Understanding MedTech
Who Sells What to Whom
One page on the four kinds of MedTech sales, what each sells and who signs off on the purchase.
Who Sells What to Whom
One page on the four kinds of MedTech sales, what each sells and who signs off on the purchase.
Medical sales is four different jobs with four different buyers. Knowing which one you're talking about is the first sign to a hiring manager that you understand the market.
Disposable / consumable sales
Sells: gloves, syringes, catheters, wound care, surgical supplies.
- Supply chain
- Purchasing
- Materials management
- Nurse managers
- Clinical staff
Interventional / implantable device sales
Sells: stents, pacemakers, joints, spine hardware, neuromodulation devices.
- Surgeons
- Physicians
- Hospital value analysis
- Vendor management
Capital equipment sales
Sells: imaging systems, surgical robots, OR towers, monitoring equipment.
- Hospital executives
- CFO / finance
- Procurement
- Department directors
- Physicians and surgeons
- VAC committees
SaaS / healthcare technology sales
Sells: workflow platforms, analytics, billing software, patient engagement tools, AI-enabled healthcare software.
- Practice administrators
- IT teams
- Revenue cycle leaders
- Operations executives
Keep going.
Candidate FAQs
The questions candidates ask FloodGate most: what roles we fill, whether to apply to everything, working with more than one recruiter, and what it takes to break into device sales.
Career Transition Guide for Medical Device Commercial Executives
Seven phases, from shaping the ideal position to leaving your current employer well: how to run a search on yourself when you haven't had to in years.
MedTech Lingo Cheat Sheet
The vocabulary you'll hear in interviews, networking calls and on the job: roles, sales types, buying structures, reimbursement, FDA approval and funding, each in a sentence.
Talent decisions compound over time, for better or worse.
Ready for the next step, or the first one?
Get into the network. A Talent Advisor who knows the corner of MedTech you're aiming for will reach out when there's a fit.