Medical Sales U with Dave Sterrett

Dave Sterrett
  • 5.0 (27)
  • Marketing
  • Updated Semiweekly

Prior to venturing into the world of medical sales, Dave’s diverse background included roles as a dedicated teacher, impactful work in the nonprofit sector, and humanitarian missions to Africa. However, despite his passion for these pursuits, Dave found himself falling short of his financial goals. Undeterred, Dave embraced the challenge and within less than five weeks, secured a coveted six-figure job offer. His stellar performance continued, achieving President’s Club recognition in the first year and doubling his compensation by the third year. Eager to share the secrets of his success and help others overcome barriers to entry, Dave established Medical Sales U. The driving force behind this endeavor is Dave’s commitment to guiding individuals from various backgrounds into the medical sales industry.

  1. 6d ago

    E56 | Top 7 Highest-Paying Pharmaceutical Sales Jobs

    Want to know what the top earners in pharmaceutical sales actually take home? The numbers you see on job boards dramatically undercount the truth because they leave out quarterly bonuses, RSUs, car allowances, and life-changing equity buyout premiums. Every Monday night, we coach you live to land the job. In this episode of Medical Sales U, Dave Sterrett breaks down the Top 7 Highest-Paying Pharmaceutical Sales Jobs in the country right now. From the incredible work-life balance of dermatology biologics to the multi-millionaire equity upside of oncology biotech startups, we are counting down the real numbers and giving you the honest truth about what it takes to clear the bar and land these elite specialty roles. TIMESTAMPS 00:00 - Intro: What Job Boards Get Wrong About Pharma Compensation 02:15 - The Total Compensation Formula (Base + Bonuses + RSUs) 04:30 - #7: Dermatology Biologics Sales Specialist ($140K - $230K) 07:10 - #6: Cardiology & GLP-1 Metabolic Sales Specialist ($155K - $250K) 10:05 - #5: Neuroscience & CNS Sales Specialist ($175K - $250K) 13:20 - #4: Rare Disease Key Account Specialist ($180K - $300K) 16:45 - #3: Biotech Specialty Sales (Gene & Cell Therapy) ($200K - $320K) 19:30 - #2: Oncology Sales Specialist - Large Pharma ($200K - $315K) 22:15 - #1: Oncology Biotech Startup Sales Specialist ($240K - $350K+ No Ceiling!) 24:40 - How to Build Your Record & Earn Clinical Credibility If you found this breakdown valuable, please SUBSCRIBE, drop a comment saying “Break in”, and share this with someone mapping out their trajectory in the medical sales industry! Ready to break into medical sales and secure your first $95k+ base offer? Join Medical Sales U: medicalsalesu.com/ #MedicalSales #PharmaSales #PharmaceuticalSales #MedicalSalesU #OncologySales #BiotechJobs #HighPayingCareers #SalesCompensation

    27 min

  2. May 18

    E55 | How Pharmaceutical Reps Make Over $200,000: The Numbers Nobody Is Talking About

    Think the real money in medical sales is only in the Operating Room? Think again. Discover how specialty Pharma and Oncology reps are quietly earning $200K - $300K+ without ever stepping into a scrub suit. In this episode, Dave Sterrett, founder of Medical Sales U and former #1 national rep at Sanofi and Virtuox, breaks down the exact numbers behind the most misunderstood — and lucrative — side of the industry: Specialty Pharma and Oncology Diagnostics. Stop listening to the "device youtuber" that says Pharma is just dropping off samples. We’re diving into the high-level clinical selling required to dominate oncology and precision medicine. TOPICS The Income Reality: Why the "floor" for our members starts at a $95,000 base salary.The Career Ladder: A step-by-step breakdown from entry-level ($110k) to Oncology ($230k+ base).Beyond the Salary: The "hidden" wealth in RSUs, ESPPs, and expense accounts that add $50k+ in value.The Interview Secret: Why smart people fail the "Clinical Conversation" and how to fix it.Work-Life Balance: Why veteran Device reps are leaving the OR for the flexibility of Pharma. CHAPTERS 0:00 - The Case for Pharma & Diagnostics 2:15 - My Journey: Turning a Territory Around 5:45 - Debunking the "Pharma is Easy" Myth 10:30 - The Salary Floor: $95k - $125k Base 15:10 - The Oncology Tier: $150k - $230k Base 20:45 - The Truth About OR Burnout 28:30 - How to Master the Clinical Conversation 35:00 - Building Generational Wealth with Equity Ready to break into medical sales and secure your first $95k+ base offer? Join Medical Sales U: medicalsalesu.com/ Every Monday night, we coach you live to land the job.

