6 templates across device, pharmaceutical, DME, inside, and entry-level reps, each with a fill-in base-plus-commission and OTE block and the FLSA outside-sales exemption guidance the generic templates skip. Download as DOCX.
A medical sales representative sells medical products to hospitals, clinics, physicians, and healthcare buyers across a territory. Writing the job description well starts with two decisions most templates skip: which type of medical sales you mean, since device, pharmaceutical, and durable medical equipment selling are distinct, and how you will template the compensation, since this is a commission-driven role where base salary alone tells candidates almost nothing. The classification matters too, and it is not what most people assume.
At FirstHR, these six templates run from a standard medical sales rep to device, pharmaceutical, DME, inside, and entry-level versions. Each one includes a fill-in base-plus-commission and OTE block and the FLSA outside-sales exemption guidance the generic templates leave out. The guide to writing a job description covers the fundamentals behind any posting.
TL;DR
A medical sales rep sells medical products to hospitals, clinics, and physicians across a territory, usually paid a base plus commission with on-target earnings, or OTE, that candidates judge the role by. A field rep is typically FLSA-exempt under the outside-sales exemption, which has no salary test, while an inside or virtual rep is usually non-exempt. The closest federal occupation reports a median near $100,070 including commissions. Download six templates as DOCX.
What a Medical Sales Rep Does
A medical sales representative sells medical products to healthcare buyers across an assigned territory, building relationships with clinical decision makers, presenting products, and growing accounts to hit sales targets. The work is field-heavy and commission-driven, and it spans device, pharmaceutical, and equipment selling, each with a different product and buyer.
The closest federal occupation is sales representatives, wholesale and manufacturing, technical and scientific products (41-4011), which the Bureau of Labor Statistics defines as covering products that require scientific knowledge in fields like biology and chemistry, where medical device, equipment, and pharmaceutical reps are classified. Because the occupation is commission-heavy and the bucket is broad, profession-specific compensation data tends to run higher than a flat salary suggests.
Medical Sales Rep Duties and Responsibilities
Medical sales duties cluster into four areas: selling and revenue, clinical and product, territory and accounts, and process and compliance. A strong job description picks the responsibilities from each area that match the specific type and product line you are hiring for.
Selling and revenue
Sell to hospitals, clinics, and physicians
Manage the full sales cycle to close
Meet or exceed territory quotas
Clinical and product
Present products and clinical evidence
Train and support clinical users
Stay current on products and competitors
Territory and accounts
Build relationships with decision makers
Grow and retain key accounts
Travel to customer sites in the territory
Process and compliance
Track pipeline and activity in the CRM
Operate within regulatory and compliance rules
Attend trade shows and product training
The emphasis shifts by type: a device rep leans into clinical and OR support, a pharmaceutical rep into compliant detailing, and a DME rep into referral relationships. For a structured way to scope the role, the guide to defining job responsibilities walks through the process.
Which Template Should You Use?
Pick the template by the type of medical sales and the engagement. The core structure is shared, but each version emphasizes the product, buyer, and classification that fit a specific situation. Use this guide to choose the closest fit, then adjust.
Medical Sales Rep (Standard)
The core field version
The standard outside field sales role: sell to hospitals, clinics, and physicians across a territory, base plus commission. The baseline.
Medical Device Sales Rep
Devices and equipment
For device and equipment sales: clinical support, OR and procedure-room presence, and product demonstrations alongside the sale.
Pharmaceutical Sales Rep
Detailing to prescribers
For pharma detailing: educate physicians on products and clinical data within compliance rules. The Supreme Court confirmed these reps are exempt.
DME / Equipment (Small Supplier)
Best small-business fit
The version for a small DME or equipment supplier: local referral selling, with a built-in W-2 versus 1099 classification note.
Inside / Virtual (Non-Exempt)
Desk-based selling
For phone, email, and video selling from a desk: usually non-exempt and overtime-eligible, because it is not outside field sales.
Entry-Level / Associate
Ramp and develop
For a junior or associate rep learning the business: support senior reps, build knowledge, and grow into a full territory.
Match the Template to the Role
General field selling: Medical Sales Rep (Standard). Devices and equipment with clinical support: Medical Device. Detailing to prescribers: Pharmaceutical. A small equipment supplier hiring locally: DME / Equipment, and read the W-2 versus 1099 note. Desk-based phone and video selling: Inside / Virtual, which is usually non-exempt. A junior rep learning the business: Entry-Level. The DME version is the best fit for a small business.
