Medical Sales Representative Job Description and Career
Medical Sales Representative Job Description and Career
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| Medical Sales Representative Job Description and Career |
Welcome to my website Proficiency in Selling. A men who represent a pharma company in terms of their brands in front of doctors as well as medical institute called medical representative.
This post is for you if you are a B. Pharma or B.Sc. graduate or even you a plain graduate. Curious to know about the role of a medical representative in a pharmaceutical or medical device company. In this post we would see you what a medical representative does and if you would be happy becoming one.
Job Responsibilities:
Sales Achievements
Customer support & service
Product promotion
New products/Feedback
Record keeping and reporting
Required Tools:
1. Bag
2. Folder or Laptop
3. Samples
4. Order form
5. Promotional things
6. Pen/Pencil
7. Visiting cards
8. Daily planner diary
Organized sales team
Medicines are generally sold in every part of the country. Hence there is a need of an organized sales team to ensure that these medicines reach to each and every patient. Let it be in any part of the country so to ensure this the country sales team is divided into zones which further breaks down into regions areas and territories. Each managed by a manager that designation number of levels or geographical area may vary from company to company but the basic hierarchy means the same.
Medical representative
Area sales manager
Regional sales manager
Zonal sales manager
DY. G.M.
G.M. (General manager)
Management or Director
Sales Target Process
Company has some yearly sales targets which gets broken down level by level till they reach medical representative. Your job revolves around three customers distributors, Stockist and retailer and the doctors. Stockist receive sales stock from the company. This is known as the primary sales.
Your target as a medical representative would be to achieve primary sales. The Stockist further sales it to various chemists of his area which are known as the secondary sales and those chemists will buy your medicines only if there is a demand that them for those products.
Demand Generation
Hence in order to achieve primary sales you need to ensure that the demand for these medicines are generated through the doctors. So your foremost task is to generate the prescriptions of your products from the doctors.
Planning:
To do that lots of planning is done before starting the sales operations. The doctors list of the territories prepared then to a program is made in such a way that you may meet all the doctors of the territory in a desired frequency. An extensive chemist survey of the area is done to find out the most potential doctors for all your products. Based on this survey list of products to be focused for each and every doctor is finalized.
Communication message, samples and other resources are also finalized for each doctor beforehand. All of the above is done based on the outcome of chemist survey and the potential of the doctor.
Day to Day work:
As Medical Sales Representative Job is required Day to day work in a clinic with the help of a visual aid the features and benefits of pre decided products are highlighted by a medical representative and also the superiority of his product over the competitor's is established. Samples or gifts are given along with reminders at regular intervals to the doctor. Availability of the products at nearby chemist is ensured and prescriptions flow of all the doctors are monitored at regular intervals and the desired secondary sales is achieved so that the target of primary sales is also met.
Negative aspects:
Small medicine manufacturing companies indulge in bribing the doctor. Sales targets given to medical representatives are unrealistically high.
Positive effects:
You as medical representative interact only with educated class. You earn very handsome incentives. You visit various places and meet different people.
Top challenge:
taking appointment to meet the doctors is very difficult. Learning about medicines and facing technical queries from the doctors also becomes a challenge.
Attitude:
Since most of the times you would work without your boss so you should be self-disciplined to get success as medical representative. Doctors meet with fixed appointments so punctuality should be your yet another quality. Good communication skills and pronunciation is a must.
Inspiration:
Medical representative heads medical fraternity with latest medicines and their usage. Therefore he is a part of a very noble cause of serving mankind with health and longevity. This completes the entire description of a medical representative's job.
What is pharmaceutical detailing?
Marketing Activities
Inform and educate doctors about their drugs
Convince doctors to prescribe these drugs.
Skills required in Medical Representatives:
Excellent product knowledge.
Excellent communication skills
Good networking and research skills
Positive attitude and very high level of energy.
You do possess these qualities and can discharge your duties very effectively if you are offered this role.
How will you approach a doctor?
Give to doctor your best product knowledge.
Take appointment & see the doctor with required material like clinical trial results, case studies, comparison with competing drugs, PPT, samples.
Visit the local stockist, wholesaler, retailers to find current scenario & market potential.
Ensuring a regular supply of your drugs in market :
One of the important duties of MR to ensure to local pharmacy and stockist have sufficient stock of your drug
If you find the stock is insufficient you take the personal order booking in get your drugs to deliver them.
Product Manager- qualities required?
Passion and commitment of your product
Focus & multitasking
Excellent analytical skills
Technical skills
Solution oriented with eye for detail
Good business acumen
So friends hope you like my article and also check in Proficiency in Selling for pharmaceutical sales jobs and sales representative jobs. Please subscribe your mail in our mailbox and any query so write in comment box.
Thank you.
