Medical sales is an exciting and challenging field that you as Registered Dietitians can explore.

Although unconventional, this path presents a unique opportunity for dietitians seeking to leverage their nutritional expertise beyond traditional clinical, long-term care, or food service settings.

In this blog post, we’ll be exploring the realm of medical sales jobs, discussing the potential roles and responsibilities of a dietitian in this industry, sharing some of the necessary skill sets, and how you can navigate your way to success. We’ll also hear from a few experts in the niche, including how they got started, resources for success AND, we’re talking about what you can expect for compensation.

Let’s dive into this intriguing niche that is a meet-cute of healthcare and marketing.

Understanding Medical Sales

Medical sales, at its core, is a sector within the healthcare industry focused on selling medical products and devices to healthcare providers. This could range from pharmaceutical drugs and biotechnological advancements to surgical equipment and health-related software. Medical sales professionals serve as a vital link between healthcare manufacturers and healthcare providers, ensuring the latest medical innovations reach the hands of those who can utilize them to improve patient care.

“I started looking into sales a few years ago. I knew I was ready for something different than my traditional clinical role and the more I learned about sales, the more I thought I would enjoy it. I am naturally warm, outgoing, and personable – all qualities that have helped a lot with my role. In addition, having a sound clinical background put me at an advantage in the market because I understood the need and function of nutritional products.” - Hannah Peabody, RDN Regional Sales Manager - Southern California

Why Consider Medical Sales as a Registered Dietitian?

Registered Dietitians bring a unique perspective to the medical sales field. The comprehensive knowledge we possess in nutrition and health sciences can be instrumental when selling medical products related to diet and nutrition. Registered dietitians can effectively communicate the benefits of these products to healthcare providers, thanks to their deep understanding of nutritional needs and diet management.

“A common misconception that I had about sales was that I would come across as a car salesman. I hated the idea of walking into a doctor’s office and having to “sell” something - that’s just not my personality. Instead, I like to provide education and show that I’m reliable. If you’re working for a company with a good product, and you can make relationships with the people you encounter, asking for their business will come naturally with time. It’s a work in progress for sure!” - Sarah Chamblin, MS, RD, LD, Pediatric Sales Specialist at Abbott Nutrition

Dietitians are known for their exceptional patient care and communication skills - traits that are highly valued in medical sales. They are trained to listen to patients' needs, educate them about their diet, and build a trusting relationship, all of which are crucial in a sales environment.

“I love my job for a few reasons, but the best part is that although I’m not working as a clinical dietitian anymore, I still have an impact on patient care. It’s exciting to be able to share innovative products that are changing people’s lives and help hospitals and long term care facilities get these products on their formularies. There is no better feeling than following up with a customer, only to hear that the products they brought on are effective and making a difference both for the patient and clinician.” - Hannah Peabody, RDN Regional Sales Manager - Southern California

A Day in the Life of a Medical Sales Representative

“Working as a Regional Manager for a large area means having daily and weekly schedules that change frequently but consist of a combination of connecting with clinical nutrition managers, food service directors, and supply chain managers. At our meetings, we discuss product offerings, the science and innovation behind what the Medtrition product library offers and how we can help better serve the patient population in need, conducting the appointments, and following up afterwards.

I love the technology that is available to us right now. We are able to offer both in-person and virtual meetings to allow for flexibility for my customers and myself. This also makes managing a larger territory more feasible. There is a learning curve to balancing it all, but it is a workflow that I’ve come to love.

I especially enjoy doing a variety of tasks as opposed to having a repetitive routine. Throughout the year, I also participate in a variety of trade shows, conferences, and events both nationally and locally to highlight the Medtrition line. I love this because it gives me an opportunity to connect with professionals in a concentrated manner to allow focus on specific needs.” - Hannah Peabody, RDN Regional Sales Manager - Southern California

Companies Hiring Dietitians for Medical Sales Roles

1. Abbott Laboratories: A leader in global healthcare, Abbott Laboratories hires dietitians for sales roles in their nutrition division.
2. Nestlé Health Science: This company prides itself on nutritional advancements and actively recruits dietitians for sales roles.
3. Danone Nutricia: Specializing in advanced medical nutrition, Danone Nutricia looks for dietitians to join their sales team.
4. Baxter International Inc.: A global medical products company that hires dietitians for their nutrition-focused sales roles.
5. Novo Nordisk: A global healthcare company with a strong focus on diabetes care, they hire dietitians for sales roles promoting their nutrition products.
6. Lincare Inc
7. Pharmko
8. Rekkit
9. Medtronic
10. Insulet Corporation
11. Dexcom

These are just a few examples. Numerous other healthcare, pharmaceutical, and food companies value the unique expertise that Registered Dietitians bring to their sales teams.

The best place to start your dietitian job search? Right here on NutritionJobs.

Expected salary range and benefits

When it comes to compensation, a dietitian transitioning into medical sales can expect a potentially higher earning capacity compared to traditional dietetic roles. The exact salary can vary significantly based on several factors such as the type of product being sold, the company's size and reputation, geographic location, and the individual's experience and skill set.

“It varies per industry. I started with a startup med/tech company where the pay was low but I worked as a sales development representative where my job focused solely on calls. Now I'm transitioning to a pharmaceutical sales job where the average I've seen is $80,000 to $100,000+.” -Daisy Cruz, MS, RD

According to Glassdoor, the average salary for a dietitian working for Abbott as a Therapeutic Nutrition Sales Representative is $101,000 per year.

The total compensation often includes performance-based bonuses or commissions, which can substantially increase your overall earnings. For experienced professionals or those selling high-end or specialized medical equipment, salaries can easily reach six-figure sums, with bonuses and commissions on top of that.

