Pharmaceutical companies produce medicines in the form of drugs and formulations to cure various diseases. Different companies may specialize in different drugs, and even for the same disease, multiple companies might produce similar medications under different brand names. The success of these companies hinges on the sales of their products, which is where Medical Representatives (MRs) come in. Employed by both private and public sector pharmaceutical companies, MRs play a crucial role in boosting sales. The job offers a good salary, promotional opportunities, and a touch of glamour.
Duties
A medical representative promotes their company’s medical products by contacting physicians, hospitals, nursing homes, and pharmacies within a specified area. They plan daily visits to introduce and explain their products, follow up on these visits to gather feedback, and encourage clients to prescribe their company’s products to patients.
Eligibility/Selection
While a degree in pharmacy or science (especially with a focus on biology) is preferred, any degree holder with strong sales or marketing skills can be suitable for this role. Appointments are typically made through selection or interviews based on advertisements in major newspapers. Established companies may prefer candidates with 1-2 years of experience, though it is not always essential.
Personal Attributes
A successful medical representative should possess:
- Strong communication skills in both English and the local language.
- Initiative and motivation to achieve outstanding results.
- Career consciousness and a willingness to work hard.
- Preparedness for extensive travel and flexibility to reside anywhere in India.
- A pleasing personality and analytical abilities.
The role is lucrative but demanding, and personal aptitude is crucial for success.
Dress Code and Bag
Medical representatives must dress neatly and presentably. They carry a detailing bag, which should be well-maintained and contain literature, samples, sales aids, and a diary for daily planned work. Maintaining a daily diary is essential to record visits to doctors, chemists, and stockists.
Training
After selection, medical representatives undergo special training provided by various companies. This includes theoretical training on anatomy, physiology, pharmacology, salesmanship, profiles of Indian doctors, and product knowledge, followed by field training. During field training, new representatives work with senior representatives to learn the practical aspects of the job.
Promotion/Prospects
A medical representative’s career can be promising based on sales performance and customer management abilities. Performance is assessed by the ability to meet company targets, and promotions are merit-based. Possible career advancements include:
- Area Manager
- Regional/Zonal Manager
- Divisional Sales Manager/Divisional Controller
- Deputy Marketing/Sales Manager
- Marketing/Sales Manager
Pharmacy degree holders can also be promoted on the manufacturing side to roles such as Product Manager, Group Manager, or Marketing Manager. Exceptional performers with a knack for marketing can eventually rise to the position of Marketing Manager