start applying, the interview process can take several weeks to months. Networking and having the right connections can significantly speed up the process.
Q: Is medical device sales hard to break into?
A: Yes, it's competitive. Most positions attract 200-300 applicants, and less than 1% of applicants successfully break into the field. However, candidates with strong B2B sales experience, the right soft skills, and good networking stand much better chances than those stats suggest.
Q: What does a medical device sales rep do day-to-day?
A: Medical device sales reps spend their days meeting with doctors and hospital staff, demonstrating products, attending surgeries to provide support, managing accounts, tracking inventory, and building relationships with healthcare professionals. You'll travel within your territory, often spending time in operating rooms and clinical settings.