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How to Become a Medical sales: Australian Careers in Health

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What is a Medical sales?

What will I do?

What skills do I need?

Resources

What is a Medical sales?

Medical sales is a career in selling medical devices, medicines, and health supplies to hospitals and clinics. Reps work with health staff to bring new products and tools into clinical use. Their role helps doctors, nurses, and specialists get access to the tools they need to care for patients.

Medical sales reps build and maintain relationships with clients across their territory. They visit hospitals, clinics, and private practices on a regular schedule. Each visit is a chance to understand client needs and show how products can help.

Day-to-day work includes showing products, handling technical questions, and following up after each sale. Reps track market trends, prepare sales reports, and negotiate pricing and contract terms. They also arrange delivery and setup of equipment when required.

This career suits people who enjoy both healthcare and business. Australia’s ageing population and new medical products keep demand strong. Many reps earn a good base salary plus target-based bonuses.

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Career snapshots For Medical saless

Medical sales is a growing field with strong demand across Australia. About 9,700 people work as medical sales reps nationwide (yourcareer.gov.au, 2025). Most roles are full-time, with 87% of workers in permanent jobs.

The median age is 44 and women make up 57% of the workforce. Jobs and Skills Australia rates future demand as strong. This growth is driven by an ageing population and new medical products entering the market. Reps work mainly in health care, manufacturing, and wholesale trade.

What will I do?

Medical sales reps sell devices, medicines, and health supplies to hospitals, clinics, and health providers. They spend most of their time visiting clients in the field to build strong relationships. Their work brings new medical products to the providers who use them every day.

  • Compiling client lists – Using directories and other sources to find new business leads in the healthcare sector.
  • Building product knowledge – Staying informed about the company’s and competitors’ products and current market conditions.
  • Visiting clients – Calling on hospitals, clinics, and practices to build relationships and act on sales opportunities.
  • Assessing customer needs – Understanding what healthcare clients need and recommending the right products and services.
  • Monitoring market trends – Tracking competitor activity and reporting changes to sales management.
  • Quoting and negotiating – Providing pricing, negotiating terms, and finalising contracts and orders with clients.
  • Arranging delivery and setup – Coordinating product delivery and equipment installation at client sites.
  • Reporting sales activity – Informing management about sales results and the performance of products in the market.
  • Following up with clients – Checking in after each sale to confirm satisfaction and resolve any issues.
  • Preparing sales reports – Maintaining expense records and sales data for management review.

What skills do I need?

A career in medical sales calls for a mix of technical know-how and strong people skills. Reps need to know their products well enough to explain them clearly to health staff. They also need good speaking skills to build trust with busy healthcare workers.

Relationship-building sits at the core of this role. Reps manage multiple client accounts and must keep each one engaged and satisfied. Good time management and planning skills help them handle a varied and demanding workload.

Skills/attributes

  • Clear verbal and written communication
  • Relationship-building with healthcare professionals
  • Knowledge of medical devices and pharmaceutical products
  • Sales and negotiation skills
  • Problem-solving and adaptability
  • Understanding of customer and clinical needs
  • Time management and territory planning
  • Technical knowledge of medical products
  • Ability to work independently and within a team
  • Resilience and persistence
  • Attention to detail
  • Sales reporting and documentation skills
  • Customer service focus
  • Industry networking
  • Market awareness and trend analysis

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About the author

Laura Atkinson

Laura Atkinson

Laura Atkinson is an Account Management and SEM specialist at Course Finder Group with six years' experience in the Australian education sector. She works day to day with universities, TAFEs and independent training providers, which gives her a close view of how courses map to real career outcomes. She writes practical guidance on career pathways, choosing the right qualification and what to expect when moving into a new field.