Hybrid

Medical Device Sales

Transform your future.

Medical Device Sales places you in a rewarding industry with high earning potential, flexible work, and the opportunity to impact patients’ lives through the products you sell. Butler University has partnered with Medical Sales College to offer students hands-on training to prepare students for success in this competitive field. Emphasizing experiential learning, our program ensures that knowledge isn’t just acquired but immediately applied, fostering adaptability and robust problem-solving abilities. Through deliberate learning experiences both inside and outside the classroom, graduates emerge equipped with highly marketable skills, positioning them distinctly in the job market.

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Explore This Section

1 Program Details
2 Program Highlights
3 Career Opportunities
4 Admission & Tuition
5 FAQs

Program Details

Requirements

Butler’s Medical Device Sales program is open to anyone, with no application requirements or prerequisites.

Curriculum

The orthopaedic extremities market is one of the fastest growing in orthopaedics as procedures and implants gain more acceptance. Program course material on orthopaedic reconstruction and trauma breaks out into knee week, hip week, and trauma week. Students learn from an industry-first curriculum built specifically for the orthopaedic device community.

PROFESSIONAL REPRESENTATIVE CERTIFICATION (WEEK 1)

As a requirement, all medical sales representatives must complete industry credentialing prior to entering the operating room.

Professional Representative Certification (PRC)

As a requirement, all medical sales representatives must complete industry credentialing prior to entering an operating room. Knowing hospital protocol and operating room etiquette is a must. Most company sponsored training programs spend less than a day covering this subject matter. At the Medical Sales College, we offer the best-trained professional representatives for the benefit of the employer, hospital and patient safety. In addition, as a selling representative, you work with several departments at the hospital. In our PRC certification, a student of the Medical Sales College takes it a step further. A typical representative learns by trial and error. At the Medical Sales College we want to give you every advantage to succeed. We take no chances. Outside of hospital protocol and operating room etiquette, we also cover industry regulations.

Fire Safety; Laser; Radiation; Electrical Biomedical
National Patient Safety Goals
How the FDA Regulates Medical Device Manufacturers
Regulations of Adverse Events & Complaint Handling
HIPAA
Blood Borne Pathogens
Infection Control
Aseptic Principles & Techniques
AdvaMed
Code of Ethics
O.R. Conduct for the Sales Rep
SPD, Decontamination & Instrument Processing
Compliance & the Sunshine Act
Off Label Awareness
General Surgical Instrumentation

Medical Sales Method Introduction:

Medical Sales is unlike any other type of sales or territory management. As such, our training process is unique.

In 2023, the Medical Sales College upgraded its Territory Business Planning training to include a student effort-centric, sales-forward, territory planning process.

This process begins in week 1 and continues through to graduation week. Our territory business planning process does the following:

It helps students understand the intricacies of business planning through comprehensive territory profiling.
It makes the graduates of Medical Sales College more prepared for an interview as highly differentiated candidates, giving them a leg up on other candidates, to help them land their dream job.
It generates a portfolio of student work that can be leveraged during the interview process and has vast utility, especially for their first 30-60-90 days on the job.
It can integrate with any CRM system or can live as a stand-alone system; it is simple and portable which will assist in the early and sustained successes of medical sales representatives.

Your Territory Business Plan works double time as…

An essential resource throughout your program but especially in Sales and Career Development weeks.
An Interviewing Tool after graduation.
A field Sales Portfolio to promote early sales successes.

Your comprehensive Territory Business Plan will include the following:

Surgeon Profiles
Facility Profiles
Problem Profiles
Procedure Profiles
Product Profiles
Company Profiles
Industry Professional Profile

Together, these resources and other insights make for a game-changing plan for your future territory.

ANATOMY & VOCABULARY (WEEKS 2 & 7)

ORTHOPAEDIC RECONSTRUCTION & TRAUMA (WEEKS 3-5)

Students develop a comprehensive understanding of the Orthopaedic Reconstruction & Trauma (ORT) concepts and treatment options. ORT is a three week program that breaks out into knee week, hip week, and trauma week.

