Sales Specialist

What is your job title?

Sales Specialist

What industry do you work in? 

Medical Devices

How long have you been working in the industry?

7 years 

What qualifications do you have?

BSc in Biomedical Science

What is it that you do?

My role is focused on selling medical devices and providing technical support in theatre.

What are your day-to-day job responsibilities?

Day to day you are the general go-to person for any theatre staffing issues, kit and/or implant issues.

A typical daily scenario includes:

If I am covering a case that morning, I will usually leave around 6:30 am for an 8:30 am start (this is due to the commute, the traffic and of course the dreaded hospital parking).

I’ll set the theatre team up and check all implants, then provide any technical support to the surgeon throughout the case. I’ll usually stay behind to chat after that, to check how the surgeon felt everything went and if it will be possible to arrange a further meeting. This is usually to have the opportunity to showcase any other products I would like to discuss. I will then usually go to support an afternoon list elsewhere.

These cases do often run over and I won’t leave the theatre till 6/6:30 pm. Sometimes though there are early finishes.

If I don’t have cases, then I will typically be going to speak to new surgeons and getting to know their practice, so I can establish if any of our portfolio could be used. This is where I try getting a commitment for a trial. I also spend a lot of time running training and educational sessions for theatre and hospital staff and planning for upcoming cases with surgeons and sterile services.

How did you get into this role?

I originally started working as a Clinical Support Officer, primarily because I was finding it really boring working in an office environment.

What are you most proud of in your career?

That it provides me with the financial means to support my child as a single parent alone. However, my greatest achievement in my career is probably winning a £1.6 million deal entirely from relationships built virtually.

What do you enjoy most about your job?

The salary and the amount I learn each day

Is there anything you find particularly frustrating or dislike about your role?

The time it takes to be dedicated to the role can often be frustrating, as well as the hurdles each day can bring – your day rarely goes to plan! For example, there is a lot of time spent waiting in coffee rooms, and with busy Theatre Managers/Surgeons, it can often be quick or abrupt conversations.

Managing the demands in a competing industry brings with it a lot of frustrations too, for example, many hospitals can make last-minute requests and then seem aggravated when you can’t meet their timeframe!

What qualities do you believe you need, to succeed in a job like yours?

Resilience and patience are foremost. Although grit, determination and being thick-skinned are essential to ensure you’re not afraid of any competition and have the ability to succeed. Also, being adaptable to change!

What advice would you give someone who is wanting to get into your industry?

Although money isn’t the be-all and end-all of what makes a job enjoyable, the salary pay-offs for this job can be fantastic! I would say that use your pay-outs wisely and always have a long-term plan because everything can fluctuate. 

Some people that work in the industry their entire life often become disillusioned with the role and only stay due to the financial security it offers them. It’s important to know that this role is almost impossible with children unless you have a very supportive network who can pick up the slack whilst you’re stuck in the theatre!

I would also advise picking your manager/employer wisely as this job really can be amazing with the right company. And when it comes to on the job, don’t lie or ‘wing it’ in theatre. If you don’t know, there’s no shame in saying so. Always ask people why or ask them to explain how they came to a particular decision, knowing more really helps your selling after all! 

What is the strangest thing you have ever had to do in your working life?

Here’s an interesting one, I removed a shoe from a patient’s amputated lower leg which was in a bucket of ice. The patient had their leg amputated in an accident and the shoe needed removing so I could estimate the length of the plate we would need. 

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