    35 min

  3. May 4

    E54 | She Supported 60+ Surgeries a Day at Stryker. Then She Became a Medical Device Sales Rep at Hologic.

    Can you break into Medical Device Sales without a background in sales? In this episode, Vidhi Patel shares the exact roadmap she used to transition from a Biology major and Clinical Researcher to an On-Site Specialist at Stryker, and finally landing her dream role in Breast & Skeletal Health Sales at Hologic. If you’ve been told you "don't have enough experience" or you’ve been stuck in a clinical role wanting to pivot to the business side, this interview is for you. Vidhi and I break down the tactical tools—from 30-60-90 Day Plans to the "About Me" PDF—that make a candidate undeniable to hiring managers. In this video, you will learn: Why the "On-Site Specialist" role is the best backdoor into sales.How to use LinkedIn to get noticed by top-tier recruiters.The secret to the "About Me" page that builds instant rapport with surgeons.Why you should let your company pay for your MBA (and why you don't need it to get hired).How to handle the grueling Stryker/Hologic interview process and the Gallup test. TIMESTAMPS: 0:00 - Intro: Meet Vidhi Patel 2:15 - Why Ohio State? (The OSU Connection) 4:10 - From Clinical Research to Stryker On-Site 6:45 - The Reality of the OR: Managing 3 Different Shifts 9:30 - How LinkedIn and Networking Landed the Interview 12:00 - Working with External Recruiters: What You Need to Know 14:50 - The 30-60-90 Day Plan: Don’t Just Copy/Paste! 17:30 - The "About Me" PDF: The Secret Weapon for Rapport 21:00 - Soft Skills: Reading the Room vs. Following a Script 23:15 - Why Hologic? (A Personal Connection to Breast Cancer) 25:30 - National Parks & Work-Life Balance in Med Sales 29:00 - MBA vs. Experience: Which one matters more? 31:30 - Advice for those stuck: "You just need one YES." Connect with Vidhi Patel: LinkedIn: https://www.linkedin.com/in/vidhipat/ 💡 About Medical Sales U: We help high-performers—teachers, nurses, and professionals—break into the medical device and pharmaceutical sales industry through expert coaching and a proven community of winners. We help professionals transition into top-tier medical sales roles: medicalsalesu.com/ #MedicalSales #MedDevice #Hologic #Stryker #CareerPivot #MedicalSalesU #InterviewTips #306090DayPlan #MedicalDeviceSales

    34 min

  4. Apr 27

    E53 | He Got Married, Moved Across the Country, and Broke Into Medical Sales — All at Once