Knee and hip week curriculum will focus on students gaining an understanding of anatomy, pathology, biomechanics, device design, and history as it relates to total knee and total hip arthroplasty. Students will also get an understanding of UNI knee’s, Bi-Polar hips vs total vs revision vs oncology.

During trauma week, we focus on fracture classifications. We discuss primary and secondary healing of bones. We set up fracture conference workshops looking at X-Rays, identifying the fracture, and learning how to discuss solutions. Students will build their confidence so that they are a confident asset to the surgeon’s team.

REGENERATIVE MEDICINE/BIOLOGICS (WEEK 6)

With the introduction of new technologies like stem cells, growth factors, amniotic tissue membranes, and extensive portfolios of allograft and autograft tissue types, there is a lot to learn in the field of regenerative medicine and biologics.

Like PRC, most company sponsored training programs spend less than one day on biologics (some as little as a couple of hours). At the Medical Sales College, we understand that an expert in biologics is high in demand. We spend the time necessary to get you more than just acquainted with biologics. The following is a list of Orthobiologic and Regenerative Medicine topics learned throughout the week.

Bone Formation
Bone Healing
Autografts
Demineralized Bone Matrix
Stem Cell Therapy
Platelet Rich Plasma
Amniotic Membranes
Soft Tissue Allografts
Human Dermal Tissue
Synthetic Biologics
Cartilage and Joint Preservation
Wounds
Tissue Banking

ORTHOPAEDIC EXTREMITIES (WEEKS 8-10)

During these weeks, students will gain knowledge of the most common Hand, Wrist, Elbow, and Ankle anatomy and pathologies. This knowledge is critical so that graduates will be able to communicate intelligently with hiring managers to secure a position within the industry. Graduates will form a strong, solid foundation, which will enable them to integrate and contribute at a faster pace once out in the field.

The following is a complete list of topics covered in the speciality curriculum.

Week 8
Specialty Instruction: Forefoot

Learn the anatomy and biomechanics of the forefoot, as well as pathologies and surgical and non-surgical treatments.

Anatomy, Pathologies (Degenerative, Trauma)
Biomechanics (anatomical relationships and importance of balance/biomechanics),
History of Surgical techniques Technologies,
Surgical Treatment Options,
Surgical Arthroplasty Techniques, Implants & New Technologies
Clinical Studies Research Project
Radiograph /Image Analysis,
Devices and Design Concepts

Sales

Implants- Product Analysis
Implants- Competitive Analysis
Product Profiling and presentation

Lab

Hands on training of surgical techniques learned during the week

Week 9
Specialty Instruction: Midfoot, Rearfoot, and Ankle

Learn the anatomy and biomechanics of the midfoot, rearfoot, and ankle, as well as pathologies and surgical and non-surgical treatment techniques for each.

Anatomy, Pathologies (Degenerative, Trauma)
Biomechanics (anatomical relationships and importance of balance/biomechanics),
History of Surgical techniques Technologies,
Surgical Treatment Options,
Surgical Arthroplasty Techniques,Implants & New Technologies
Clinical Studies Research Project
Radiograph /Image Analysis,
Devices and Design Concepts

Sales

Implants- Product Analysis
Implants- Competitive Analysis
Product Profiling and presentation

Lab

Hands on training of surgical techniques learned during the week

Week 10
Specialty Instruction: Hand, Wrist, Elbow, Shoulder

Learn the anatomy and biomechanics of the hand, wrist, elbow, and shoulder, as well as pathologies and surgical and non-surgical treatment techniques for each.

Anatomy, Pathologies (Degenerative, Trauma)
Biomechanics (anatomical relationships and importance of balance/biomechanics),
History of Surgical techniques Technologies,
Surgical Treatment Options,
Surgical Arthroplasty Techniques,Implants & New Technologies
Clinical Studies Research Project
Radiograph /Image Analysis,
Devices and Design Concepts

Sales

Implants- Product Analysis
Implants- Competitive Analysis
Product Profiling and presentation

Lab

Hands on training of surgical techniques learned during the week

SALES METHODOLOGIES & TRAINING (WEEK 11)

While students receive weekly sales training, week 11 is a sales intensive wherein Medical Sales College students pull together all that they have learned, plus the key elements of their territory business plan, and leverage their sales training, to capstone their medical sales training experience.