6 Medical Sales Job Description Templates
Download all six as a single Word document or copy individual templates. Each follows the same structure: company and job summary, key responsibilities, qualifications, a base-plus-commission and OTE block, a classification note, and how to apply, with an EEO statement. Fill in the brackets and post.
Download All 6 Job Description Templates
Standard, device, pharmaceutical, DME, inside, and entry-level. All in one DOCX.
Template 1: Medical Sales Representative (Standard)
The standard outside field sales role: sell to hospitals, clinics, and physicians across a territory, base plus commission. The baseline to adapt.
Medical Sales Representative Job Description (Standard)
MEDICAL SALES REPRESENTATIVE JOB DESCRIPTION (STANDARD)
Company: __ ([City, State])
Reports to: __ (Sales Manager / Regional Director)
Employment type: Full-time
FLSA status: Exempt (outside sales) [confirm by duties and work location]
Territory: __
Compensation: Base $_____ + commission; target OTE $_____
ABOUT [COMPANY NAME]
[One or two sentences about your company, the medical products you sell, and the
territory and team this person will join.]
JOB SUMMARY
[Company Name] is hiring a Medical Sales Representative to sell our products to
hospitals, clinics, physicians, and healthcare buyers across an assigned
territory. You will build relationships, present products to clinical decision
makers, hit sales targets, and grow accounts. A field sales role for someone who
combines clinical credibility with a hunter mentality.
KEY RESPONSIBILITIES
•Sell products to hospitals, clinics, physicians, and buyers in a territory
•Build and maintain relationships with clinical decision makers
•Present products and explain features, benefits, and clinical evidence
•Meet or exceed sales quotas and territory targets
•Manage the full sales cycle from prospecting to close
•Maintain accurate pipeline and activity records in the CRM
•Attend trade shows, in-services, and product training
•Travel within the territory to customer sites
REQUIRED QUALIFICATIONS
•Bachelor's degree or equivalent sales experience
•Proven B2B or medical sales track record
•Strong presentation, relationship, and closing skills
•Comfortable in clinical environments and with medical terminology
•Valid driver's license and willingness to travel in the territory
•Self-directed, goal-oriented, and CRM-disciplined
COMPENSATION AND HOW TO APPLY
Base salary: $_____ | Commission plan: __
Target OTE: $_____ | Benefits: __
Classification note: a field rep whose primary duty is sales and who works
customarily away from the office is typically exempt under the outside-sales
exemption. Confirm by actual duties and work location.
To apply, send your resume to __ by _.
[Company Name] is an equal opportunity employer.
Template 2: Medical Device Sales Representative
For device and equipment sales: clinical support, OR and procedure-room presence, and product demonstrations alongside the sale.
Medical Device Sales Representative Job Description
MEDICAL DEVICE SALES REPRESENTATIVE JOB DESCRIPTION
Company: __ ([City, State])
Reports to: __ (Area / Regional Sales Manager)
Employment type: Full-time
FLSA status: Exempt (outside sales) [confirm by duties and work location]
Territory: __
Compensation: Base $_____ + commission; target OTE $_____
JOB SUMMARY
[Company Name] is hiring a Medical Device Sales Representative to sell devices and
equipment to hospitals, surgery centers, and physicians. You will support clinical
users, often in the operating room or procedure setting, demonstrate devices, and
grow revenue in your territory. A technical field sales role for someone
comfortable with both the clinical and commercial sides of the sale.
KEY RESPONSIBILITIES
•Sell medical devices and equipment across an assigned territory
•Provide clinical support and product demonstrations to users
•Support cases in the OR or procedure room where required
•Train clinical staff on safe and correct device use
•Manage the sales cycle, pipeline, and territory revenue
•Build relationships with surgeons, clinicians, and purchasing
•Track activity and forecasts in the CRM
•Travel to customer sites and attend trade shows
REQUIRED QUALIFICATIONS
•Bachelor's degree or equivalent medical device sales experience
•Track record in device, surgical, or clinical sales preferred
•Ability to learn product and clinical detail quickly
•Comfortable in the OR and procedure settings
•Valid driver's license and willingness to travel
•Strong relationship and closing skills
COMPENSATION AND HOW TO APPLY
Base salary: $_____ | Commission plan: __
Target OTE: $_____ | Benefits: __
Classification note: a field device rep is typically exempt under the
outside-sales exemption. Confirm by actual duties and work location.