It's also worth noting that the medical sales industry often provides additional perks such as travel allowances, company cars, and comprehensive healthcare packages; perks that you may never have gotten working in a clinical setting.

Challenges in Medical Sales and how to overcome them

Transitioning into medical sales can present a few challenges for Registered Dietitians. One of the most significant is the learning curve associated with understanding and communicating the complexities of medical products and technologies.

“My first role in sales was a hybrid role of both clinical and sales for a small regional DME company. Because technically the products could be furnished by anyone, I had to learn to sell ‘myself’ and my values. Being honest, having integrity, working with a sense of urgency, and being respectful all seem like common sense, but being consistent in these values can be what really sets you apart in the medical sales industry.” - Adriana Mino, MS, RD

Another challenge arises from the need to achieve sales targets. The pressure to meet these can be stressful, especially for those new to the sales environment.

“The hardest part can be making phone calls and hearing the rejections. However, it's also the most rewarding after learning from mistakes and getting a prospect to say yes.” - Daisy Cruz, MS, RD

Finally, the ethical challenges cannot be ignored. Balancing the drive to sell with the need to act in the best interest of patients can sometimes be difficult. Remembering that the ultimate goal is to improve patient outcomes, and ensuring that all actions align with this can help in maintaining integrity in this role. Also, adherence to regulatory guidelines and company policies is non-negotiable.

Resources for dietitians in medical sales

For dietitians intrigued by the prospect of a career in medical sales, there are several resources available to cultivate knowledge, acquire skills, and build a professional network:

1. Professional Associations: Organizations such as the National Association of Medical Sales Representatives (NAMSR) offer training programs, certifications, and resources that can be invaluable.
2. Networking: LinkedIn can be an excellent platform for connecting with medical sales professionals, joining relevant groups, and participating in discussions. In-person networking events, industry conferences, and seminars also present valuable opportunities to meet and learn from industry veterans.
3. Certifications: “Certifications and clinical experience in certain areas can be helpful too. For example, if you're looking to do diabetes medical sales then having a CDCES is something usually looked for in employees.” - Daisy Cruz, MS, RD
4. Sales Training Programs: Many pharmaceutical and medical device companies offer sales training programs specifically designed to equip new sales representatives with the skills and knowledge they need. Participating in such a program can provide a smooth transition into medical sales.
5. Mentorship Programs: If you're able to find a mentor in the field of medical sales, they can provide personalized advice, help you understand the industry's nuances, and guide you through challenges that you may face early in your career.

Leveraging these resources can significantly enhance your preparation for a medical sales career, allowing you to transition smoothly from a dietitian role.

Finding your dream job in Medical Sales

The journey towards finding your next job in medical sales begins with knowing where to look.

NutritionJobs.com serves as an excellent portal for dietitians seeking opportunities in medical sales. You can set up job alerts, ensuring that you are among the first to know when a new role in medical sales becomes available. Be ready to apply promptly as jobs in this field can be competitive.

In addition to online job boards, don't underestimate the power of networking.

“I did a lot of networking on LinkedIn. I would search companies I was interested in and connect with people I had mutual connections with. I'd ask them questions via LinkedIn or sometimes we'd chat on the phone. Networking is what helped me get my first sales job.” -Daisy Cruz, MS, RD

LinkedIn offers an invaluable platform for connecting with industry professionals. This could include recruiters, current medical sales representatives, and even company executives. Engage regularly in relevant LinkedIn groups, participate in discussions, and don't hesitate to reach out to professionals in the field for advice or potential job leads.

Remember, your job hunt is not just about finding open positions, but also about positioning yourself as a valuable asset in the medical sales field. So, while you're searching and applying, continuously hone your skills, stay updated with industry trends, and communicate your enthusiasm and readiness for a role in medical sales.

“If you are considering a change in your role or career, don’t wait until you have every qualification listed on the job listing. Take the leap and be flexible in learning. Work hard and believe in yourself and the rest will fall into place.” - Hannah Peabody, RDN Regional Sales Manager - Southern California

That's a wrap

The realm of medical sales offers an exciting, dynamic career shift for registered dietitians. As we've explored, despite the challenges, there are ample resources available for you to thrive.

Through professional associations, networking platforms like LinkedIn, online learning websites, insightful books and podcasts, sales training programs, and mentoring, you can equip yourself with the essential skills and knowledge to excel in medical sales.

Your journey into this vibrant field can start today with NutritionJobs.com. Download our free LinkedIn Profile checklist to make sure that your profile is working hard for you, demonstrating your expertise and value as a healthcare practitioner and attract opportunities right to your inbox!

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About the Author

Stacey Dunn-Emke, MS, RDN, is the Founder Owner of NutritionJobs and DietitianSalaries.com and is an established dietetic career expert. She helps steer dietetic and nutrition professionals to a successful job search process with the top-ranked dietetic job board platform, NutritionJobs.com. Stacey is the author of The Dietetic Resume Guide and numerous dietetic career action-ables. She gives the tools to create a modern standout dietetic resume to land that job interview, help with job interview prep, and with creating Compelling LinkedIn profiles. Stacey has interviewed and hired many dietitians. Since running NutritionJobs in 2000, she has reviewed thousands of dietetic resumes. She works closely with dietetic hiring managers and recruiters to know the standout elements on a resume that land a job interview. Stacey speaks on successful compensation negotiation at professional conferences and frequently consults with the Academy of Nutrition and Dietetics at FNCE and co-created the webinar series, Dietetic Career Hack: The Complete Networking and Resume Guide and Dietetic Career Hack Part II: Interviewing Tips and Tricks. Her previous dietitian jobs have been in clinical, nutrition support, and research.

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