7 min reading time

As originally asked Christiane B.

A recruiter said that it was needed and sent me a link to two accredited programs that I could choose from. She basically said that my resume would not be seen by anyone until I had this certification. Is this the only way to get into Medical Sales? It would be nice to know before I pay $300 for something I do not need.

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Arthur A.
Retired from Becton Dickinson & Co. 1982-2012
Erick and Nick: I can’t speak for everyone, but my company, BD does not require this course. In fact, many companies want to a “blank slate” so they can train you their way. Every company has different training programs and the last thing you want to do is spend $$$ on a Program that does not guarantee you a job. Another option, besides Medical Devices, are: Distributors selling to physicians and surgery centers, Home Infusion services, Durable Medical Equipment (DME), ancillary groups that will allow you to learn about the Hospital business but give you cold-calling sales experience and an ability to establish a track record in the healthcare industry. Ultimately, the big dollars are with a medical device company, and the TOP of the head are: Pacemakers, stents, interventional radiology, orthopedics and such. One other fact I found interesting is that the average career with a medical device company is now down to 4 years. Good Luck!

Erick W Donaldson
Investor
Nick, I have had the same issues in the Texas market. I have spoken to two recruiters and they both have referred me to get a certification or go to Medical Sales College.
I am glad I looked at this discussion board before spending a lot of money on something I didn’t need.

Dave Lamb
Consultant Owner Shine On Me
That’s not necessary. Locate a large medical company near you. Find out who the key decision makers are. Get their email address and send an email introducing yourself and asking for advice about career development Your goal is to get names of individuals at other companies in the medical industry that they know; another words tap their network. Networking is the key but there are plenty of medical sales recruiters out there. Try Nick Beaver here on LinkedIn.

Kadry Ezalarab
Pharmaceutical Sales Representative at Salix Pharmaceuticals
Hi
you do not need any Medical Sales Representative you need your degree and training from your company

Gordon Millar
Owner.
I was recently asked if I was “licensed” by the UK regulatory authority MHRA. To do what, I don’t know. This resulted from an approach to me to undertake some consultancy work. It seemed odd that having been in the industry for many years and then approached on the basis of recommendation, I should be asked to answer this.
“Responsible person” is an often used term but so far as I am aware, in Europe, that is a company appointee who has been trained in certain disciplines to a particular standard. An external training provider may be involved in that case.

Paul Raffaelli
Director – Business Development – MedEquip Biomedical
Call me to talk 727-808-1907.

Arthur A.
Retired from Becton Dickinson & Co. 1982-2012
I just retired after having sold Medical Devices for 34 years….the last 30 with BD. This “certification” sounds like the only one benefiting is the Company who sponsors it–they are “Selling” you a product you really don’t need. In order to break into medical device sales, contact a recruiter and/or google “medical device sales in_____ and specify the city. If you have the skills, aptitude and attitude, then any company will hire you.
Many of the larger organizations have very solid programs designed for training and selling. (I was a Field Sales Trainer), along with having gone to Mexico to train the BD Mexico sales force a few years back. Otherwise, you’re going to be shelling out $1,100 for a “training course” which has no guarantee that you will get hired.

P.S, Vendor Credentialing is a whole other story unrelated to your question. Good Luck in your endeavor. I was VERY lucky to get into this business when I was 22. Best Wishes.

Tom Thomason
President. Justin Medical
That would be a complete waste of money and I would go to another recruiter. I have been president of a small orthopedic company located in the NW for 30 years. Each company has its own specific area of focus. They will teach the rep how it wants to sell in their area. For someone new or is currently in school, I like to see some classes in anatomy and kinesiology. This is as a huge asset. I am finding that it takes up to 2 years to work with a green rep until they are fully ready to go. It is a huge money and time commitment which is why many companies do not want to train. Anatomy and Kinesiology understanding takes a lot of the training time away.

Nagesh Palepu
Director, Cloud & Security Practice at Integrity ProCloud
I live in Toronto Canada, the certification cost $1100
I have been in touch with lot of Recruiters and networking with people in the Industry for more than 4 months
I have been asked by few recruiters and companies about the certification

I am in the process of moving from IT sales to Medical Device sales (I had 5 years of Medical Device & Pharma experience with Johnson & Johnson Ltd in India)

I completely agree that sales performance and experience is more important than certification (considering that companies would be traning the employee either way)

Would welcome the opportunity to explore, discuss about Medical device sales opportunities in Toronto Canada

Richard Andres
Managing Director at MDRX Enterprise
There may be reason why the recruiter requires you because those company they are providing manpower are not capable of providing the basic knowledge that will help you in your career especially if you are not a paramedical related graduate. Now a days even FDA in our country is moving towards these. In the medical device industry knowing the basics and the clinical implication allows a medical representative to be a perfect person to recommend the best practice toward the clinician. However, if the position entails simply sales especially in drugs that are currently known in the clinical practice; going through a training or certification is not essential. Companies normally teaches the basic until clinical selling and product knowledge.