To apply, send your resume to __ by _.
[Company Name] is an equal opportunity employer.
Still Using Spreadsheets for Onboarding?
Automate documents, training assignments, task management, and track onboarding progress in real time.
FLSA status: Exempt (outside sales) [confirm by duties and work location]
Territory: __
Compensation: Base $_____ + incentive; target OTE $_____
JOB SUMMARY
[Company Name] is hiring a Pharmaceutical Sales Representative to detail our
products to physicians and healthcare providers in an assigned territory. You will
educate prescribers on products and clinical data, build relationships, and drive
prescribing within compliance guidelines. A field role that blends scientific
fluency with relationship selling.
KEY RESPONSIBILITIES
•Detail pharmaceutical products to physicians and providers
•Educate prescribers on indications, data, and safety information
•Build and maintain relationships across the territory
•Achieve territory sales and call-activity goals
•Stay current on products, competitors, and clinical literature
•Operate within all regulatory and compliance requirements
•Record calls, samples, and activity in the CRM
•Travel within the territory and attend training
REQUIRED QUALIFICATIONS
•Bachelor's degree, often in a science or business field
•Pharmaceutical or related sales experience preferred
•Strong grasp of clinical and scientific information
•Excellent communication and relationship skills
•Valid driver's license and willingness to travel
•Disciplined, compliant, and goal-oriented
COMPENSATION AND HOW TO APPLY
Base salary: $_____ | Incentive plan: __
Target OTE: $_____ | Benefits: __
Classification note: the Supreme Court has held that pharmaceutical field reps are
exempt outside salespeople. Confirm by actual duties and work location.
To apply, send your resume to __ by _.
[Company Name] is an equal opportunity employer.
Template 4: DME / Medical Equipment (Small Supplier)
The version for a small DME or equipment supplier: local referral selling, with a built-in W-2 versus 1099 classification note. The best small-business fit.
DME / Medical Equipment Sales Representative Job Description (Small Supplier)
DME / MEDICAL EQUIPMENT SALES REPRESENTATIVE JOB DESCRIPTION (SMALL SUPPLIER)
Template 5: Inside / Virtual Medical Sales Representative
For phone, email, and video selling from a desk: usually non-exempt and overtime-eligible, because it is not outside field sales.
Inside / Virtual Medical Sales Representative Job Description (Non-Exempt)
INSIDE / VIRTUAL MEDICAL SALES REPRESENTATIVE JOB DESCRIPTION (NON-EXEMPT)
Company: __ ([City, State])
Reports to: __ (Inside Sales Manager)
Employment type: Full-time
FLSA status: Non-exempt (hourly) [confirm by duties; inside sales usually does not
qualify for the outside-sales exemption]
Compensation: $_____ per hour + commission; target earnings $_____
JOB SUMMARY
[Company Name] is hiring an Inside / Virtual Medical Sales Representative to sell
products to healthcare customers primarily by phone, email, and video from our
office or remotely. You will manage leads, run virtual demos, and close deals
without regular in-person field visits. Read the classification note: because this
role sells from a desk rather than in the field, it is usually non-exempt.
KEY RESPONSIBILITIES
•Sell medical products to customers by phone, email, and video
•Qualify and manage inbound and outbound leads
•Run virtual product demonstrations and presentations
•Meet sales, activity, and conversion targets
•Maintain accurate pipeline and records in the CRM
•Coordinate with field reps and customer support
•Follow up to grow and retain accounts
REQUIRED QUALIFICATIONS
•Inside sales or B2B sales experience, ideally in healthcare
•Strong phone, video, and written communication skills
•Comfortable with CRM tools and a metrics-driven process
•Able to learn product and clinical detail
•Organized, persistent, and goal-oriented
CLASSIFICATION NOTE (READ BEFORE POSTING)
An inside or virtual rep who sells primarily from a desk or home does not
customarily work away from the employer's place of business, so the outside-sales
exemption generally does not apply. These reps are usually non-exempt and entitled
to overtime, even when commission-paid, unless another exemption applies. Track
hours carefully. This is general information, not legal advice.