In week 11, students will utilize their arsenal of business planning profiles to perfect specific, next-level sales techniques and skillsets, in preparation for entering the industry.

In sales week, students will spend time in various workshops and role-play scenarios to learn and practice needed skills for:

Relationship-Focused Sales Meetings
Needs-Based Selling
Product FocusedSales Meetings
Product Value Statements
Validation for Impact
Validation

CAREER DEVELOPMENT & PLACEMENT SERVICES (WEEK 12)

Prepare for the interview process and connect with our network of hiring managers.

After successfully completing the necessary requirements and education, students will focus on career development & job placement. With the vast amount of industry connections, along with the launch of the ZeroFee Recruiting profile, this is what makes the difference for our students. The following are the specifics learned throughout the final week.

Resume building
Interview Preparation & Role Play
ZeroFee Recruiting video filming
Networking Plan & Messaging
Hiring Manager Target Sheet
LinkedIn InMail Campaign

Faculty

Dr. Sarah Dickey

Dr. Sarah E. Dickey received her BS in Biology from Indiana University-Bloomington, and earned her Doctorate of Podiatric Medicine at Rosalind Franklin University of Medicine and Science in North Chicago. Dr. Dickey completed her Foot and Ankle Surgical Residency at Stroger Cook County Hospital, University of Illinois at Chicago and Advocate Illinois Masonic Medical Center. Following her graduation from residency, she worked as a Sports Medicine Physician and Surgeon at The Running Institute. She medically and surgically treated athletes from the Chicago Marathon and the Joffrey Ballet and gained expertise in Orthobiologics and Regenerative Medicine.

In 2013 she became Faculty at Loyola University Medical Center and Hines VA as an Attending Podiatric Physician and Surgeon and ascended to Associate Professor. Through her professorship, she educated medical students, residents, and fellows during monthly lectures, grand rounds, and in the operating room. Her areas of interest were trauma, limb salvage and elective forefoot and ankle surgery. Following her Academic position, she transitioned into private practice at Northern Illinois Foot and Ankle Specialists. A career path change led Dr. Dickey back into education, and she is honored to be a part of the educational faculty at Medical Sales College. In her pastime, Dr. Dickey loves spending time with her husband and daughter, exercising (Pure Barre), and traveling.

Scott Holdsworth

Scott launched his career in the medical device industry in 1986 with Zimmer, Inc.(now Zimmer Biomet). He started as an entry-level manufacturing technician. By the time he left in 2004, Scott had become Global Director of Marketing Extremities. He then moved to Smith & Nephew, Inc. in Memphis, Tenn., working in hip marketing for three years. Before coming to the Med Sales Institute, Scott spent 12 years in sales training for Orthopaedic Reconstruction, Trauma & Extremities and Robotics. He most recently held the position of Director of Commercial Training & Education Orthopaedics, Americas.

Scott comes from Ohio, where he completed his Bachelor of Science in Business Administration from Ohio Northern University. The Med Sales Institute provides Scott an opportunity to expand his skills in career development and continue to give back to individuals who aspire to a medical device sales career. Scott joined the institute in 2020 and continues his passion for The Ohio State Buckeyes from the great state of Georgia.

Program Highlights

Why choose to become a medical sales representative? It’s a career that places you in a rewarding, lucrative industry with high earning potential, flexible work, and the opportunity to impact patients’ lives through the medical device products you sell. Medical sales reps also have control over their career success – it’s a field where effort equals earnings.

Butler University has partnered with Medical Sales College to offer students a hands-on and affordable educational opportunity that prepares students to excel in a competitive, rewarding field of medical device sales.