    Breaking Into Med Device While Planning a Wedding & Moving States How do you pivot into a high-stakes career in Medical Device Sales while life is throwing everything at you? In this episode of the Medical Sales U podcast, I sit down with DeVaughn Crawford, who successfully broke into the industry during the most chaotic period of his life. Between planning a wedding, finishing an MBA, and moving from Louisville to Denver, DeVaughn proves that with the right "grit" and a structured plan, no obstacle is too big. Whether you’re a clinical professional, a student, or a career-changer, this episode is your blueprint for navigating the competitive medical sales landscape. WHAT YOU’LL LEARN: • The "Multi-State" Strategy: How DeVaughn landed a role covering 6 states (CO, UT, NV, ID, WY, MT). • Networking Secrets: The exact LinkedIn filters DeVaughn used to find the right hiring managers and internal referrals. • Mastering the Cadence: Why balancing high energy with professional "calm" is the secret to winning over hiring managers. • The Clinical Advantage: How to translate a non-traditional background (Political Science & Research) into sales success. • Overcoming Rejection: How to stay in the game after 50+ rejections. CHAPTERS: 0:00 – Introduction: The Challenges of a Career Pivot 2:20 – The "Random" LinkedIn Connection that Changed Everything 4:45 – Managing a Wedding, an MBA, and a Move Simultaneously 7:10 – Leveraging a Clinical Research Background in Sales 11:55 – Why an MBA Isn't Enough (and what you actually need) 14:18 – Facing 50+ Rejections: The Reality of the Hunt 16:42 – The Medical Sales U Method: Business Plans & STAR Interviews 21:27 – Remote Networking: How to Land a Job in a Different State 26:15 – Researching Products, FDA Approvals, and Competition 31:01 – Ordering the Chaos: Daily Habits for Success 35:38 – Conclusion: New Beginnings in Denver CONNECT WITH DeVaughn Crawford https://www.linkedin.com/in/devaughn-crawford-mba-81b66089/ 💡 About Medical Sales U: We help high-performers—teachers, nurses, and professionals—break into the medical device and pharmaceutical sales industry through expert coaching and a proven community of winners. We help professionals transition into top-tier medical sales roles: medicalsalesu.com/ Subscribe for more success stories and sales tactics! #MedicalDeviceSales #CareerChange #SalesInterview #MedicalSalesU #MedTech #JobSearchStrategy #DenverJobs #SalesCoaching #MBA

    37 min

  5. Apr 20

    E52 | What a Top Oncologist Really Thinks About Pharma Reps — and the AI Changing Everything

    Is it time to rewrite the playbook on oncology? In this episode of Medical Sales U, I sit down with Dr. David Waterhouse, a visionary leader in oncology and community research. From the emotional story that almost kept him out of medicine to the birth of Sarah Cannon (the world’s largest community-based research network), this conversation is a masterclass in professional purpose, precision medicine, and the future of patient care. Whether you are a medical student, an aspiring pharma rep, or a healthcare professional, this episode reveals why the "community setting" is the true frontier of medical innovation and how the Hippocratic Oath must evolve in the age of AI. In this episode, we cover: The Personal Journey: Why Dr. Waterhouse tried to avoid oncology—and the mentor who changed his mind.Community Power: The evolution of Sarah Cannon and why 85% of cancer care happens in the community.Precision Medicine 101: How we moved from "untreatable" lung cancer to targeted therapies and biomarkers.The AI Trust Gap: A father and son’s perspective on using AI as a partner without losing the human touch.The "Pro" Rep: What doctors actually value in a pharmaceutical partner (it’s not a "sale"). CHAPTERS: 00:00 - Introduction to Dr. David Waterhouse 02:15 - Avoiding Oncology: A Personal Story of Loss 05:30 - The Mentor Who Changed Everything 09:45 - The Birth of the Sarah Cannon Network 13:20 - Why Clinical Trials Belong in the Community 18:10 - The Evolution of Lung Cancer Treatment 23:50 - Precision Medicine & Biomarkers Explained 28:15 - Closing the AI Trust Gap in Medicine 34:00 - What Makes a Great Pharma Rep? (The Amgen Story) 40:05 - The Hippocratic Oath vs. Fiduciary Duty 44:20 - Personal Legacy: Family, Dogs, and Success Connect with Us: Follow Dr. David Waterhouse on Linked In: https://www.linkedin.com/in/david-waterhouse-md-mph-fasco-8a14b410/ About Medical Sales U: We help high-performers—teachers, nurses, and professionals—break into the medical device and pharmaceutical sales industry through expert coaching and a proven community of winners. We help professionals transition into top-tier medical sales roles: medicalsalesu.com/ Share this video with a colleague who needs to hear the truth about "patient-first" leadership. Subscribe for more deep dives into medical sales and healthcare innovation. #Oncology #MedicalSales #PrecisionMedicine #HealthcareInnovation #SarahCannon #ClinicalTrials #AIRules2026 #MedTech