COMPENSATION AND HOW TO APPLY
Pay rate: $_____ per hour | Commission plan: __
Target earnings: $_____ | Benefits: __
To apply, send your resume to __ by _.
[Company Name] is an equal opportunity employer.
Template 6: Entry-Level Medical Sales Representative (Associate)
For a junior or associate rep learning the business: support senior reps, build product and clinical knowledge, and grow into a full territory.
Entry-Level Medical Sales Representative Job Description (Associate)
ENTRY-LEVEL MEDICAL SALES REPRESENTATIVE JOB DESCRIPTION (ASSOCIATE)
Company: __ ([City, State])
Reports to: __ (Sales Manager / Senior Rep)
Employment type: Full-time
FLSA status: [ ] Exempt (outside sales) [ ] Non-exempt [confirm by duties and
work location]
Territory: __ (often shared or supporting)
Compensation: Base $_____ + commission; target OTE $_____
JOB SUMMARY
[Company Name] is hiring an Entry-Level Medical Sales Representative, sometimes
titled associate or junior rep, to learn the business and grow into a full
territory. You will support senior reps, build product and clinical knowledge, and
take on accounts as you ramp. A development role for someone starting a medical
sales career.
KEY RESPONSIBILITIES
•Support senior reps and learn the full sales cycle
•Build product, clinical, and territory knowledge
•Handle smaller accounts and supporting sales activity
•Assist with demos, in-services, and customer follow-up
•Maintain CRM records and learn the sales process
•Hit ramping activity and sales targets
•Travel to customer sites with or for the team
REQUIRED QUALIFICATIONS
•Bachelor's degree or strong early sales experience
•Drive to build a medical sales career
•Coachable, organized, and goal-oriented
•Comfortable learning clinical and product detail
•Valid driver's license and willingness to travel
COMPENSATION AND HOW TO APPLY
Base salary: $_____ | Commission plan: __
Target OTE: $_____ | Benefits: __
Classification note: an entry rep who works mainly in the field may be exempt; one
who works mainly from a desk while ramping may be non-exempt. Confirm by actual
duties and work location.
To apply, send your resume to __ by _.
[Company Name] is an equal opportunity employer.
Compensation and FLSA Classification
This is the part the generic templates skip, and it is the part that matters most for a medical sales hire: how to template the base-plus-commission pay, and how the FLSA classification splits between exempt field reps and non-exempt inside reps. Get these right and your posting attracts the right candidates and protects your company.
Template the base plus commission, not just a salary
This is the part nearly every competitor template skips. Medical sales is commission-driven: across industry data, commission makes up roughly 40 to 60 percent of total earnings for most reps, and a typical structure is a base salary plus a commission or incentive plan that together form the on-target earnings, or OTE. A job description that lists only a flat salary misrepresents the role and loses serious candidates, who evaluate the comp by OTE and plan, not base alone. State the base, describe the commission or incentive plan at a high level, and give a target OTE. The templates here include a base, commission, and OTE block for exactly this reason. This is general information, not compensation advice.
Outside field reps are exempt, with no salary test
A field medical or pharmaceutical rep whose primary duty is sales and who customarily and regularly works away from the employer's place of business is exempt under the FLSA outside-sales exemption. Unlike the executive, administrative, and professional exemptions, the outside-sales exemption has no minimum salary threshold: it turns entirely on the duties and the work location. That means you cannot fix a questionable classification by raising pay, and you cannot lose the exemption by paying less. The exemption is the single biggest classification fact about this role, and it is missing from generic templates. This is general information, not legal advice.
Inside and virtual reps usually are not exempt
The exemption flips for desk-based selling. An inside or virtual rep who sells primarily by phone, email, or video from an office or home does not customarily work away from the employer's place of business, so the outside-sales exemption generally does not apply. These reps are usually non-exempt and entitled to overtime at one and a half times their regular rate for hours over 40 in a week, even when they are paid on commission, unless a different exemption such as the Section 7(i) retail or service exemption applies. As more medical selling moves to virtual models, this distinction matters. Track hours for inside reps. This is general information, not legal advice.
