“Young Guns” Looking to Make a Mark in the Medical Device Industry

Part of a monthly series on how to break into the medical device industry

This Month: Javier Cespedes, Tampa, FL

How-To Guide for College Students and Early-Career Professionals: A Journey of Persistence and Networking

Finding Your Passion in Sales

Bottom Line: Success in sales is built on resilience, adaptability, and a willingness to embrace challenges. Rejection is inevitable, but how you handle setbacks determines your growth. Every "no" is an opportunity to refine your approach, develop stronger communication skills, and ultimately increase your chances of success.

Tip: If you’re considering a career in medical sales, starting with a foundation in business-to-business (B2B) sales or commission-based roles can be invaluable. These experiences teach negotiation, persuasion, and the ability to build rapport—critical skills for excelling in the competitive medical device industry.

Javier’s Story

For Javier Cespedes, sales is more than a job—it’s a passion that fuels his drive for growth and learning. As a junior at the University of South Florida, he took on a commission-only sales role to test his resilience and confirm his career path.

"I gave myself two months to see if sales was for me," Javier recalls. "After landing my first sale in a week, I embraced the ups and downs, refining my approach and learning how to handle rejection."

Now working in outside sales within the telecommunications industry, Javier is sharpening his skills while preparing for his ultimate goal: breaking into medical device sales after graduation.

Exploring MedTech: Innovation and Startups

Bottom Line: The MedTech industry is constantly evolving, with new technologies transforming patient care. Learning about different sectors—such as surgical devices, diagnostics, and AI-powered healthcare—can help you determine where your interests and skills best align.

Tip: Stay informed about industry trends and innovations to position yourself as a knowledgeable candidate. Established medical device companies offer structure and training programs, while startups provide a fast-paced environment with broader responsibilities. Understanding the differences between these paths can help you decide which type of company suits your personality and career goals.

Javier’s Story

Javier's interest in the medical field began early—he once considered becoming a Physician Assistant but pivoted due to financial concerns. A professor introduced him to medical device sales, sparking his curiosity about the industry.

"I’ve always been interested in cardiovascular devices, but I want to explore my options," he shares. Companies like Mercury Medical and Viz.ai, which integrates AI for stroke detection, caught his attention.

Javier is particularly drawn to startups for their fast-paced nature and opportunities to contribute across multiple areas. "If you give me one position, I’ll learn the rest," he says. His eagerness to understand different aspects of a business and improve processes is what excites him most about MedTech innovation.

Networking Your Way Into the Industry

Bottom Line: Medical device sales is a relationship-driven industry, and who you know can be just as important as what you know. Building relationships before you’re actively job-hunting puts you in a stronger position when opportunities arise.

Tip: A strong LinkedIn presence, combined with proactive outreach, can significantly boost your visibility. Attend local meetings of The Lobby Medical Sales Network, hosted by STRIPES and The Lobby Orlando Chapter President, Leslie Tucci. Participate in online live sessions of STRIPES, a mentoring group for women in MedTech. Connect with industry professionals, engage with relevant content, and don’t hesitate to ask for informational interviews.

Javier’s Story

Javier’s first exposure to The Lobby Medical Sales Network came in November 2024, when he attended a meeting in Orlando. The event featured Thad Bragulla, Southeast Sales Director at Next Science, a leading wound care company. Listening to an experienced sales leader in the medical device space reinforced Javier’s interest in the industry and gave him insight into what it takes to be successful in the field.

Encouraged by what he learned, Javier drove 90 minutes from Tampa to Orlando to attend another Lobby Medical Sales Network event, eager to expand his industry knowledge. During the networking session, he met Paula Rutledge, Founder of Legacy MedSearch. Paula emphasized that attending industry conferences was one of the best ways to learn about companies, technology, and potential employers.

Javier’s dedication to networking has paid off, leading to shadowing opportunities with Mercury Medical and ongoing conversations with professionals who are helping him navigate the industry.

Action Plan: Steps to Break Into Medical Sales

1. Develop Sales Experience Start in B2B or commission-based sales to refine key skills.
2. Learn About MedTech & Industry Trends Research companies like Mercury Medical and Viz.ai.
3. Network Early & Consistently Attend The Lobby Medical Sales Network events. Join STRIPES Leadership mentoring sessions. Connect with professionals like Paula Rutledge, Sadeem Blake, and Javier Cespedes.

With dedication, persistence, and the right connections, you can build a strong path into medical sales—just like Javier.