Working in Medical Sales

Based in a specific geographical location, and usually specialising in a particular product or medical area, they try to ensure that formularies contain their product. They may also make presentations and organise group events for healthcare professionals, as well as working with contacts on a one-to-one basis.

Typical work activities

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 your competitors, can best satisfy those needs; closing the sale by agreeing the terms and conditions; and providing an after-sales service. Medical sales representatives do all of this and more.

In particular, typical work activities 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 administration staff e.g. receptionists;
• managing budgets (for catering, outside speakers, conferences, hospitality, etc);
• keeping detailed records of all contacts, which may involve database management;
• 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 in that area;
• regularly attending company meetings, technical data presentations and briefings;
• keeping up 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;
• keeping informed 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 with team managers to plan how to approach contacts and creating effective business plans for making sales in a particular area.

Requirements

Although this area of work is open to all graduates, a degree in pharmacy, medicine, nursing or dentistry may increase your chances. Although graduates with a life sciences background may be preferred, many medical sales representatives do not have a scientific background. Recently, employers have shown growing interest in people with business-related degrees.

Relevant HND subjects include biological, medical, agricultural and horticultural sciences.

Entry without a degree or HND is commonly possible, particularly for those with a sales background. A healthcare background, for example in nursing, can also be advantageous.

A pre-entry postgraduate qualification is not required.

Pre-entry experience is desirable with work-shadowing preferred. Related work experience, such as through a hospital placement or in a commercial environment, is useful. A driving licence is essential.

Candidates will need to show evidence of the following:

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

Medical sales representatives also need a detailed knowledge of the particular field in which a drug is to be used, as well as an understanding of anatomy, physiology, diseases and pharmaceutical treatments.

There are a reasonable number of employment opportunities, but company mergers are leading to increased competition for entry. First entry roles are generally more difficult to secure in Scotland and the north of England, so mobility can be important. Specialist markets are still a developing area.

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