Career Journeys: working in Medical Sales

Serena Parsons works in Medical Sales at DePuy Synthes. Here she explains her role and gives advice for anyone interested in joining the sector.

What path has your career taken since graduation?

I was aware of Medical Sales as a career as my sister worked in pharmaceuticals and I knew that I wanted to be in the medical world but that I didn’t want to continue to study or to work in research. Then I discovered medical devices and orthopaedics!

My first career opportunity was through the Biomet Graduate Scheme, this took place over 18 months where I could learn the role without a sales target. I was then promoted to Clinical Specialist. After that, I then worked at DeSoutter Medical as I wanted to move into a sales role. I ran the Scottish region independently and I also learnt about capital sales which has a totally different sales cycle. I also made new contacts, developed new skills and had more contact with NHS Scotland and procurement.  Following this I joined DePuy Synthes, one of the biggest companies in healthcare. I saw it as a huge pool of opportunity to develop and grow for the next stages of my career.

I currently work as a Trauma Sales Specialist at DePuy Synthes where I am involved in promoting the safe and effective use of the DePuy Synthes Trauma range (nail plates and screws) to fix bones. On the sales side of the role I organise meetings with orthopaedic trauma centres to promote DePuy Synthes products. I bring clinicians new information on the latest technologies, techniques and studies within the orthopaedic market. There is continual training for both existing users and new users; this may be delivering in-house training with demo kits and saw bones or organising bespoke cadaveric labs at our centre in Switzerland for surgeons to experience and practice with our products. I’m also involved in promoting and supporting company organised events that focus on specific fracture types and product areas.

I am also frequently requested to give support in theatre. This may be for people that are unsure of the instrumentation kits or surgeons who are new to the products and prefer to have a rep from the company who is trained on the specific instrumentation and correct use of products to support decisions during the procedure.

What advice would you give to anyone who is interested in your area of work?

• Find any sort of sales experience! It could be charity fundraising or working in a customer facing environment.
• Be able to prove that you work well in a team.
• Be driven and goal orientated.
• Learn how to make plans with clear goals.
• Research the job – it isn’t for everyone!
• Look out for big companies offering entry level positions.
• Connect with someone on LinkedIn and ask for advice or work experience.
• Research which sector of Medical Sales you would enjoy. There are many: orthopaedics, ophthalmology, general, cardiac, neuro, renal, imaging, endoscopy, electro surgery, capital equipment, pharmaceuticals etc.