Opportunities for radiologic equipment sales are improving due to the increased demand for imaging procedures.
A radiology sales career begins with the successful completion of a formal training program in radiology, as well as gaining experience as a licensed radiologic technologist. With experience and advancement into such specialty areas as CT scanning, MR or angiography, a radiologic technologist is well prepared for a career in radiology sales. Radiology sales representatives typically work for corporations large enough to manufacture state-of-the-art medical and radiology equipment. Often sales territories are large and frequent travel is required, according to the Occupational Outlook Handbook
Sales Representatives
A radiology sales representative's job is to make contact and sell radiologic equipment to medical institutions and offices. Sales representatives are expected to be knowledgeable in the design and use of imaging equipment. Technical knowledge and expertise is essential if a sales representative is to meet sales demands and outpace the competition. Selling large and expensive equipment directly to hospitals, imaging centers and physician offices can also be time consuming. It often takes a long time to close a sale. Technical expertise and patience are key to selling medical equipment, according to the Occupational Outlook Handbook. Commissions can be generous, but the competition for technical sales representatives' jobs can be challenging. Most employers require sales representatives to hold at least a bachelor's degree
Sales Manager
Regional or national sales managers are responsible for establishing their sales representatives' territories and setting sales goals. It is essential that sales managers working for manufacturers of radiology equipment be knowledgeable in the equipment's use and design. After all, a sales manager is also responsible for developing training programs to keep sales representatives educated and informed, according the Occupational Outlook Handbook
A sales manager must not only analyze sales statistics, but develop and promote marketing strategies, targeting both present and future needs within the radiological industry. Sales managers often have years of sales experience behind them, as well as at the very minimum a bachelor's degree. Technical and medical knowledge is considered a plus.
Specialty Sales
Specialty sales representatives are often referred to as product managers because they are responsible for new product promotions and sales. Often concentrating on one new, innovative product, a specialty sales representative usually becomes the marketing expert for that product. Radiological equipment used for interventional angiography procedures is an example. According to one manufacturer, Angiotech, a specialty sales representative promoting and selling this company's interventional angiography imaging device would be responsible for the equipment's entire portfolio, including development, sales and revenue. Specialty sales tasks would include launching material, soliciting input from and training physicians and radiological technologists.
Specialty sales representatives' employers give preference in hiring to those candidates with a master's degree and several years of sales experience. In addition, a background in technology and medicine, including radiology, is essential.
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