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Sales & Retail career
Technical Sales Representative
Also called: Medical Device Sales Representative · Pharmaceutical Sales Representative · Scientific Sales Representative · Industrial Sales Representative
What technical sales representatives do, what they earn, how long training takes and how to get started, with official BLS pay data and practical, job-level detail.
What does a technical sales representative do?
Wholesale and manufacturing sales representatives for technical and scientific products sell items such as medical devices, pharmaceuticals, lab equipment and industrial technology, using deep product knowledge. The median pay is $104,920 per year (BLS, May 2025), most people train for about 4 years plus product training, and employment is projected to grow +1.2% from 2025–35.
Pay data: BLS OEWS, May 2025 · Outlook: BLS 2025–35 · Checked October 15, 2026
- Median pay$104,920$50.44/hour · May 2025
- Job growth+1.2%2025–35, slower than average
- Openings per year23,600Average, 2025–35
- Typical entry educationBachelor's degreeBLS classification
- Time to train4 years plus product trainingTypical program length
- U.S. jobs292,000Employment, 2025
What technical sales representatives do
Technical sales reps sell complex products to experts: surgeons, pharmacists, lab managers, engineers and plant managers. They explain technical features, demonstrate equipment, support customers during use, answer clinical or technical questions, and manage territories and accounts.
Most technical sales reps have a bachelor’s degree, often in science, engineering or business. Product training is intensive. Pay usually includes commissions and bonuses, and top reps earn very well.
Typical duties
- Call on professionals in a territory
- Explain technical and clinical product details
- Demonstrate equipment and products
- Support customers during product use
- Negotiate contracts and pricing
- Track sales and competitor activity
- Follow regulations and compliance rules
Work environment and schedule
Reps work in the field at hospitals, clinics, labs and plants, driving or traveling much of the week.
Schedule: Hours can be long and early, especially in medical device sales where reps support surgeries.
A day in the life
- Meet a surgeon before a procedure to support a device case.
- Debrief with the OR staff and restock inventory.
- Visit a hospital purchasing department about a contract.
- Present a new device to a clinic team.
See a full day in the life of a technical sales representative →
Technical Sales Representative salary
Half of technical sales representatives earned more than $104,920 and half earned less in May 2025. Pay ranged from about $52,600 for the lowest 10% to $200,440 for the top 10%.
Full technical sales representative pay scale and hourly rates →
How to become a technical sales representative
- Earn a degree
- Build sales or technical experience
- Get hired by a manufacturer
- Build your territory
- Advance
A bachelor’s degree, often in a science, engineering or business field, is typical. Companies provide extensive product and compliance training.
Step-by-step guide to becoming a technical sales representative →
Skills and tools
Technical skills
- Technical product knowledge
- Clinical or scientific terminology
- Territory management
- Contract negotiation
- Product demonstrations
People skills
- Credibility
- Communication
- Persistence
- Relationship building
All technical sales representative skills and tools →
Pros and cons
Pros
- High earning potential
- Technical, interesting products
- Independence
- Impact on patients or industry
Cons
- Quota pressure
- Early and long hours
- Travel
- Heavy regulation and compliance
Certifications and licenses
- Certified Medical Representative (CMR): Credential for pharmaceutical and medical sales.
- Certified Sales Professional (CSP): General sales credential.
- Hospital vendor credentialing: Required to enter many hospitals.
- Manufacturer product certifications: Required product training.
Career path
- Associate Sales Rep: Learn products and support senior reps.
- Technical Sales Representative: Manage a territory.
- Senior or Key Account Manager: Manage major accounts.
- Sales Manager or Marketing Manager: Lead teams or products.
Learn the job before day one
Our Technical Sales Representative training (10 hours, $89.99) covers the role, 15+ key terms, step-by-step procedures such as present clinical data to a physician and support a surgical case, safety and how to land your first job.
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Compare: Technical Sales Rep vs. Sales Engineer · Technical Sales Rep vs. Wholesale Sales Rep · Technical Sales Rep vs. Account Executive · Technical Sales Rep vs. Biomed Technician
Technical Sales Representative FAQ
Do technical sales reps need a science degree?
Not always, but science or business degrees are common.
How are reps paid?
Usually salary plus commission or bonus.
Is medical device sales hard to get into?
It’s competitive; sales experience helps.
How much does a technical sales representative make?
The median annual wage for technical sales representatives was $104,920 ($50.44 per hour) in May 2025, according to the U.S. Bureau of Labor Statistics. The lowest 10% earned less than $52,600 and the highest 10% earned more than $200,440.
How long does it take to become a technical sales representative?
Most people need about 4 years plus product training of training. A bachelor’s degree, often in a science, engineering or business field, is typical. Companies provide extensive product and compliance training.
Do you need a degree to be a technical sales representative?
Usually. BLS lists a bachelor’s degree as typical for technical and scientific sales. Some reps move in from clinical, technical or sales roles with strong product knowledge.
More technical sales representative questions →
Sources
- U.S. Bureau of Labor Statistics, BLS Occupational Employment and Wage Statistics (OEWS), May 2025, SOC 41-4011 (Sales representatives, wholesale and manufacturing, technical and scientific products).
- U.S. Bureau of Labor Statistics, BLS Employment Projections, Table 1.2 (2025–35).
- O*NET OnLine summary for Sales representatives, wholesale and manufacturing, technical and scientific products (U.S. Department of Labor).
- BLS Occupational Outlook Handbook.
Reviewed by the Career Education Institute Curriculum Team. Pay figures are national estimates; local pay varies. See our editorial policy.