    48 min

  6. Apr 13

    E51 | From Young Life Minister to Medical Device Rep w/ Kevin Maher

    From $50k to $115k: How a Ministry Director Broke into Medical Sales (and Survived a Major Setback) Can you pivot from a nonprofit background to a six-figure medical device sales role? Kevin Maher did—but it wasn’t a straight line. From landing a dream $115,000 offer at AstraZeneca to having it rescinded over a driving record error, this is the raw, unfiltered truth about the medical sales journey. In this episode of Medical Sales U, Kevin Maher and I dive deep into the grit, the "corporate game," and the exact steps needed to land a role at top companies like Applied Medical. What You’ll Learn in This Episode: The "Panera Strategy": How Kevin hunted down a hiring manager in real life. Transferable Skills: Why ministry, teaching, and coaching are "secret weapons" for sales. The Driving Record Warning: The $115k mistake you MUST avoid before you apply. The "Corporate Game": How to balance radical authenticity with professional wisdom. Clinical Interviewing: A look inside the Applied Medical vNOTES procedure test. Timestamps: 0:00 - Introduction: Kevin’s transition from Young Life to Med Sales. 04:20 - The skill set: Why "Area Directors" make great Territory Managers. 08:15 - Networking 101: Finding an AstraZeneca manager at Panera Bread. 16:30 - The $115k Offer: Doubling a salary overnight. 18:45 - DISASTER: Why the offer was rescinded (and how to fix your record). 22:10 - The Grind: Delivering bulletins and taking calls from the car. 27:50 - Learning from Rejection: Failing the Boston Scientific final round. 31:15 - The "Corporate Game": When to be authentic vs. when to be wise. 36:40 - Success at Applied Medical: The vNOTES clinical interview. 41:20 - Final Advice: Perseverance and the future of Medical Sales. Connect with Us: Follow Kevin Maher on LinkedIn: https://www.linkedin.com/in/kevinmaher1/ About Medical Sales U: We help high-performers—teachers, nurses, and professionals—break into the medical device and pharmaceutical sales industry through expert coaching and a proven community of winners. We help professionals transition into top-tier medical sales roles: medicalsalesu.com/ #MedicalSales #CareerPivot #MedicalDeviceSales #AstraZeneca #JobInterviewTips #SalesCareer #MedicalSales

    44 min

  7. Apr 6

    E50 | From Sales Rep to National Sales Director at Guardant Health w/ Todd Ford

    Stop applying to medical sales jobs online. You’re doing it wrong. In this episode of Medical Sales U, I sit down with Todd Ford, National Sales Director at Guardant Health, to pull back the curtain on what it actually takes to lead and land a role in the high-stakes world of precision medicine and oncology diagnostics. Todd has hired over 150+ people at Guardant alone, and his data is clear: only 1 in 65 successful hires comes from an online application. So, how do you get in? We break down the "networking secret," the evolution of genomic testing (NGS), and the daily habits of the top 10% of sales reps who win President’s Club year after year. In this episode, you’ll learn: Why B2B sales (like copiers) is the ultimate stepping stone to Medical Sales. The "hidden" criteria Todd uses to hire D1 athletes and top-tier talent. How Precision Medicine shifted from Chemotherapy to Targeted Therapy. The reality of "The Hustle": Managing 160 flights a year while raising a family. Why your resume is the least important part of your job search. TIMESTAMPS: 0:00 - Introduction: Meet Todd Ford of Guardant Health 2:15 - The 10-Year Evolution: From Chemo to Precision Medicine 4:40 - Career Roots: Why a Mentor told Todd to sell Copiers first 7:00 - Scaling the MRD (Minimal Residual Disease) Team 9:30 - How to Move from Sales Rep to National Director 12:15 - The "Ante" to get to the table: Consistent Performance 15:00 - Hiring Secrets: The "1 in 65" Networking Rule 18:30 - Managing the Autonomy: Habits of a Remote Sales Leader 21:00 - The Travel Reality: 160 Flights vs. Family Life 24:00 - The President's Club: Ritz-Carlton Yachts & Rewards 28:00 - Final Advice: Why Initiative is your best Interview Tool CONNECT WITH THE GUEST: Todd Ford on LinkedIn: https://www.linkedin.com/in/todd-ford-914b34/ Guardant Health: https://guardanthealth.com/ ABOUT MEDICAL SALES U: We help aspiring and veteran sales professionals break into and level up within the medical device, pharmaceutical, and diagnostic industries. Subscribe for weekly interviews with the leaders shaping the future of medicine. We help professionals transition into top-tier medical sales roles: medicalsalesu.com/ #MedicalSales #PrecisionMedicine #Oncology #GuardantHealth #SalesLeadership #MedicalDeviceSales #JobSearchTips #PresidentClub #SalesHabits