The Supreme Court settled the pharma question
If you wondered whether field pharmaceutical reps, who technically obtain prescribing commitments rather than complete a sale, still count as outside salespeople, the Supreme Court answered yes. In a 2012 decision, the Court held that pharmaceutical sales representatives are exempt outside salespeople because they are primarily engaged in sales and bear the external indicia of salesmen. The same reasoning extends to medical device and equipment field reps. So for a traditional field rep, exempt outside-sales classification is well settled, while the open questions sit with inside, virtual, and hybrid roles. This is general information, not legal advice.
Outside Field Reps Are Exempt, Inside Reps Usually Are Not
A field rep whose primary duty is sales and who customarily works away from the office is exempt under the FLSA outside-sales exemption, which has no minimum salary threshold. The Supreme Court confirmed in 2012 that pharmaceutical field reps qualify, and the same logic covers device reps. An inside or virtual rep who sells from a desk by phone or video generally does not qualify and is usually non-exempt and overtime-eligible, even on commission. Classify by actual duties and work location, not the title. This is general information, not legal advice.
For the worker classification that drives the W-2 versus 1099 decision at small suppliers, the employee versus contractor guide walks through the test in detail.
Skills and Requirements
Medical sales roles combine a sales track record, clinical credibility, and territory discipline. Scale the requirements to the type and seniority you are hiring for.
Requirement
What to look for
Education
Bachelor's degree or equivalent sales experience
Experience
Proven B2B or medical sales track record, the primary screen
Clinical
Comfort with medical terminology and clinical settings
Travel
Valid driver's license and willingness to travel a territory
Skills
Presentation, relationship, closing, and CRM discipline
Classification
Exempt outside sales for field reps; non-exempt for inside reps
Keep the posting neutral and inclusive, since the EEOC prohibits job advertisements that show a preference based on a protected characteristic, and the SHRM guide covers the standard sections of a job description.
Medical Sales Pay
Medical sales is a high-paying, commission-driven field. Set your range to the role, product line, region, and seniority, and present it as base plus commission and OTE rather than a flat number.
Federal Median Near $100,070, Higher on OTE
The closest federal occupation, sales representatives for technical and scientific products, had a median wage of $100,070 and a mean of $114,520 as of the May 2024 data, with employment around 303,200 and figures that include commissions (U.S. Bureau of Labor Statistics). Because the role is commission-heavy, industry on-target earnings for experienced device and pharma reps often run higher, in the $145,000 to $165,000 range.
Sub-bands exist: entry-level and durable medical equipment reps often start lower, in the 60,000s to 70,000s, before commission ramps. Employment in the broad occupation is projected to grow about 1 percent from 2024 to 2034, with roughly 142,100 openings a year across the wider sales-representative group, so a clear, transparent base-plus-commission and OTE offer helps attract strong reps. National compensation surveys and BLS data are the best references for setting a range.
Hiring for a Small Supplier
Most medical sales hiring happens at large device manufacturers, pharmaceutical companies, and national distributors. The slice that fits a smaller business is the regional DME or medical equipment supplier and the independent distributorship, where hiring looks different and the classification decision comes first. Here is how to write the posting for that reality.
Most medical sales hiring is enterprise, so the small-supplier version looks different
The bulk of medical sales jobs sit at large device manufacturers, pharmaceutical companies, and national distributors that run structured sales organizations with recruiting and HR support. The slice that fits a smaller business is the regional DME or medical equipment supplier and the independent distributorship, where an owner or a sales manager writes the posting, screens applicants, and onboards the rep directly. The DME and small-supplier template on this page is written for that reality, with a local referral-selling focus, rather than translating a national manufacturer's job classification down to a ten-person supplier. Pick the version that matches whether you are a large company or a small supplier.
Employee or contractor is a real decision at small suppliers, and it drives everything else
Small DME suppliers and distributorships frequently consider 1099 commission-only reps, which makes worker classification the first thing to settle. Whether a rep is a W-2 employee or a 1099 independent contractor depends on the actual working relationship measured against IRS and DOL tests, not the label you prefer. If you control how, when, and where the rep works, set the methods, and treat the work as ongoing, they are likely a W-2 employee, and misclassifying them carries back-pay and tax exposure. A W-2 field rep is then typically exempt under the outside-sales exemption, while a desk-based inside rep is usually non-exempt. Decide W-2 versus 1099 first, then exempt versus non-exempt, before you write the posting, which is why this page includes both employee and small-supplier versions with the classification built in.
