Which expert can provide some advice on the general situation of the medical device sales industry? Thank you

The annual salary of high-end marketing talents exceeds 200,000

Because of its optimism about the bright prospects of China’s medical device market, Cook Medical, the world’s largest private medical device company, has already entered China only a short time ago. Consider China as Cook Medical’s largest single market in the world in the next five years. Mr. Philip Nowell said: "The growth of the Chinese market has exceeded our imagination. Two years ago, we established the Shanghai office and warehouse, which was expected to be used for 5 years. But now, our office area and warehouse size have doubled "Obviously, we underestimated the market potential."

Expanding multinational companies include Johnson & Johnson Healthcare, GE Healthcare, Medtronic, Siemens Healthcare, Carestream Healthcare, Canon Healthcare, etc., while stepping up the development of new products. , these companies are also accelerating the recruitment of marketing talents.

The reporter observed that hospitals, pharmaceutical companies, and medical device sales companies are very eager to recruit suitable professionals. Among them, technology research and development, sales directors, marketing directors, OTC business managers, etc. are all in high demand. Position.

Pharmaceutical companies and medical equipment sales companies are the first companies to recruit large talents. Since sales are the most direct and important means for a company to survive, sales elites have been the targets of medical companies for a long time, and companies are most willing to spend a lot of money to introduce such talents.

The reporter saw on several medical device recruitment websites that headhunters have offered annual salaries of 150,000 to 300,000 yuan for senior sales managers, senior sales consultants and sales directors.

An excellent sales consultant is like half a doctor

“In China, it is difficult to recruit excellent sales talents. On the one hand, the accumulation of talents is small, and on the other hand, due to the lack of medical device products The technology updates quickly, and there are not many people who love this industry and are willing to learn.”

Mr. Philip Norvell told reporters that while Cook is expanding sales channels this year, it will further expand sales. The team focuses on recruiting sales elites, and the staff expansion ratio will exceed 50%. "Cook does not call product salespeople directly salespeople, but calls them Clinical Support - marketing support or product experts. Because their responsibility is not only to sell products, but also to provide professional skills to doctors who use the products. "

Mr. Philip Norvell said that the operation technology of Cook's high-end medical device products is relatively complex, and sales staff must provide detailed consulting services and answer questions to users. Before taking up the job, sales staff must undergo strict overseas training to ensure that each "technical support" can conduct demonstration operations in Chinese and English.

"They are not doctors and cannot go on stage to perform operations. But when doctors perform operations, they must stand aside fully armed: telling them how many wires to insert and when to open the stent when the doctor has questions." Mr. Philip Norvell said with a smile that this kind of exercise must be experienced by everyone who enters the Cook sales team. Therefore, sales staff who have worked for Cook for more than two years not only know the performance and effectiveness of medical products by heart, but can also provide corresponding guidance to doctors who use the products. To say that they are half doctors, it should not be said that they are half-doctors. Too much.

Professional background is the basic requirement for employment

Although medical device companies are eager for talents, due to the particularity of industry products, the selection standards are relatively strict.

Ms. Zhao, the HR specialist of a medical device sales company, revealed to reporters, “Due to different industries, the company’s sales personnel must be in the same industry, otherwise sales cannot be made. If you don’t understand the product, you cannot explain the product. If you are not in this industry, you must have more than 5 years of sales experience and be able to accept and understand new problems quickly. In addition, we also attach great importance to the applicant's ability and method of dealing with problems and solving problems as a salesperson. You must have keen market observation and response capabilities, and have rich connections with major local hospitals and medical institutions. At the same time, you must be proficient in English. "Obviously, both hard and soft conditions for sales talents have become the dominant direction for medical companies to recruit. .

However, the high requirements for talent selection also make it difficult for companies to recruit people smoothly. Ms. Zhao lamented: "The medical industry is different from other industries. Products are about life, and companies dare not lower their requirements. After all, sales representatives are the company's key For core departments, we are willing to offer high salaries, but there are very few people who meet the requirements.

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“The reality is that job seekers with a medical background generally do not apply for our positions. They choose hospitals or clinics. "Ms. Zhao said that the working location of medical device sales staff is not fixed and they need to travel frequently, ranging from one or two days to ten and a half months at most, which is a bit uncomfortable for many people. "Once excellent talents are recruited, We will do our best to retain them and try not to let them change jobs. ”