    32 min

  8. Mar 30

    E49 | Early Detection Starts Here: A Medical Director's Perspective - Dr. Jasleen Pannu, MD

    What does it take to truly partner with physicians in the medical device and pharma industry? In this episode of Medical Sales U, I sit down with Dr. Jasleen Pannu (Medical Director of Early Lung Cancer Detection at Ohio State Wexner Medical Center) to discuss the massive shift in interventional pulmonology, the rise of mobile CT screening, and how reps can better understand a physician's workflow to drive clinical innovation. Whether you are trying to break into medical device sales, working as a Medical Science Liaison (MSL), or practicing in the healthcare space, this episode offers a rare look behind the curtain. Dr. Pannu breaks down exactly how device reps can integrate into clinical workflows, find gaps in patient care, and brainstorm solutions alongside physicians. Timestamps 00:00 - Meet Dr. Jasleen Pannu & Medical Sales U 02:15 - Journey from India to U.S. Pulmonology 04:30 - The Evolution of Early Lung Cancer Detection 09:04 - MedTech Innovations: 3D Imaging & Precision Robotics 13:51 - Lung Cancer Screening Criteria & Risk Factors 16:14 - Overcoming Barriers with Mobile CT Scanning 18:30 - How Device & Pharma Reps Can Partner with Physicians 20:54 - Mentorship vs. Sponsorship (Building WIP Strong) 25:32 - Food, West Coast Travels, & Work-Life Balance 30:15 - How Art & Creativity Drive Clinical Innovation She also shares her personal journey from India to the US, her leadership as a founding member of WIP Strong (Women in Interventional Pulmonology), and how leaning into creative outlets like painting actually fuels her medical problem-solving. CONNECT Learn more about Ohio State Wexner Medical Center: https://wexnermedical.osu.edu/ Connect with Jasleen Pannu on LinkedIn: https://www.linkedin.com/in/jasleen-kaur-pannu-61752b21/ IG: @jasleenpannu_md 💡 Are you looking to break into Medical Sales? Medical Sales U is dedicated to helping you reinvent your career, find your specialty (Spine, Oncology, Pharma), and provide the innovation patients need. We help professionals transition into top-tier medical sales roles: medicalsalesu.com/ #MedicalSales #PharmaSales #InterventionalPulmonology #LungCancerScreening #MedicalDeviceSales #MSL #WomenInMedicine #MedTechInnovation #PhysicianPartnerships

    35 min
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5
out of 5
27 Ratings

About

Prior to venturing into the world of medical sales, Dave’s diverse background included roles as a dedicated teacher, impactful work in the nonprofit sector, and humanitarian missions to Africa. However, despite his passion for these pursuits, Dave found himself falling short of his financial goals. Undeterred, Dave embraced the challenge and within less than five weeks, secured a coveted six-figure job offer. His stellar performance continued, achieving President’s Club recognition in the first year and doubling his compensation by the third year. Eager to share the secrets of his success and help others overcome barriers to entry, Dave established Medical Sales U. The driving force behind this endeavor is Dave’s commitment to guiding individuals from various backgrounds into the medical sales industry.

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