Aaron Johnson
President, Westhill Group, Inc.
Did it. Fairly useful in building some knowledge that otherwise would have taken much longer to attain on my own. Coupled it with shadowing and observation at local hospitals and feel more confident with job search. My successful sales background is nearly a decade old as I have been running start-up businesses and most recently a med device start-up venture. The added knowlegde from RMSR / NAMSR coupled with my device design / regulatory / and specific market knowledge of my med device IP / future product was helpful. Considering Amy’s good suggestion and going for EMT Certification and / or retaking Anatomy and / or Physiology at local, reputable college….anything to gain an edge is helpful if you can afford the cost, and more importantly the time. (Of course, A’s are critical in anything….performance is king….which devalues the RMSR program as it is P/F only….only the taker knows their actual performance / percentage score.) Vendormate / Reptrac / etc are not what I think Christiane is referring to as far as getting recruiters to notice her over others trying to enter the field. Good luck Christiane!

Amy Gifford Hume
Manager Leadership Recruiting at Community Health Network
As a medical device recruiter, I agree with all here. The certification is not required; employers will have to train you in all those areas anyway. I also agree 1,000% with the advice to get an OUTSIDE B2B position and excel for 2-3 years so you have hard proof (rankings, awards, president’s club) that you are an achiever. If you want to stand out even more, take anatomy and physiology at your local college while you’re doing this (and get A’s!).

Gayle Jameson
Clinical Supervisor at WellStar North Fulton Hospital Wound Care and Hyperbaric Center
Agree. I think the class is unnecessary and experience in sales is the most
important. Reptrac, Vendormate, etc comes later as per need of positiion

Todd Staples, MBA
Account Representative, GYN at Medtronic
Gayle-

No recruiter is going to ask about your vendor credentialing status with Reptrax or Vendormate or any of the others, it is irrelevant to the candidate selection process. I would look more closely at the program they want you to attend and if it is something the recruiter actually is involved with or associated with, you may have your answer. I too have never heard of this, and truthfully many of the larger companies prefer new reps to have experience selling other things successfully, but they like to put you through their own intensive training course where they will provide the blood-borne pathogens training, OR protocol, etc as needed depending on the company’s products.

If the company is small, or it is an independent 1099 position, they probably won’t be alot of training if any, so they may ask for some kind of proof I suppose that you have been trained elsewhere. I actually received certificates when I took some of those classes within the larger company training program – I have a little wallet card that says I complete blood borne pathogens training for example….today these basic safety course are available online and that may be what they are looking for. Any yes you need those for Reptrax and Vendormate when you do eventually start working and going into those hospitals.

Gayle Jameson BSN RN CWCN CWS
Clinical Supervisor at WellStar North Fulton Hospital Wound Care and Hyperbaric Center
But is that the same as the certification class that was suggested.I thought that was like the certified medical sales rep class. I agree that the multiple credentialing companies are expensive, time consuming,and repetitive.

Tom M.
Manufacturers Representative at Designs for Vision
@Terry: Vendor credentialing is required for every medical sales representative that conducts business in a hospital setting. Credentialing requires a series of online courses (re; OR Protocol, Blood Bourne Pathogens,etc;) to be completed along with vaccinations (Flu Shot, Hep B, TB, etc;) in order to be able to work in a hospital setting. In addition to the above, the third party credentialing companies (re: RepTrax, VCS, etc;) require an annual fee (approximately $185.00 to $220.00) to be paid in full to them in order to obtain a badge and ID to enter their participating hospital affiliation. Very controversial program that renders an unwarranted financial burden on medical device manufacturers as well as independent sales professionals.

Terry Murphy
Materials & Regulatory Manager at Surgin Inc
I think there are certain hospitals that require sales reps have some kind of certification if they come into the facility – I think part of it includes certain kinds of vaccinations, etc. I would not do it until you know what kind of medical sales you will be doing.

David G.
National Medical Sales Leader
I agree, the accomplishments will speak volumes over a certification you must pay for on your own. In addition, continued self-education shows initiative and interest in sales.

Tenita Mitchell
Manager Total Rewards and HCM Systems at Sports Endeavors
Experience with a proven track record trumps all else. Start where you need to get your foot in the door-then show your value! Good luck:-)

Dale Roberts
Territory Manager at Cerenovus
I have no clue what Meghan is talking about. Get an entry level sales job and do well for 2 years.