Responsibilities for Medical Representative

In any setting, the process of selling involves contacting 
potential customers, identifying their needs, persuading 
them that your products or services (rather than those of competitors) can best satisfy those needs; closing the sale by agreeing the terms and conditions; and providing an after-sales service. As a medical sales representative, you'll do all of this and more.

Duties often include:

• arranging appointments with doctors, pharmacists and hospital medical teams, which may include pre-arranged appointments or regular 'cold' calling;
• making presentations to doctors, practice staff and nurses in GP surgeries, hospital doctors and pharmacists in the retail sector. Presentations may take place in medical settings during the day, or may be conducted in the evenings at a local hotel or conference venue;
• organising conferences for doctors and other medical staff;
• building and maintaining positive working relationships with medical staff and supporting administrative staff;
• managing budgets (for catering, outside speakers, conferences, hospitality, etc.);
• keeping detailed records of all contacts;
• reaching (and if possible exceeding) annual sales targets;
• planning work schedules and weekly and monthly timetables. This may involve working with the area sales team or discussing future targets with the area sales manager. Generally, medical sales executives have their own regional area of responsibility and plan how and when to target health professions;
• regularly attending company meetings, technical data presentations and briefings;
• keeping up to date with the latest clinical data supplied by the company, and interpreting, presenting and discussing this data with health professionals during presentations;
• monitoring competitor activity and competitors' products;
• maintaining knowledge of new developments in the National Health Service (NHS), anticipating potential negative and positive impacts on the business and adapting strategy accordingly;
• developing strategies for increasing opportunities to meet and talk to contacts in the medical and healthcare sector;
• staying informed about the activities of health services in a particular area.

Working hours

Working hours typically include regular extra hours, but not weekends or shifts.

Work is generally office or home based but a substantial amount of time is spent travelling to and from clients.

Self-employment and freelance work is uncommon. The prospects for re-employment after a career break are good. Part-time work is also possible.

What to expect

• Opportunities occur throughout the UK, but the job usually involves responsibility for a particular geographical area. If you're successful, you may find yourself head-hunted from one company or region to another.
• Smart dress and a professional appearance are essential.
• There is a lot of travel during the day with occasional absence from home overnight. You may have to attend client dinners on some evenings.
• Overseas work is uncommon.

Qualifications

Although this career is open to all graduates, the following subjects may improve your chances:

• dentistry;
• life sciences;
• medicine;
• nursing;
• pharmacy.

A business or marketing degree may also be helpful, especially if accompanied by some knowledge of medical sales and what this involves.

Entry with a HND or foundation degree is possible as training is given. Life science or healthcare subjects are particularly useful.

A pre-entry postgraduate qualification is not necessary, although a relevant Masters can be an advantage for medical sales positions requiring specific, technical knowledge.

If you do not have a science or healthcare-related qualification, a background in business or sales is important.

Skills

You will need to show:

• excellent communication skills;
• an outgoing and persuasive manner and the ability to deal with people who hold differing beliefs or values;
• confidence and persistence;
• patience and self-motivation;
• analytical and planning skills;
• a flexible approach to work in order to adapt to changes, for example in the healthcare system or product and drug formularies;
• strong teamwork and networking skills;
• commercial and business awareness.

 By Mohit Motiwale 

and Akhilesh Mewade