Overview

Hands-On and Virtual Reality surgical based training
Instructors with 500+ years of industry experience
Thriving Metropolis location in downtown Indianapolis
One year access to placement services

Program Length

12

Weeks

I would recommend the Orthopaedic Extremities and Orthopaedic Reconstruction & Trauma Program to anyone who is looking to get into this industry. There’s a certain level of finesse, there’s a certain level of professional knowledge necessary. You have to look at an x-ray and help the doctor figure out treatment. You have to help a surgeon, as you’re standing in the OR, figure out how to use your product while they’re using it on a patient.
Ashley Hauss
Capsa Health

Careers in Medical Sales

Below you will find several key statistics that illustrate what you can expect as you evolve in your career as a medical device professional

Independent / 1099 Representative

Medium Income: $95,057
Years of Experience: 0-2 Years

Source: 2021 MedReps Medical Sales Salary Report. Average total compensation (base + commission + bonus) based on average years of experience and sales title.

Field Representative

Medium Income: $143,815
Years of Experience: 3-5 Years

Source: 2021 MedReps Medical Sales Salary Report. Average total compensation (base + commission + bonus) based on average years of experience and sales title.

Account Manager

Medium Income: $179,490
Years of Experience: 6-10 Years

Source: 2021 MedReps Medical Sales Salary Report. Average total compensation (base + commission + bonus) based on average years of experience and sales title.

Management

Medium Income: $209,266
Years of Experience: 11-20 Years

Source: 2021 MedReps Medical Sales Salary Report. Average total compensation (base + commission + bonus) based on average years of experience and sales title.

Director / Vice President

Medium Income: $247,450
Years of Experience: 20+ Years

Source: 2021 MedReps Medical Sales Salary Report. Average total compensation (base + commission + bonus) based on average years of experience and sales title.

Tuition

Financial Assistance Options

Get credit for your merit and potentially improve your loan options by sharing your academic history, military background, or work experience. If approved, full deferment during school is available. See your options below.

MERITIZE LOAN

Offers Expedited Approval Process (Typically 2-3 Business Days)
Offers 90-Day Payback Grace Period
Can Be Repaid Over 18 – 120 Months
Provides Full In-School Deferment Option
Has No Prepayment Penalty
Covers Cost of Tuition for this 12 Week Program
Uses Academic Data for Better Loan Options
To apply for a loan visit https://apply.meritize.com

CLIMB LOAN

5–Minute Application With Instant Results
Loan Options include: ‘Fully Deferred Grace Period’ and ‘Interest Only Payment’ based on loan approval.
Interest-Only Loans pay interest only for First 6 Months. 60 Month Loan Term.
Fully Deferred Grace Period Loans have no payments for 90 days after program completion. Interest accrues during this time. 72 Month Loan Term.
No Prepayment Penalty
Fixed Interest Rates Starting at 7.99%
Deposit to the school of $500 or $1,250 required base on loan approval
Apply for extra money for Cost of Living

Transform your future. Start Your Medical Sales Career Today.

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Medical Device Sales FAQs

How difficult is it to get hired as a medical device sales representative without previous experience?

We only know of one study ever published on the statistics of getting hired as a device representative, which found that less than 1% of all applicants will ever break into medical device sales. Based on our internal team of former medical device executives, we believe it is even less than that. Job postings typically receive between 200-300 resumes. Only one candidate gets hired. We specialize in the placement of non-traditional candidates (those without prior device experience) into the industry with a success rate of over 84% for our available graduates. The majority of students secure employment within 90 days post-graduation.

*Job placement rate calculated as of January 1, 2024, by dividing the number of placed graduates by the number of on-campus graduates for all current 12-week on-campus programs.

Does tuition need to be paid up front?

How are 12-week hybrid classes structured?

What will I learn in the program?

Butler & MSC students graduates prepared to be productive members of the sales team from day one. By the end of a program, students will have acquired skills relating to:

Vocabulary
Anatomy
Biomechanics
Pathology
Surgical Procedures
Surgical Products
Operating Room Protocol
Diagnostic Imaging
Surgeon Profiling
Product Differentiation
Mapping the Sales Call
Competitive Profiling
Initiating Conversations
Moving the Sales Forward
30-60-90 Day Business Plans
Territory Development
Repetitive Role-Play Scenarios

In just weeks, Butler & MSC graduates form a comprehensive understanding of their specialization and what it takes to succeed in medical device sales. More importantly, they develop the confidence to have meaningful, high-value conversations with their surgeon customers.