However you engage the rep, the offer and onboarding still have to be handled
Once you hire or contract a medical sales rep, the people side is ordinary operations made specific by the comp plan: for an employee, a clear offer that states the base, commission plan, OTE, and exempt or non-exempt classification, the I-9 and tax forms, CRM and territory access, and product training before the first call; for a contractor, a signed agreement, a W-9, and clear commission and territory terms. FirstHR fits the employee side for a small supplier or distributorship: e-signature for the offer letter and commission-plan acknowledgment, an onboarding wizard and task workflows for product training and territory setup, document management for signed forms, and an org chart to place the role. To be clear about scope, FirstHR is an onboarding and HR platform, not a CRM, commission, or payroll system, and it does not run payroll or administer benefits, so pair it with those providers. Applicant tracking is coming soon.
From Hiring to Onboarding
The job description is step one. Once a candidate accepts or a contract is signed, the same document becomes the basis for the offer or agreement and the onboarding, and for a commission-paid territory role, getting the comp plan, classification, and tools right from day one matters.
Send the offer with the comp plan
For an employee, a salaried offer that states the base, commission plan, OTE, and exempt or non-exempt status; for a contractor, an agreement with commission and territory terms.
Confirm the classification
Document employee versus contractor, and for employees, exempt outside sales versus non-exempt inside sales, based on the actual relationship and work location.
Set up territory and tools
Give the new rep CRM access, the territory and account list, product and clinical training, and the sales process before the first customer call.
Store the records
Keep the signed offer or agreement, the commission-plan acknowledgment, I-9 or W-9, and tax forms organized and current.
Once your offer is ready, the offer letter template handles the next step, and an onboarding template gives a new rep a structured start. FirstHR connects the offer or agreement, the commission-plan acknowledgment, e-signatures, the onboarding workflow, and org-chart placement in one place, so a small supplier or distributorship can run the same process every time it hires. FirstHR is an onboarding and HR platform, not a CRM, commission, or payroll system, and it does not run payroll or administer benefits, so connect those separately. Applicant tracking is coming soon to FirstHR.
Key Takeaways
A medical sales rep sells to hospitals, clinics, and physicians across a territory; the role maps to the federal technical and scientific sales-representative occupation.
Template the base plus commission and OTE, not a flat salary; commission is roughly 40 to 60 percent of total earnings, and candidates judge the role by OTE.
A field rep is typically FLSA-exempt under the outside-sales exemption, which has no salary test; an inside or virtual rep is usually non-exempt.
The Supreme Court confirmed in 2012 that pharmaceutical field reps are exempt outside salespeople, and the same logic covers device reps.
For small DME suppliers, settle W-2 versus 1099 first; control over the rep points to a W-2 employee, and misclassification carries real liability.
The closest federal occupation reports a median near $100,070 including commissions, with industry OTE higher for experienced device and pharma reps.
Frequently Asked Questions
What does a medical sales representative do?
A medical sales representative sells medical products to hospitals, clinics, physicians, and healthcare buyers, usually across an assigned territory. The work clusters into four areas: selling and revenue (managing the sales cycle and hitting quotas), clinical and product (presenting products and clinical evidence and supporting users), territory and accounts (building relationships with decision makers and growing accounts), and process and compliance (tracking the pipeline in the CRM and operating within regulatory rules). The role spans several variations, including medical device reps who support cases in the operating room, pharmaceutical reps who detail products to prescribers, and durable medical equipment reps who sell to facilities and referral sources. It is a field-heavy, relationship-driven, commission-paid role. This is general information, not legal advice.
Is a medical sales representative exempt or non-exempt under the FLSA?
A field medical sales rep is typically exempt under the outside-sales exemption, while an inside or virtual rep is usually non-exempt. The Fair Labor Standards Act exempts outside salespeople whose primary duty is making sales and who customarily and regularly work away from the employer's place of business. Unlike the other white-collar exemptions, the outside-sales exemption has no minimum salary threshold; it turns on duties and work location alone. The Supreme Court confirmed in 2012 that pharmaceutical field reps qualify, and the same reasoning covers device and equipment field reps. An inside or virtual rep who sells from a desk by phone, email, or video does not work away from the employer's premises, so the exemption generally does not apply and the rep is usually non-exempt and overtime-eligible. Classify by actual duties and work location, not the title. This is general information, not legal advice.
How is a medical sales rep paid, and what is OTE?
Medical sales reps are usually paid a base salary plus commission or incentive pay, and the combined target is called on-target earnings, or OTE. Commission is a large part of the package: across industry data, commission makes up roughly 40 to 60 percent of total earnings for most reps. A job description should state the base, describe the commission or incentive plan at a high level, and give a target OTE, because candidates evaluate the role by OTE and plan structure rather than base alone. Listing only a flat salary misrepresents a commission-driven role and loses strong candidates. The templates on this page include a base, commission, and OTE block for exactly this reason. This is general information, not compensation advice.
What is the difference between medical device, pharmaceutical, and DME sales?
They are related field sales roles that differ by product and setting. A medical device sales rep sells devices and equipment to hospitals, surgery centers, and physicians, often providing clinical support in the operating room or procedure setting. A pharmaceutical sales rep details medications to physicians and providers, educating them on products and clinical data within compliance rules rather than completing a transaction on the spot. A durable medical equipment, or DME, rep sells equipment like mobility, respiratory, and home-care products, building referral relationships with physicians, discharge planners, and facilities, and is the variation most often hired by smaller suppliers. All three are field, commission-driven roles, but the product, the buyer, and the sales motion differ, so the posting should name the specific type. This is general information, not legal advice.
Should a small DME supplier hire a sales rep as a W-2 employee or a 1099 contractor?
It depends on the actual working relationship, not the label, and small suppliers should be careful here. Durable medical equipment suppliers and independent distributorships frequently consider 1099 commission-only reps, but whether a worker is an employee or an independent contractor is decided under IRS and DOL tests that weigh control, opportunity for profit or loss, investment, skill, permanence, and how integral the work is. If you control how, when, and where the rep works, set the methods and tools, and treat the work as ongoing and central, the rep is likely a W-2 employee. Misclassifying an employee as a 1099 contractor can lead to back pay, unpaid payroll taxes, and penalties. A W-2 field rep is then typically exempt under the outside-sales exemption. When in doubt, treat a controlled rep as a W-2 employee. This is general information, not legal advice.
How much does a medical sales representative make?
Medical sales is a high-paying field, with total compensation usually well above most hourly roles. The closest federal occupation, sales representatives for wholesale and manufacturing of technical and scientific products, had a median wage of 100,070 dollars and a mean of 114,520 dollars as of the May 2024 data, and those figures include commissions. Because the role is commission-heavy, industry sources that report on-target earnings show medians higher still, often in the 145,000 to 165,000 dollar range for experienced device and pharma reps, with top performers well beyond that. Sub-bands exist: entry-level and durable medical equipment reps often start lower, in the 60,000s to 70,000s, before commission ramps. Set your range to the specific role, product line, region, and seniority, and present it as base plus commission and OTE. This is general information, not compensation advice.
What qualifications does a medical sales representative need?
Most medical sales roles expect a bachelor's degree or equivalent sales experience, a proven sales track record, and the ability to learn clinical and product detail quickly. Employers look for strong presentation, relationship, and closing skills, comfort in clinical environments and with medical terminology, a valid driver's license, and willingness to travel within a territory, since the role is field-heavy. For device sales, comfort in the operating room and procedure settings matters; for pharmaceutical sales, scientific fluency and compliance discipline lead; for DME, knowledge of referral and reimbursement basics helps. Entry-level or associate roles weight coachability and drive over experience. Scale the requirements to the specific type and seniority you are hiring for, and keep the posting focused on the duties and results that matter. This is general information, not legal advice.
What should a medical sales job description include?
A strong medical sales job description names the specific type up front, whether standard, device, pharmaceutical, DME, inside, or entry-level, and includes a short company summary, a job summary that makes the territory and field nature clear, and responsibilities grouped into selling and revenue, clinical and product, territory and accounts, and process and compliance. State the qualifications, the travel requirement, and the territory. The most valuable additions that generic templates skip are a base-plus-commission and OTE compensation block, since the role is commission-driven, and the FLSA classification, exempt for outside field reps and usually non-exempt for inside reps, along with the W-2 versus 1099 decision for small suppliers. Close with an equal opportunity statement and clear apply instructions. This is general information, not legal advice.
